All Posts by nils

1 Improving lead quality - sales enablement

What Successful Companies Do To Get Better Leads

(This is the second post in my series about using product knowledge to create better sales enablement and jumpstart a repeatable sales process. Read the first post, on the overall topic.) “I Need Better Leads!” Does your salesforce complain “We don’t get enough leads from Marketing, and the leads we get aren’t any good?” I’ve Read More

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2

Sales Team Missing Quota? It’s Not Their Fault

Successful customers, quality product, but bad sales When I started as the Director of Product Management at my last company, they had a lot of successful and enthusiastic customers, a product that worked – although a bit long in the tooth – and a good lead pipeline. But they had one big problem. The sales Read More

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2

Announcing The Secret Product Manager Handbook

I’m excited to announce The Secret Product Manager Handbook is available! When I started in product management, there were no classes, books, or online resources for product managers. I always wanted the “secret handbook” – so I wrote it. The Secret Product Manager Handbook is all the things I wish someone had told me. I wrote Read More

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2 It's very difficult to find the signal - market problems - in the noise - our conversations with customers and prospects.

Visiting Customers? What?

Nothing Important Happens In The Office We product managers are always told that we need to spend a lot of time with customers, and with the market, to create successful products. This advice, while good, is not actionable. It’s vague and aspirational. And, indeed, you might even ask “why is this good advice?” In fact, Read More

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2 Should You Be A Product Manager?

Product management is a hot, hot profession right now. It’s one of the most important roles in a product company, especially in high tech. But is it right for you? If you’re wondering about this, or want to scope yourself against a basic set of guidelines for product managers, this post is for you. What Read More

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