Product Management Training for B2B - Deliver, Market & Sell Strategic Value

Positioning & Sales Enablement

Home » Positioning & Sales Enablement

Creating a “Customer Value” Culture, Powered by Product Management & Product Marketing

A customer value culture exists when your entire organization is driven by the strategic goals of your target customers. When that culture becomes your modus operandi, you’re consistently rewarded with predictable growth. What’s the key to creating such a culture? Answer one simple question that becomes the battle cry for your entire organization. There’s a big difference between delivering [...]

Using White Papers to Generate More Quality Leads

To this day, white papers are still largely viewed as more educational than propaganda. For all the white papers produced, many B2B organizations fail to get the maximum marketing value for their efforts. The Playbook: […]

May 16th, 2017|Categories: Product Management Playbook|Tags: |0 Comments

Sales Feedback or Voice of the Customer?

How reliable is our “voice of the customer” when the only source is sales feedback? […]

May 2nd, 2017|Categories: In The Trenches|Tags: |0 Comments

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback. View the April 2017 Issue. […]

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization

As the barriers to entry continue to get lower, technology product lifecycles are becoming increasingly shorter. If you don’t want price to become the single biggest buying driver, you’ve got to find your way out of the commodity rat race.  Differentiation and innovation are your two best options! […]

March 12th, 2017|Categories: Blog|Tags: , |0 Comments

Product Demos: Selling Value in Spite of Product Deficiencies

Sales revenue would come easier if your products had every capability that prospects thought they needed during the buying cycle. Unfortunately, it will never be reality. Your products will always be deficient in someone’s opinion.  Don’t sweat it. Here’s how to respond to  product deficiencies while still selling value. […]

March 11th, 2017|Categories: Blog|Tags: |0 Comments

Three Unexpected Data Points That Will Boost Your Website Lead Generation

A recent lead generation study, The Critical Importance of Lead Validation in Internet Marketing, revealed three important data points that most people don’t expect — bits of information that can have a major impact on your website lead production if you know what to do with the data. Here they are. […]

March 8th, 2017|Categories: Blog|Tags: |0 Comments

Win-Loss Analysis: Is It Really the Product?

How often is the product the real reason you win or lose a deal? […]

March 3rd, 2017|Categories: In The Trenches|Tags: |0 Comments

Marketing Buzzwords: Why You Should Keep Them Out of Your Lexicon

It’s a common practice in all product companies to use marketing buzzwords and catchphrases in sales and marketing materials and in conversations with peers and colleagues. Are buzzwords bad? It all depends on who you’re talking to and what you’re trying to accomplish. […]

March 1st, 2017|Categories: Blog|Tags: |0 Comments

Web Demos: Engaging An Audience You Can’t See

The #1 challenge with conducting web demos is the ability to read and engage an audience you can’t see.  Is the demo going well?  Are they doing e-mail while I talk?  Does anyone care?   Somebody, anybody, give me a sign! […]

February 28th, 2017|Categories: Blog|Tags: |0 Comments