Publications
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By John Mansour on April 4, 2023
Customer Success: Making The Shift From Tactical To Strategic In 3 Steps!
Leading Strategically vs. Reacting Tactically There’s a good reason your title changed from account manager to customer success manager. You’re no longer just the tactical laundry list manager. In this training seminar, you’ll learn how to lead your customers strategically to where they ultimately want to go with your products, quantify their success and continue […]
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By John Mansour on March 30, 2023
Market Segmentation: The Key to Unlocking Your Product’s Marketing Potential in B2B
If you’re a dog or cat owner and your clothing and furniture are covered in pet hair, do you reach for the generic lint roller, or do you buy the “pet hair pick-up,” a product that’s basically a lint roller with your furry friends on the label? Most pet owners will choose the pet hair […]
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By John Mansour on March 23, 2023
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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By John Mansour on March 21, 2023
Creating a Sales Playbook: 5 Must-Haves
The whole point of creating a sales playbook is to give your sales team “situational sales tools” that make them highly effective in every part of the sales process. The end game is shorter sales cycles where your products and services are the clear choice. What is a Sales Playbook? A sales playbook is a […]
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By John Mansour on March 20, 2023
Customer Success Manager: The Quarterback For Your Voice of Customer (VOC) Structure
Customer success managers are the owners of your customer accounts. If your organization is looking to create or strengthen its voice of customer (VOC) structure and organize the chaos of talking to customers on all fronts, customer success managers have to play the role of quarterback (American football). What is Voice of Customer Structure? There […]
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By John Mansour on March 16, 2023
Product Backlog 101: How to Build a Winner Using Customer Outcomes
When it comes to innovation and product management, a great idea can only get you so far. In order to make your great idea come to life, you eventually have to prioritize development tasks by collaborating with target customers, stakeholders and other team members. The result is a product backlog, which will take you task-by-task […]
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By John Mansour on March 15, 2023
If I Were Building a Product Management Organization From Scratch, It Wouldn’t Have Product Managers
Don’t sweat it, product manager purists. Building a product management organization in this manner gets you into your dream job, the strategic product management role you’ve always wanted, and your new title reflects your actual responsibilities. There’s one catch though. You have to love the market dynamics (yours and the customer’s) and the business operations […]
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By John Mansour on March 14, 2023
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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By John Mansour on February 22, 2023
Product Manager Career Path: Positions, Responsibilities, and How to Advance
Product management is one of the hottest careers in high-tech right now with tremendous career growth. If you’re considering a career in this profession, you’ll need to know exactly what’s expected of you in a product manager role. We have all the insights you’ll need to succeed. In this post, we’ll look at the nuances […]
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By John Mansour on February 15, 2023
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 […]