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? […]
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 [...]
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. […]
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 [...]
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. […]
Creating Your Product Vision: Two Parts Customer, One Part Product
Creating your product vision can be difficult when you focus too much on the product. Legendary Harvard Business School marketing professor Theodore Levitt famously said, “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” Apply that same philosophy to B2B products and your product vision will [...]
Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)
Nothing accelerates the sales process more than a presentation that simply “nails it.” Here’s a quick test to determine the Buyer Relevance Quotient (BRQ) of your sales presentations. The Playbook: […]
How Product Marketing Roadmaps Drive Sales | Shifting Market, Shifting Strategy | Agile: We’ve Come Full Circle
The B2B Product Manager Magazine August 2018 is now available. This month we explore the value of a product marketing roadmap to sales. It’s not a staple in most B2B organizations but it’s just as important to your near-term revenue as a product roadmap is to your longer-term growth. We also look in the rear-view [...]
The Value of a Product Marketing Roadmap: It’s Like Deep-Sea Fishing for Sales
A product marketing roadmap for sales is like a popular technique used in deep sea fishing. The captain turns on the sonar to locate schools of fish, you put the appropriate bait on your line, drop it and start reeling in fish. Has product marketing taken your salesforce deep sea fishing this year? […]
Product Management Priorities When Top Line Growth Hits a Wall
What should product management’s priorities be when your company’s growth hits the wall? […]