Persuasion Tips: Pre-Handle Objections

(This is the third article in my Persuasion Tips series.) “Pre-handling objections” is about showing empathy for your audience. You put yourself in your audience’s shoes, figure out what they’re going to be worried about, and make sure you have answers to some of those worries. Sometimes the worries will surface as questions if you Read More

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Persuasion Tips: Have A Goal

Understand and articulate what you’re trying to achieve (This article is a follow-on to my overview article on persuasion tips for product managers.) Every presentation or opportunity for persuasion has a goal, or possibly a few goals. Are you trying to get some executives to make a decision in your favor? Are you aiming to Read More

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Persuasion Tips For Product Managers

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?” I’ve been doing product management a long time, and over time my presentation skills have just naturally gotten more polished. A lot of Read More

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The Secret Truth About Your Methodology and Processes

What are your goals? A product organization has three overarching goals: Deliver great value to our customers. Do it quickly, efficiently, and with high quality. Do it better over time. A product organization that achieves those goals is much more likely to be successful. Your methodology must be in service to your goals What practices Read More

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3 Simple Steps To Make Your Customer Stories 10x Better

How To Accelerate Sales With Great Storytelling 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. But, if you’re like me, maybe you Read More

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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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