Tag: Positioning & Sales Enablement
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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 the centerpiece of a sales demo but the presenter’s delivery is the difference-maker, competitors or not. Don’t think of a demo script like an actor memorizing lines for a movie. The purpose of a demo […]
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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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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 your sales pipeline. According to research by Wyzowl, “88% of people say that they’ve been convinced to buy a product or service by watching a brand’s video.” Even if your product is not one that […]
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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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Sales Demos: Stop Using This Phrase
When it’s all said and done, it’s your sales team that differentiates you more than anything else in the B2B sales process. Sales demos are your best opportunity to shine because you have the numbers in your favor when presenting to an audience of multiple stakeholders. Some wise person once said, “Customers don’t buy because […]
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White Paper: Product Portfolio Strategy
How It Drives a Chain Reaction of Success Across Product Management, Product Marketing, Sales & Customer Success In any team sport, the ultimate goal is to outscore every opponent and win the game. Every position on the team has a role in helping the team score or preventing opponents from scoring, but they have to […]
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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 […]