Sales Tools

Blog
The Editor’s Notebook: Privacy and Data Security, Retraining Sales Teams
A gathering of quick news hits to keep you informed.
A gathering of quick news hits to keep you informed.
Article
4 Shifts to Put Your Next Presentation into High Gear
The No. 1 secret to having a successful executive presentation is to KEEP. IT. SIMPLE. Nearly three-quarters of all initiatives fail, and those failures—which take both a human and economic toll—are usually attributable to a simple lack of focus.
The No. 1 secret to having a successful executive presentation is to KEEP. IT. SIMPLE. Nearly three-quarters of all initiatives fail, and those failures—which take both a human and economic toll—are usually attributable to a simple lack of focus.
Blog
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 externally through relationship managers? Why not 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 externally through relationship managers? Why not keep it simple, stupid?
Magazine
Building Successful Organizations
Create a cohesive product team that functions like a superorganism. Ants work so well together that the collective group is classified as a superorganism. Now imagine how much your team could accomplish, how powerful it would be, if it functioned the same way. That’s why we’ve dedicated the fall issue of Pragmatic...
Create a cohesive product team that functions like a superorganism. Ants work so well together that the collective group is classified as a superorganism. Now imagine how much your team could accomplish, how powerful it would be, if it functioned the same way. That’s why we’ve dedicated the fall issue of Pragmatic...
Article
2 Personas + 1 Buyer Journey: How to Align Sales and Marketing Around the Buyer’s Needs
Let’s get right to the point: Salespeople don’t want to hear about your buyer personas. The truth is that salespeople won’t listen to you present a PowerPoint featuring Mary, Jim, Rick, Bill or Sue, not even if it features details about that persona’s pain points supported by pretty pictures or graphics. Between...
Let’s get right to the point: Salespeople don’t want to hear about your buyer personas. The truth is that salespeople won’t listen to you present a PowerPoint featuring Mary, Jim, Rick, Bill or Sue, not even if it features details about that persona’s pain points supported by pretty pictures or graphics. Between...
Article
Mapping Your Sales Tools to the Customer Journey
My young niece once asked me, “Is a dandelion a flower or a weed?” Honestly, I was stumped. While I’m hardly a horticultural expert, I recognize that the dandelion has some attributes of a flower—including bright, colorful petals. But dandelions also behave like weeds, springing up all over our yards...
My young niece once asked me, “Is a dandelion a flower or a weed?” Honestly, I was stumped. While I’m hardly a horticultural expert, I recognize that the dandelion has some attributes of a flower—including bright, colorful petals. But dandelions also behave like weeds, springing up all over our yards...
Article
What the Heck Is Sales Readiness Anyway?
I remember it like it was yesterday. The sales rep stood outside an imposing office building in North Carolina, got out a handkerchief, wiped his brow, took a deep breath and gave me (a sales consultant and coach) one last call on his cell phone. We ran through his presentation a...
I remember it like it was yesterday. The sales rep stood outside an imposing office building in North Carolina, got out a handkerchief, wiped his brow, took a deep breath and gave me (a sales consultant and coach) one last call on his cell phone. We ran through his presentation a...
Magazine
Aligning With Sales
Bridge the gap with sales. Are you delivering information the sales team needs in a way that is useful to them, or are you expecting them to match what’s easiest for you? Failure to align with sales is one of the biggest problems facing product teams. That’s why we’ve dedicated the summer...
Bridge the gap with sales. Are you delivering information the sales team needs in a way that is useful to them, or are you expecting them to match what’s easiest for you? Failure to align with sales is one of the biggest problems facing product teams. That’s why we’ve dedicated the summer...
Article
How We Run Our Conference Like a Product
In 2014 I belonged to a small team that had a vision: We wanted to create something that would benefit product people with a desire to learn from the best product minds around, connect with like-minded folks and inspire them to build better products. We formed Product Collective, a community for...
In 2014 I belonged to a small team that had a vision: We wanted to create something that would benefit product people with a desire to learn from the best product minds around, connect with like-minded folks and inspire them to build better products. We formed Product Collective, a community for...
Blog
Gaining Competitive Advantage Through Upreaching
Many B2B marketers feel the pressure to reach higher into their target customer base to gain the mindshare of corporate executives and true decision makers. That growing pressure to gain visibility and establish tighter relationships with the C-suite is the result of some important shifts in market conditions.
Many B2B marketers feel the pressure to reach higher into their target customer base to gain the mindshare of corporate executives and true decision makers. That growing pressure to gain visibility and establish tighter relationships with the C-suite is the result of some important shifts in market conditions.
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