Bridging the gap between Sales and Product

One of the most common (and quietly expensive) misalignments in product-led companies is between Sales and Product.

Sales are on the front lines. They hear what clients and prospects want, what’s missing, and what competitors are offering. They’re under pressure to close, so it’s no surprise they push for certain features or promise “just one thing” to win a deal.

Meanwhile, Product is trying to stay focused. Stick to strategy, balance tech debt, prioritise based on value. It’s not that Product teams don’t care about sales - they do. But often, requests come through without context or commercial framing, making prioritisation harder than it needs to be.

At the core of this: different languages.

Sales is numbers-driven, focused on pipeline and revenue. Product tracks OKRs, roadmap progress, and customer outcomes. Yes, they should align - and in some teams they do - but usually through advanced spreadsheets created by PMs manually mapping features to business goals.

That often means pulling in Finance for modelling, Data teams for dashboards, and Product Ops to stitch it together. It’s a lot of effort just to keep a shared view of “what matters” up to date - and it rarely lives inside the tools that teams actually use.

We’re not the first to notice these gaps. Many roadmapping tools have evolved - including strategic themes, OKRs, and customer feedback loops. That’s progress.

But in our experience, they rarely go far enough when it comes to linking product decisions to revenue projections. The connection between strategy and commercial impact often gets lost - and prioritisation still relies on vague impact estimates and rough effort scores.

At Product Seed, we’re building a new approach. One that helps product decisions reflect commercial reality. That enables prioritisation with confidence - without relying on siloed docs or weekly slide decks to justify the roadmap.

Not to turn product into sales, or vice versa - but to make sure we’re working from the same map.

If you’re a PM and any of this rings true, I’d love for you to follow along. You can follow me on LinkedIn, Product Seed on LinkedIn, or sign up here on productseed.com to get updates to hear how others are tackling the same challenges and be one of the first to try the product when it’s ready in a few months.

We’ll be sharing more over the next few weeks:

• The challenge of mapping ROI to specific features

• What financial fluency for PMs really looks like

• How we’re building differently and integrating with existing tools