Any best practice tips for aligning product and sales teams in B2B SaaS?

Requires a discussion but a quick approach that's worked at times:

Step 1. Understand how sales sells, this includes the messaging that brings prospects to the table, and the words / promises that lead them to becoming customers. Once this is clear (and this is constantly evolving), then understand how this translates into actual ROI for customers.

Step 2. Sync with sales leaders often to confirm that you understand this and win their trust by showing a deep understanding of the data / customer / needs / product usage.

Step 3. Influence change in sales talk-tracks, demos by working with product marketing and other sales enablement teams. This isn't easy and takes a good number of repeats before it works. Best to start with one group of sales leaders / territory and try it there, get data, before expanding widely

Repeat

Don't at any point expect sales to just absorb all content coming their way. Especially in a large company there are lots of moving pieces, territories being split, customers transitioning in / out of their roles, new products being created -- it is very hard for sales to be both productive (customer calls / meetings) and learn new things to reflect in these meetings. This is even harder in a successful company because clearly something is already working so there is resistance to change.

Sure.

#1…make sure there is alignment on what’s in the “box” not outside of it. #2….expose PMs directly to customers. Then you really understand your products benefits and issues. #3…renewals should be handled by a dedicated team. Existing customers are the best ones you have. Make sure you keep them. #4…establish a mutual roadmap. Don’t build things Sales won’t sell.