Chad Peets

That rep is going to want to go back to the product organization and say, give me this. Now, what if Wells Fargo is the only person that needs all of that stuff? You've just taken the company and diverted all resources to go build a list of things for a company that may or may not buy. But even if they buy, you've killed the company, right?

That rep is going to want to go back to the product organization and say, give me this. Now, what if Wells Fargo is the only person that needs all of that stuff? You've just taken the company and diverted all resources to go build a list of things for a company that may or may not buy. But even if they buy, you've killed the company, right?

Because you've taken all the resources to focus on one account. Even if you get the account, you're in deep shit. So to your point, you have to be able to look at all the data.

Because you've taken all the resources to focus on one account. Even if you get the account, you're in deep shit. So to your point, you have to be able to look at all the data.

Because you've taken all the resources to focus on one account. Even if you get the account, you're in deep shit. So to your point, you have to be able to look at all the data.

That's why I said thousands of phone calls and say, I know through capturing all of this data that if we build these five things over the next six months, I know it will allow me to go from 50 to 150 accounts because I have the data.

That's why I said thousands of phone calls and say, I know through capturing all of this data that if we build these five things over the next six months, I know it will allow me to go from 50 to 150 accounts because I have the data.

That's why I said thousands of phone calls and say, I know through capturing all of this data that if we build these five things over the next six months, I know it will allow me to go from 50 to 150 accounts because I have the data.

I mean, because salespeople, and by the way, there are some that are, right? Just to be clear. So I have had situations where sales doesn't trust product marketing and will generate their own content. So that does happen. But salespeople, as good as they are, is capturing and understanding the data. That doesn't mean they're necessarily great at creating content.

I mean, because salespeople, and by the way, there are some that are, right? Just to be clear. So I have had situations where sales doesn't trust product marketing and will generate their own content. So that does happen. But salespeople, as good as they are, is capturing and understanding the data. That doesn't mean they're necessarily great at creating content.

I mean, because salespeople, and by the way, there are some that are, right? Just to be clear. So I have had situations where sales doesn't trust product marketing and will generate their own content. So that does happen. But salespeople, as good as they are, is capturing and understanding the data. That doesn't mean they're necessarily great at creating content.

So what you want them to do is capture all of the information and feed it back into product marketing and let product marketing create the messaging.

So what you want them to do is capture all of the information and feed it back into product marketing and let product marketing create the messaging.

So what you want them to do is capture all of the information and feed it back into product marketing and let product marketing create the messaging.

If the CEO does not support the collaboration between product and sales, you got a problem. Now they operate in silos. And what will happen is the product organization will build what the product organization wants to build. Sales guys are struggling to sell it because it's not what the customers want. Product organization says to the sales organization, you suck. We built the product.

If the CEO does not support the collaboration between product and sales, you got a problem. Now they operate in silos. And what will happen is the product organization will build what the product organization wants to build. Sales guys are struggling to sell it because it's not what the customers want. Product organization says to the sales organization, you suck. We built the product.

If the CEO does not support the collaboration between product and sales, you got a problem. Now they operate in silos. And what will happen is the product organization will build what the product organization wants to build. Sales guys are struggling to sell it because it's not what the customers want. Product organization says to the sales organization, you suck. We built the product.

You can't sell it. You guys are not good. Sales organization says you built the wrong shit. Now, not only do you have them operating in silos, they don't trust each other. And I've seen this and it does not end well. And it's not that uncommon.

You can't sell it. You guys are not good. Sales organization says you built the wrong shit. Now, not only do you have them operating in silos, they don't trust each other. And I've seen this and it does not end well. And it's not that uncommon.

You can't sell it. You guys are not good. Sales organization says you built the wrong shit. Now, not only do you have them operating in silos, they don't trust each other. And I've seen this and it does not end well. And it's not that uncommon.