Jason M. LemkinCEO, SaaStr · Co-Founder of SaaStr AI, SaaStr Fund, Adobe Sign

The Importance of Sales Involvement in B2B Organizations

13 Mar 2024 · 1 min

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Jason M. Lemkin discusses the importance of product leaders (VP/head of product) being deeply involved in B2B sales. He gives an anecdote about a company he invested in (now crossing $60M ARR) where the head of product attended a meeting with a prospective largest customer and prevented losing the deal by understanding/how the customer wanted to use (and partially deconstruct) the product. The segment emphasizes close product–sales collaboration to close large deals.

Chapters

I think in the best run, B2B organizations that I've worked with in my own as well. The great, at least the head of product, the VP of products, are deeply involved in sales. Deeply involved in sales. Deeply involved in sales. A company I invested in that's just crossing 60 million. They just had a meeting with who will be their largest customer. Okay. And the head of product was there is that the board meeting is like, thank God I was there. Because what they want to do with our product, we sorted to. We sorted. Now the product does do it, but what they want to basically do is deconstruct the product. Okay. They don't actually want to use the back end and analytics and some other pieces, but they don't really need the front end of the product. If the head of product hadn't been there, that deal would have been lost.