Tag: Positioning & Sales Enablement
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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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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 […]
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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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Product Marketing Roadmaps – Your Revenue Destination With Turn-by-Turn Directions
Product marketing roadmaps aren’t a staple in most B2B organizations, but there are a host of reasons they should be. […]
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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 […]
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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 […]
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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 […]
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How to Make a Product Demo Video That Converts Leads to Customers
In today’s marketing environment, video content is king. In B2B, an effective product demo video can either make or break […]
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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 […]