Jeff Lash

I would want to first start with understanding what the differences are.

When you get feedback from sales, it's generally one of two things.

It's, this is what I think I need to close the next deal, or this is why I think I lost the last deal.

It's very neat.

They generally are, especially at individual sales contributor levels, they're very focused on my specific opportunities, my specific pipeline.

The higher up you go in the sales organization, they usually...

in most cases, have a much broader view.

So it's not just one deal or the last deal, but it's like, hey, here's a pattern we're seeing.

So if I'm getting that feedback from an individual salesperson, I might say, well, I might not put as much stock in it as it is if it's a VP or CSO.

I want to dig into it a little bit more.

I'd maybe share with, and I'm just spitballing, you're like, I might want to share with them, hey, look, you're telling me X, I'm hearing Y. Let's talk about why we think we're hearing difference.

I might want to talk with some of those customers directly, right?

You told me this client wanted X. Can I talk with them?

In many cases, salespeople are happy.

They actually really love when someone from headquarters, quote unquote, is willing to go talk to a client or to a prospect.

So not that I don't trust the salesperson, but I want to understand in that client's own words why they're meeting.

Actually, this is... It's your nursing station story again.

Years ago, I was working on a product that was very search heavy.

It was a content product.

And we did a major redesign of the product for many reasons.