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 [ … ]
Category: Sales
Worth Repeating: Devil’s Dictionary for High Tech
by Saeed Khan The Devil’s dictionary is a book created in the early 20th century by American Ambrose Bierce containing sarcastic, ironic and witty re-definitions of words. e.g PAINTING, n. [ … ]
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, [ … ]
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 [ … ]
Worth Repeating: How to be a GREAT Product Manager
by Saeed Khan Back in 2007, just a couple of months after we started this blog, I wrote a series of 6 articles under the banner: How to be a [ … ]
The Most Important Characteristic of Innovative Companies
by Saeed Khan Over the years I’ve working in a number of companies, and I’ve had good working relationships with people in many more. And when looking at those companies [ … ]
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 [ … ]