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 [ … ]
Category: Sales Engineer
How to move Into Product Management
By Saeed Khan At ProductCamp Austin, someone, and I apologize, as I don’t remember his name, came up to me and asked me the following. I really want to become [ … ]
How to achieve, lose, regain and maintain Product/Channel fit
by Saeed Khan In my post – Your most important customer is your sales channel – I wrote about the challenges, particularly in multi-product companies, of ensuring your sales channels [ … ]
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 [ … ]
The Importance of Differentiated Product Management Roles
by Saeed Khan Last week I wrote a post entitled How to Create an Effective Product Management Organization. I mentioned that, like other departments such as sales, differentiated roles are [ … ]
Worth Repeating: Product Managers – Do the Opposite!
I caught a rerun of the TV show Seinfeld earlier this week. It’s been a while since I saw an episode. It was as bizarre and funny as ever. And [ … ]
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 [ … ]
You can build it, but can you market, sell and support it?
by Saeed Khan I recently received the following question from a reader – Adam Turner. He wrote: I am looking for a little guidance on this one. I have recently [ … ]
Book Review: Take Charge Product Management
It’s been a while since I reviewed a book on this blog. BTW, if anyone wants to review books for this blog, contact me. OK, enough with the housekeeping, on [ … ]
Evolving company…Evolving responsibilities
Why is there no well understood and widely recognized definition for technology Product Management? Sales doesn’t have this problem. Marketing doesn’t have this problem. Engineering doesn’t really have this problem. [ … ]