You can make up a Sales Process. You have to talk to actual buyers to map the Buying Process. When you do that, everything will change.
Month: October 2014
How you should handle being stood up
I’m typing this on my iPhone after just having been stood up for an appointment … actually just a beer with a colleague. How does one handle such things? Is [ … ]
PCamp Austin: Please weigh in with questions and suggestions
Hi everyone: I will be attending and hopefully presenting at PCamp Austin this weekend, and I would love to get input from our readers about specific questions on the topics [ … ]
Apple’s unsolved usability problem: Deliberate choice or Mistaken persona? (UPDATED)
When you stare at this picture, is the design problem as obvious to you as it is to me? This is a picture of my shiny new MacBook Pro (13″), [ … ]
Steve Johnson on Win/Loss, Ivan Chalif’s Digest, and Alan’s musings about the discipline of PM
Steve Johnson has probably taught 50,000 people how to do Win/Loss Analysis. Here are his views on Win/Loss Analysis. We couldn’t agree more. Ivan Chalif at The Productologist has also [ … ]
Games executives play: Guess what’s in the envelope
Some of you will be too young to remember Johnny Carson playing Carnac the Magnificent. But I am guessing you’ve seen this game before. On the Carson show, Johnny would [ … ]
Your CV is a sales document, not a feature sheet
Last weekend my nephew Josh asked me to take a look at his résumé. He’s only 17 years old, so how hard could it be? Provide his name, address, phone [ … ]