Positioning & Sales Enablement

Home » Positioning & Sales Enablement

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

B2B Product Manager April 2021

B2B Product Manager April 2021 Issue This month we show a little love to those in senior product management roles with a focus on strategy, title inflation, and newbies to the VP role. Of course, we can’t ignore the connection between sales and product management. Whatever happens in product management is usually reflected somewhere in [...]

2021-05-19T14:31:59-04:00April 14th, 2021|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager April 2021

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

B2B Product Manager March 2021

The performance of product management and the ripple effect (positive and negative) on engineering, marketing, sales and customer success is front and center this month. It’s one of those things that gets talked about here and there, but the magnitude of that ripple effect may not be fully understood across the company. We offer a [...]

2021-09-17T11:08:59-04:00March 3rd, 2021|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager March 2021

Product Positioning vs. Market Positioning: The Key Difference

If you’ve ever asked yourself, What the biggest difference is between product positioning vs. market positioning? In its simplest form, it’s the target audience and the scope of what you’re positioning. The ideal positioning structure makes your value easy to articulate regardless of whether you’re starting from the top down or bottom up. The Playbook: [...]

2021-03-01T15:21:13-05:00March 1st, 2021|Categories: Product Management Playbook|Tags: |Comments Off on Product Positioning vs. Market Positioning: The Key Difference

B2B Product Manager Magazine December 2020

B2B Product Manager December 2020 Issue If you’re reading this newsletter, give yourself a big pat on the back. You’ve survived 2020 and demonstrated incredible resilience. 2021 will certainly bring more of the new normal and we can only hope for a few shades of the old. I sincerely hope you have a safe and [...]

2021-05-19T14:33:45-04:00December 17th, 2020|Categories: Blog|Tags: , |Comments Off on B2B Product Manager Magazine December 2020

Why Storytelling Skills For Product Management & Product Marketing Are Essential

CONTEXT! CONTEXT! CONTEXT! Storytelling skills for product management and product marketing are essential because without them, the value context (why the market cares) of what you’re building, marketing and selling is completely masked. […]

2020-12-09T06:59:37-05:00December 7th, 2020|Categories: Blog|Tags: , , |Comments Off on Why Storytelling Skills For Product Management & Product Marketing Are Essential

B2B Product Manager Magazine November 2020

B2B Product Manager November 2020 Issue We hope your 2020 is winding down on a positive note, all things considered. This month we take a closer look at sales effectiveness, customer retention and bundling vs. solutions. As the pandemic economy has forced all of us to completely rethink everything, we also give you a list [...]

2021-05-19T14:34:49-04:00November 17th, 2020|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager Magazine November 2020