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