Positioning & Sales Enablement

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B2B Product Manager Magazine August 2020

The B2B Product Manager August 2020 The B2B Product Manager August 2020 looks at the blessing and the curse that goes with marketing and selling feature-rich products. We also give you the missing layer to your customer testimonials if you want to showcase strategic value. There’s one key strategic part of product management that got lost [...]

2020-08-12T16:57:58-04:00August 12th, 2020|Categories: Blog|Tags: , , , |Comments Off on B2B Product Manager Magazine August 2020

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: […]

2020-08-05T07:13:27-04:00August 3rd, 2020|Categories: Product Management Playbook|Tags: |Comments Off on Your Customer Testimonials Are Missing a Wheel

Your Products Have a Gazillion Cool Features! So, What Are You Selling?

Selling a product with a ton of features is a blessing and a curse. It’s great that your product has so many cool features. It’s also a nightmare for marketing and sales. Why? They’re trying to sell all of them and your buyers are overwhelmed, often to the point of decision paralysis. If your competition [...]

2020-07-30T07:59:56-04:00July 30th, 2020|Categories: Blog|Tags: |Comments Off on Your Products Have a Gazillion Cool Features! So, What Are You Selling?

B2B Product Manager Magazine July 2020

The B2B Product Manager July 2020 We hope you’re enjoying your summer. This month we take a closer look at the practices of product management and product marketing and the extent to which our profession is keeping pace with the demands of our markets. We’re also serving up helpful tips on delivering more valuable product [...]

2020-08-12T08:01:41-04:00July 15th, 2020|Categories: Blog|Tags: , , , |Comments Off on B2B Product Manager Magazine July 2020

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 [...]

2020-07-14T14:36:25-04:00July 10th, 2020|Categories: Product Management Playbook|Tags: , |Comments Off on How to Create Business Requirements That Improve Product Marketing & Sales Proficiency

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?