Deliver, Market & Sell Solutions With Strategic Customer Value

Positioning & Sales Enablement

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 [...]

2019-06-03T14:15:30-04:00September 18th, 2018|Categories: Blog|Tags: , , , |Comments Off on Creating Your Product Vision: Two Parts Customer, One Part Product

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: […]

2019-09-19T16:24:03-04:00August 29th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Sales Presentations: Calculating Your Buyer Relevance Quotient (BRQ)

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 [...]

2019-06-03T14:15:31-04:00August 23rd, 2018|Categories: Blog|Tags: , , |Comments Off on How Product Marketing Roadmaps Drive Sales | Shifting Market, Shifting Strategy | Agile: We’ve Come Full Circle

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 the fish. Use a product marketing roadmap to take your salesforce on the equivalent [...]

2019-08-08T16:47:53-04:00August 20th, 2018|Categories: Blog|Tags: |Comments Off on The Value of a Product Marketing Roadmap: It’s Like Deep-Sea Fishing for Sales

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? […]

2019-06-03T14:15:31-04:00August 20th, 2018|Categories: In The Trenches|Tags: , |Comments Off on Product Management Priorities When Top Line Growth Hits a Wall

Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

The B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. This month we tackle two critical phases of the sales process –  discovery and demos – with [...]

2019-06-03T14:15:32-04:00July 27th, 2018|Categories: Blog|Tags: , , |Comments Off on Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

Product Presentations & Demos: How Credibility Boosts Your Win Rate

Product presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product. From a buyer’s perspective, the psychology goes something like this: “If you can articulate my issues in the exact manner I [...]

2019-06-03T14:15:33-04:00July 25th, 2018|Categories: Product Management Playbook|Tags: |Comments Off on Product Presentations & Demos: How Credibility Boosts Your Win Rate

Curiosity: The Key to a Great Sales Discovery Meeting

Sometime is pays to just be curious. You’re about to go into a sales discovery meeting with a new prospect. Is your mindset more like salesperson with a quota, or someone that’s looking to create new relationships in your professional network? Results suggest that you’re better off playing the role [...]

2019-06-03T14:15:33-04:00July 24th, 2018|Categories: Blog|Tags: |Comments Off on Curiosity: The Key to a Great Sales Discovery Meeting

Aspirational Selling, Requirements Spaghetti, Be the Customer, and Selling Stuff You Don’t Have

The B2B Product Manager Magazine April 2018 is now available. We kick off our April issue by looking at the correlation between your sales methodology and your product management philosophy. We also discuss the ultimate customer experience, a requirements food analogy and why it’s easier to sell products you don’t [...]

2019-06-03T14:15:35-04:00April 24th, 2018|Categories: Blog|Tags: , |Comments Off on Aspirational Selling, Requirements Spaghetti, Be the Customer, and Selling Stuff You Don’t Have

Solution Selling vs. Aspirational Selling: Is It a Mirror Image of Product Management?

Solution selling is like vanilla ice cream. Everyone knows what it is – it’s simple and meets the most basic criteria for a dessert. Here’s the thing: if you and all of your competitors are using the vanilla ice cream approach to selling, you’re missing an opportunity to showcase your unique value and improve win [...]

2018-04-18T10:09:17-04:00April 18th, 2018|Categories: Blog|Tags: |Comments Off on Solution Selling vs. Aspirational Selling: Is It a Mirror Image of Product Management?