A masterclass from Mark Cranney, Lars Dalgaard and Ben Horowitz.
In Summary: To many Product Teams, sales is a necessary evil. Great products, the theory goes, sell themselves.
But few products exist as B2C-only for long. To truly scale you need to sell into organisations and to do that you need a Sales Team.
Mark Cranney is the most famous salesperson in tech thanks to Ben Horowitz' Hard Thing about Hard Things. In this chat with Ben and Lars, he outlines how sales should work with Product Managers, dispels some common myths and outlines the playbook for building a killer sales team.
Some things don't need disruption, he argues. Established sales techniques work, so don't fix them - just let natural sales people shine. Remember, for B2B customers, the sales team is your company and your brand.
Instacart's Jeremy Stanley on finding signals in the noise.
In Summary: Many companies claim to be data-driven but fall well short. Data science isn’t right for everyone. It's important to understand if you need data scientists for decision science or if you plan to build data products.
To be effective, data scientists must be trusted by their teams, the users of their products and the decision-makers they influence.
How should data science and Product Teams work together? Jeremy reviews 3 models: standalone, embedded and fully integrated.
If you build a company culture that makes it a great place to practice data science you’ll reap dividends when they matter most.
The secret to growth that no one talks about, by Drift's Dave Gerhadt.
In Summary: There's one 'growth hack' that will have the biggest impact on growing your business: talking to customers. But talking to customers can seem fluffy so, instead, we fall in love with data and dashboards which seem more 'black and white'.
In order to really understand what your customers want you need to hear their pain, see their frustrations, challenges and desires first hand.
Dave lists 5 opportunities (or moments) when you can really connect with your customers.
Your welcome email is the single most important email that you will send to your customers and subscribers. It should be smart, funny, and welcoming but also designed to elicit a response. Net Promoter Score can be an amazing way to uncover upsell and cross-sell opportunities and predict churn.
Live chat is one of the best ways to have real conversations with customers while they're engaged with you product and 'All Hands' support is one of the best ways to keep your team close to your customers.
Sometimes, just emailing all your customers is the best way understand what is actually happening with your product.