product

“Products job, they have the heaviest lift in the go-to-market these days. Products should have a quota inside your company. Product is what really convinces people to buy”

“The leverage inside of HubSpot, even today, all these years in, like, I always thought it'd be at some point where the product will be built and the leverage is in sales and marketing. The leverage is still in product.”

“Within the enterprise, unfortunately, the best product doesn't always win.”

“Your marketing site should be better than your product. It should be prettier. It should work well. It does, you don't have to write a lot of code on your marketing site, ok?”

“The most common mistake is you hired a VP of sales, they've cranked up your team, you have all these sales accountants, but your growth is slow. And the root cause of that is not that the sales motion isn't working, your product is not appealing enough.”

“You have to do a hundred to 200 customer calls, customer conversion to know whether your product is good enough.”

“You put it in product.”

“There are so many companies out there that hire CSMs as a band-aid over the customer experience, over the product.”

“There isn't the product and the salesperson. This is all the product. And so how you talk about it, how much you know about the industry, how much you know about the other customers is part of being a great sales rep.”

“But if you don't have a free version for me to at least try a little bit, just says your product's too hard to use.”