Positioning & Sales Enablement

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Web-Based Demos Are Grounding Product Management & Product Marketing on This One Thing

In the enterprise B2B space, it’s hard to imagine a world where discovery calls and sales demos aren’t done via web meeting. If you’re in a pre-sales role, picture this…3-4 cities a week, all the hotels, planes, trains and automobiles you can take, one demo a day, and late night prep. Grueling, although you will [...]

2022-05-04T10:17:52-04:00May 4th, 2022|Categories: Blog|Tags: |Comments Off on Web-Based Demos Are Grounding Product Management & Product Marketing on This One Thing

You’re Trying to Sell Value. Buyers Want to Talk Product.

As a salesperson, it gets beat into your head in every pipeline review, every team meeting and every sales training session. Sell value, not features! Then comes demo day on your next opportunity and you’ve got the value pitch all teed up, except your audience wants to talk product. […]

2022-04-12T16:35:31-04:00April 13th, 2022|Categories: Blog|Tags: |Comments Off on You’re Trying to Sell Value. Buyers Want to Talk Product.

Customer Innovation is the Best

Customer innovation comes in many forms, and you can always count on customers for great ideas to improve your products. The best possible situation though, is when customers come up with a new way to use your product that you never thought of, and it doesn’t require you to do anything other than expand your [...]

2022-04-12T10:57:21-04:00April 12th, 2022|Categories: Blog|Tags: |Comments Off on Customer Innovation is the Best

The Situational Sales Playbook – A Minimalist Approach to Sales Effectiveness

The sales playbook is a double-edged sword. Salespeople ask product marketing for a lot of content, most of which never gets used. If you’re a salesperson, the most uncomfortable situation is when you don’t have an answer to a buyer’s question. In most cases, salespeople think it’s not OK to say, “I don’t know. Let me [...]

2022-03-16T12:27:29-04:00March 16th, 2022|Categories: Blog|Tags: |Comments Off on The Situational Sales Playbook – A Minimalist Approach to Sales Effectiveness

I Crushed the Demo and They’re Still Not Buying!

You knocked it out of the park. Crushed it! Solved every problem, addressed every need, handled every question or objection. The audience loved your product and espoused the benefits of using it. Then nothing happened. We’ve all been there. What gives? It’s usually one of three things: Your discovery process was too narrow. It’s a [...]

2022-03-16T12:32:54-04:00February 11th, 2022|Categories: Blog|Tags: |Comments Off on I Crushed the Demo and They’re Still Not Buying!

Great Product Demos: More Presenter Than Product?

Product presentations and demos are the biggest speed bump in the early part of the sales process. Nail the demo and the waters you’ll navigate to close the deal will be smoother sailing (in relative terms). One of the biggest factors that influence how buyers perceive a product presentation is your credibility as the presenter. [...]

2021-12-13T12:39:39-05:00December 6th, 2021|Categories: Blog|Tags: |Comments Off on Great Product Demos: More Presenter Than Product?

Product Demo Discovery – Nail It With This Agenda

If you want to nail the product demo discovery meeting, it's all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery In its most simplistic form, demo discovery is about qualifying the business need for your products…understanding how your products make the buyer better at something that's valuable to their [...]

2021-10-19T16:15:25-04:00October 19th, 2021|Categories: Blog|Tags: |Comments Off on Product Demo Discovery – Nail It With This Agenda

Sales Demos: Selling Outcomes vs. Features

Business outcomes vs product features: how do your sales demos stack up? In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions. Longer and more difficult sales cycles lie ahead if this [...]

2021-04-14T07:10:00-04:00April 14th, 2021|Categories: Blog|Tags: |Comments Off on Sales Demos: Selling Outcomes vs. Features