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Product Management Library of Knowledge


Everybody Sells

The sooner the entire company gets that it is everyone's responsibility to promote and evangelize your product, the sooner you will be on a clear path to success and profitability.
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How To Disqualify A Lead

A common reason for losing a deal is that the client was looking for something else but you tried to sell him anyway. Your internal process refused to disqualify the buyer. You ultimately lost a deal that you should never have pursued. And the most common process problem is a failure to disqualify.
read more of.. How To Disqualify A Lead

Succeeding In Growing Your Market Share

Succeeding In Growing Your Market Share
By Tom Dougherty

How much do you want to win? Are you willing to put everything on the table and examine every opportunity for your brand to succeed in market warfare?

We all pretend to strive for victory but most companies fall far short of what it takes to actually prevail. Most brands fail to really challenge the market leader because they continue to salute sacred cows or wasteful process. They become enamored with their past successes and cling to the old business model long after it has been rendered obsolete. There are only two flags that should be saluted -- the flags of brand integrity and of customer's needs. Everything else is an obstacle and is in your way.

Ten Things Product Managers Should Know About Sales

Ten Things Product Managers Should Know About Sales
by Daniel Shefer
[email protected]

This article discusses ten things that Product Managers need to know about sales. PMs routinely support the sales process but many time lack enough knowledge to do this. This article is the first of two on the subject of sales. This article discusses the sales process and the role of the sales rep. The next article will detail ways for PMs to better support sales cycles.

The 11 Secrets to Sales Leadership

The 11 Secrets to Sales Leadership
Copyright 2005 Lexien Management Consultants, Inc

In his classic book, "Think and Grow Rich", Napoleon Hill discussed the eleven secrets of leadership. Recently, as I was reading the book, it occurred to me that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers.

Selling Globally through a B2B Exchange

Selling Globally through a B2B Exchange
By Nowshade Kabir, Rusbiz.com

Participation in B2B Exchanges is increasingly becoming one of the fastest growing marketing methods for businesses looking for augmenting their client base beyond their local markets. Any good B2B Exchange offers direct contact with thousands of prospective buyers in a single location. For some new participants of a B2B Exchange, it appears to be a goldmine as they discover unexpected quantity of readymade clients without much effort from their side. Of course, there are many other great benefits companies can reap from getting involved in a B2B Exchange.

How To Use A Powerful Leadership Tool To Step Up Sales Results

How To Use A Powerful Leadership Tool To Step Up Sales Results
Copyright © 2005 Brent Filson , All Rights Reserved
The Filson Leadership Group, Inc.

Good sales people can close, but few 'step up' for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales that is if you know how to build the staircase.

The Art of Selling

The Art of Selling
(and some tips to help you manage your sales team)
By Stuart Ayling

Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit overwhelmed when they are asked to do it.

And it's not a job for the faint-hearted. Selling is a communication-rich activity, with lots of verbal and non-verbal clues to simultaneously recognise, understand and respond to. It's a tough job looking after the interests of the customer and the company at the same time. Especially when you have to do this many times a day, every day.

read more of.. The Art of Selling

Creating Effective Competitive Sales Tools for Your Sales

Creating Effective Competitive Sales Tools for Your Sales Reps

Daniel Shefer
Director, Product Architecture
[email protected]

There are volumes of information out there on how to collect competitive information. Typically, these books and articles discuss competition from a corporate perspective and how to position yourself to be competitive in a chosen market, but I have yet to encounter a well-written text about how to convey, train and ingrain specific competitive advantages into the field sales force. The process of creating and effectively delivering competitive sales tools is a classic role of Product Marketing.

High End Technology Sales

High End Technology Sales
Infatuation, dating, romance and marriage by Guy Smith
Silicon Strategies Marketing

Sales is a many splintered thing

In one of my more poetic moments, I made the observation that:

Dating is a dance of incremental intimacy. We avoid pain by risking only a little at each stage of courtship.

Certainly this is not the most profound thought ever uttered over cocktails, but it is a fundamental truth. Long-term commitment the alleged goal of courtship has such immense ramifications that no sane person would jump into marriage without an extended and incrementally advancing courtship process. Well, nobody outside of Hollywood that is.

With technology sales, the same dynamic applies. The risk of commitment be it for a new CPU in the laptops made by Hewlett Packard or a new ERP system deployed within General Motors is huge, and such a commitment is not taken lightly.

Profit from the 80/20 Rule. Flaunt it at your own risk.

Profit from the 80/20 Rule. Flaunt it at your own risk.
by Paul Lemberg

Back in the 19th century, an Italian economist quantified the general relationship between a minority of producers and a majority of output. Sound familiar? The simplified version of Vilfredo Pareto's ratio, known as the 80/20 rule or the Pareto Principal, says that in most cases, 80% of production comes from 20% of producers.

Quality guru J.M. Juran referred to Pareto's Principal as "The Vital Few and the Trivial Many". If you are running a company the 80/20 rule has powerful implications for every area of your business.

Pareto's postulate says 20% of your effort will generate 80% of your results. There is also a corollary: 20% of your results absorb 80% or your resources or efforts.

The game is knowing which is the right 20% - distinguishing the Vital Few from The Trivial Many. 20% of your customers yield 80% or your revenues, and 20% of your customers yield 80% of your profit. But not necessarily the same 20%.

Your sales force (even if it's just you) will intuitively spend more time with the top 20% customers, but will it be the right 20%? There is also likely to be a top 20% of customer types, a top 20% of territories, and a top 20% of distributors.

Which customers get the most service? Your service team spends 80% of its time on 20% of the customers - although they may not be the most profitable 20%.

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