By John Mansour Unless your sales team is given quotas for each product, there’s no conceivable plan product managers can execute to meet revenue goals for their products. When they [ … ]
Category: Sales
The Secrets to Great Product Demos (or how to be a Demo-God)
By Saeed Khan Have you ever sat through a product demo and then at the end of it thought, “Well that’s an hour of my life I’m never getting back.” [ … ]
Six Questions You Should Be Asking Your Salespeople
by Matt Volpi Salespeople and product managers aren’t always the best of friends. A salesperson is driven by their individual goals and compensation. They are often too busy or uninterested [ … ]
The 3 biggest problems in Product Management today – part 3 – Communication
by Saeed Khan This is part 3 of this series on problems in Product Management today. Part 1 of this series covered issues with various Product Management roles and responsibilities. Part [ … ]
Help! I’m demo boy for sales people
Or, Be careful what you teach your sales teams A VP wanted to improve the visibility and perception of product management with the sales people so he created a series [ … ]
Great content is the best sales tool in the world
Great content is the best sales tool in the world.—Marcus Sheridan, author, The Sales Lion blog A marketing director shared a new video series that she had prepared for the [ … ]
Why getting rid of spiffs is good for your tech business
In tech marketing, product marketing managers from a distant past employ sales spiffs to motivate the sales teams to sell their product over or in combination with another product. The [ … ]
Why don’t Product Managers go to Club?
It’s that time of year when companies are having their annual sales kickoffs and also announcing which members of the sales force sold enough in 2012 to qualify them to [ … ]
Product Demos are like First Dates – Here’s Why
How often do you see a product demo and think, “OK, this is 20 minutes of my life that I’ll never get back.” The fact is, most product demos, particularly [ … ]
3 Tactics That Make Agile Releases Easier for Marketing & Sales to Digest
by John Mansour “I need a constant stream of new features and solutions to stay ahead of our competitors.” “Slow down! I can’t learn all the new functionality that fast.” [ … ]