PM Hardcore

Persuasion Tips: Pre-Handle Objections

PM Hardcore

(This is the third article in my Persuasion Tips series.). Pre-handling objections” is about showing empathy for your audience. You put yourself in your audience’s shoes, figure out what they’re going to be worried about, and make sure you have answers to some of those worries.

Demo 212

Persuasion Tips: Have A Goal

PM Hardcore

Understand and articulate what you’re trying to achieve. This article is a follow-on to my overview article on persuasion tips for product managers.). Every presentation or opportunity for persuasion has a goal, or possibly a few goals.

Demo 212

Persuasion Tips For Product Managers

PM Hardcore

After a few well-received presentations to senior executives, a few colleagues at my new company asked me, based on the positive effect I got, “Can you give us some tips on persuasion?”.

The Secret Truth About Your Methodology and Processes

PM Hardcore

What are your goals? A product organization has three overarching goals: Deliver great value to our customers. Do it quickly, efficiently, and with high quality. Do it better over time. A product organization that achieves those goals is much more likely to be successful.

Agile 212

Why “Build or Buy?” Is the Wrong Question for Analytics

Every time an application team gets caught up in the “build vs buy” debate, it stalls projects and delays time to revenue. There is a third option. Partnering with an analytics development platform gives you the freedom to customize a solution without the risks and long-term costs of building your own. Learn when and why it makes sense to build, buy, or take a combined approach to embedded BI.

Storytelling For Product Managers – The TL;DR Version

PM Hardcore

In my last article , I covered a powerful storytelling technique in great detail. This article is the summary (the TL;DR ) version. Do you hem and haw when asked talk about one of your accomplishments? Do you stick to a “just the facts, ma’am” approach when telling a story?

Mental Models Applied: Using A 2×2 Chart For Handling Competitive Objections

PM Hardcore

In some earlier articles and in a talk I gave at a local product management meetup , I’ve shared about the importance of having a toolkit of mental models. They help with decision making, problem solving, communication, plus every other thing we do as product managers. A good mental model can help you see things in a different way. Click To Tweet.

3 Simple Steps To Make Your Customer Stories 10x Better

PM Hardcore

How To Accelerate Sales With Great Storytelling. In my articles about go to market , I always mention the importance of “customer stories.”

Demo 212

3 Simple Steps To Make Your Customer Stories 10x Better

PM Hardcore

How To Accelerate Sales With Great Storytelling. In my articles about go to market , I always mention the importance of “customer stories.”

Demo 212

New Study: 2018 State of Embedded Analytics Report

Why do some embedded analytics projects succeed while others fail? We surveyed 500+ application teams embedding analytics to find out which analytics features actually move the needle. Read the 6th annual State of Embedded Analytics Report to discover new best practices.

What Successful Companies Do To Get Better Leads

PM Hardcore

(This is the second post in my series about using product knowledge to create better sales enablement and jumpstart a repeatable sales process. Read the first post, on the overall topic.). “I Need Better Leads!”

The Secrets of Highly Successful Products: The Sales Discovery Call

PM Hardcore

When the sales team has the right product knowledge, they will be much more successful. Which means they sell a lot more of your product. This starts from the first call with the prospect. If a sales person asks the wrong questions during that first call….

Demo 212

“Compact, Immediately Useful, and Enough Depth” – The First Review

PM Hardcore

It’s exciting to see the first review of The Secret Product Manager Handbook !

How To Talk To Your Executives About Agile

PM Hardcore

People have asked me “How can I get my execs to support an agile transformation? They don’t like that they can’t predict anything.”. Reframe the Agile conversation around value. Orient the conversation around value, not around methodologies. Picture credit below).

Agile 259

Mental Models for Product Managers – Part 2

PM Hardcore

Brain Wiring (by Wellcome Images, CC licensed). In part 1 I introduced mental models and some reasons they are important. And I provided a few “general purpose” examples. In this part we dive into what you really came here for – product management-specific mental models.

The Product Cloud: An Integrated Toolchain Transforming Product Management

Explore how this integrated tool chain will transform modern product management. Authored by leaders in each category, this eBook offers definitive insight and advice on the key workflows integral to the success of modern product teams.

Get People Talking! How To Use Open-Ended Questions For Market Discovery

PM Hardcore

In my last post I talked about the importance of “talking to customers.” ” In that post I focused especially on what you do with the market discovery knowledge you get from customers once you found it. The “product management system of record,” I called it.).

To 10x Your Profits Start With Retrospectives

PM Hardcore

20% is boring. As many of you know, there’s a technique called a “ retrospective ” in scrum, or you might call it a debrief. After each sprint the team spends a short amount of time reviewing what went well, what could be improved, and what they should stop doing.

Agile 244

A Better Approach To Demoing Can Turn Sales Around

PM Hardcore

A Sales Demo Challenge. At one of my previous companies our new logo sales – that is, new customers – were tanking. The account reps were not hitting quota on new logos. The sales engineers felt this was due to a large degree to our “story” on agile.

Demo 230

This New Template Helps You Write Better Product Requirements

PM Hardcore

“Communication” by Joan M. See below for image credit. Effective Communication is Challenging. Product managers tell me – and the people managing product managers tell me – that one of their biggest challenges is communicating with the development team.

How to Package and Price Embedded Analytics

Just by embedding analytics, application owners can charge 24% more for their product. How much value could you add? This framework explains how application enhancements can extend your product offerings.

A New Focus On Product Management Opportunity

PM Hardcore

Looking through to the next stage. A long work in progress. This blog has been going for a long long time. It started as a site to share ideas and lessons I’ve learned in my career as a product manager for enterprise software products. Recently a bigger theme has started to emerge and coalesce.

Visiting Customers? What?

PM Hardcore

Nothing Important Happens In The Office. We product managers are always told that we need to spend a lot of time with customers, and with the market, to create successful products. This advice, while good, is not actionable. It’s vague and aspirational.

Writing For Product Managers: Readability Is More Persuasive

PM Hardcore

In my Writing Tips for Product Managers post I suggested making your writing more readable. I mentioned a tool I use called Hemingway. It has both a Mac app and an online version. In this post I’m going to show how I use Hemingway. (In

Should You Be A Product Manager?

PM Hardcore

Have you built something? Have you led a team? Product management is a hot, hot profession right now. It’s one of the most important roles in a product company , especially in high tech. But is it right for you?

The State of Product Leadership

Insights from 300 Technology Product Management Executives and Managers.

This New Template Helps You Write Better Product Requirements

PM Hardcore

“Communication” by Joan M. See below for image credit. Effective Communication is Challenging. Product managers tell me – and the people managing product managers tell me – that one of their biggest challenges is communicating with the development team.

Announcing The Secret Product Manager Handbook

PM Hardcore

I’m excited to announce The Secret Product Manager Handbook is available for pre-order ! When I started in product management, there were no classes, books, or online resources for product managers. I always wanted the “secret handbook” – so I wrote it.

Get People Talking! How To Use Open-Ended Questions For Market Discovery

PM Hardcore

In my last post I talked about the importance of “talking to customers.” ” In that post I focused especially on what you do with the market discovery knowledge you get from customers once you found it. The “product management system of record,” I called it.).

The Value Inequality – The Real Meaning Of “Customer Value”

PM Hardcore

Cost Plus Pricing = No Good. You must balance value versus (multiple) costs to determine price. (By By Hans Splinter, Attribution-NoDerivs 2.0 Generic (CC BY-ND 2.0)). People sometimes ask me “how should I price my product?” so I Googled it. I found a LOT of blog posts about pricing.

The Data-driven Product Manager's Handbook

Using insight and guidance to deliver exceptional product experiences.

How Are You Going to Fix Onboarding?

PM Hardcore

You have a team of engineers and a three month runway – how are you going to fix onboarding? That’s a question I actually got in a product management job interview a while ago. My answer was, “that’s a really good question but I have no way of answering yet.”. Operating room or aspirin?

Hello Product Managers!

PM Hardcore

​​Empathy is very important! You have to be willing and able to put yourself in the shoes of your customers.

This Framework Gives You Product Management Super Powers

PM Hardcore

Breakthrough! The Secret Product Management Framework. Finally writing down the Secret Product Management Framework was a revelation for me. It put all the activities I do as a product manager into perspective. We find and validate market problems for which customers will pay for a solution.

What Will Product Management Be Like In 5 Years?

PM Hardcore

The future is hard to tease out, but here’s what will happen in product management’s future. (CC CC 2.0 by PunkToad). Earlier this year Janna Bastow of ProdPad put out a call for opinions on the future of product management. I quickly responded then.

Iterate Your Way to a Top Analytics Product Experience

Speaker: Richard Cheng, Associate Product Manager, Mark43

Mark43 is on a mission to bring public safety data management into the 21st century. To fix traditionally paper-heavy and error-prone processes, they needed a secure and easy-to-use product experience that simplified and unified crime data collection and management. Tune in to this webinar to hear how Mark43 Product Manager Richard Cheng went about researching, prototyping, and iterating to deliver analytics and business intelligence tools to police departments, emergency call centers, and other public safety agencies, bringing Mark43 users a positive and effective product experience. Haarthi Sadasivam, Technical Product Marketing Manager at Looker will join the conversation on best practices.

Visiting Customers? What?

PM Hardcore

Nothing Important Happens In The Office. We product managers are always told that we need to spend a lot of time with customers, and with the market, to create successful products. This advice, while good, is not actionable. It’s vague and aspirational.

10 Writing Tips For Product Managers

PM Hardcore

Tips for writing. (CC CC BY-SA 2.0 by jvleis). I’ve started working on an online course on “writing for product managers.” It will come out in the next few months. In the process, useful tips about writing keep popping up.

Should You Be A Product Manager?

PM Hardcore

Have you built something? Have you led a team? Product management is a hot, hot profession right now. It’s one of the most important roles in a product company , especially in high tech. But is it right for you?

How To Say “No” To A Feature Request

PM Hardcore

No (picture credit at the bottom). Sometimes No Is The Right Answer. Can you talk to me about a time when you had to say no to a customer? Why did you have to say no? How did you handle it?

Products for Product People: Best Practices in Analytics

Speaker: Andrew Wynn, Senior Product Manager, Looker

Who builds products for the product people? As a product manager, you know how helpful custom tailored data solutions can be to doing your job well. But proper data analytics solutions take work to deliver - it's not as simple as just building a dashboard. Learn product analytics best practices from Andrew Wynn, Product Manager at Looker. He will give the "meta" perspective from a practitioner who is building products that anybody, including product managers, can use to access, analyze, and act on data to make important decisions.