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The Leadership Side of Product Management – What Does It Really Mean?

The leadership side of product management reaches its pinnacle when you have the complete trust of executives, marketing, sales, engineering, finance, customer success, and customers. The real question is, how do you get there? Product management leadership comes in two flavors. As an individual contributor, i.e., product manager. As a product management team steering a [...]

2022-01-18T08:14:16-05:00January 18th, 2022|Categories: Blog|Comments Off on The Leadership Side of Product Management – What Does It Really Mean?

How to Talk About the Value of Your Product Without Talking About the Product

The value of your product isn’t what the product does. It’s what the product does for the customer. Think situations and outcomes. Here’s a typical scenario. A salesperson is having an initial conversation with a prospect. One of the first things the prospect will ask is, “Can you give me an overview of your product?” [...]

2022-01-05T10:54:11-05:00January 5th, 2022|Categories: Blog|Comments Off on How to Talk About the Value of Your Product Without Talking About the Product

The One Big Flaw With Data Driven Product Decisions

That fact that we’re even discussing data driven product decisions is a monumental leap for the product management profession. What features do customers use most & why? Which features do customers struggle to use and why? How quickly are new features being adopted? What are the most popular features customers request? How much time do [...]

2021-12-14T04:56:53-05:00December 13th, 2021|Categories: Blog|Comments Off on The One Big Flaw With Data Driven Product Decisions

Great Product Demos: More Presenter Than Product?

Product presentations and demos are the biggest speed bump in the early part of the sales process. Nail the demo and the waters you’ll navigate to close the deal will be smoother sailing (in relative terms). One of the biggest factors that influence how buyers perceive a product presentation is your credibility as the presenter. [...]

2021-12-13T12:39:39-05:00December 6th, 2021|Categories: Blog|Tags: |Comments Off on Great Product Demos: More Presenter Than Product?

PODCAST on Product Led Growth

Join John Mansour and Paul Heller for an insightful 30-minute podcast on product led growth and making the transition from a direct sales model. Had a lot of fun discussing the differences between a new business starting with a product led growth model and mature businesses making the transition from a traditional direct sales model. Paul's [...]

2021-11-08T08:57:30-05:00November 8th, 2021|Categories: Blog|Tags: |Comments Off on PODCAST on Product Led Growth

Top 10: Why Salespeople Don’t Use Corporate Positioning Decks

Directly from many salespeople (clients) over the past 20 years, here are the most popular responses (in no particular order) to the question, “Why don’t you use the corporate positioning deck?” […]

2021-12-07T15:56:09-05:00November 2nd, 2021|Categories: Blog|Comments Off on Top 10: Why Salespeople Don’t Use Corporate Positioning Decks

Product Demo Discovery – Nail It With This Agenda

If you want to nail the product demo discovery meeting, it's all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery In its most simplistic form, demo discovery is about qualifying the business need for your products…understanding how your products make the buyer better at something that's valuable to their [...]

2021-10-19T16:15:25-04:00October 19th, 2021|Categories: Blog|Tags: |Comments Off on Product Demo Discovery – Nail It With This Agenda

3 Product Marketing Myths to Dispel

Product Marketing may be one of the most misunderstood and undervalued functions as evidenced by the fact that so many B2B organizations still don’t have it. If clearer differentiation and greater sales success are on your A-list, dispel these three product marketing myths and you'll be on your way. Here's the funny part. Many organizations think [...]

2021-10-21T09:03:55-04:00October 12th, 2021|Categories: Blog|Tags: |Comments Off on 3 Product Marketing Myths to Dispel

The Biggest Reason You Need a Product Manager Farm Team

If you’re in a leadership role, here’s the biggest reason you need a product manager farm team. It comes down to whether you want your product management function to lead or be forever relegated to taking orders from customer-facing disciplines like sales and customer success. […]

2021-10-11T06:26:06-04:00October 4th, 2021|Categories: Blog|Comments Off on The Biggest Reason You Need a Product Manager Farm Team