How to Build a Successful Lead Sales Process

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One of the principles that i found was really fascinating was insuring that there is no pressure on the individual that you're working with. At the beginning of every meeting that you have with a potential buyer, or some one who might use your product, always let them know the decision they need to make at the end of the meeting. Though not buying something, it quickly helps him under and an orient around how to spend the next 30 minutes. Because they jost seem to get to that yes or no decision. And a nos totally fine and actually encouraged if they don't want to move to that next meeting.

Today’s episode is with Ryan Glasgow, the founder and CEO of UserLeap, a product research platform that helps PMs, user researchers, and growth marketers launch microsurveys to uncover customer insights faster. Before founding UserLeap in 2018, Ryan was a PM and early team member at Weebly (which was acquired by Square) and Vurb (which was acquired by Snapchat).

We start by rewinding the clock back to the 6-month period before Ryan started the company — when he was validating his idea and assessing the crowded market. From how he approached segmentation and early customer conversations, to common product/market fit mistakes, there’s so much advice in here for aspiring entrepreneurs.

We also get into what the first version of the product looked like, how they think about adding new features, and how UserLeap’s 3 product principles are used day-to-day. We also dig into how this self-described “product guy” taught himself founder-led sales, including the specific tactics that made the biggest difference and how he’s refined his approach into a repeatable playbook.

From the question he always asks in customer meetings, to the books that have had the biggest impact on his development, there’s tons of really tactical nuggets in here for founders and product leaders alike.

Here are the books Ryan mentioned in the episode: