Is your product roadmap connected to your sales strategy? If not, it’s likely you will miss your revenue growth objectives. SBI recently spoke with Merijn te Booij, the executive vice president of product strategy at Genesys. Watch as Merijn discusses how to ensure your sales strategy and product roadmap are aligned in order to make your number.

 

We’ll start the interview by explaining the steps to take to build an effective roadmap. Merijn will explain how to assess your market, prioritize market problems, and find a market product fit. He will also explain how and why it’s critical to involve the sales force every step along the way. Next, Merijn will discuss his use of lean vs. agile methodologies. And why one creates strategic alignment across the functions inside the organization more than the other.

 

From there, Merijn will detail how to use the sales force to make informed product decisions. He will explain how he uses their opinions to determine if they need a new product, a new release or a new bundle. He also breaks down the concept behind minimum viable product for our audience, and talks through the challenges faced by a MVP-based development cycle.

 

He will then wrap up the show by sharing 3 key pieces of advice with our audience. Watch as Merijn explains how to put his insights into action to ensure your sales strategy stays on track with your product roadmap. If, after watching, you want to learn more, download our workbook, How to Make Your Number in 2017. It discusses how product leaders can develop and execute their product strategy, all while partnering with the sales organization.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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