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Product Led Sales: Action Item #3

To determine how product change and complexity is impacting your sellers and experts alike, observe your internal chat forums to find out:

  • Which product specific questions your sales team (and indirectly, your customers) are raising.

  • Who is responding to these questions (ie. who are the SMEs).

  • What the question to answer timing looks like on average.

Tip: Count the number of similar or repeat questions, inconsistencies, and half-truths responses that could be negatively impacting deals.

About two weeks worth of monitoring these questions should give you a good feel for whether or not a more scalable solution is needed.