Using Win-Loss Analysis to Improve Sales Alignment

Because you’re reading this blog, your role likely involves making purchases (occasionally or frequently) on behalf of your company. Perhaps you’re a product marketer, product manager or...
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Keep It Simple, Stupid

Someone recently asked: Why can’t people simply say that, effectively, a product manager is an internal specialist salesperson that markets their group’s product internally, and sometimes...
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Does an Increase in Awareness Really Increase Revenue?

I was challenged to demonstrate the causal relationship between generating awareness and revenue. Intuitively, I believe the relationship to be related, but I didn’t have sufficient data to...
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Managing Sales Requests and Changing Priorities

How do you deal with one-off feature requests from sales that are supposedly deal breakers? Have you noticed that car salespeople always sell what they have on the lot, while software sales people...
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7 Tips to Get the Most Out of Marketing Automation

  By Mollie McDonnell When Heather Lemere started Salon Success Strategies—a marketing agency that services salons and spas in 2009—it was difficult to find leads. It was even harder to find...
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Taking Event Support from Sales Tactic to Product Strategy

Events. It’s natural to dread them. As a product manager, you may view events as largely tactical and time-consuming endeavors. Beyond that, you may loathe being stuck in a trade show booth taking on...
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Choosing and Maximizing Events

In a recent webinar presented by Mike Belsito, co-founder of Industry: The Product Conference, Mike delved into the topic of product people attending events. While it might seem counterintuitive,...
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Find Your Competitor’s Achilles Heel: Post-Sale Questions for Customers

By Sean Campbell Competitors’ customers are treasure troves of insight. Not only can they tell you how satisfied they are with the competitor’s product or service, they can also clue you in about...
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How One Executive’s New Product Ignited Revenue Growth

As the CEO of Sales Benchmark Index (SBI), I work with a lot of great clients to help them achieve sales success at their companies. One such client, Marc Osofsky, the senior vice president and...
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2 Ways to Get Sales to Actually Use Your Content

By Kelsey Loughman Seventy percent of product marketers measure the success of product launches by tracking revenue impact. However, in a complex B2B sales cycle, there are 10 to 20 steps between...
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How to Build Better Teams, Strategic Marketing Plans and Brand Loyalty

The April Pragmatic Marketer Update includes articles that explore everything from how user personas help summarize qualitative and quantitative research that will resonate with teams across your...
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Putting the Air in Your Win-Loss Analysis Program Sales

By Carolyn Galvin B2B win-loss programs are gaining tailwinds as more companies look for ways to gain a competitive edge. And what better way to gain that edge than by finding out reasons for wins...
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Sales Alignment

Using Win-Loss Analysis to Improve Sales Alignment

Because you’re reading this blog, your role likely involves making purchases (occasionally or …
Read More

Keep It Simple, Stupid

Someone recently asked: Why can’t people simply say that, effectively, a product manager is an…
Read More

Does an Increase in Awareness Really Increase Revenue?

I was challenged to demonstrate the causal relationship between generating awareness and revenue. In…
Read More

Managing Sales Requests and Changing Priorities

How do you deal with one-off feature requests from sales that are supposedly deal breakers? Have yo…
Read More

7 Tips to Get the Most Out of Marketing Automation

  By Mollie McDonnell When Heather Lemere started Salon Success Strategies—a marketing agen…
Read More

Taking Event Support from Sales Tactic to Product Strategy

Events. It’s natural to dread them. As a product manager, you may view events as largely tactical an…
Read More

Choosing and Maximizing Events

In a recent webinar presented by Mike Belsito, co-founder of Industry: The Product Conference, Mike…
Read More

Find Your Competitor’s Achilles Heel: Post-Sale Questions for Customers

By Sean Campbell Competitors’ customers are treasure troves of insight. Not only can they tell you…
Read More

How One Executive’s New Product Ignited Revenue Growth

As the CEO of Sales Benchmark Index (SBI), I work with a lot of great clients to help them achieve …
Read More
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