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Product Management Blog for B2B2021-10-04T07:35:27-04:00

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 company, Sopheon is making the transition.

Podcast on Product Led Growth

November 8th, 2021|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? […]

November 2nd, 2021|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 business.

Sales discovery is all about qualifying the sales opportunity…compelling need, timeframe, budget, executive […]

October 19th, 2021|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 they’re doing product marketing because they have the proverbial one-armed paper […]

October 12th, 2021|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. […]

October 4th, 2021|Comments Off on The Biggest Reason You Need a Product Manager Farm Team