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. 3 things you can do when you step in to help sales.

Sales Training 170

Sales Training User Testing Differentiation Customer Experience 170

Business of Software Conference

NOVEMBER 30, 2020

And you jump into a demo, and you demo all the features. For us, it works because it’s easy, we’re very comfortable with demoing features. What they’re doing is they’re teaching for differentiation. They’re teaching for differentiation. And you’ve got a head of sales enablement.

Research Software 64

Research Software User Testing Positioning Product Research 64

Product Management University

AUGUST 5, 2019

Sales Training. The goal is to make sure sales dialogues lead with a strong vision and a differentiating value story that’s supported by all products. When it comes to sales training, products play a supporting role, not a leading role. Doing It For the Portfolio vs. Every Product: Netting it Out!

B2B 100

B2B Sales Training Product Management Product Manager 100

Product Management University

FEBRUARY 25, 2020

Sales Training on Customers vs. Products. The goal is to make sure sales dialogues lead with a strong vision and a differentiating value story that’s supported by all products. When it comes to sales training, products play a supporting role, not a leading role. Solution Demos vs. Product Demos.

Marketing 130

Marketing Product Management Product Manager Reporting Tools 130

Pragmatic Marketing

OCTOBER 11, 2019

You know, I think we always want to tell an interesting and unique and differentiated story but we don't want to just make it up. So as part of your launch plan to then do you have a sort of sales enablement and sales training piece of it that your group handles? He always gives me a good demo. Yeah, absolutely.

Product launches 70

Product launches Research Software User Testing Product Research 70

Pragmatic Marketing

OCTOBER 11, 2019

You know, I think we always want to tell an interesting and unique and differentiated story but we don't want to just make it up. So as part of your launch plan to then do you have a sort of sales enablement and sales training piece of it that your group handles? He always gives me a good demo. Yeah, absolutely.

Product launches 70

Product launches Research Software User Testing Product Research 70