Product Management University
FEBRUARY 21, 2024
Competitive demos are stressful, especially when you’re operating on very little knowledge or hearsay information about your competitor’s weaknesses. Just like you, they know their own shortcomings and there’s a good chance they’ve been schooled on how to neutralize them with some clever positioning or avoidance tactics.
Product Management University
OCTOBER 19, 2021
If you want to nail the product demo discovery meeting, it’s all in how you set up the agenda beforehand. Demo Discovery vs. Sales Discovery. Uncovering that BIG WHY is the lynchpin to delivering a killer demo that energizes buyers. When demo discovery meetings are scheduled, they’re usually done in casual fashion.
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Product Management University
APRIL 14, 2021
Business outcomes vs product features: how do your sales demos stack up? In the first column, list the name of each product. 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.
Product Management University
SEPTEMBER 13, 2021
Why does the sales process often stall after the demo? The biggest reason the sales process stalls after a demo has just as much to do with the discovery phase as it does the demo itself. Once uncovered, these strategic buying drivers become the overriding theme to your sales process, especially the demos.
Userpilot
MARCH 2, 2022
Want to learn how to avoid common product demo mistakes? Definitely not the kind of questions you want to get in a product demo. But this was my reality when I first started giving product demos as a Junior Product Manager. I gave dumpster-fire demos. What are product demos and why should PMs care? What is this?”.
Product Management University
MARCH 10, 2017
When a prospect asks for a feature you don’t have, respond as follows: “We don’t have a feature by that name, but tell me what you’re trying to accomplish and I’ll show you know how our product handles it.” . Here’s how to respond to product deficiencies while still selling value. Unfortunately, it’s never a perfect world.
Pragmatic Marketing
DECEMBER 20, 2019
Patrick Cuttica , the public-held company's director of product marketing, discussed scaling and positioning a product market team , especially in a growing organization, during an AMA that originally appeared on Sharebird —the place to see how people at top companies do product marketing. This is more of a nascent discipline.".
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