Bottom Up Selling is Product Management

Ryan Burke, VP of Sales at InVision, discusses the art of bottom up selling, how continuous improvement increases customer adoption and how product teams should interface with sales teams.


Highlights

  • What is the bottom up approach to customer adoption and how is it different from or better than the traditional approach? (4:00)
  • What do product teams need to do from a strategic standpoint, to do succeed with the bottom up sales model? (5:20)
  • How should sales and product teams prepare for the bottom up approach? (7:20)
  • How should teams incorporate education in the sales process? (8:40)
  • How does Ryan successfully improve interaction between product and sales stakeholders? (10:15)

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