Publications
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By John Mansour on May 17, 2025
How to Create a Predictable Revenue Plan With Sales In 5 Steps
If you want to create a predictable revenue plan with sales that gives you a more realistic chance of hitting your numbers, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. If you’re in product marketing, you know all too well how this […]
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By John Mansour on May 15, 2025
Jobs To Be Done (JTBD) – The Foundation for Great Presales Demos
There are countless tips and tricks that make for great presales demos. But there’s one foundational tactic that’ll set you up to crush your demos and further amplify the finer tips or tricks you wrap around it. Typical Presales Demo Formats Most presales demos fall into one of two formats. The most common is a […]
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By John Mansour on May 15, 2025
The Definition of Product Management Is Shrinking. It’s Not Good!
The definition of product management has been changing and evolving over the past 10 years and I’m not sure it’s for the better. I make it a regular habit to have conversations with product management directors and VPs. Most of them are not our customers. It keeps me current on the landscape of the product […]
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By John Mansour on May 5, 2025
Product Demos: How to Sell Solutions Versus Products
Here’s a simple three-step approach for your product demos that will help you sell solutions versus products. It’ll make differentiation easier and improve your sales win rates. In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented […]
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By John Mansour on April 30, 2025
Why A Customer Account Roadmap Is Beneficial & How To Create One
The word roadmap usually conjures up thoughts of a product roadmap for people in a technology product company. For customer success managers though, the intent of a customer account roadmap, while similar, is bit more surgical than a product roadmap when it comes to defining success and leading customers to it. Think of the customer […]
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By John Mansour on March 7, 2025
Use This Jobs Dashboard For More Successful Sales Demos
Successful sales demos ultimately come down to showing users how you’re going to make them quantifiably better at their job and doing it in ways that have measurable strategic value to their organization at the executive (buyer) level. But it’s a lot easier said than done. Keeping your would-be users in their comfort zone should […]
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By John Mansour on March 6, 2025
Do This to Make Your Products Easier to Buy
If you want to make your products easier to buy, they have to be easier to sell. The most common mistake product marketers make with product positioning is they do it without regard for their salesforce’s ability to deliver it. Making products easier for the salesforce to sell is the single biggest thing product marketers […]
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By John Mansour on March 6, 2025
Product Manager Demos – 3 Reasons They Have To Be Great
The biggest reason product manager demos need to be great has a lot more to do with internal stakeholders than any other audience. Sure, there are customer and prospect scenarios where great demo skills are highly beneficial for product managers, but most product manager demos are to internal audiences. I’ve seen more than my fair […]
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By John Mansour on March 5, 2025
If It Doesn’t Have Customer Value First, FAHGETTABOUDIT!
No matter what role you play—product management, product marketing, sales, customer onboarding, or account management—if your starting point isn’t quantifiable customer value, fuhgeddaboudit! Nothing else matters. Period. End of story. I know firsthand how easy it is to get caught up in your own goals—corporate goals, sales targets, marketing KPIs, retention quotas. Before you know […]
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By John Mansour on December 11, 2024
AI is Changing How Product Managers Learn – For the Better
Imagine teaching grade-schoolers simple arithmetic before calculators, or teaching them spelling and grammar before smart text editors. In a similar fashion, AI is changing how product managers learn best practices, and it will all be for the better when you see the results. Common Scenarios – Before & After AI Here are a few common […]