Tag: Positioning & Sales Enablement
-
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 […]
-
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 […]
-
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 […]
-
The Solutions Value Chain: A Framework for Strategic Customer Value
What is The Solutions Value Chain? The Solutions Value Chain is a framework that helps you uncover real, strategic value for your customers—from the top of their organization all the way down to the people in the trenches doing the day-to-day work. It’s designed to ensure that your products don’t just help users but make a measurable […]
-
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 […]
-
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 […]
-
Competitive Demos – How to Attack Your Competitor’s Strengths
Competitive demos are stressful, especially when you’re operating on very little knowledge or hearsay information about your competitor’s weaknesses. Here’s the thing about focusing on your competitor’s weaknesses. Just like you, they know their own shortcomings and there’s a good chance they’ve been schooled on how to neutralize them with some clever positioning or avoidance […]
-
How To Climb The Product Marketing Career Ladder Faster
If you’re looking to climb the product marketing career ladder faster, here are five things you can do that’ll accelerate your climb. How you do these things may differ depending on your products and your sales model, but they’re otherwise timeless. I had great success with them in both individual contributor roles and leadership roles. […]
-
The Most Basic Rule of Product Positioning – It’s Easy
I learned a lot about product positioning long before I ever stepped into a product marketing role. For the first four years of my software career, I was a pre-sales solution consultant, a.k.a. demo guy! I think of demos as verbal product positioning. The difference is demos are a two-way dialogue with buyers whereas product […]
-
How to Be The Solution Consultant You Love Buying From
For all of you pre-sales solution consultants and sales engineers looking for new ways to differentiate your demos, step away from your products for a quick minute. Sure, the product is what prospects are buying in the literal sense, but with few exceptions, the biggest thing that’ll differentiate your products and your organization in the […]