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Win/Loss Analysis MUST include wins (success stories don't count)

If you want to improve your win rates in the market, it is important that you study wins, and not just losses.

"We try harder" Ain't Enough: Differentiate Based On Client Experience

BY ALAN ARMSTRONG

Worth repeating: What makes a relationship resilient?

BY ALAN ARMSTRONG

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.

A Tale of Differentiation: The Discounter vs. The Price Leader

On Monday I met with two companies with very different approaches to price and margin. One company's sales team said:

"one of our strengths is that we are so flexible on price."

They view it as a differentiator that they are willing to get the...

Unsticking the stuck deal

By Alan Armstrong

Have you ever heard this story before?

Your price is (probably) not the problem

By Alan Armstrong

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...

Thanks for the discount, I'm still not buying yet

By Alan Armstrong

A true story:

SV PCamp proposed session: It's never about price

By Alan Armstrong

I've proposed a session for Product Camp Silicon Valley on April 2. Here's what I want to discuss.

10,000 Hours of Product Management

Have you read Outliers by Malcom Gladwell? It takes a lot of thinking about success and turns the thinking upside down. It's a quick and easy read, but I found it quite thought provoking and it's full of great stories.

Exactly Like Me: The Perfect Reference Customer

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 just what does...

Please delete your first three slides (or move them)

By Alan Armstrong

Raise your hand if your standard pitch deck starts a bit like this:

Marketing Blur: (Information Overload)^10

Your market is overwhelmed with information. What can you do about it?

"One step at a time" can fail you

By Alan Armstrong

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.

Forethought or Afterthought? Use Design to Increase Differentiation

“Design” has the ability to differentiate your company and your product, yet few of you are investing in real design. If I were starting a software company, I would start there – with design first, then marketing. (Last year I interviewed a...

The new enterprise boom?

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...

Check out LiteMind for a free eBook

I recently started reading LiteMind, and have been enjoying it very much. The focus of the site is personal development, productivity, freedom, and creativity ... all topics that product managers can benefit from.

Rules and Laws Product Managers Should Understand (part 2)

Continuing from Part 1, here are more Rules and Laws to help Product Managers in their jobs.

Rules and Laws Product Managers Should Understand (part 1)

First, let me say this post was inspired by a tweet from the CrankyPM asking the following question.

ProductCamp Toronto 2010 roundup

It's been about 10 days since we help ProductCamp Toronto Spring 2010.

Happy (belated) 3rd Birthday to us (yet again)!

3 years and 3 belated birthdays...

Construction work ahead...

Hi,

Disruptive business model: Lew Cirne, serial entrepreneur on the future of Enterprise Software

Lewis Cirne (@sweetlew) believes that enterprise software needs to change, and his latest venture, New Relic, has blazed a path to do just that.

What is the best class you ever took?

Dear readers: I would like your input here.

WWANPD (What would a normal person do?)

I was walking with my friend Michael last week in the Oakland hills, and he came out with the most hilarious question: What would a normal person do?

If you love something, set it free

I've been looking for some new exercise routines, and came across two very interesting techniques: the 5x5 "strong lift", and "Muscle Activation Technique" (MAT). These two both compete in a sea of different ideas for exercising ... it's a very...

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