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. Product Management Playbook Positioning & Sales Enablement

Demo 116

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz – Product Management University

We also examine product usability and its impact on revenue, plus sales demo tips. 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. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine October 2017 is now available.

Demo 200

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Product Demo Techniques: Telling Versus Selling

Proficientz – Product Management University

When it comes to product demo techniques, there are two styles: telling and selling. The “telling” demo (stop me when you see a feature you like) won’t energize your buyers or set you apart from the competition. The “selling” demo energizes your buyers with a vision because it’s more about their business than it is your products. The “Telling” Demo. It’s more or less a rewind and replay for each demo.

Demo 100

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. Contact Proficientz to learn techniques for product presentations and demos that boost your credibility and your win rate. Stress-Out Your Buyers (a little) For More Effective Product Positioning. Using Product Demo Themes to Improve Your Sales Win Rate. Web Demos: Engaging An Audience You Can’t See. Product Management Playbook Positioning & Sales Enablement

Demo 109

How to Package and Price Embedded Analytics

To get the position right, you’ll need to do some research into the main user classes that make up your customer mix. only see a demo and never actually use your software. In meetings, adjust the position of the dots. are positioned in your Packaging Decision Framework.

Using Product Demo Themes to Improve Your Sales Win Rate

Proficientz – Product Management University

Product demo themes can improve your sales win rate. Here are three guidelines for creating and using demo themes to improve your sales win rate. Your demo themes will be more effective and more credible if they connect tactical departmental/user issues (addressed by your product) to big-picture strategic issues that are top-of-mind with executive decision-makers. The demo theme is the line that connects the dots. Blog Positioning & Sales Enablement

Demo 100

Customer Value, Underperforming Products, Product Demo Objections and More

Proficientz – Product Management University

The post Customer Value, Underperforming Products, Product Demo Objections and More appeared first on Proficientz - Product Management Training for B2B. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe B2B Product Manager Magazine May 2017 is now available.

Demo 100

Product Success Metrics, Demo Value Themes & The Definition of Successful Product Management

Proficientz – Product Management University

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

Product Demos: Selling Value in Spite of Product Deficiencies

Proficientz – Product Management University

In a perfect world, you’ll always understand big picture business objectives before a product demo and you’ll invest your time on prospects that give you the best chance making the sale. If you need to make the shift from selling tactical products to strategic business solutions, contact Proficientz to discuss how our Product Demo Training Courses can help you shorten sales cycles, improve win rates and expand the deal size. Blog Positioning & Sales Enablement

Demo 100

Positioning with formulas

Under10 Playbook

In marketing, positioning is the process by which marketers try to create an image or identity in the minds of their target market for its product, brand, or organization.— Finally it hit me: “Are you trying to figure out my positioning?” ” Upgrade positioning.

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

position of either rejecting your users’ needs or ripping out. 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. 6 When to Take a Combined Approach. 9 About Logi Analytics.

Positioning For Growth: How To Make Complex Products Obviously Awesome | April Dunford, Ambient Strategy | BoS USA 2019

Business of Software Conference

In this BoS Talk April shows you how important positioning is to your product and how you can be doing yourself a great injustice just by positioning incorrectly. Positioning. So positioning is not the same thing as messaging. There’s positioning.

How Buyers Sell Themselves, Product Usability & Revenue, and Two Types of Demos

Proficientz – Product Management University

″ animation_direction=”left” hide_on_mobile=”no” center_content=”no” min_height=”none” last=”no” hover_type=”none” link=”” border_position=”all”][fusion_text]. We also examine product usability and its impact on revenue, plus sales demo tips. Blog Market & Customer Insights Positioning & Sales Enablement Roles & Responsibilities Strategy & Product Planning

Demo 100

Scaling and Positioning Sprout Social’s Product Marketing Team

Pragmatic Marketing

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. Cuttica positions his team by instilling from the beginning the ethos of "Do great work and be great partners to work with.". He also positions the team to be product experts. "In

Scaling and Positioning Sprout Social’s Product Marketing Team

Pragmatic Marketing

Patrick Cuttica , the privately-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. Cuttica positions his team by instilling from the beginning the ethos of "Do great work and be great partners to work with.". He also positions the team to be product experts. "In

How Premium Demo Designs Enabled the 120WaterAudit Sales Team to Close Deals

Innovatemap

We partnered with the 120WaterAudit team to create a clickable prototype to show prospects during sales demos. Our mission was to help 120WaterAudit position themselves as thought leaders, and provide them with digital tools to work and sell more effectively.

Demo 52

3 Practices for Building Strong Presentations

The Product Coalition

A Product Demo Field Guide There’s a few components to a product demo. Though after having delivered a hundred some-odd product demos, these “unexpected issues” have taken a much more predictable air about them for me. 3 Practices for Strong Product Demos 1.

Today’s Product Manager vs. 20 Years Ago | Great Sales Discovery | Avoiding Buyer’s Remorse Acquisitions

Proficientz – Product Management University

This month we tackle two critical phases of the sales process – discovery and demos – with tips for getting better results on both fronts. Product Presentations & Demos: How Credibility Boosts Your Win Rate. Blog Positioning & Sales Enablement Roles & Responsibilities Strategy & Product PlanningThe B2B Product Manager Magazine July 2018 is now available.

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. Product Management Playbook Positioning & Sales Enablement

Demo 100

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. Product Management Playbook Positioning & Sales Enablement

Demo 100

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

Proficientz – Product Management University

Product Demos: Selling Value in Spite of Product Deficiencies. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe 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.

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

Proficientz – Product Management University

Product Demos: Selling Value in Spite of Product Deficiencies. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Roles & ResponsibilitiesThe 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.

Product Training for Sales – More Buyer, Less Product!

Proficientz – Product Management University

And yet, they’re still challenged to articulate key value points that hook a prospect and position your products in a manner that’s compelling. This concept also holds true for salespeople who do product demos, with the understanding that a further level of product training is required. Chances are your salespeople will hear several of the scenarios you’ve covered during the training and can position your solutions appropriately.

Demo 100

Win the “Customer Value” Relay Race and Dominate Your Market

Proficientz – Product Management University

The marketing and sales enablement function has three goals: Create a corporate résumé (positioning) that communicates your strategic value to the market in the customers’ vocabulary. Do it early in the sales process and your presentations and demos will flat out “nail it.”. Blog Gathering Market & Customer Insights Portfolio Strategy & Product Planning Positioning & Sales Enablement Product Development & Delivery Roles & Responsibilities

It’s time to get your Ph.D. in Sales Comp

Product Beautiful

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 Art of Developing Your Launch Strategy

Actuation Consulting

Sales tools, demos, and training requirements – How will you equip your sales force to clearly communicate your product’s value and uses? Agile Disruptive product Innovation Launch Marketing MRD positioning statement Product Launch Product Management product manager Product Marketing Product Owner Product Teams Strategy Take Charge Product Management Launch strategy product launch strategy

How To Differentiate Your Product When Competitors Solve the Same Problems

Proficientz – Product Management University

When I was doing pre-sales demos in a prior life, I used this technique all the time. Your positioning has to help customers envision greater success with your products versus the alternatives. Sign up for THE ART & SCIENCE OF POSITIONING SOLUTIONS.

Solutions Marketing vs. Product Marketing: One Big Difference

Proficientz – Product Management University

Positioning. Product positioning in one form or another is problems, features and benefits with a narrative that targets users more than any other audience. Solution positioning is the buyer’s (decision-maker/influencer) version of a value story, their vision for success.

Persuasion Tips: Have A Goal

The Secret PM Handbook

The goal can be positive or negative, and you can have more than one. This was the demo I mentioned earlier. I had a secondary goal during my demo as well. There were parts of the demo that showed up rough spots in the product.

Demo 212

Win/loss analysis: the product marketer's most powerful tool

Under10 Playbook

Every deal the company won had one thing in common: the buyer participated in a non-customized demo in the company briefing center. The solution was to standardize the selling process around a standard demo. Have it always ready for a standard demo.”

Demo 130

The Secrets of Highly Successful Products: The Sales Discovery Call

The Secret PM Handbook

This helps us understand the position we have in their brain.). 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?”

Demo 212

How I Got My Job in Product: Yoann Grange, Product Manager

Mind the Product

Three months into a new position at AB Tasty in Paris, Yoann Grange explains how a degree in languages, a personal project, a blog post and lunch with a Twitter connection helped him to land his role.

Demo 108

More than just conversations: the next frontier of live chat for sales

Inside Intercom

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.

Demo 89

Your Product’s Most Important Feature Isn’t Getting the Attention it Deserves

280 Group

They’ve purchased a 6-month pilot on your ATS, because their recruiting team loved the demo. Senior decision-makers think in terms of outcomes, which is how they earned their positions in the first place.

Demo 294

Do It For the Portfolio Instead of Every Product: Five B2B Product Management Best Practices

Proficientz – Product Management University

Market Positioning. If you have a customer-facing vision for the portfolio and supporting business goals for each product, the foundation of your market positioning is complete. Keep running with the market positioning and mobilize your value story via the salesforce.

B2B 130

Meet Your New Partner: The Sales Team – B2B Marketing Rules

280 Group

To gain enthusiasm from sales for these sessions, keep the focus positive. How can we make sure every committee actually gets just most critical comparative information/ demo/ thought leadership/ etc. In B2B, Sales is your #1 customer. No, no, no… Sales is not our customer!

B2B 192

Persuasion Tips For Product Managers

The Secret PM Handbook

After a few well-received presentations to senior executives, a few colleagues at my new company asked me, based on the positive effect I got, “Can you give us some tips on persuasion?”. Even one practice session will have a big positive impact on your persuasiveness.

How to document like a pro being a product manager?

The Product Coalition

Use video recording for demos Before, giving demos to stakeholders was always messy work. Now, I have started to record the demo with the help of my tester. My demo meetings are as short as 30 mins.

What we shipped: 7 new features to deliver personalized experiences at scale

Inside Intercom

While a personalized approach is key to delivering engaging and positive customer experiences, it can be challenging to maintain the personal touch at scale. “A personalized approach is key to delivering engaging and positive customer experiences.” Get a Demo app updates.

Demo 63

Is Agile Really The Best Way to Manage All Projects? A Story of Agile Implementation

The Product Coalition

Rolling out a demo was a challenge every time. Sometimes preparing for the demo was so time-consuming that we had to stop the development process several days before the demo day. Honestly, positive word was a rare thing that time.

Agile 78