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