5 Plays Every Sales Playbook Should Have
The whole point of creating a sales playbook is to give your sales team “situational sales tools” that make them highly effective in every part of the sales process. The end game is a shorter sales process where you’re the clear choice.
Here are five staples that should make the shortlist in every sales playbook. The Playbook: […]
Brand Identity: Why Your Product Management Team Needs It
Strong brand identity builds trust and motivates people to buy your products and services. In B2B organizations, the concept of branding your product management and product marketing teams applies for the same reasons.
If you lead a product management or product marketing team, creating a strong brand identity allows you to define your value to the organization and establishes the criteria by which you want to be held accountable. In other words, you can define your own measuring stick that plays to your team’s strengths. Without it, measurement is highly subjective and inconsistent at best. Sound familiar? The Playbook: […]
Your Customer Testimonials Are Missing a Wheel
All customer testimonials pretty much follow the same blueprint.
- Customer background.
- The problem the customer was facing before our solution.
- Our solution and how it solved the problem.
- Benefits to the customer and success metrics.
These elements are important parts of the story, but they still beg the question, So what? The Playbook:
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How to Create Business Requirements That Improve Product Marketing & Sales Proficiency
Here’s how to create business requirements that help product marketing and sales do a better job of positioning and selling value. First, remember that the reasons you build new products and features are the same exact reasons the market buys them. Zero difference!
Context is the key. It not only gives design and development teams clear and quantifiable value targets, it also makes your value story easier to communicate to the market. The Playbook:
3 Questions To Ask In Your Next Product Manager Job Interview
There are plenty of product manager job interview questions out there for hiring managers. Here are three that the product manager (or product marketing) candidate can ask the hiring managers.
Approach your next product manager job interview (or product marketing) with these two rules of thumb and three go-to questions. You’ll improve the odds of landing a job that aligns with your career aspirations. The Playbook: […]
How To Define an Outcome-Based Minimum Viable Product (MVP) in 7 Steps
What is a Minimum Viable Product?
A minimum viable product is a collection of product features and capabilities that are required (at a minimum) to deliver a solution the market is willing to pay for. The easier it is to quantify the value, the more likely the solution will succeed.
An outcome-based minimum viable product has two components. First, there’s the business context that answers all the WHO, WHAT & WHY questions. Then there’s the functional context that explains the product features and HOW they support the business objectives.
Follow these 7 steps to define your minimum viable product, complete with both components. The Playbook: […]