Product Management Playbook

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The Playbook for Improving Day-to-Day Execution

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: |Comments Off on Product Business Case: Three Steps to Keeping It Grounded in Reality

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: |Comments Off on Sales Presentation Techniques That Improve Discovery

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: |Comments Off on Powerful Product Positioning: Follow These Three Guidelines

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: |Comments Off on How to Get More Product Management From Your Product Managers

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: |Comments Off on Pursuing a Product Management Career: The #1 Skill

Reactive Product Decisions: Avoiding The #1 Culprit

The single biggest reason for reactive product decisions is the absence of a cohesive top-down strategy that articulates where you’re going, how you’ll get there and why you’ll succeed – articulated in terms of customer value. The Playbook: […]

2019-06-03T14:15:30-04:00September 17th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Reactive Product Decisions: Avoiding The #1 Culprit

Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)

Nothing accelerates the sales process more than a presentation that simply “nails it.” Here’s a quick test to determine the Buyer Relevance Quotient (BRQ) of your sales presentations. The Playbook: […]

2019-09-19T16:24:03-04:00August 29th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)

Shifting Markets, Shifting Strategy: Three Considerations

Shifting markets usually constitute a shift in product strategy for most organizations. For some, the current market climate presents a world of opportunity and for others it’s an exercise in survival. In either case, there are three key aspects of product strategy that matter most. The Playbook: […]

2019-06-03T14:15:32-04:00August 17th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Shifting Markets, Shifting Strategy: Three Considerations

Product Presentations & Demos: How Credibility Boosts Your Win Rate

Product presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product. From a buyer’s perspective, the psychology goes something like this: “If you can articulate my issues in the exact manner I [...]

2019-06-03T14:15:33-04:00July 25th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Product Presentations & Demos: How Credibility Boosts Your Win Rate

Product Launch: Reducing the Product Manager’s Workload

When do most Product Managers start thinking about the product launch? Many wait until the development process is nearing the end before bringing other departments into the fold. Sure, you copy them on project updates and milestone progress (which they probably never read). But you’re too busy writing requirements, tracking development progress, reviewing designs and [...]

2019-06-03T14:15:34-04:00June 13th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Product Launch: Reducing the Product Manager’s Workload