A Better Approach To Demoing Can Turn Sales Around

The Secret PM Handbook

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 230

A Better Approach To Demoing Can Turn Sales Around

The Secret PM Handbook

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 195

A Better Approach To Demoing Can Turn Sales Around

The Secret PM Handbook

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 195

Overcoming Product Demo Objections

Proficientz – Product Management University

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.

Demo 116

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

satisfy customers, differentiate a product offering, and. 10 Focus on Developing a Differentiated. 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.

Product Presentations & Demos: How Credibility Boosts Your Win Rate

Proficientz – Product Management University

Product presentations and demos can be the determining factor in winning or losing a sale. Follow three simple guidelines to differentiate with credibility and boost your win rates. Don’t expect your buyers to walk away with that one differentiating value theme if you don’t hit them right between the eyes with a very simple message. Contact Proficientz to learn techniques for product presentations and demos that boost your credibility and your win rate.

Web Demos: Engaging An Audience You Can’t See

Proficientz – Product Management University

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.

Demo 100

3 Proven Ways To Help Your Sales Team Beat Quota

The Secret PM Handbook

We (the product managers) are the experts in our product: We know who it’s for, we know why it’s better, we know its differentiators, we know the stories of pain our prospects are suffering, and the glories of the successes of our customers. Co-opting product management into sales.

Demonstrating Solutions vs. Products

Proficientz – Product Management University

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.

Demo 100

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Proficientz – Product Management University

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. Product Demos: Selling Value in Spite of Product Deficiencies. The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback.

The 5 Levels of Analytics Maturity

SOPHISTICATED PRODUCT DIFFERENTIATORS Do the analytic offerings in your application make you stand out from the crowd? can differentiate your product. Long-Term Differentiator Analytics are an increasing component of an application’s value. of a differentiator.

Selling Around Deficiencies, Rock Star Product Managers & The Functional Designer Role

Proficientz – Product Management University

Differentiation and Innovation: Your Ticket to Surviving Product Commoditization. Product Demos: Selling Value in Spite of Product Deficiencies. The B2B Product Manager Magazine April 2017 is now available. In this issue we cover everything from selling value in spite of your product’s deficiencies to what makes a rock star product manager to the criticality of the functional designer role. Plus tips for hiring the right product manager and getting unbiased customer feedback.

Sales Team Missing Quota? It’s Not Their Fault

The Secret PM Handbook

The sales engineers brought me in to help them articulate the product story better, especially for the demo. The sales process and demo were about us and our product, not about the prospect and their pains. Competitive information – key differentiators, hit sheets, pricing.

Demo 77

The Secrets of Highly Successful Sales People: Objection Handling

The Secret PM Handbook

Likewise, showing the prospect a demo of your product that shows how it addresses their specific needs is great for reducing perceived risk. Asking good questions during discovery (see the previous article ) and doing a good prospect-focused demo will help reduce objections.

Demo 115

Product Training for Sales – More Buyer, Less Product!

Proficientz – Product Management University

This concept also holds true for salespeople who do product demos, with the understanding that a further level of product training is required. Contact us about our Positioning & Sales Enablement Courses that make it easy for your salespeople to sell differentiating value. Wealth made simple: news and articles from IRC Wealth.

Demo 100

Six Time-Saving Beta Testing Tips for Product Managers

Pragmatic Marketing

They contain a range of useful details, from your product’s target market, positioning, and differentiators, to its main features, functions, and themes. For a closer look into its time-saving features, schedule a demo today.

Managing Manufactured Products: Preparing to Launch

Mind the Product

Pilot units can be used most effectively for sales and marketing purposes: demo samples, collateral development, trade show inventory, and so on. I’ve never seen extra demo units go unused for long, and the cost of stocking out as you’re just getting your sales team and customers excited about trying out your product far exceeds the cost of some extra time and material spent in the pilot phase.

Demo 76

Build a growth stack, not a tech stack

Inside Intercom

To understand what activities — from marketing campaigns to sales demos to customer success initiatives — impact revenue the most, your organization must have a common data model, dashboard, and set of metrics that all teams can use to track performance.

7 Ways to Know That You Need a Head of Product

Mironov Consulting

Every disease needs some symptoms so that we can do a differential diagnosis. Over the last year or so, I’ve seen more than a dozen companies with a meta-product management problem that I’m calling the “ No Head of Product Syndrome.”

How to evolve product launches as you grow

Inside Intercom

Following a significant project to better define our target customer segments, we now have clear, differentiated goals for each of those segments – as well as a deeper understanding of each segment’s needs and behaviors – to align our marketing strategy and activities around.

10 Top tips to grow a collaborative culture in product teams

Product Warrior

Celebrate at sprint demos?—?there This according to Coyle is the key differentiator. Time and time again teams master process around lean and agile product development, but still fail see great outcomes.

Demo 52

Positioning with formulas

Under10 Playbook

Our product [statement of primary differentiation]. You’ll have this at the ready when you write a media release, a sales presentation, a demo script, an ebook.

Proficientz Announces 2018 Product Management University Training Curriculum

Proficientz – Product Management University

Present & Demo – Learn how to deliver presentations and demos that bring the buyer’s vision to life right before their eyes and create an urgency to get the deal done. The training incorporated real work that our teams create every day — such as customer roadmaps, market and segment messaging, demo scenarios and copy for marketing campaigns – which allowed our staff to immediately apply their learning to their day to day roles.

Demo 21

Product to Product: Rocketship.FM’s Mike Belsito & Michael Sacca on understanding users better

Roadmunk

Our colleague, Eleni, picked their brains on what differentiates these two frameworks, how to apply these concepts, and why jobs to be done has become the popular tool on the block. Surprise!

From Technical Support to Product Management

All About Product Management

During time spent in customer support role I found I gravitated towards sales activities, demo's, trade shows etc. Great question - something that I am passionate about, is strongly differentiated and targeted at a clearly defined niche segment. Mark Barnes has extensive experience in facing customers, initially as a customer support engineer and then later in his career as a product manager. Continue reading to learn more about his transition and views about product management.

a16z Podcast: Why paid marketing sucks, Network effects, Viral Growth, and more

Andrew Chen

If you’re using paid advertisement channels, things tend to get more expensive over time because — you know, your initially super, super excited core demographic of customers — like they’re gonna convert the best and as you start reaching into different geographies, different kinds of demos, all of a sudden they’re not gonna convert as well, right? Dear readers, It was my pleasure to be on my first ever Andreessen Horowitz podcast!