In this episode of Product Chats, Brady Jensen, founder of Clear, sits down with host Rebecca Kalogeris to discuss how companies can align product marketing and sales through direct market engagement. Brady argues that relying only on customer feedback and internal deliberations creates a trust gap between these teams. Instead, he emphasizes conducting first-party research to gather actionable market insights that can improve both product strategy and messaging.
Key Takeaways:
- Develop a Deep Market Understanding: Build market knowledge through direct conversations with buyers, not just AI summaries or existing data.
- Build Credibility Across Teams: Demonstrate expertise through market insights to foster trust and collaboration between product marketing and sales.
- Test and Adjust Strategies: Formalize feedback loops to refine product positioning and sales strategies continuously.
- Bridge the Trust Gap: Ensure both teams share an understanding of market realities to improve collaboration and drive better sales performance.
Guest Bio:
Brady Jensen is the founder of Clear, where he helps companies bridge the gap between sales and product marketing through primary source research. With a background in tech sales, product marketing, and entrepreneurship, Brady understands both sides of the sales-marketing dynamic. His career highlights include being named Inside Sales Rep of the Year at Jive Software and founding Aggregate Insights in 2018 to address the trust deficit he encountered between these teams. Brady’s passion lies in delivering non-obvious market insights and developing messaging that resonates with buyers.
Find more resources and free win/loss handbooks at https://www.cleargtm.com/resources.
ABOUT PRAGMATIC INSTITUTE:
Since 1993, Pragmatic Institute has provided training and professional development for product, design, and data professionals. Our comprehensive methods and Pragmatic Framework equip professionals with the skills to accelerate innovation, increase customer satisfaction, and bolster revenue. We offer online, in-person, and on-demand courses taught by industry experts with decades of experience.
EPISODE LINKS:
- Learn more about how to boost your PM skills with our workshops
- Explore our training and certification paths
- Learn about Pragmatic Institute
- Subscribe to our YouTube Channel
