A Sales Demo Challenge At one of my previous companies our new
Getting Customers
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
Marketing depends on product management for segmentation and positioning knowledge.
Sales
Sales depends on product management for discovery and qualification questions, and competitive insights.
Sales Engineers
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
What Successful Companies Do To Get Better Leads
(This is the second post in my series about using product knowledge
The Secrets of Highly Successful Products: The Sales Discovery Call
When the sales team has the right product knowledge, they will be
The Secrets of Highly Successful Sales People: Objection Handling
How to use better stories to overcome sales objections During the sales
How To Accelerate Sales With Great Storytelling
3 Simple Steps To Make Your Customer Stories 10x Better In my
Storytelling For Product Managers – The TL;DR Version
In my last article, I covered a powerful storytelling technique in great
Mental Models Applied: Using A 2×2 Chart For Handling Competitive Objections
3 Proven Ways Product Managers Can Help The Sales Team Beat Quota
Co-opting Product Management Into Sales To Beat Quota My good friend Geoffrey
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