Today I learned that some early founders use the natural cadence of the B2B sales cycle for product validation and iteration. They’ll use an early discovery conversation to learn what’s on a potential customer’s solution “wishlist” (instead of qualifying interest for what’s currently built), and then followup shortly after with a custom demo showing their wishlist features, as well as what’s in the broader roadmap, for feedback.
They’ll use that roadmap validation and feedback to inform the next sprint, using the time between sales meetings to ship additional features that garnered the most energy and engagement from the customer.
Neat observation, very uncompressed in how it describes the process. Thanks for sharing.