How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

High Octane Product Management

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.

Demo 94

A Better Approach To Demoing Can Turn Sales Around

PM Hardcore

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.”

Demo 22

Trending Sources

A Better Approach To Demoing Can Turn Sales Around

PM Hardcore

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.”

Product Demos: Selling Value in Spite of Product Deficiencies

High Octane Product Management

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.

B2B 9

It’s time to get your Ph.D. in Sales Comp

Product Beautiful

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.

Web Demos: Engaging An Audience You Can’t See

High Octane Product Management

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.

Customer Value, Underperforming Products, Product Demo Objections and More

High Octane Product Management

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.

Help! I’m demo boy for sales people

Under10 Playbook

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.

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

High Octane Product Management

We also examine product usability and its impact on revenue, plus sales demo tips.

Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017

High Octane Product Management

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.

Obsessing Over Customer Success, Demo Techniques and Web Lead Generation: The B2B Product Manager Magazine, March 2017

High Octane Product Management

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.

When should Product Backlog Grooming Take Place?

Roman Pichler

Note that this approach still assumes that you can collect the relevant feedback in the sprint review meeting, for instance, by carrying out a product demo, usability test, or solution interview. Option 1: In the Sprint Review Meeting.

The best way to support sales teams

Under10 Playbook

For many, this means supporting sales people on individual deals—such as doing presentations and demos or authoring RFPs. How often does a custom demo outperform a standard one? Could demos be put online in a video format? Should we set up a demo center?

Demo 74

Sprint Review Tips for Product Owners

Roman Pichler

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.

Demo 46

Video: How One Chief Product Officer Is Reinventing Product Management At Her Company

Product Talk

38:40 The value of weekly demos across self-organizing teams. A few months ago, I sat down with Hope Gurion, Chief Product Officer at CareerBuilder , to talk about her team, how they work, and how she stays current in the fast-moving world of product management.

Demo 39

Fighting Shiny Object Syndrome

Product Powers

She’d uncovered an opportunity to partner with a local firm that would distribute our free demo to a few thousand of their customers and she was convinced it would be an easy way to generate a lot of new business quickly. Printing demo discs was cheap and she just wanted my ok to get some co-branded materials made to package them with, and maybe we could do a seminar together, and dedicate some telesales resources to following up on the leads.

7 Ways to Know That You Need a Head of Product

Mironov Consulting

We know that Sales wants Product on every demo and customer call; Engineering has a full calendar of agile ceremonies; Marketing expects web-ready success stories and lots of booth duty; Support escalates dozens of hot customer issues.

Are You A Trusted Advisor?

Under10 Playbook

” He is contacted directly by potential buyers—they don’t want a sales demo, they want advice. By the time the average customer reaches out to a company or is contacted by a sales rep, that customer's purchase decision is almost over. Matt Dixon, author, The Challenger Sale.

Demo 59

Alternatives for Agile and Lean Roadmapping: Part 2, Rolling Wave Planning Inside One Quarter

Johanna Rothman

They noted MVPs and demos on their roadmap—a new idea for them. In Part 1 , I wrote about thinking in feature sets and how to quickly create a feature set of—with any luck—smaller features.

Turn Your Release Notes Into a Content Marketing Machine

Mind the Product

In addition, we ask for an email address to access our online demo. This demo login alone brings us 15 to 20 new contacts every week. Here are the response rates for the people who gave their email address to access our demo.

Demo 44

Agile at Scale – Outcome Driven (or Broken)

Tyner Blain

It was more than just incremental delivery, we really did incorporate agile principles like pairing and demoing, and engineering practices like automated build and test processes, code-reads, design for testing.

Agile 57

The Heartbeat of Product by Nate Walkingshaw

Mind the Product

But just as importantly they are mindful about knowledge transfer, ensuring that the other product teams and the go-to-market teams like sales and marketing get the same customer and market insights, demos of work-in-progress, and more.

Scaling Lean Principles by Jeff Gothelf

Mind the Product

Get people to practise things like stand-ups, demo days, progress reports, anything that exposes the work you’re doing. Coach, lean advocate and author Jeff Gothelf talked about scaling Lean principles at this year’s London #mtpcon.

Your First 2 Weeks with an Existing Product

Under10 Playbook

For example, a new product manager can’t do demos for sales presentations until they know their product really well. An important skill for a product manager is the ability to parachute into an existing product and land on your feet. What should you accomplish during your first 2 weeks?

Demo 77

Becoming a Product Leader with Win/Loss Analysis

Product Beautiful

Demo of our solution. What if we demoed the wrong solution for their needs? Nearly every product manager I speak to desires to be a leader in his or her organization.

Alternatives for Agile and Lean Roadmapping: Part 6, Managers Want Commitments

Johanna Rothman

The faster you can demo (and release) working product, the faster you will build trust with people across the organization and with your customers. You’ve started thinking in feature sets. Maybe you’ve experimented with rolling wave plans inside one quarter , so you can change and replan as you need to support your project or program.

Demo 16

How to Hire a Product Analyst

Amplitude

If you are curious to learn more about the right way to set up product analytics , check out our Playbook and explore the Amplitude Demo ! The six things you need from a great product data scientist and how to find them .

How to turn a story point factory into a customer-centric team?

Mind the Product

In the enterprise world visiting some sales demos can be an eye-opener too. The one spontaneous ovation at this year’s London MTPCon was when Drift CEO David Cancel muttered “I hate agile” as an aside while he was on stage.

Naimish Gohil – Adapting Your Product for a Changing Market

Mind the Product

Central to all of this was also data, such as the number of demos per sale or the average decision making time, to work out which direction they should go in. Naimish Gohil , Founder of edtech software company Satchel , shares his experience of knowing your user and adapting your product with ProductTank London. Satchel are in 35% of secondary schools. To get there they’ve understood their end user better than anyone else and iterated their sales model just like a product.

Be in a Band, not an Orchestra: how to Grow an Agile Product Team

Mind the Product

With an agreed vision and delivery plan and with the first members of the team on board, we did was what all good bands do: make a demo. The Demo. Some years ago, I wrote a blog post noting that small teams are more creative and productive than big teams.

Agile 92

10 Questions from The Clever PM

Mironov Consulting

Sales should do most product demos (not Product); Engineering should do QA testing (not Product); Marketing should design customer collateral (not Product). I’ve known Cliff Gilley, The Clever PM , for years — and follow his blog/Quora activity/social posts.

Taking Event Support from Sales Tactic to Product Strategy

Product Beautiful

So often, we see our role at a trade show as one of doing demos and talking up our product’s features. When you begin a demo, talk about the problem first. If they don’t, then demo the solution to a different problem.). By prefacing your demo with a conversation about problems (rather than leading with your product), you increase the likelihood of people being more open about their pain points. Events. It’s natural to dread them.

Creating ideal customer profiles

Under10 Playbook

You’ll want to tailor all of your sales materials—the web site, demo, presentation, ebooks—around this ideal customer profile. Analyzing past results to drive future successes may be the most important goal for today’s product leaders.

Remember HiPPOs are Humans too…

Mind the Product

Find other ways to engage that fit in with their constraints whether it’s personal demos, one off emails or quick conversations around the office — they’re hard work, but worth their weight in pigeon poop.

Demo 34

6 Reasons Why Boston is a Great Place to be a Product Manager

bpma ProductHub

And with so many new innovations coming to the fore each month, Boston Innovators Group , Mass Innovation Nights , Boston New Technology meetup , and other groups offer monthly or quarterly innovation demo gatherings. Contributed by Steve Robins.

Demonstrating Solutions vs. Products

High Octane Product Management

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.

Demonstrating Solutions vs. Products

High Octane Product Management

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.

Where does product management belong in your organization?

Under10 Playbook

In this scenario, product management tends to get pulled into a technical support role for the marketing and sales teams, providing content for demos, presentations, ebooks, and sales enablement. Only three things happen naturally in organizations: friction, confusion, and underperformance.

Demo 28

Win/loss analysis: the product marketer's most powerful tool

Under10 Playbook

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.”

Virtual reality and your product development process

Mind the Product

At the end of the week, demo the idea to the larger team, run user feedback studies, revise your experiments, and repeat. After years of false starts and incremental improvements, 2016 is the year where virtual reality (VR) has finally arrived.