Category: Product Marketing
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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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Product Marketing vs. Portfolio Marketing: Which One is More Effective in B2B?
The easiest way to think of product marketing vs. portfolio marketing is the age-old motto, the whole is greater than the sum of the parts. Your portfolio has more market and customer value than the sum of the products. What is Product Marketing? In B2B, product marketing is focused on articulating the value of individual […]
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3 Creative Ways to Learn New B2B Skills for Product Management, Product Marketing and Product Demos
If you want to learn new B2B skills, it doesn’t mean you have to sit in a classroom (physical or virtual) for hours with an instructor, or labor through hours of video in self-paced courses. Here are three creative ways to up-level the B2B value skills of your Product Management, Product Marketing and Product Demo […]
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Adopting a Customer Value Model & the Culture Change
From a day-to-day execution perspective, the customer value model primarily touches product management, engineering, product marketing, sales and customer success. The culture shift however, absolutely positively starts in the C-suite. Here are the three biggest reasons organizations use a customer value model. What is The Customer Value Model? The customer value model is a simple […]
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The Worst Way to Qualify a Lead: Do a Demo
The higher your price point, the truer this is, and vice-versa. How to Qualify a Lead To qualify a lead, there are two parts to the equation. It usually takes a couple of meetings to get enough information on both fronts to where you’re confident enough to invest time pursuing the opportunity. Here’s the thing. […]
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Top 5 Reasons Your Product Positioning Falls on Deaf Ears
Think about a time when you met someone new in a social or business situation and you instantly hit it off. The reason you hit it off so quickly is because it didn’t take long to figure out you were both on the same page with whatever you were talking about. If you create your […]
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How to Create Your Product Positioning Around “THE BIG WHY”
Let’s say you’re a product marketing manager for a payroll solution. You want to create your product positioning in a way that makes your unique value easy for buyers to understand and even easier for your sales team to articulate. The Typical Approach You could go the typical route and create your product positioning around […]
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Win-Loss Analysis: Effort vs. Results
Here are some general rules of thumb in the enterprise B2B space when it comes to win-loss analysis. No scientific data here, just many years of sales experience. When You Win The majority of your wins happen because: When You Lose Most deals are lost for the exact opposite reasons listed above. When the Product […]
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PROS & CONS: Product Management and Product Marketing Reporting to the Same Executive
Let’s get the obvious out of the way right up front. If product management and product marketing are on the same page with complementary agendas, and both are executing well, reporting structures don’t matter. In some organizations though, that’s a BIG IF! It’s worth a look-see to examine the pros and cons of having product […]
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Proficientz Launches Product Management University for B2B
Three Dedicated Schools For Product Success & Career Growth ROCK HILL, SC (PRWEB) JUNE 22, 2022 Proficientz, Inc. announced today the launch of Product Management University for B2B with three dedicated schools: The School of Product Management The School of Product Marketing The School of Product Demos. Each school offers basic and advanced training programs accompanied […]