Low Fidelity
Low Fidelity
Low Fidelity
Sales Insights
Overview
Sales Insights is a low-cost, high-impact experiment designed to tap into the insights of sales teams to uncover customer objections, feature gaps, and hidden decision-making criteria. At Future Foundry, we use this method when launching B2B services, enterprise software, or high-touch business models, where the sales process itself provides invaluable qualitative data. Unlike customer interviews, this method captures insights directly from sales conversations, ensuring that we understand why deals are won or lost. This allows us to refine our positioning, pricing, and feature roadmap based on real-world objections rather than assumptions.
Sales Insights is a low-cost, high-impact experiment designed to tap into the insights of sales teams to uncover customer objections, feature gaps, and hidden decision-making criteria. At Future Foundry, we use this method when launching B2B services, enterprise software, or high-touch business models, where the sales process itself provides invaluable qualitative data. Unlike customer interviews, this method captures insights directly from sales conversations, ensuring that we understand why deals are won or lost. This allows us to refine our positioning, pricing, and feature roadmap based on real-world objections rather than assumptions.
Sales Insights is a low-cost, high-impact experiment designed to tap into the insights of sales teams to uncover customer objections, feature gaps, and hidden decision-making criteria. At Future Foundry, we use this method when launching B2B services, enterprise software, or high-touch business models, where the sales process itself provides invaluable qualitative data. Unlike customer interviews, this method captures insights directly from sales conversations, ensuring that we understand why deals are won or lost. This allows us to refine our positioning, pricing, and feature roadmap based on real-world objections rather than assumptions.
Process
We start by structuring a feedback loop with sales teams, ensuring they document customer objections, hesitation points, and feature requests during sales calls. We categorise these insights into common themes, looking for patterns that indicate strong unmet needs or product weaknesses. If a specific pain point or feature request repeatedly surfaces, we validate whether it’s a blocker to conversion. If objections are consistent across multiple deals, it suggests an issue with pricing, messaging, or product-market fit that needs to be addressed. By systematically gathering feedback, we refine sales enablement materials, product messaging, and go-to-market strategies, ensuring that sales teams are equipped to handle objections effectively.
We start by structuring a feedback loop with sales teams, ensuring they document customer objections, hesitation points, and feature requests during sales calls. We categorise these insights into common themes, looking for patterns that indicate strong unmet needs or product weaknesses. If a specific pain point or feature request repeatedly surfaces, we validate whether it’s a blocker to conversion. If objections are consistent across multiple deals, it suggests an issue with pricing, messaging, or product-market fit that needs to be addressed. By systematically gathering feedback, we refine sales enablement materials, product messaging, and go-to-market strategies, ensuring that sales teams are equipped to handle objections effectively.
We start by structuring a feedback loop with sales teams, ensuring they document customer objections, hesitation points, and feature requests during sales calls. We categorise these insights into common themes, looking for patterns that indicate strong unmet needs or product weaknesses. If a specific pain point or feature request repeatedly surfaces, we validate whether it’s a blocker to conversion. If objections are consistent across multiple deals, it suggests an issue with pricing, messaging, or product-market fit that needs to be addressed. By systematically gathering feedback, we refine sales enablement materials, product messaging, and go-to-market strategies, ensuring that sales teams are equipped to handle objections effectively.
Requirements
This test requires an engaged sales team, a structured way to capture feedback, and a framework for analysing patterns in customer objections. The strongest validation signals come from near-miss insights—deals that almost converted but failed due to a specific issue.
This test requires an engaged sales team, a structured way to capture feedback, and a framework for analysing patterns in customer objections. The strongest validation signals come from near-miss insights—deals that almost converted but failed due to a specific issue.
This test requires an engaged sales team, a structured way to capture feedback, and a framework for analysing patterns in customer objections. The strongest validation signals come from near-miss insights—deals that almost converted but failed due to a specific issue.
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