Sales Alignment

Blog
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 data scientist. Perhaps you recently negotiated the purchase of new software, outsourced a research product or hired an agency to help with product or content design.
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 data scientist. Perhaps you recently negotiated the purchase of new software, outsourced a research product or hired an agency to help with product or content design.
Article
Put Your House in Order
The best product teams think about the complete product experience at every stage of the life cycle.
The best product teams think about the complete product experience at every stage of the life cycle.
Article
Leader of the Pack
Already rich in details thanks to Doerr’s professional background (he worked at Intel from 1975 to 1980), the story is further informed by Bill Davidow, then-vice president of Intel’s microcomputer systems division. Davidow had a first-row seat during the crisis: Former Intel CEO Andy Grove chose him to lead the operation that would get Intel out of its slump and pave the way for Intel’s explosive growth, as it went on to secure deals with multiple large clients—including IBM.
Already rich in details thanks to Doerr’s professional background (he worked at Intel from 1975 to 1980), the story is further informed by Bill Davidow, then-vice president of Intel’s microcomputer systems division. Davidow had a first-row seat during the crisis: Former Intel CEO Andy Grove chose him to lead the operation that would get Intel out of its slump and pave the way for Intel’s explosive growth, as it went on to secure deals with multiple large clients—including IBM.
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?
Webinar
Improv(ing) Collaboration
Thinking about implementing a subscription-based product in your business? While this type of offering has become popular, understanding how to build the business is critical.
Thinking about implementing a subscription-based product in your business? While this type of offering has become popular, understanding how to build the business is critical.
Article
Marketing Across Borders-Creating Effective GTM Strategies in Multiple Markets
Forward-thinking product marketers are shifting their thinking to make inroads across geographies.
Forward-thinking product marketers are shifting their thinking to make inroads across geographies.
Blog
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 prove it. I searched for a report or other research that could help satisfy my intellectual curiosity. I found anecdotal evidence, but none that passed any scientific rigor. Maybe my search terms were wrong.
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 prove it. I searched for a report or other research that could help satisfy my intellectual curiosity. I found anecdotal evidence, but none that passed any scientific rigor. Maybe my search terms were wrong.
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...
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...
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