How do I push back on requests from sales to build stuff to close deals? I get this question often, and I'd like to share a summary of my standard response. You need two things to push back on these requests. First, you need a compelling product strategy. By compelling, I mean that the whole organization can connect to it, and believe in it. Second, you need a track record observable impact. And not only short-term impact. Rather, you need the ability to link work to medium to long-term, sustainable impact. These linkages will never be 100% certain, so I guess you need a third thing: faith.
TBM 21/52: Building Stuff to Close Deals
TBM 21/52: Building Stuff to Close Deals
TBM 21/52: Building Stuff to Close Deals
How do I push back on requests from sales to build stuff to close deals? I get this question often, and I'd like to share a summary of my standard response. You need two things to push back on these requests. First, you need a compelling product strategy. By compelling, I mean that the whole organization can connect to it, and believe in it. Second, you need a track record observable impact. And not only short-term impact. Rather, you need the ability to link work to medium to long-term, sustainable impact. These linkages will never be 100% certain, so I guess you need a third thing: faith.