How to Get More Product Management From Your Product Managers
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: […]
Pursuing a Product Management Career: The #1 Skill
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: […]
Reactive Product Decisions: Avoiding The #1 Culprit
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:
Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)
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:
Shifting Markets, Shifting Strategy: Three Considerations
Shifting markets usually constitute a shift in product strategy for most organizations. For some, the current market climate presents a world of opportunity and for others it’s an exercise in survival. In either case, there are three key aspects of product strategy that matter most. The Playbook:
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Product Presentations & Demos: How Credibility Boosts Your Win Rate
Product presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product. From a buyer’s perspective, the psychology goes something like this: “If you can articulate my issues in the exact manner I do, your product must be great at handling them.” Think back to a sale you lost when you clearly had the superior solution, or a sale you won when you clearly didn’t. Case closed! The presenter is the difference. Follow three simple guidelines to differentiate with credibility and boost your win rates. The Playbook: […]