INDUSTRY INSIGHTS YOUR PEERS ARE READING
In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. The B2B Product Manager Magazine March 2017 is now available. MORE
More than one sprint review meeting I’ve attended was quickly over: A development team member demoed the functionality to confused looking stakeholders with the product owner in the background. The team demoes the product increment to you. Involve the Right People. MORE
Product demo objections are a staple of the sales process in the B2B software business. Successful demos require that you master the art of making certain product deficiencies seem trivial in the grand scheme of the overall solution. The Playbook: The single biggest factor to overcoming product demo objections is to understand very early in the sales cycle the strategic goals of the executive buyers. MORE
A recent story about the original iPhone demo at Moscone center in SF, in early 2007 from the point of view of the engineers in the audience is particularly illuminating. PM Tales demoEvery product development project has a crucial milestone, the official demonstration. MORE
For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing. MORE
Every deal the company won had one thing in common: the buyer participated in a non-customized demo in the company briefing center. The solution was to standardize the selling process around a standard demo. Have it always ready for a standard demo.” MORE
We also look at the benefit of using customer value themes to drive your sales demos and how they can improve win rates. Using Product Demo Themes to Improve Your Sales Win Rate. The post Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management appeared first on Product Management University. The B2B Product Manager Magazine January 2018 is now available. MORE
In some cases, it’s clear that the person doing the demo hasn’t prepared and is just following a canned script. In others, you can tell that they put a lot of time into tailoring the demo specifically for the client, but even then, the demo can often miss the target. MORE
Then the sales person can talk about how we address those challenges, and schedule a demo to show how we address them. Would you like my team to show you how we address resource management in a demo next week?” MORE
This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts. Product Presentations & Demos: How Credibility Boosts Your Win Rate. The B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers. MORE
In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. The March 2017 Issue of The B2B Product Manager Magazine is now available. MORE
A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.” MORE
And I wanted them to see the presentation and demo done correctly at least once. When it comes to product, get one of the sales engineers to deliver the presentation and demo. Or, Be careful what you teach your sales teams. MORE
Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived. Base the Demo on Job Tasks Instead of Features or Problems. MORE
This was the demo I mentioned earlier. I had a secondary goal during my demo as well. There were parts of the demo that showed up rough spots in the product. Understand and articulate what you’re trying to achieve. MORE
Whether it’s driving webinar signups, newsletter subscriptions, qualifying leads and booking demos, Custom Bots enable marketers and sales teams to supercharge their pipeline and capture new revenue. MORE
A Product Demo Field Guide There’s a few components to a product demo. Though after having delivered a hundred some-odd product demos, these “unexpected issues” have taken a much more predictable air about them for me. 3 Practices for Strong Product Demos 1. MORE
We did a “lunch-and-learn” where we fed the team pizza and spaghetti, while one of our product managers did a demo of the product and talked about how it was complimentary to the products they were already selling into their accounts. MORE
Product demo themes can improve your sales win rate. Here are three guidelines for creating and using demo themes to improve your sales win rate. Your demo themes will be more effective and more credible if they connect tactical departmental/user issues (addressed by your product) to big-picture strategic issues that are top-of-mind with executive decision-makers. The demo theme is the line that connects the dots. The key? MORE
When it comes to product demo techniques, there are two styles: telling and selling. The “telling” demo (stop me when you see a feature you like) won’t energize your buyers or set you apart from the competition. The “selling” demo energizes your buyers with a vision because it’s more about their business than it is your products. The “Telling” Demo. It’s more or less a rewind and replay for each demo. MORE
I mentioned how you could integrate the demo work into an iteration if you create a column for the demo. Here’s a picture of how you might create a kanban with a Demo state, just before the Done column. This Demo column on your board clarifies that impediment. MORE
The product managers certainly need to be there to make sure nobody makes any claims that must be supported elsewhere—such as the demo or on the ever-changing product roadmap; you need to make sure nobody is making any promises the products can’t keep. “A Day at Corporate” Analyzing the win and loss patterns at one company revealed that many deals were being lost during the software demo. 13:00 product demo by the corporate demo team. MORE
The #1 challenge with conducting web demos is the ability to read and engage an audience you can’t see. Is the demo going well? The key to reading a prospect you can’t see is to engage them in a discussion during the demo. Ideally, you should have some idea of what your prospects are trying to accomplish and why it’s important prior to each demo so you are prepared with a few discussion points. MORE
For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing. MORE
Ken describes the process by which they would prepare product demos for their own team and then for various leaders, use that demo as the primary avenue for feedback, and then continue to iterate to the next demo, followed by more rounds of demo feedback, and so on. MORE
Product presentations and demos can be the determining factor in winning or losing a sale. Contact Proficientz to learn techniques for product presentations and demos that boost your credibility and your win rate. Using Product Demo Themes to Improve Your Sales Win Rate. Web Demos: Engaging An Audience You Can’t See. The post Product Presentations & Demos: How Credibility Boosts Your Win Rate appeared first on Proficientz. MORE
We also examine product usability and its impact on revenue, plus sales demo tips. The post How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos appeared first on Proficientz - Advanced Product Management Training & Certification for B2B. The B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations. MORE
Give customers the white glove treatment with live demos. “A demo allows the customer to see and feel how things will be better if they buy (and worse if they don’t).” Back when I started at Intercom, we made a point of inviting every single person who gave us their email address to a weekly live product demo(usually attended by anywhere from one to 50 potential new customers). MORE
The post Customer Value, Underperforming Products, Product Demo Objections and More appeared first on Proficientz - Product Management Training for B2B. The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans. MORE
With our Google Calendar Meetings app , your visitors can automatically book a demo with you right inside the Intercom messenger. That’s the case for Salesloft, where Intercom now drives 40% of their sales demos , an 8x improvement over their previous live chat tool. Sales has changed. MORE
In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale. If you need to make the shift from selling tactical products to strategic business solutions, contact Proficientz to discuss how our Product Demo Training Courses can help you shorten sales cycles, improve win rates and expand the deal size. MORE
In a recent presentation I was demoing the latest version of a new product that was still in development. Because I’d practiced my demo (another key persuasion tip – practice!), (This is the third article in my Persuasion Tips series.). MORE
We also examine product usability and its impact on revenue, plus sales demo tips. MORE
Making sure the pitching and demoing is about the prospect and her problems and not about the product. Co-opting product management into sales. My good friend Geoffrey Anderson ( @ganders2112 ) recently wrote about a situation we product managers sometimes find ourselves in. MORE
A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.” MORE
A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.” MORE
Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived. Base the Demo on Job Tasks Instead of Features or Problems. MORE
Demo Related Topics The Product Bistro
JULY 21, 2018
A recent story about the original iPhone demo at Moscone center in SF, in early 2007 from the point of view of the engineers in the audience is particularly illuminating. PM Tales demoEvery product development project has a crucial milestone, the official demonstration.
The Secret PM Handbook
AUGUST 18, 2017
A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.”
The Secret PM Handbook
AUGUST 18, 2017
A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.”
The Secret PM Handbook
AUGUST 18, 2017
A Sales Demo Challenge. Even though we had a lot of customers successfully using it for agile projects, the sales engineers felt severely challenged because we didn’t have the features to show in the sales demo. The first one is about “how to demo.”
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concept (PoC) demo as part of their business case and. better demos with our clients and prospects.” BUSINESS INTELLIGENCE 9 Companies share 30+ best. practices for creating smart. embedded analytics Part 1: Building the business case Creating analytics products is a journey.
Proficientz – Product Management University
MAY 24, 2017
Product demo objections are a staple of the sales process in the B2B software business. Successful demos require that you master the art of making certain product deficiencies seem trivial in the grand scheme of the overall solution. The Playbook: The single biggest factor to overcoming product demo objections is to understand very early in the sales cycle the strategic goals of the executive buyers.
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Proficientz – Product Management University
JULY 25, 2018
Product presentations and demos can be the determining factor in winning or losing a sale. Contact Proficientz to learn techniques for product presentations and demos that boost your credibility and your win rate. Using Product Demo Themes to Improve Your Sales Win Rate. Web Demos: Engaging An Audience You Can’t See. The post Product Presentations & Demos: How Credibility Boosts Your Win Rate appeared first on Proficientz.
Proficientz – Product Management University
NOVEMBER 2, 2017
We also examine product usability and its impact on revenue, plus sales demo tips. The post How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos appeared first on Proficientz - Advanced Product Management Training & Certification for B2B. The B2B Product Manager Magazine October 2017 is now available. In this issue we discuss the value of listening as one of the most overlooked sales skills, and the value of business conversations.
Proficientz – Product Management University
JANUARY 26, 2018
Product demo themes can improve your sales win rate. Here are three guidelines for creating and using demo themes to improve your sales win rate. Your demo themes will be more effective and more credible if they connect tactical departmental/user issues (addressed by your product) to big-picture strategic issues that are top-of-mind with executive decision-makers. The demo theme is the line that connects the dots. The key?
Proficientz – Product Management University
FEBRUARY 27, 2017
The #1 challenge with conducting web demos is the ability to read and engage an audience you can’t see. Is the demo going well? The key to reading a prospect you can’t see is to engage them in a discussion during the demo. Ideally, you should have some idea of what your prospects are trying to accomplish and why it’s important prior to each demo so you are prepared with a few discussion points.
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Watch a free demo WHY “BUILD OR BUY?” IS THE WRONG QUESTION FOR ANALYTICS Introduction.1 When to Build Your Own Analytics. 2 When to Buy a Bolt-On Solution. 6 When to Take a Combined Approach. 9 About Logi Analytics.
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Under10 Playbook
NOVEMBER 2, 2016
In some cases, it’s clear that the person doing the demo hasn’t prepared and is just following a canned script. In others, you can tell that they put a lot of time into tailoring the demo specifically for the client, but even then, the demo can often miss the target.
Proficientz – Product Management University
JANUARY 30, 2018
We also look at the benefit of using customer value themes to drive your sales demos and how they can improve win rates. Using Product Demo Themes to Improve Your Sales Win Rate. The post Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management appeared first on Product Management University. The B2B Product Manager Magazine January 2018 is now available.
Proficientz – Product Management University
MAY 24, 2017
The post Customer Value, Underperforming Products, Product Demo Objections and More appeared first on Proficientz - Product Management Training for B2B. The B2B Product Manager Magazine May 2017 is now available. In this issue we examine the impact of a customer value culture, why products underperform and three steps to connect corporate strategy to product, marketing and sales execution plans.
Proficientz – Product Management University
MARCH 10, 2017
In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale. If you need to make the shift from selling tactical products to strategic business solutions, contact Proficientz to discuss how our Product Demo Training Courses can help you shorten sales cycles, improve win rates and expand the deal size.
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only see a demo and never actually use your software. Watch a Free Demo of Logi Analytics >. HOW TO PACKAGE & PRICE EMBEDDED ANALYTICS. Practical Frameworks to Monetize Embedded Analytics Table of Contents Embedding Analytics to Lift Value and Revenue.
Under10 Playbook
NOVEMBER 2, 2016
And I wanted them to see the presentation and demo done correctly at least once. When it comes to product, get one of the sales engineers to deliver the presentation and demo. Or, Be careful what you teach your sales teams.
Proficientz – Product Management University
NOVEMBER 2, 2017
We also examine product usability and its impact on revenue, plus sales demo tips.
Proficientz – Product Management University
MARCH 9, 2017
In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. The B2B Product Manager Magazine March 2017 is now available.
Proficientz – Product Management University
MARCH 9, 2017
In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. The March 2017 Issue of The B2B Product Manager Magazine is now available.
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you develop more competitive applications: Watch a free demo of Logi Analytics FROM BASIC BUSINESS INTELLIGENCE REQUIREMENTS TO. SOPHISTICATED PRODUCT DIFFERENTIATORS Do the analytic offerings in your application make you stand out from the crowd? See where.
The Product Coalition
AUGUST 14, 2018
A Product Demo Field Guide There’s a few components to a product demo. Though after having delivered a hundred some-odd product demos, these “unexpected issues” have taken a much more predictable air about them for me. 3 Practices for Strong Product Demos 1.
Inside Intercom
MARCH 2, 2018
Give customers the white glove treatment with live demos. “A demo allows the customer to see and feel how things will be better if they buy (and worse if they don’t).” Back when I started at Intercom, we made a point of inviting every single person who gave us their email address to a weekly live product demo(usually attended by anywhere from one to 50 potential new customers).
Product Beautiful
JUNE 8, 2014
We did a “lunch-and-learn” where we fed the team pizza and spaghetti, while one of our product managers did a demo of the product and talked about how it was complimentary to the products they were already selling into their accounts.
Sachin Rekhi
OCTOBER 15, 2018
Ken describes the process by which they would prepare product demos for their own team and then for various leaders, use that demo as the primary avenue for feedback, and then continue to iterate to the next demo, followed by more rounds of demo feedback, and so on.
The Secret PM Handbook
AUGUST 17, 2018
In a recent presentation I was demoing the latest version of a new product that was still in development. Because I’d practiced my demo (another key persuasion tip – practice!), (This is the third article in my Persuasion Tips series.).
The Secret PM Handbook
AUGUST 7, 2018
This was the demo I mentioned earlier. I had a secondary goal during my demo as well. There were parts of the demo that showed up rough spots in the product. Understand and articulate what you’re trying to achieve.
Proficientz – Product Management University
JULY 27, 2018
This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts. Product Presentations & Demos: How Credibility Boosts Your Win Rate. The B2B Product Manager Magazine July 2018 is now available. It’s July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers.
Proficientz – Product Management University
OCTOBER 24, 2017
Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived. Base the Demo on Job Tasks Instead of Features or Problems.
Proficientz – Product Management University
OCTOBER 24, 2017
Once you know the “real” reason, make it the strategic theme of your pitch such that every demo scenario is related to the overall value theme. During the demo, there is no reason to refer to each product separately unless asked. The fewer the number of people delivering the demo, the easier and more integrated the solution will be perceived. Base the Demo on Job Tasks Instead of Features or Problems.
Inside Intercom
JUNE 6, 2018
With our Google Calendar Meetings app , your visitors can automatically book a demo with you right inside the Intercom messenger. That’s the case for Salesloft, where Intercom now drives 40% of their sales demos , an 8x improvement over their previous live chat tool. Sales has changed.
The Secret PM Handbook
FEBRUARY 20, 2018
Then the sales person can talk about how we address those challenges, and schedule a demo to show how we address them. Would you like my team to show you how we address resource management in a demo next week?”
Under10 Playbook
NOVEMBER 2, 2016
Every deal the company won had one thing in common: the buyer participated in a non-customized demo in the company briefing center. The solution was to standardize the selling process around a standard demo. Have it always ready for a standard demo.”
The Secret PM Handbook
MARCH 28, 2018
For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing.
The Secret PM Handbook
MARCH 28, 2018
For example, I often tell a story about helping a sales engineering team with their demo. They asked me to help them with their agile demo because I am an agile expert. As I worked with them, I realized the problem wasn’t their agile demo, it was how they were demoing.
Under10 Playbook
NOVEMBER 2, 2016
The product managers certainly need to be there to make sure nobody makes any claims that must be supported elsewhere—such as the demo or on the ever-changing product roadmap; you need to make sure nobody is making any promises the products can’t keep. “A Day at Corporate” Analyzing the win and loss patterns at one company revealed that many deals were being lost during the software demo. 13:00 product demo by the corporate demo team.
Roman Pichler
NOVEMBER 15, 2017
More than one sprint review meeting I’ve attended was quickly over: A development team member demoed the functionality to confused looking stakeholders with the product owner in the background. The team demoes the product increment to you. Involve the Right People.
Johanna Rothman
JUNE 28, 2018
I mentioned how you could integrate the demo work into an iteration if you create a column for the demo. Here’s a picture of how you might create a kanban with a Demo state, just before the Done column. This Demo column on your board clarifies that impediment.
Inside Intercom
JANUARY 2, 2019
Whether it’s driving webinar signups, newsletter subscriptions, qualifying leads and booking demos, Custom Bots enable marketers and sales teams to supercharge their pipeline and capture new revenue.
The Secret PM Handbook
OCTOBER 9, 2018
Making sure the pitching and demoing is about the prospect and her problems and not about the product. Co-opting product management into sales. My good friend Geoffrey Anderson ( @ganders2112 ) recently wrote about a situation we product managers sometimes find ourselves in.
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