Category: Product Demos
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The 3 E’s of a Great Sales Demo – A Chain Reaction
When all three of these factors are present, it’s going to be a great sales demo. There are a lot […]
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5 Great Career Paths for Sales Engineers & Solution Consultants
The career paths for sales engineers (SEs) and solution consultants (SCs) are wide open due to the blend of business […]
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Qualifying Your Account Executives Before a Demo
If you’re a solution consultant (SC), sales engineer (SE), or any other role that does sales demos, there’s nothing more […]
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Free eBook: Top-Down Customer Discovery – Uncovering THE BIG WHY
I published this eBook to highlight the number one goal of customer discovery! It’s to make sure the products and […]
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Creating a Value Based Resume – Stop TELLING and Start SELLING
Creating a value based resume means it’s time to treat yourself as a product that has strategic (employer) value. The […]
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Product Demos: Avoiding the Trap of Telling vs. Selling
If you’re a pre-sales solution consultant or sales engineer, falling into the trap of telling vs selling can happen before […]
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Product Management University Launches The Customer Outcome Framework for Product Management, Product Marketing, Sales and Customer Success
One View of the Customer. No Silos. Measurable Customer Value. Today, Product Management University announced the availability of its Customer […]
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Solution Selling vs. Aspirational Selling
Solution selling is like vanilla ice cream. Everyone knows what it is. It’s simple and it meets the most basic […]
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5 Most Effective Techniques for Gathering Voice of Customer (VoC) Data in B2B
Voice of the Customer (VoC) data gives B2B organizations deeper insights into the business of their target customers so they […]
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Webinar Archive: Using a Customer Outcome Model to Meet the Flat Economy Head On
The flattening economy or threat of a recession can force your target customers into do-nothing mode, and that’s bad news […]