Positioning & Sales Enablement

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B2B Product Manager June 2020

The B2B Product Manager Magazine June 2020 This month we bring you a variety of topics given the breadth of priorities we’re all dealing with in this crazy new normal. Minimum viable products, your next job interview, analyzing markets, quantifying the value of your portfolio, creating stickier products and more. We’ve covered them all! Enjoy The [...]

2020-06-18T17:20:01-04:00June 18th, 2020|Categories: Blog|Tags: , , , |Comments Off on B2B Product Manager June 2020

B2B Product Manager April 2020 Issue

The B2B Product Manager April 2020 COVID-19 changes everything, for us and our customers. This month we offer three things you can do to make sure your product and marketing priorities are in lockstep with the new priorities of your target customers. We’re also offering a free 30-minute webinar on April 23rd to help you [...]

2020-04-16T08:16:55-04:00April 15th, 2020|Categories: Blog|Tags: , , , |Comments Off on B2B Product Manager April 2020 Issue

Is It Easier to Position Products You Haven’t Built Yet?

I noticed a strange trend early in my product management career. People in marketing, sales and even on our product teams could position products we hadn’t built yet and do it with remarkable clarity. We weren’t nearly as good positioning products we already had. I still see it with many of our clients today. What’s [...]

2020-03-09T11:36:56-04:00March 9th, 2020|Categories: Blog|Tags: |Comments Off on Is It Easier to Position Products You Haven’t Built Yet?

B2B Product Manager Magazine December 2019

The B2B Product Manager Magazine December 2019 is now available. We end 2019 with a few simple concepts that are plenty challenging to execute. The common thread is talking about the value of existing or future products without talking about the products themselves. Enjoy our December issue. […]

2020-02-27T12:40:06-05:00December 18th, 2019|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager Magazine December 2019

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 [...]

2019-11-04T15:36:57-05:00October 30th, 2019|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager Magazine October 2019

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. […]

2019-11-04T15:45:44-05:00October 22nd, 2019|Categories: Blog|Tags: |Comments Off on How To Differentiate Your Product When Competitors Solve the Same Problems

Product Positioning Tip 7 of 7: Making Product Deficiencies Not So Deficient

Remember the last time you bought a car? You bought the car that did the best overall job of meeting your needs. There were other cars that had a better GPS, a faster engine, a nicer interior, etc. But in the end, those deficiencies weren’t enough to sway your decision because all the positives together [...]

2019-11-04T15:38:45-05:00October 14th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Product Positioning Tip 7 of 7: Making Product Deficiencies Not So Deficient

Product Positioning Tip 5 of 7: Include Emotion

Take a minute and go read a few of your product web pages or a piece of product literature. They’re well-worded, proper and grammatically correct, which also means they probably lack emotion. In this day and age where buying decisions are 50-80% made (depending on the study) before prospects ever engage, establishing an immediate emotional [...]

2019-11-04T15:44:45-05:00October 7th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Product Positioning Tip 5 of 7: Include Emotion

Product Positioning Tip 4 of 7: “Net It Out” Value Themes for Greater Simplicity

Imagine that your positioning is so clear and so simple that it doesn’t require anyone to think. They just get it! It’s rare but you know it when you see it, and it’s the simplicity that stands out. Great salespeople are masters at doing it verbally. The Playbook: […]

2019-11-04T15:41:01-05:00October 3rd, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Product Positioning Tip 4 of 7: “Net It Out” Value Themes for Greater Simplicity