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Here's a list of old episodes in date order! There have been some great conversations so feel free to binge them all!
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Episode 95 - Can Sales & Product Really Get Along? (with Brendan McAdams, Author "Sales Craft")
Episode 95: Can Sales & Product Really Get Along?
Brendan McAdams, Author "Sales Craft"
About the Episode
An interview with Brendan McAdams. Brendan is a long time Enterprise SaaS salesman and author of "Sales Craft", a book he hopes will help salespeople and even tech founders get better at selling their products. Brendan is keen to stand up for the sales team, the value they add to customer relationships, and work out how we can make sure sales & product teams can work together more effectively.
We speak about a lot, including:
- His book Sales Craft and how he wanted to write a very practical book to help to take the mystery out of sales
- The tension between sales & product management, some of the ways the sales team can bridge the gap, and why sales is a team sport
- Why it's important for salespeople to avoid Columbo "One More Thing" features and how they have to be prepared to walk away from a deal
- The problems with salespeople being prepared to go out, promise anything the client asks for and dumping a bag of manure on the product team's desk
- Why sales is like poker, having to play the hand you've been dealt, and how empowering it can be to say to no to a request you can't serve
- How sales discovery intersects with product discovery, the importance of getting product people into the field, and whether salespeople have a wide enough view of the market
- What Product-Led Growth means to him as a salesperson, and whether he thinks it's applicable to all stages of a product
And much more!
Buy Sales Craft
Visit Amazon or Goodreads for more info.
Contact Brendan
You can find Brendan on BrendanMcAdams.com or Twitter
Related episodes you should like:
- Beyond the Challenger Sale Part 1: JOLTING Customers out of "No Decision" (Matt Dixon, Author "The Challenger Sale" & "The JOLT Effect")
- Beyond the Challenger Sale Part 2: Focus on Value & Make your Product Easy to Buy (Brent Adamson, Author "The Challenger Sale" & "The Challenger Customer")
- Mapping your Way to B2B Product Success (Daniel Elizalde, Product Advisor & Author "The B2B Innovator's Map")
- Getting Your SaaS Pricing & Packaging Right (Dan Balcauski, Founder & Chief Pricing Officer @ Product Tranquility)
- Build Products Businesses Want with the Lean B2B Pyramid (Étienne Garbugli, Author "Lean B2B", "Find your Market" and "Solving Product")
- Going Beyond the Dreaded Product Demo and Creating the Perfect Sales Pitch (April Dunford, Author "Obviously Awesome" and "Sales Pitch")
- Fighting Fires in B2B Product Management (Rich Mironov, Author "The Art of Product Management")
- Helping Superhero Startup Founders Stay Away from their Kryptonite (Richard Blundell, Founder @ Vencha & Co-author "The Go To Market Handbook for B2B SaaS Leaders")
