Deliver, Market & Sell Solutions With Strategic Customer Value
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Product Management Blog for B2B2019-07-30T12:42:08-04:00

About Our Product Management Blog

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.

B2B Product Manager Magazine October 2019

The B2B Product Manager Magazine October 2019 is now available.

This month we focus on the single biggest thing that puts product management and product marketing teams in a stronger position to lead and influence.

Want to drive more revenue from existing products? Learn how to position products as strategic business solutions and make your unique value clearer to buyers.

Enjoy our October/November issue.

In This Issue

October 30th, 2019|Comments Off on B2B Product Manager Magazine October 2019

How Product Management & Product Marketing Lead From a Position of Strength

Think back to a meeting you were in with 10 or 12 people, maybe more. There was one person in that meeting that, whenever they spoke, everyone latched on to their comments like a magnet to steel. That person was credible, confident and spoke with remarkable conviction.

People with this level of knowledge and confidence have a certain presence. We trust them. We learn from them. […]

October 28th, 2019|Comments Off on How Product Management & Product Marketing Lead From a Position of Strength

How To Differentiate Your Product When Competitors Solve the Same Problems

Buyer perceptions are a dangerous thing.

I remember it all too well from my quota-carrying sales days. There were competitive products that solved the same exact problems, and then there were competitive products that didn’t even come close, but their marketing or sales teams did something to convince buyers otherwise. […]

October 22nd, 2019|Comments Off on How To Differentiate Your Product When Competitors Solve the Same Problems

Product Positioning: Overcoming Seven Obstacles to a Great Value Story

Great product positioning begins with the customer’s vision.

If you’re a car enthusiast, go read the marketing copy for your dream car. The product marketers do a masterful job of getting you to envision how awesome you’d look and feel behind the wheel of that car. Apply the same concept to your products and solutions and watch the uptick in your marketing and sales efforts.

Here’s one […]

September 24th, 2019|Comments Off on Product Positioning: Overcoming Seven Obstacles to a Great Value Story

Root Cause Customer Needs: Three Techniques for Uncovering the Right Ones

When it comes to uncovering customer needs, it’s easy to get caught in the trap reacting and developing products and features for “squeaky wheel” needs without understanding the core business needs and their value to the customer.

[…]

September 3rd, 2019|Comments Off on Root Cause Customer Needs: Three Techniques for Uncovering the Right Ones