How do you close the gap between sales and product when sales "sells" what they want to sell?

This is a very common scenario and an amazing opportunity for product marketing. The first thing you want to do is understand what is (or isn't) resonating with customers...

Sales will always sell what they want to sell, i.e. what brings them a bigger deal faster. The trick is to educate sales on how the product (or a new product feature) wil...

This kind of behavior is actually a gift. If my sellers have picked up on something that they think makes a meaningful difference in their sales cycle time, I want to kno...

This sounds like a situation where the product and sales organizations are working in silos and not collaborating. There should be conversations from early days to review...

I am a huge advocate of doing everything you can to get PMM out in the field. This way you have the ability to influence what gets talked about, and can see first hand wh...