The Secret Product Manager Handbook
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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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The Secrets of Highly Successful Sales People: Objection Handling

How to use better stories to overcome sales objections During the sales process, the prospect may – and usually does – mention obstacles to getting the deal done. Reasons they might not want to do the deal. They might say “It’s too expensive,” or “your competitor has feature X that you don’t have, and we Read More

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The Secrets of Highly Successful Products: The Sales Discovery Call

When the sales team has the right product knowledge, they will be much more successful. Which means they sell a lot more of your product. This starts from the first call with the prospect. If a sales person asks the wrong questions during that first call… … then even a good prospect can turn into Read More

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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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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 for our project management solution. The product worked well – although it was a bit long in the tooth – and we had a good lead Read More

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“Compact, Immediately Useful, and Enough Depth” – The First Review

It’s exciting to see the first review of The Secret Product Manager Handbook! Geoff Anderson says: “While it isn’t strictly targeted at newbies, or folks who are interested in joining the ranks of Product Management, it is both a great introduction, and a guide that even very experienced members of the Product Management community can Read More

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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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Get People Talking! How To Use Open-Ended Questions For Market Discovery

In my last post I talked about the importance of “talking to customers.” In that post I focused especially on what you do with the market discovery knowledge you get from customers once you found it. (The “product management system of record,” I called it.) In this post I’ll be more to the point: How Read More

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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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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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