A Sales Demo Challenge At one of my previous companies our new
How does the market find out we have a solution?
How do we find the people who need our solution?
How do we convince them our solution is their best choice?
The features and functions in our product are there to solve problems. The problems are what prospects care about.
To turn a prospect into a customer, we must show we understand their problems, have a solution for them, and our solution is their best choice among all their alternatives.
Part of our job on the product team is not just to deliver the features, but to help Marketing and Sales understand and articulate how those features solve the prospects’ problems.
Marketing depends on product management for segmentation and positioning knowledge.
Sales depends on product management for discovery and qualification questions, and competitive insights.
The "demo-ers" need product management's guidance on how to show our solution in action.
Everything You Need To Know About Go-To-Market and Sales Enablement
All the information product management has about the problem, the ideal customer segment, the positioning, and competition - in short, all our product knowledge - is critical for the success of the Sales and Marketing teams. How do we make sure they have what they need?
Sales Team Missing Quota? It’s Not Their Fault
Successful customers, quality product, but bad sales When I started as the
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(This is the second post in my series about using product knowledge
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In my last article, I covered a powerful storytelling technique in great
Mental Models Applied: Using A 2×2 Chart For Handling Competitive Objections
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Co-opting Product Management Into Sales To Beat Quota My good friend Geoffrey
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