In this episode, Richard Ellis and Darin Archer explore how to bridge that gap between product and sales organizations. The lack of collaboration and ineffective communication between product and sales is a common problem in many companies. The discussion highlights the challenges faced by product leaders and sales leaders in working together. It emphasizes the importance of balancing time spent internally and externally, as well as understanding the different perspectives and touchpoints of sales and product.

The conversation also touches on the role of sales enablement and the need for a customer-centric approach in enablement. In this conversation, Darin and Richard discuss the importance of building relationships with sales and marketing leaders. They emphasize the need for product leaders to acknowledge that their ideas may not always be successful and that marketing and sales are crucial for bringing products to market. They provide practical tips for establishing healthy relationships with sales and marketing leaders, including lowering ego, being curious and forensic, and understanding the challenges faced by sales teams. 

Chapters

00:00 Introduction: The Gap Between Product and Sales

01:30. Identifying the Problem: Challenges and Perspectives

04:10 Trends or Missteps

08:30 Balancing Time and Priorities

12:45 How the Product Team Gets Involved in Enablement

20:31 Finding Goodness: Softball and Summer

Keywords

product, sales, collaboration, communication, gap, challenges, touchpoints, balance, enablement, customer-centric, relationship building, sales, marketing, product leaders, ego, curiosity, test and learn, engagement, meetings

Sound Bites