Deliver, Market & Sell Solutions With Strategic Customer Value

Positioning & Sales Enablement

Overcoming Bad Product PR

What suggestions do you have for overcoming bad product PR? I have a product that has a poor reputation based on legacy quality issues that have since been resolved. Rebuilding product credibility continues to be difficult internally and externally. […]

2019-06-03T14:15:18-04:00February 27th, 2019|Categories: In The Trenches|Tags: |Comments Off on Overcoming Bad Product PR

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. […]

2019-06-03T14:15:19-04:00February 6th, 2019|Categories: Blog|Tags: |Comments Off on Sales Discovery: Uncovering THE BIG WHY (Video)

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: […]

2019-06-03T14:15:20-04:00January 28th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Sales Presentation Techniques That Improve Discovery

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 [...]

2019-06-03T14:15:20-04:00January 24th, 2019|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager Magazine January 2019

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: […]

2019-06-03T14:15:21-04:00January 18th, 2019|Categories: Product Management Playbook|Tags: |Comments Off on Powerful Product Positioning: Follow These Three Guidelines

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 [...]

2019-06-03T14:15:26-04:00December 20th, 2018|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager Magazine December 2018

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? […]

2019-06-03T14:15:27-04:00December 6th, 2018|Categories: In The Trenches|Tags: |Comments Off on Positioning Technical Features to Sound Simple

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 [...]

2019-06-03T14:15:28-04:00November 20th, 2018|Categories: Blog|Tags: , , |Comments Off on B2B Product Manager Magazine November 2018

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 [...]

2019-06-03T14:15:30-04:00September 21st, 2018|Categories: Blog|Tags: , , |Comments Off on Avoiding Reactive Product Decisions | Creating Your Product Vision | Three Ways to Sell More Existing Products