Is the Value Proposition problematic? Shreyas Doshi wrote in a post on LinkedIn a few months ago: In product management, it is easy to BS yourself (and others) when framing a proposal in terms of “Value Proposition”. Any proposal with the right business speak can be made to sound compelling that way. This happens all Read More
123: Value Proposition Considered Problematic? Read More »
The Secret of Great Social Proof One of the main jobs of our rational brain is to justify the decisions of our emotional brain. As product managers, the decision that interests us the most is people deciding to buy our product. That means we need to understand how to make our product, our positioning, and
117: The Secret of Great Social Proof Read More »
Transforming a customer success story I happened across this customer success story on a random website I visited. When I read it, I thought there were some opportunities for improvement. So, with a little bit of anonymizing and changing of details, this episode shares the original story, my observations about it, and a newer version
102: How To Transform A Customer Success Story From Meh to Wow! Read More »
“We’re All In Sales” My guest on the pod today is John Simmons. John is not a product manager. But he represents one of our most important “customers” – I’m using air quotes – he’s VP of North America Sales for Methodics, at Perforce. The sales team is our #1 most important ally in a
100: “We’re All In Sales” with John Simmons Read More »
Do you have a product that some customers love, but you haven’t achieved a repeatable sales model? Then chances are you need to fix your go-to-market strategy – how you market and sell you product.
70 – The Secrets Behind a Remarkable Go-To-Market Strategy Read More »
Use your knowledge of the problems and challenges your prospects are facing, and the stories of your successful customers, to reduce the prospect’s perception of risk about your product.
Episode 61: Reducing The Perception of Risk – The Art of Pre-handling Objections Read More »