The Secret PM Handbook
MARCH 9, 2018
After all, a known bad (the current situation) is sometimes better than an unknown bad (a new application that doesn’t work). How do you prepare the sales team for these kinds of objections? Develop stories about how customers chose you because of one of these features or are using this feature to enable something valuable.
The Secret PM Handbook
AUGUST 17, 2018
That leads to bad outcomes for you. In a recent presentation I was demoing the latest version of a new product that was still in development. And you can find more on objection handling in any handbook on how to sell more effectively, like Dan Pink’s To Sell Is Human.”. Let’s fix that! Be prepared, Scout.
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Product Innovation Educators
JULY 17, 2023
Some companies will retreat and cut their spending by cutting bolder long-term innovations, and we saw in the recession around 2010 that was a bad strategy. Show the customer something in the first three weeks of development and repeat every four weeks. The Stage-Gate process came from stories of successful entrepreneurs and teams.
The Secret PM Handbook
MARCH 28, 2018
Your Problem Should Be Really Bad. You’re not going go to Club, your team isn’t going to make quota. In fact, if you’re in a “sales is not growing” situation, there are a lot of bad potential outcomes if it continues. The key here is to think about the outcomes if this bad situation continues to exist.
The Secret PM Handbook
AUGUST 4, 2017
Of course, a huge amount of our time and energy is taken up in the “solution” area – writing requirements, prioritizing, agile development, roadmaps, working with developers, and ensuring quality. Good Metaphors Improve the Usability Instincts of Your Developers. What Should Product Teams Optimize?
The Secret PM Handbook
SEPTEMBER 7, 2018
It solves a problem for someone, a problem that’s so bad that your prospects are willing to pay real money for the solution. Execs are typically much more interested in higher revenues and profits than they are in development and project management methodologies. For example, do you have successful customers already? Click To Tweet.
The Secret PM Handbook
MAY 12, 2017
Product managers tell me – and the people managing product managers tell me – that one of their biggest challenges is communicating with the development team. People complain about: Developers being poorly motivated, or having a bad attitude about what you want them to build. Or as we think we are. and “What?”
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