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The Product Management Playbook2019-07-30T12:42:59-04:00

Product Management Playbook

Common Scenarios & Tips for Simpler Execution

Sales Presentation Techniques That Improve Discovery

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: […]

January 28th, 2019|0 Comments

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: […]

December 4th, 2018|0 Comments

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:


September 17th, 2018|0 Comments

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:


August 29th, 2018|0 Comments