About Our Product Management Blog for B2B
High Octane is a Product Management Blog from Proficientz that offers “how to” tips for improving strategy, planning and execution in trenches of product management, product marketing and sales enablement. Our best practices focus on using your portfolio to make customers more successful with cross-functional solutions that have more strategic value than individual products. We publish several entries each month. Click here to subscribe and get them delivered directly to your inbox.
Sales, Positioning and the Nobody Zone
There’s an old saying: “buyers are liars!” Good sales positioning and discovery techniques can help you understand true buyer motivations so you don’t end up in the Nobody Zone. […]
Product Management Responsibilities: Eventually, It’s About Products
Product management responsibilities look completely different if you view them through the lens of the customer. For solution providers though, products are the basis for all things revenue and that can cloud the true objective of a product management function and how it operates.
Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products
The B2B Product Manager Magazine September 2018 is now available.
A product vision is just as valuable to product, marketing and sales teams as it is to customers because it keeps the focus on customer value. This month we serve up a simple recipe for creating a product vision that resonates with everyone.
We also look at driving more revenue from existing solutions and avoiding reactive product […]
Three Ways to Get Better At Selling Products You Have
It’s easier to sell products that don’t exist because they can do anything buyers want. Unfortunately, no one makes money selling products you don’t have. Here are three ways to get better at selling products you have and grow revenue faster.
Creating Your Product Vision: Two Parts Customer, One Part Product
Creating your product vision can be difficult when you focus too much on the product. Legendary Harvard Business School marketing professor Theodore Levitt famously said, “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” Apply that same philosophy to B2B products and your product vision will be simple and resonate with everyone.
Here’s the recipe. It’s two parts customer and one part […]
How Product Marketing Roadmaps Drive Sales | Shifting Market, Shifting Strategy | Agile: We’ve Come Full Circle
The B2B Product Manager Magazine August 2018 is now available.
This month we explore the value of a product marketing roadmap to sales. It’s not a staple in most B2B organizations but it’s just as important to your near-term revenue as a product roadmap is to your longer-term growth.
We also look in the rear-view mirror at Agile and discuss what’s changed and what hasn’t along with […]