Tweet this: @AWArmstrong: Buyer Relationships: I do not think it means what you think it means http://bit.ly/ocLWXl #sales #marketing #prodmgmt
A good friend and colleague of mine, Michael Papanek, once implored me to "keep the main thing". In fact,
This week some titillating stories were published about Apple's internal culture. Among the news: Apple has hired a pair of ivy-league biz profs to codify its internal processes, leadership, and management culture. The case studies will be used...
If you want to improve your win rates in the market, it is important that you study wins, and not just losses.
I spoke last week at a gathering of sales people, and we really dug in to the concept of power in relationships. Many of us feel power imbalances in relationships, but perhaps none more than a sales person.
Have you ever heard this story before?
A true story: The date was June 23, 7 days before quarter-end. Terri came to the sales meeting and said she could close another deal, this one for $75k, but she needed a 50% discount to make it happen. Discount granted, and $150k...
A true story:
Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don't understand what's going on or how to select a good reference. So...
Raise your hand if your standard pitch deck starts a bit like this:
Your market is overwhelmed with information. What can you do about it?
Jackie, a colleague for over 15 years, recently shared with me her mantra in times of confusion: "One step at a time". When things get overwhelming, Jackie tunes out the noise and just takes one step at a time.
Investors have been down on enterprise software for the last few years, but lately there has been a resurgence of interest in the sector. As Tech Crunch put it, "many investors believe a new wave of more disruptive, more sophisticated cloud-based...
Continuing from Part 1, here are more Rules and Laws to help Product Managers in their jobs.
First, let me say this post was inspired by a tweet from the CrankyPM asking the following question.