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Positioning & Sales Enablement

Home » Positioning & Sales Enablement
  • sales discovery
    Sales Discovery: Uncovering THE BIG WHY (Video)
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    Sales Discovery: Uncovering THE BIG WHY (Video)

    Blog

Sales Discovery: Uncovering THE BIG WHY (Video)

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. […]

John Mansour2019-02-06T17:06:46+00:00February 6th, 2019|Categories: Blog|Tags: Positioning & Sales Enablement|0 Comments
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  • sales presentation techniques
    Sales Presentation Techniques That Improve Discovery
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    Sales Presentation Techniques That Improve Discovery

    Product Management Playbook

Sales Presentation Techniques That Improve Discovery

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: […]

admin2019-01-28T22:01:37+00:00January 28th, 2019|Categories: Product Management Playbook|Tags: Positioning & Sales Enablement|0 Comments
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  • Product Manager Magazine
    B2B Product Manager Magazine January 2019
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    B2B Product Manager Magazine January 2019

    Blog

B2B Product Manager Magazine January 2019

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 [...]

John Mansour2019-01-24T20:53:15+00:00January 24th, 2019|Categories: Blog|Tags: Positioning & Sales Enablement, Roles & Responsibilities, Strategy & Product Planning|0 Comments
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  • Powerful Product Positioning
    Powerful Product Positioning: Follow These Three Guidelines
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    Powerful Product Positioning: Follow These Three Guidelines

    Product Management Playbook

Powerful Product Positioning: Follow These Three Guidelines

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: […]

admin2019-01-28T17:18:05+00:00January 18th, 2019|Categories: Product Management Playbook|Tags: Positioning & Sales Enablement|0 Comments
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  • Product Manager Magazine
    B2B Product Manager Magazine December 2018
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    B2B Product Manager Magazine December 2018

    Blog

B2B Product Manager Magazine December 2018

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 [...]

John Mansour2019-01-22T22:16:29+00:00December 20th, 2018|Categories: Blog|Tags: Positioning & Sales Enablement, Roles & Responsibilities, Strategy & Product Planning|0 Comments
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  • product management FAQs Proficientz
    Positioning Technical Features to Sound Simple
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    Positioning Technical Features to Sound Simple

    In The Trenches

Positioning Technical Features to Sound Simple

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? […]

admin2019-01-18T19:13:46+00:00December 6th, 2018|Categories: In The Trenches|Tags: Positioning & Sales Enablement|0 Comments
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  • Product Manager Magazine
    B2B Product Manager Magazine November 2018
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    B2B Product Manager Magazine November 2018

    Blog

B2B Product Manager Magazine November 2018

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 [...]

John Mansour2018-11-20T19:20:09+00:00November 20th, 2018|Categories: Blog|Tags: Positioning & Sales Enablement, Roles & Responsibilities, Strategy & Product Planning|0 Comments
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  • sales positioning
    Sales, Positioning and the Nobody Zone
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    Sales, Positioning and the Nobody Zone

    Blog

Sales, Positioning and the Nobody Zone

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. […]

admin2018-11-13T22:19:39+00:00November 13th, 2018|Categories: Blog|Tags: Positioning & Sales Enablement|0 Comments
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  • Product Manager Magazine
    Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products
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    Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products

    Blog

Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products

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 [...]

John Mansour2018-09-21T11:51:41+00:00September 21st, 2018|Categories: Blog|Tags: Positioning & Sales Enablement, Roles & Responsibilities, Strategy & Product Planning|0 Comments
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  • selling products
    Three Ways to Get Better At Selling Products You Have
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    Three Ways to Get Better At Selling Products You Have

    Blog

Three Ways to Get Better At Selling Products You Have

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. […]

admin2018-09-20T16:33:04+00:00September 20th, 2018|Categories: Blog|Tags: Positioning & Sales Enablement|0 Comments
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Resources

  • The B2B Product Manager Magazine
  • High Octane Product Management Blog
  • The Product Management Playbook
  • In The Trenches FAQs

Topics

  • Market & Customer Insights
  • Positioning & Sales Enablement
  • Product Development & Delivery
  • Roles & Responsibilities
  • Strategy & Product Planning

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