Where can PM provide the most lift in the enterprise sales motion?

Tactically, product managers can set the patterns that define successful customer accounts (e.g., via beta testing, early wins, clearly described use cases, &c.), engage with key customers to form lasting business relationships, and amplify the key customer problems. This is why customers love to speak with PMs. What's best for the customer is what's best for the product, so PMs are seen as sources of truth. The PM will listen for problems, won't egregiously oversell the product, and speak t ...Read More

In my mind, we are always selling to a customer.  It starts with the initial sale, when we move an organization from a prospect to a customer.  Once they become a customer, our goal is to ensure they continue to renew their contract with us.  And not only do we want them to renew, but we also want to upsell them to additional products and services.  Throughout the various stages, PMs should be there to support account teams as needed, especially around handling customer objections.  It’s very be ...Read More

PMs play a key supporting role in enterprise sales by helping the company build trust with prospects, close strategic deals, and retain high-value customers. Some of the highest-impact areas include: Creating a clear and transparent roadmap A well-structured roadmap with clarity on what’s coming and when, is one of the most valuable tools for enterprise sales and customer success. It helps build trust with prospects and customers by demonstrating long-term alignment and investment in the right a ...Read More

PMs can be a secret weapon in enterprise sales, not by selling but by helping sales teams sell smarter and faster. Here’s where PM can provide the most lift in the enterprise sales motion - Pre-sales strategy & storytellingPM can help craft compelling narratives that tie the product roadmap to the customer's pain points. Sometimes, PM gets into key pre-sales calls not to sell but to show vision, give confidence, and signal long-term partnership. Here is a classic way to navigate and ask abou ...Read More