BY ALAN ARMSTRONG In the early 60s, AVIS coined the famous tagline: “We’re only #2 in rental cars, so why go with us? We try harder.” Lately AVIS has re-adopted part [ … ]
Worth repeating: What makes a relationship resilient?
BY ALAN ARMSTRONG I spoke last week at a gathering of sales people, and we really dug in to the concept of power in relationships. Many of us feel power imbalances [ … ]
A tale of two companies: The discounter and the price leader
Tweet this: New post @OnPM: “The discounter and the price leader” by @AWArmstrong http://wp.me/pXBON-2mq #prodmgmt #sales #negotiation #strategy #price By Alan Armstrong On Monday I met with two companies with [ … ]
Unsticking the stuck deal
By Alan Armstrong Have you ever heard this story before? The lead came in, and it looked hot. We gave it to our best rep, who called right away. Gotta strike [ … ]
Your price is (probably) not the problem
By Alan Armstrong A true story: The date was June 23, 7 days before quarter-end. Terri came to the sales meeting and said she could close another deal, this one for $75k, [ … ]
Thanks for the discount, I’m still not buying yet
By Alan Armstrong A true story: Glen came to the sales meeting on December 20 saying that he was going to close a significant deal but needed to give a [ … ]
SV PCamp proposed session: It’s never about price
By Alan Armstrong I’ve proposed a session for Product Camp Silicon Valley on April 2. Here’s what I want to discuss. Why do you win? Why do you lose? Why [ … ]
10,000 Hours of Product Management
By Alan Armstrong Have you read Outliers by Malcom Gladwell? It takes a lot of thinking about success and turns the thinking upside down. It’s a quick and easy read, [ … ]
Exactly like me: The perfect reference customer
By Alan Armstrong Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don’t understand what’s [ … ]
Please delete your first three slides (or move them)
By Alan Armstrong Raise your hand if your standard pitch deck starts a bit like this: About Us Part 0 (title page) About Us Part 1 (description) About Us Part 2 [ … ]