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.” First, they were doing a feature-function type of demo.

Demo 150

Demo Agile Differentiation Product Research 150

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.” First, they were doing a feature-function type of demo.

Demo 191

Demo Agile Differentiation Product Research 191

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.” First, they were doing a feature-function type of demo.

Demo 150

Demo Agile Differentiation Product Research 150

The Secret PM Handbook

OCTOBER 9, 2018

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. So, we should be good at least at some parts of selling it.

Sales Training 170

Sales Training User Testing Differentiation Customer Experience 170

The Secret PM Handbook

JANUARY 15, 2018

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. The sales team was missing quota, every quarter!

Demo 71

Demo Product Research Differentiation Engineering 71

Userpilot

NOVEMBER 3, 2022

The main differentiator is the target audience. Get a demo to create yours! GitLab’s Handbook combines multiple internal departments. For example, a customer-facing knowledge base will be quite different from an employee handbook with training materials. Set up a demo to see how Userpilot’s knowledge base works.

Analytic Tools 91

Analytic Tools Feedback Software Customer Communications Data Visualization 91

The Secret PM Handbook

MARCH 9, 2018

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. Prepping to handle objections.

Weak Development Team 95

Weak Development Team Customer Experience User Testing Demo 95