There’s a universal product management framework that takes product management, product marketing and sales enablement down to the lowest common denominator. Regardless of what you’re doing in any of these functions, it all starts here. The Playbook:
Ask these 3 questions…
- What are you trying to accomplish?
- Why is that important?
- What’s stopping you?
…to people in these three layers of the customer organization.
If you’re in product management, the answers to these questions are the foundation of your requirements documents, product plans, user stories, etc.
If you’re in product marketing, the answers to these questions are the foundation of your positioning, marketing materials, sales tools, campaign messages, sales training, etc.
If you’re in sales, there’s a 1:1 correlation between your win rate and your ability to get the answers to these questions.