Category: Product Demos
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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 and technical skills, sales skills and positioning expertise required to succeed in this role. If you think about it, those skills, to a greater or lesser degree, are required in just about any market or […]
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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 uncomfortable than going into a demo and not knowing what you’re aiming for. Qualifying your account executives prior to the demo is a practice that’s beneficial to everyone, including the buyer. The cold hard reality is […]
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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 services you’re building, marketing, selling and delivering are consistently tied to something that has measurable strategic value to your customers. That’s why the top-down aspect of customer discovery is so critical to success and why […]
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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 hard part is avoiding the trap of TELLING employers what the product (you) does versus SELLING its value. Here we are in the early part of 2023 and so many of my talented friends, former […]
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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 you know it, even though your intentions are always on the mark to start the demo. Here’s how to avoid the trap. The Difference Between Telling and Selling Demos Telling Demos The telling demo is […]
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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 Outcome Framework for B2B. It’s a simpler approach for bringing quantifiable strategic value to the customer versus the typical approach of focusing solely on customer problems. The Customer Outcome Framework The Customer Outcome Framework employs […]
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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 criteria for a dessert. Here’s the thing. If you and all of your competitors are serving vanilla ice cream to buyers, you’re missing an enormous opportunity to differentiate and improve your win rates. Aspirational selling […]
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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 can build, market, sell, and deliver higher-value products and services that lead to more consistent and predictable growth. In B2B though, voice of customer data is used for more than just products. It’s the foundation […]
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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 for everyone. Learn what a customer outcome model is, why it’s easier than anything you’re doing now, and how product management, product marketing and sales can use it to meet the down economy head on, uncover new value opportunities and still […]
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How to Create a B2B Sales Demo Script
Sales demos are the easiest way to verbalize your value story and showcase your unique differentiation. The product might be the centerpiece of a sales demo but the presenter’s delivery is the difference-maker, competitors or not. Don’t think of a demo script like an actor memorizing lines for a movie. The purpose of a demo […]