Product Management & Product Marketing Webinars
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Salespeople do the darndest things - and it just might be product management's fault!
Product managers are constantly amazed at the things salespeople will do, from chasing long shot opportunities to promising impossible benefits and non-existent functionality to prospects when trying to close a deal. Even though we like to blame the sales team for behaving in this manner, it may really be the product managers' fault. Product Managers should own the message and then enable the sales team to take this message to the market. Unfortunately, sales enablement has become one of the most overlooked functions of the product management role.
Product managers are constantly amazed at the things salespeople will do, from chasing long shot opportunities to promising impossible benefits and non-existent functionality to prospects when trying to close a deal. Even though we like to blame the sales team for behaving in this manner, it may really be the product managers' fault. Product Managers should own the message and then enable the sales team to take this message to the market. Unfortunately, sales enablement has become one of the most overlooked functions of the product management role.
The Fifth P: The Buying Process
By taking a process point of view, and asking the key questions about how customers and prospects want to buy, not just "what they want to buy," business strategists and marketing professionals can unleash new creativity in their planning and ensure they keep the voice of the customer in the marketing mix.
By taking a process point of view, and asking the key questions about how customers and prospects want to buy, not just "what they want to buy," business strategists and marketing professionals can unleash new creativity in their planning and ensure they keep the voice of the customer in the marketing mix.
Keeping Your Customers: Revenue-Generating Experiences
Customers, like the businesses that serve them, come in all shapes and sizes. But the one trait that they all share is that they are human. And human beings seek positive, enjoyable experiences, especially when their (or their company's) hard-earned money is involved. While this is not exactly earth-shattering news, it is remarkable how many businesses overlook this concept while trying hard to service their customers.
Customers, like the businesses that serve them, come in all shapes and sizes. But the one trait that they all share is that they are human. And human beings seek positive, enjoyable experiences, especially when their (or their company's) hard-earned money is involved. While this is not exactly earth-shattering news, it is remarkable how many businesses overlook this concept while trying hard to service their customers.
Customer Linguistics: The Art of Selling More by Speaking Your Customer's Language
How you sell, and how you describe what you sell, can dramatically speed up OR slow down the customer buying process. But how can you tell? And what can you do about it?
How you sell, and how you describe what you sell, can dramatically speed up OR slow down the customer buying process. But how can you tell? And what can you do about it?
