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. Marketing Buzzwords: Why You Should Keep Them Out of Your Lexicon. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. MORE
Communications: Do your marketing messages resonate as strongly as they did when brand new? The post What’s left to test once your product is in the market? Whether your company’s innovations are 72 hours or 72 years old, relentless customer discovery remains a critical priority. MORE
In my articles about go to market , I always mention the importance of “customer stories.” These stories are a critical component of the knowledge that product management can provide to sales and marketing and sales engineers to help ensure sales success. MORE
If you’re going to dominate your market, you have to make the customer organization measurably better at their business, from the top down. There are seven legs in the race for market leadership. Market & Product Strategists. Strategy roles exist for one reason: To align every part of your organization with the most lucrative markets and the business goals of customers in those markets. Marketing & Sales Enablement. MORE
There’s one special form of research that many product marketing managers are neglecting—and they’re missing a great tool. Smart product marketing managers use win/loss as a tool to document and measure the buying process. Have it always ready for a standard demo.” MORE
Marketing has changed more in the last five to seven years than at any other time during my career. Despite all this change, many of the core processes of marketing remain unchanged. Some marketers, including myself, are taking a different approach—one based on agile development. 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. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning 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
Known as the Martech 5000 — nicknamed after the 5,000 companies that were competing in the global marketing technology space in 2017, it’s said to be the most frequently shared slide of all time. – lie beyond the realms of this article but one thing is clear: this market is HUGE. 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?” Go-to-market sales enablement 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. Marketing Buzzwords: Why You Should Keep Them Out of Your Lexicon. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling. 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. Doing a great job of go-to-market is one of my passions. MORE
And I wanted them to see the presentation and demo done correctly at least once. Start with a definition of the markets and personas. 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
If you’re in a B2B market the chances are that you won’t be successful unless your Sales Team is successful. product, marketing, customer service, and perhaps others). Bill is recognized as an authority in Product Management, in B2B marketing at all levels, and in strategy. 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
There are few functions where the phrase “the more things change, the more they stay the same” rings truer than in marketing. For instance, the fundamentals of good marketing haven’t changed: crisp writing, a compelling story, strong brand, and of course, a great product to market. MORE
Gabi Goldberg leads marketing at Snapt , a B2B SaaS startup that develops high-end solutions for application delivery. Her goal is to build qualified pipeline for their sales team and drive more demo bookings. Marketing Custom Bots engagement growth marketing MORE
It doesn’t matter if you are a solopreneur digital marketer, a freelancer or work in a huge digital marketing agency. Digital marketing tools are a way to gain a competitive edge. This is a marketing platform which offers true automation. Unbounce {Growth Marketing}. MORE
In the podcast, we cover a broad overview of growth/marketing topics, including: The natural “gravity” that slows down high-growth businesses. Organic, paid marketing, and LTV/CAC. And we cover everything from the basics of growth and defining key metrics to know, to the nuances of paid vs organic marketing and the role of network effects and more. Sonal: How do you determine what’s what when you don’t have product-market fit? MORE
Look no further than Amazon – in a 2017 letter to shareholders , CEO Jeff Bezos, credited a decision-making model for the company’s ability to deliver value to the market faster: “Most decisions should probably be made with somewhere around 70% of the information you wish you had. MORE
First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident. Getting through the first product launch requires more than a marketing Band-Aid; it requires instilling a company-wide philosophy that marketing and product aren’t two antithetical forces but two sides of the same coin. MORE
Chatbots push salespeople and marketers past the physical limitations of being human: our need to sleep, our loathe of repetitive tasks, our inability to multitask conversations. The post Six essential chatbot recipes for sales and marketing teams appeared first on Inside Intercom. MORE
In my articles about go to market , I always mention the importance of “customer stories.” These stories are a critical component of the knowledge that product management can provide to sales and marketing and sales engineers to help ensure sales success. MORE
One of my presentations was a demo. But because I’d practiced the demo , I knew what was going to happen on screen and when I was going to see challenges (and how to avoid challenges I didn’t want to show). Product Management Uncategorized decision-making marketing persuasion rules MORE
Spending a bit more effort on the process can help you turn your release notes into effective content marketing. It’s a task that also requires tight cooperation between tech and marketing functions. In addition, we ask for an email address to access our online demo. MORE
Align everyone in sales, marketing, product, customer success, and professional services. Have you coordinated with and received alignment with the Corporate Marketing team? Do you have approval from legal and marketing for the solution/product name? MORE
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. MORE
We also examine product usability and its impact on revenue, plus sales demo tips. Learn how to accelerate your growth by delivering, marketing and selling solutions that make customers measurably better at what they do. 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. MORE
In the very early days of any SaaS business, you will employ numerous marketing tactics to acquire your first customers: blog posts, paid advertising, landing pages, hero videos, webinars, everything but the kitchen sink. You just embarked on a big marketing campaign and spent all that time and money getting them in the door, only for them to see no value in your product and walk right back out again. Simply put, we market our product to our current customers. MORE
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. Creating a “Customer Value” Culture, Powered by Product Management & Product Marketing. Connecting Strategic Plans to Product, Marketing & Sales Execution Plans in 3 Steps. The B2B Product Manager Magazine May 2017 is now available. MORE
Has my product achieved Product Market Fit? When your product has achieved product market fit, your user retention will flatten out over time. Product Market Fit or Leaky Funnel Your ideal user retention graph will look like a smile. 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
Rather than having to use a single, centralised provider, each Head Teacher could use whichever system they wanted – which opened up the market for smaller players such as Naimish and his team. 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. The post Naimish Gohil – Adapting Your Product for a Changing Market appeared first on Mind the Product. MORE
We also examine product usability and its impact on revenue, plus sales demo tips. Learn how to accelerate your growth by delivering, marketing and selling solutions that make customers measurably better at what they do. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning MORE
To deliver a superior user experience under such high stakes, we had to balance time to market with product completeness. This led us to ask ourselves: how do we build faster to meet the needs of our customers while beating our competitors to market? MORE
We’ll assume the challenges in selling are that Marketing isn’t finding the right prospects and Sales doesn’t know how to sell to them effectively. Making sure the pitching and demoing is about the prospect and her problems and not about the product. 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. Doing a great job of go-to-market is one of my passions. 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. Doing a great job of go-to-market is one of my passions. MORE
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. Doing a great job of go-to-market is one of my passions.
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. Doing a great job of go-to-market is one of my passions.
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. Doing a great job of go-to-market is one of my passions.
Proficientz – Product Management University
NOVEMBER 2, 2017
We also examine product usability and its impact on revenue, plus sales demo tips. Learn how to accelerate your growth by delivering, marketing and selling solutions that make customers measurably better at what they do. 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.
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User Classes vs. Marketing Buying Personas While companies may buy your software product, it’s the end users who ultimately use the features. only see a demo and never actually use your software. This is why relying on marketing buying personas to drive pricing is a.
Proficientz – Product Management University
MAY 24, 2017
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. Creating a “Customer Value” Culture, Powered by Product Management & Product Marketing. Connecting Strategic Plans to Product, Marketing & Sales Execution Plans in 3 Steps. The B2B Product Manager Magazine May 2017 is now available.
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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.
Inside Intercom
MARCH 2, 2018
In the very early days of any SaaS business, you will employ numerous marketing tactics to acquire your first customers: blog posts, paid advertising, landing pages, hero videos, webinars, everything but the kitchen sink. You just embarked on a big marketing campaign and spent all that time and money getting them in the door, only for them to see no value in your product and walk right back out again. Simply put, we market our product to our current customers.
Proficientz – Product Management University
NOVEMBER 2, 2017
We also examine product usability and its impact on revenue, plus sales demo tips. Learn how to accelerate your growth by delivering, marketing and selling solutions that make customers measurably better at what they do. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning
Under10 Playbook
NOVEMBER 2, 2016
And I wanted them to see the presentation and demo done correctly at least once. Start with a definition of the markets and personas. 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.
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software market. The market has been thoroughly transformed over. These trends are most evident in the consumer market. business market is following suit, driven by the demands of users who. the consumer market—where some apps are updated every.
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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. Marketing Buzzwords: Why You Should Keep Them Out of Your Lexicon. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling.
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. Marketing Buzzwords: Why You Should Keep Them Out of Your Lexicon. Web Demos: Engaging An Audience You Can’t See. Product Demo Techniques: Telling Versus Selling.
280 Group
SEPTEMBER 10, 2018
If you’re in a B2B market the chances are that you won’t be successful unless your Sales Team is successful. product, marketing, customer service, and perhaps others). Bill is recognized as an authority in Product Management, in B2B marketing at all levels, and in strategy.
Inside Intercom
DECEMBER 12, 2018
Known as the Martech 5000 — nicknamed after the 5,000 companies that were competing in the global marketing technology space in 2017, it’s said to be the most frequently shared slide of all time. – lie beyond the realms of this article but one thing is clear: this market is HUGE.
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applications, and they’re pushing for faster time to market. salespeople or navigating the often-confusing BI market, which is full of competitors. Fortunately for BI buyers, the market has never been. Time to market can even affect revenue: The 2017 State.
Inside Intercom
MAY 14, 2018
There are few functions where the phrase “the more things change, the more they stay the same” rings truer than in marketing. For instance, the fundamentals of good marketing haven’t changed: crisp writing, a compelling story, strong brand, and of course, a great product to market.
Inside Intercom
MAY 16, 2018
First, most founders don’t have a background in either sales or marketing, and even though they’re told to “ start marketing the day you start coding ”, they just don’t know where to begin, or they’re incredibly overconfident. Getting through the first product launch requires more than a marketing Band-Aid; it requires instilling a company-wide philosophy that marketing and product aren’t two antithetical forces but two sides of the same coin.
Mixpanel
MAY 21, 2019
To deliver a superior user experience under such high stakes, we had to balance time to market with product completeness. This led us to ask ourselves: how do we build faster to meet the needs of our customers while beating our competitors to market?
Inside Intercom
AUGUST 21, 2018
Chatbots push salespeople and marketers past the physical limitations of being human: our need to sleep, our loathe of repetitive tasks, our inability to multitask conversations. The post Six essential chatbot recipes for sales and marketing teams appeared first on Inside Intercom.
Mind the Product
SEPTEMBER 14, 2017
Spending a bit more effort on the process can help you turn your release notes into effective content marketing. It’s a task that also requires tight cooperation between tech and marketing functions. In addition, we ask for an email address to access our online demo.
Proficientz – Product Management University
JUNE 20, 2017
If you’re going to dominate your market, you have to make the customer organization measurably better at their business, from the top down. There are seven legs in the race for market leadership. Market & Product Strategists. Strategy roles exist for one reason: To align every part of your organization with the most lucrative markets and the business goals of customers in those markets. Marketing & Sales Enablement.
Inside Intercom
OCTOBER 31, 2018
Gabi Goldberg leads marketing at Snapt , a B2B SaaS startup that develops high-end solutions for application delivery. Her goal is to build qualified pipeline for their sales team and drive more demo bookings. Marketing Custom Bots engagement growth marketing
Under10 Playbook
NOVEMBER 2, 2016
There’s one special form of research that many product marketing managers are neglecting—and they’re missing a great tool. Smart product marketing managers use win/loss as a tool to document and measure the buying process. Have it always ready for a standard demo.”
Pragmatic Marketing
AUGUST 17, 2014
Marketing has changed more in the last five to seven years than at any other time during my career. Despite all this change, many of the core processes of marketing remain unchanged. Some marketers, including myself, are taking a different approach—one based on agile development.
Usersnap
JANUARY 31, 2019
It doesn’t matter if you are a solopreneur digital marketer, a freelancer or work in a huge digital marketing agency. Digital marketing tools are a way to gain a competitive edge. This is a marketing platform which offers true automation. Unbounce {Growth Marketing}.
Mind the Product
NOVEMBER 7, 2017
Rather than having to use a single, centralised provider, each Head Teacher could use whichever system they wanted – which opened up the market for smaller players such as Naimish and his team. 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. The post Naimish Gohil – Adapting Your Product for a Changing Market appeared first on Mind the Product.
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.
The Secret PM Handbook
MARCH 28, 2018
In my articles about go to market , I always mention the importance of “customer stories.” These stories are a critical component of the knowledge that product management can provide to sales and marketing and sales engineers to help ensure sales success.
The Secret PM Handbook
MARCH 28, 2018
In my articles about go to market , I always mention the importance of “customer stories.” These stories are a critical component of the knowledge that product management can provide to sales and marketing and sales engineers to help ensure sales success.
Aptrinsic
JUNE 7, 2018
Has my product achieved Product Market Fit? When your product has achieved product market fit, your user retention will flatten out over time. Product Market Fit or Leaky Funnel Your ideal user retention graph will look like a smile.
AlphaHQ
JULY 5, 2018
Look no further than Amazon – in a 2017 letter to shareholders , CEO Jeff Bezos, credited a decision-making model for the company’s ability to deliver value to the market faster: “Most decisions should probably be made with somewhere around 70% of the information you wish you had.
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?” Go-to-market sales enablement
The Secret PM Handbook
OCTOBER 9, 2018
We’ll assume the challenges in selling are that Marketing isn’t finding the right prospects and Sales doesn’t know how to sell to them effectively. Making sure the pitching and demoing is about the prospect and her problems and not about the product.
AlphaHQ
MARCH 13, 2017
Communications: Do your marketing messages resonate as strongly as they did when brand new? The post What’s left to test once your product is in the market? Whether your company’s innovations are 72 hours or 72 years old, relentless customer discovery remains a critical priority.
The Secret PM Handbook
JULY 30, 2018
One of my presentations was a demo. But because I’d practiced the demo , I knew what was going to happen on screen and when I was going to see challenges (and how to avoid challenges I didn’t want to show). Product Management Uncategorized decision-making marketing persuasion rules
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
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.
Andrew Chen
SEPTEMBER 4, 2018
In the podcast, we cover a broad overview of growth/marketing topics, including: The natural “gravity” that slows down high-growth businesses. Organic, paid marketing, and LTV/CAC. And we cover everything from the basics of growth and defining key metrics to know, to the nuances of paid vs organic marketing and the role of network effects and more. Sonal: How do you determine what’s what when you don’t have product-market fit?
The Product Coalition
AUGUST 29, 2018
Align everyone in sales, marketing, product, customer success, and professional services. Have you coordinated with and received alignment with the Corporate Marketing team? Do you have approval from legal and marketing for the solution/product name?
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