Product Management University

MARCH 24, 2021

Sales wants your product strategy aligned to its pipeline. Engineering wants a product strategy that allows them to use their technical savvy. If your portfolio strategy is set to make a big impact in one or two areas, by default, it’s not going to have much of an impact in a lot of other areas.

Product Strategy 298

Product Strategy Strategy Differentiation Vision 298

Product Management University

OCTOBER 9, 2023

Here’s why a portfolio vision is so critical to the success of your products and how it elevates Product Management, Product Marketing, Sales and Customer Success teams to plan and execute more strategically. Think of your portfolio vision as the ultimate “strategic goal/outcome” your target customers want from your portfolio of products.

Vision 130

Vision Reporting Tools Product Research Workshop 130

Product Management University

OCTOBER 16, 2023

It gives sales and marketing a powerful story and most importantly one that’s simple to internalize and repeat because it’s customer centric, not product centric. Since this series is all about ripple effect, let’s look at the strategic ripple effect of strong portfolio positioning. This is what differentiates you more than anything.

Positioning 147

Positioning Product Research User Friction Differentiation 147

Product Management University

OCTOBER 23, 2023

Product marketing receives all the WHO, WHAT & WHY content from product management to create and communicate value messages that fill the sales funnel with influencers and buyers that have a need worthy of engaging with you.

User Testing 130

User Testing Onboarding KPIs Product Research Management 130

Product Talk

JUNE 15, 2022

Their customer success and sales teams hear directly from customers all day. Question: What should we do about other forms of insights we receive from customers such as requests via support, sales, or other surveys? We can learn a lot from support tickets, sales conversations, behavioral analytics, and many other inputs.

Customer Feedback 214

Customer Feedback Data Visualization User Friction Product Research 214

Product Management University

JANUARY 17, 2024

If you follow the exact same process before you build any features, you’ll make the customer on-boarding process exponentially easier, not to mention product positioning and sales demos. Here’s why. The onboarding process is where your job tasks stories come to life in the real world. It’s the ultimate acceptance test.

User Testing 130

User Testing Demo Events Positioning 130

Product Management University

FEBRUARY 1, 2024

That level of direction gives your product marketing, sales and customer success teams a desperately needed vision and value story to better attract new customers and encourage the ones you have to keep paying.

B2B 147

B2B Vision Roadmap Framework 147

Product Management University

FEBRUARY 15, 2023

Solution selling is a basic sales methodology that has long been the norm in enterprise B2B. Aspirational selling is about understanding what’s driving your buyers from the top down and using that knowledge to position the value of your products in a more strategic context. What is Solution Selling?

Product Research 130

Product Research Document Demo B2B 130

Product Management University

OCTOBER 11, 2023

Let’s start this discussion of integrating business processes vs. products with the spotlight on pre-sales, sales, and customer on-boarding since they bear the brunt of the ripple effect. You’re in the throes of the sales cycle and it’s product demo time. Here’s the scenario.

Product Research 130

Product Research Feedback Software Differentiation Management 130

Alchemer Mobile

DECEMBER 16, 2022

Account Administrators told us that as the number of projects grew across their company, their users were having a hard time finding projects, especially projects relevant to them. Please contact your sales professional or call 1-800-609-6480 to learn more. Webhooks and API calls are only available to Enterprise customers.

Data Visualization 130

Data Visualization Outbound Customer Experience Document 130

Product Management University

NOVEMBER 29, 2023

Fill the top of the sales funnel with more leads that are higher quality. His response was lengthy, which is what you’d expect from a newly minted entrepreneur. So I boiled it down to the following: “You do two things every chief revenue officer dreams about, and you have the metrics to back it up.” That’s a really good place to start.

Positioning 100

Positioning Workshop Messaging Demo 100

Product Management University

SEPTEMBER 13, 2021

Why does the sales process often stall after the demo? The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. It’s a pretty safe assumption early in the sales process. Sales Discovery: Uncovering THE BIG WHY (Video). Guess what?

Demo 147

Demo Product Research Workshop Reference 147

Product Talk

JULY 20, 2022

It can also mean that you get requests from sales that aren’t necessarily aligned with what your users want or need. Build Products for Your User, But Enable Sales to Sell. When building enterprise or B2B products, it’s a good rule of thumb to build products for your user while still enabling sales to sell. Tweet This.

User Testing 230

User Testing Customer Feedback Customer Experience B2C 230

Product Management University

JULY 10, 2020

Here’s how to create business requirements that boost your marketing and sales proficiency. Context is the key to creating business requirements that not only give design and development teams clear value targets, but can also be repurposed as knowledge transfer vehicles for marketing and sales. Related Articles.

Marketing 241

Marketing Customer Feedback Workshop Positioning 241

Product Management University

JULY 30, 2020

It’s also a nightmare for marketing and sales. The bottom line for product marketing and sales teams, especially when it comes to high-tech products, is to make complex products look amazingly simple. The whole point of the sales process is to create an urgency to buy, period. But if they’re not, you’re in big trouble.

Customer Experience 246

Customer Experience Workshop Reference Positioning 246

Product Management University

FEBRUARY 21, 2024

Do your best to create a reason for a follow-up conversation, like getting back to them on a technical product question or discussing how other similar customers are using the product. Sometimes, they just don’t like your competitor’s sales team. Then find out why they prefer you over the competition.

Demo 130

Demo Weak Development Team Customer Experience Product Research 130

Product Management University

DECEMBER 13, 2021

And that data certainly helps us make far better decisions than we’d otherwise make without it. All of you have solid data and insights on how to grow sales, improve retention, grow adoption, etc. But then the fun begins because you don’t have enough development, marketing and sales resources to execute all 10 plans.

Data Visualization 162

Data Visualization Product Research Customer Feedback Customer Experience 162

Product Management University

MARCH 21, 2023

The whole point of creating a sales playbook is to give your sales team “situational sales tools” that make them highly effective in every part of the sales process. The end game is shorter sales cycles where your products and services are the clear choice. What is a Sales Playbook?

Product Research 130

Product Research Customer Experience Demo Customer Feedback 130

Product Management University

FEBRUARY 2, 2023

The biggest reason metaphorically speaking, is they willingly “fence the salesforce” into your most lucrative markets and give them a shorter path to meeting sales quotas and revenue goals. The execution part of the product marketing roadmap consists of the action items and artifacts required to generate demand and support the sales process.

Roadmap 130

Roadmap Product Marketing Marketing B2B 130

The Product Coalition

JANUARY 27, 2024

Within the B2B ( SaaS ) sector companies diverge into two distinct types, each with unique challenges and focus areas: Product-led companies, wielding innovation as their weapon of choice, and sales-led companies, harnessing the power of charisma. Maybe it’s “sales led”. Let us start by listing the high-level differences.

Feedback Software 132

Feedback Software Analytic Tools Onboarding KPIs B2B 132

Product Management University

AUGUST 3, 2020

Contact us about a hands-on workshop (via web meeting) or enroll in Product Management University On-Demand and learn whenever and wherever it’s convenient for you. Sales Discovery: Uncovering THE BIG WHY (Video). Even with success metrics, you need more context about WHY those metrics are critical to the customer’s strategy.

Customer Experience 246

Customer Experience Product Research Workshop Framework 246

Product Management University

JANUARY 29, 2020

It feeds product management, product marketing, sales and customer success teams, and has no intended alignment to any products. Its mission is to deliver pure, unbiased customer business requirements to all customer-facing functions, especially product management, product marketing and sales. Related Articles.

Management 182

Management Management Agile Positioning 182

Product Management University

JANUARY 18, 2022

The leadership side of product management reaches its pinnacle when you have the complete trust of executives, marketing, sales, engineering, finance, customer success, and customers. You also have to be more knowledgeable about the finance department than every other discipline that interacts with them, like sales and customer success teams.

Leadership 147

Leadership Finance Product Management Product Manager 147

Product Management University

JANUARY 9, 2023

B2B product marketing changes significantly in a product led growth (PLG) model because the manner in which you’re positioning, marketing and selling your products is completely different than a direct sales model. Significantly reduce the overhead cost of sales and marketing as compared to a direct sales model.

B2B 130

B2B Customer Experience Product Marketing Definition 130

Product Culture

FEBRUARY 21, 2024

Subscribe to my weekly Nano-letter: Sign Up Subscribe to One Thing Weekly Name * First Name Last Name Email * Our Privacy Policy * You can change your mind at any time by clicking the unsubscribe link in the footer of any email you receive from us, or by contacting us at bruce@productculture.com. Speaking of.

Roadmap 52

Roadmap Naming Presentation Information 52

Product Culture

FEBRUARY 21, 2024

Subscribe to my weekly Nano-letter: Sign Up Subscribe to One Thing Weekly Name * First Name Last Name Email * Our Privacy Policy * You can change your mind at any time by clicking the unsubscribe link in the footer of any email you receive from us, or by contacting us at bruce@productculture.com. Speaking of.

Roadmap 52

Roadmap Naming Presentation Information 52

Product Management University

OCTOBER 12, 2021

If clearer differentiation and greater sales success are on your A-list, dispel these three product marketing myths and you’ll be on your way. Sales enablement included! Product Marketing may be one of the most misunderstood and undervalued functions as evidenced by the fact that so many B2B organizations still don’t have it.

Product Marketing 147

Product Marketing Marketing Differentiation Healthcare 147

Product Management University

NOVEMBER 2, 2021

It’s all about us and they don’t really give a. That’s why they contacted us. The objective of every sales presentation is to get buyers talking, ideally more than you’re talking. “All about us” positioning is a monologue, not a conversation. There’s no meat to it.

Positioning 130

Positioning Presentation Workshop Differentiation 130

Product Culture

JANUARY 31, 2024

Some tips: Subscribe to my weekly Nano-letter: Sign Up Subscribe to One Thing Weekly Name * First Name Last Name Email * Our Privacy Policy * You can change your mind at any time by clicking the unsubscribe link in the footer of any email you receive from us, or by contacting us at bruce@productculture.com. Remember to breathe.

Roadmap 52

Roadmap Naming Vision Presentation 52

Product Management University

OCTOBER 4, 2021

It comes down to whether you want your product management function to lead or be forever relegated to taking orders from customer-facing disciplines like sales and customer success. Pre-Sales /Sales Engineer. The pre-sales role is most similar to a product manager. Related Articles.

Product Management 147

Product Management Product Manager Management Management 147

Product Management University

FEBRUARY 12, 2021

It offers a macro view of your portfolio’s performance and provides valuable insights that drive your go-to-market strategy and ultimately impacts your product, marketing and sales investment priorities. It’s simply a matter of exerting more marketing and sales effort to seize the opportunities.

Data Visualization 147

Data Visualization B2B Customer Experience Customer Feedback 147

Intercom, Inc.

JUNE 9, 2021

That used to mean welcoming them to the company in person but, like everyone, we’ve had to adapt to a new way of onboarding over the past year. The COVID-19 pandemic has completely disrupted the way we work and forced us to reinvent how we onboard new colleagues. We were going remote. . Social and belonging.

Feedback Software 253

Feedback Software Customer Experience Systems Review Presentation 253

Product Management University

NOVEMBER 14, 2022

Product marketing’s role is to promote the value of the product, build quality sales pipelines and make sure the sales force can easily articulate the value story throughout various stages of the sales process with supporting tools. Product Marketing vs. Portfolio Marketing: The Big Picture.

Marketing 147

Marketing Product Marketing Reporting Tools Healthcare 147

Product Management University

SEPTEMBER 10, 2023

They’re also critical to the success of product management, product marketing and sales. In other words, CSMs are the gatekeepers to all customer interactions at all levels and across all disciplines (product, marketing, sales, back office) so that every facet of your organization stays aligned with the customer account strategy.

Customer Experience 130

Customer Experience Product Research Government Leadership 130

Product Innovation Educators

JUNE 6, 2022

For context, we’ll use the Customer Relationship Management (CRM) category, which is indeed crowded. Joining us is Jeroen Corthout, co-founder of Salesflare, the simple yet powerful CRM. . Eight years ago I had a software company, and we were looking for a CRM tool to help us follow up our sales leads better.

Feedback Software 98

Feedback Software User Testing Customer Feedback Customer Experience 98

The Product Bistro

DECEMBER 11, 2018

A recent round of staff reductions at work has led to the expected “goodbye” emails, where departing colleagues send notes of their departure, some memories, and contact information. I wistfully remember the art and creativity that people used to put into it. Sales training in 2004 in Europe. Most enjoyable!

Sales Training 195

Sales Training Travel Customer Experience Messaging 195

Product Management University

SEPTEMBER 4, 2023

Your marketing messages and sales narratives always lead with the strategic customer value of the portfolio. The Most Important Thing About Strategic Product Marketing This just might be the most important aspect of strategic product marketing and sales enablement. Prospective customers don’t engage or buy because they understand you.

Product Marketing 130

Product Marketing Marketing Customer Experience Product Research 130