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: […]
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:
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. The Playbook: […]
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: […]
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:
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: