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The Functional Product Designer Role: It Makes Everything Click

Product usability is the new currency for differentiation. That makes the role of the functional product designer, a.k.a. business analyst, subject matter expert (SME) or agile product owner more critical than it has ever been. Yet many organizations still insist on combining it with the product manager role.  If you want high-value products with superior usability, here are three good reasons for making the functional product designer a separate role. […]

March 15th, 2017|Categories: Blog|Tags: |0 Comments

Product Management Is a Contact Sport – What’s Your Injury Risk?

There’s a good reason why athletes in contact sports wear protective pads.  Over time, statistics have shown where injuries are most likely to occur, hence the placement of the pads. If product management is a contact sport, what’s your organization’s risk of injury? What types of pads do you need and where is their optimal placement? […]

March 14th, 2017|Categories: Blog|Tags: |0 Comments

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization

As the barriers to entry continue to get lower, technology product lifecycles are becoming increasingly shorter. If you don’t want price to become the single biggest buying driver, you’ve got to find your way out of the commodity rat race.  Differentiation and innovation are your two best options! […]

March 12th, 2017|Categories: Blog|Tags: , |0 Comments

Product Demos: Selling Value in Spite of Product Deficiencies

Sales revenue would come easier if your products had every capability that prospects thought they needed during the buying cycle. Unfortunately, it will never be reality. Your products will always be deficient in someone’s opinion.  Don’t sweat it. Here’s how to respond to  product deficiencies while still selling value. […]

March 11th, 2017|Categories: Blog|Tags: |0 Comments

Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017

The March 2017 Issue of The B2B Product Manager Magazine is now available. In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. View the March 2017 Issue. […]

March 9th, 2017|Categories: Blog|0 Comments

Three Unexpected Data Points That Will Boost Your Website Lead Generation

A recent lead generation study, The Critical Importance of Lead Validation in Internet Marketing, revealed three important data points that most people don’t expect — bits of information that can have a major impact on your website lead production if you know what to do with the data. Here they are. […]

March 8th, 2017|Categories: Blog|Tags: |0 Comments

Obsess Over Customer Success and Product Success is All But Guaranteed

If you obsess over customer success, product success is all but guaranteed. Applying that concept in a B2B environment however, requires a broader definition of “the customer.” The good news: when you redefine “the customer” to encompass the entire customer organization, success comes faster and with fewer speed bumps. Put your customer success manifesto into practice with one overarching goal and three supporting pillars. […]

Marketing Buzzwords: Why You Should Keep Them Out of Your Lexicon

It’s a common practice in all product companies to use marketing buzzwords and catchphrases in sales and marketing materials and in conversations with peers and colleagues. Are buzzwords bad? It all depends on who you’re talking to and what you’re trying to accomplish. […]

March 1st, 2017|Categories: Blog|Tags: |0 Comments

Web Demos: Engaging An Audience You Can’t See

The #1 challenge with conducting web demos is the ability to read and engage an audience you can’t see.  Is the demo going well?  Are they doing e-mail while I talk?  Does anyone care?   Somebody, anybody, give me a sign! […]

February 28th, 2017|Categories: Blog|Tags: |0 Comments

Product Demo Techniques: Telling Versus Selling

When it comes to product demo techniques, there are two styles: telling and selling.  The “telling” demo (stop me when you see a feature you like) won’t energize your buyers or set you apart from the competition. The “selling” demo energizes your buyers with a vision because it’s more about their business than it is your products. […]

February 26th, 2017|Categories: Blog|Tags: |0 Comments