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Product Management Playbook

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How To Groom Value-Based Product Backlogs From a Single Strategic Roadmap

Creating value-based product backlogs is pretty simple when there’s a single strategic roadmap for the portfolio. Here’s why. The Playbook: […]

2019-08-07T15:52:55-04:00August 8th, 2019|Categories: Product Management Playbook|0 Comments

Three Product Demo Mechanics That Keep Buyers Engaged

Here are three product demo mechanics that will engage buyers into the conversation and produce more favorable outcomes. In sales situations, the goal of every product demo is to create an urgency to buy! Even in non-sales situations, you’re still trying to sell something like and idea, a plan, etc., where [...]

2019-07-23T07:02:58-04:00July 23rd, 2019|Categories: Product Management Playbook|0 Comments

Are Product Managers Becoming Too Technical?

Product managers with technical backgrounds have steadily increased over the years.  Are heavy product manager technical skills good or bad for the product management profession? It begs a lot of questions in which a yes or a no answer is entirely appropriate. Here are a few that come to mind. The [...]

2019-06-03T14:15:14-04:00June 3rd, 2019|Categories: Product Management Playbook|Tags: |0 Comments

Business Requirements vs. Value Propositions: Is There Any Difference?

Business requirements and value propositions are one and the same. What’s different is the purpose for which they’re written. Business requirements are written to communicate the WHO, WHAT & WHY value that’s required to justify building new products and features. Value propositions are written to communicate the WHO, WHAT & WHY value that existing products [...]

2019-04-26T16:27:26-04:00April 26th, 2019|Categories: Product Management Playbook|Tags: |0 Comments

The Simple Definition of Product Portfolio Management

Your product portfolio has more strategic value than the sum of its parts, especially from the customers’ point of view. Here’s the simplest definition of product portfolio management and it involves three simple concepts: […]

Product Business Case: Three Steps to Keeping It Grounded in Reality

Have you ever seen a product business case, especially for a new product, that didn’t look like a blockbuster? They’re rare. And how often do the revenue projections match reality? It’s hard to say. No one ever compares projections to actuals after the product hits the market. Here are three steps [...]

2019-06-03T14:15:18-04:00February 27th, 2019|Categories: Product Management Playbook|Tags: |0 Comments

Sales Presentation Techniques That Improve Discovery

There are many cases where salespeople are forced into giving presentations before adequate discovery has been completed. Here are a few sales presentation techniques that will yield valuable buyer motivations without formal discovery meetings. The Playbook: […]

2019-06-03T14:15:20-04:00January 28th, 2019|Categories: Product Management Playbook|Tags: |0 Comments

Powerful Product Positioning: Follow These Three Guidelines

Powerful product positioning usually boils down to the best story, which is not always the best product. Adhere to these three guidelines and marketing and selling value will be a lot easier.  The Playbook: […]

2019-06-03T14:15:21-04:00January 18th, 2019|Categories: Product Management Playbook|Tags: |0 Comments

How to Get More Product Management From Your Product Managers

If you’ve ever wondered why some athletes are great with one team but not so great with another, the difference is usually in their supporting cast.  The same philosophy applies to the product management function. Here are three steps to help you get more product management from your product managers. [...]

2019-06-03T14:15:27-04:00December 4th, 2018|Categories: Product Management Playbook|Tags: |0 Comments

Pursuing a Product Management Career: The #1 Skill

There are many skills that are important for success in a product management career, but there’s one that stands head and shoulders above all the rest. Apply a little deductive reasoning to get there. The Playbook: […]

2019-06-03T14:15:29-04:00November 6th, 2018|Categories: Product Management Playbook|Tags: |0 Comments