Most product demos are really terrible. SEs – at least a lot of the ones that I’ve seen – love to focus on the product features, but forget that they have an audience with specific goals and problems, and the audience doesn’t really care about the software; they care about achieving their own goals or solving a problem.
Category: Sales
Why I hate PowerPoint
I hate PowerPoint. I hate what it has done to modern meetings, and I hate the fact that it is expected that one will produce slides for each meeting. Am I being a little strong here? Maybe the verb should be lament. Yes, I lament the dominance of PowerPoint in today’s meetings.
If we’re so smart…
I’m getting really annoyed with the characterizations some of the Product Management blogs are making about other groups in technology companies. Enough with the missives about Sales Monkeys or arrogant [ … ]
Negotiation 101: You have to give to get
Repeat after me: It’s not (only) about price.
Why is it that in the end, negotiations so often come down to price? I have worked with sellers for many years now, and I am often dismayed at how little power they feel during a negotiation, and even during the whole buying process. We feel that the buyer has all the power, and often we have capitulated most of the power, so in fact, they do have it.
It does not have to be that way.
Can we chat about sales introductions?
Call me strange. I will often listen to a sales introduction or a marketing pitches even when I’m not interested in the product. It intrigues me to explore what works [ … ]
Just as we launch the Blog on Product Management …
… I join the sales team. For over 10 years now I’ve been doing product management and marketing, and about a month ago I was recruited into sales. Actually Business [ … ]