54: How to stop common B2B dysfunctions in the product team

For those of you who work in business-to-business (B2B) companies, how many of these sound familiar?

“Our product team is always called in to fight customer fires post-sale.”

“Sales people bring product managers along to answer customers’ techie questions.”

“The product team isn’t allowed to speak to customers unless they’re in a sales meeting.”

“Our sales team will often sell something that doesn’t exist, then make it the product team’s problem to make it happen.”

“Our product backlog is full of priority feature requests that the sales person says the customer needs before they’ll purchase.”

You’re not going crazy – nor are you alone. These are common dysfunctions plaguing product teams in B2B companies the world over.

How do you stop them happening? Read on for some suggestions.

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