Sales discovery can be tricky. Even when your solution solves every buyer problem, a win is still more elusive than you think. The earlier in the sales process you uncover “THE BIG WHY” the sooner you can position unique value and get the jump on the competition. […]
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: […]
The B2B Product Manager Magazine January 2019 is now available. This month we zero in on an aspect of "team" that often gets overlooked in product management. A few tweaks benefit everyone, including your customers. We also throw in guidelines for telling a better value story and two strategy options for mature products. I hope your [...]
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: […]
The B2B Product Manager Magazine December 2018 is now available. We close out the year with a familiar theme: create solutions that make customers measurably better at their business and then deliver, market and sell them in a manner that drives consistent and profitable growth for your organization . If that theme resonates, a portfolio [...]
Our product is very unique technically, but we’re having trouble positioning technical features in non-technical terms. No one understands our unique value. Any suggestions? […]
The B2B Product Manager Magazine November 2018 is now available. Over the past 17 years we've had the privilege of working with many successful organizations. The top 1% all have one thing in common. Their top priority is measurable customer success. It drives everything they do. Consistent growth and profitability are the result. This month [...]
There’s an old saying: “buyers are liars!” Good sales positioning and discovery techniques can help you understand true buyer motivations so you don’t end up in the Nobody Zone. […]
The B2B Product Manager Magazine September 2018 is now available. A product vision is just as valuable to product, marketing and sales teams as it is to customers because it keeps the focus on customer value. This month we serve up a simple recipe for creating a product vision that resonates with everyone. We also [...]
It’s easier to sell products that don’t exist because they can do anything buyers want. Unfortunately, no one makes money selling products you don’t have. Here are three ways to get better at selling products you have and grow revenue faster. […]
