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jonerp : selling   10

What really is Product Marketing?
"Finally, being in denial about the onset of idea bankruptcy on the part of Product Management. This happens 2-3 quarters before its clear to everyone but at some point, the company can start to look to product marketing to come up with new “stories” off the same code. This is a result of a tired product organization that has may have temporarily lost its ability to outflank the competition. Insist that your product team tells you why you will win. If your product marketer is dominating that conversation in a leadership or a board meeting about this topic, you’re in trouble."
product  management  saas  and  cloud  selling  go-to-market  cmo  marketing 
10 days ago by jonerp
These 4 terms will kill your SaaS business
"Finally, “Seamless” (and sundry jargon). Seamless is ok if it’s about the customer experience but seamless for the most part is in the eye of the beholder. So make sure you can go the distance and that it is commercially worth it. Real time is another gem. Its great but it will crush your COGS, and I’ll bet you your favorite tipple that unless you’re building the next Bloomberg terminal, most of your customers use cases don’t require real time all the time. There are plenty of other clever sounding words that will crush speed. You get my drift."
management  saas  and  cloud  selling  go-to-market 
april 2019 by jonerp
Scenarios – The Missing Link in Simplifying B2B Buying and Selling? - by @barnes_hank
"Put much more emphasis on developing stories that highlight the business scenarios that you address well.
Re-orient your demonstrations and videos to be largely, if not entirely, scenario-driven. Let your features shine through the scenarios."
go-to-market  b2b  buying  sales  selling  process  rfp  scenarios 
october 2017 by jonerp
Can You Solution Sell without Selling Solutions? - by @kellblog
"You can solution sell without a single packaged solution in your product line. To again answer the question posed by the title of this post: Yes, you can solution sell without selling solutions.

Solution selling is simply an approach to how you sell your product. Certainly it can be easier to solution sell when you are selling solutions. But one it is not required and one is not tantamount to the other."
chasm  crossing  sales  startups  strategy  uncategorized  bowling  alley  customer-centric  selling  geoffrey  moore  michael  bosworth  solutions  solution 
august 2017 by jonerp
Recognizing B2B Buying Triggers - by @barnes_hank
"So, my recommendation for opening the new year more effectively is to focus on triggers. Build a list of the events or situations that trigger customers to buy your products or services. Then expand that list with ideas for how you can determine if the trigger is going to occur (or is likely to occur). Explore if there are ways you can use stories to create the trigger. Prioritize the list based on which ones are most important to you for success."
go-to-market  account  based  marketing  selling  buying  triggers  sales  situational  awareness 
january 2017 by jonerp
Selling Up in #SaaS. Not what it’s cracked up to be - by @sameerpatel
"Now, genius is marketing to and gaining share of voice in the C-Suite. Every single successful SaaS company has perfected this. You want the best influencers in your corner before you show up to the pitch. And you want to create that strategic headroom in your product messaging that allows your buyer to make an easy case for budget approval from her C-suite manager."
product  management  saas  and  cloud  selling  go-to-market 
june 2016 by jonerp
Situational Sales Management - by @barnes_hank
"When working with their teams, I’d suggest that most of the discussion when reviewing pipelines, forecasts, and individual deals should focus not on the outcome (i.e. “When are you going to close and for how much” – There is a great blog post from John Smibert on this topic), but on the customer situation."
future  of  sales  go-to-market  customer  centric  leadership  management  sitautional  selling 
december 2015 by jonerp
Situational Awareness is Key to Tech Sales Success - by @barnes_hank
"As Gartner continues to explore The Future of IT Sales, one thing became has become increasingly clear. Continued focus on methodology du jours (Challenger Selling, Social Selling, Value Selling, Power Selling, etc.) is missing the point. Continued focus on sales processes that seek to give management a better view of activity, progress and pipeline is also missing the point."
future  of  sales  go-to-market  customer  buying  cycle  journey  situational  selling 
october 2015 by jonerp
For Prospecting, Put in the Effort, or Don’t Bother - by @barnes_hank
"The focus on activity counts can make many otherwise smart people look really really stupid. The most obvious way this shows itself is in e-mails that fake personalization (which I’ve blogged about before). You would think with tools like LinkedIn, the volume of these bad emails–and I don’t care if they originate from sales or marketing—would be decreasing, but I’m finding the opposite is happening."
future  of  sales  go-to-market  email  marketing  prospecting  social  selling 
july 2015 by jonerp
Frame Your Competition Early In Buying Process For More Success Later - by @barnes_hank
"Framing the competition is something you should do throughout the marketing and sales effort. Early on, describing the competitive alternatives and what makes you different helps buyers create a place for you in their mind."
go  to  market  buying  process  competition  differentiation  positioning  selling 
march 2015 by jonerp

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