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Negotiation 101: You have to give to get

Repeat after me: It's not (only) about price.

Why is it that in the end, negotiations so often come down to price? I have worked with sellers for many years now, and I am often dismayed at how little power they feel during a negotiation, and even...

Can we chat about sales introductions?

Call me strange. I will often listen to a sales introduction or a marketing pitches even when I'm not interested in the product. It intrigues me to explore what works and what does not. Today I got one that made me chuckle. On the surface, this...

Software as a Service (SaaS) and the enterprise

Some people believe that SaaS will be adopted only by small-and-medium-size businesses (SMBs), but not the enterprise. I disagree with that. In fact, SaaS will soon become the primary mode of consuming software for many of the mundane...

Safari for Windows: Shock and Yawn

By now it is all over the web: Yesterday, Apple has released it's web browser, Safari, for Windows. When I first heard the news by live feed to the keynote at WWDC, I must admit that I was non-plussed. I mean, didn't the browser wars end 10 years...

One-stop specialty bicycle spa ... could this idea fly?

I have started cycling to work. I used to cycle all the time, until I moved to the San Francisco bay area, and my daily commute was 25 miles in each direction by freeway. When I returned to Toronto, I found it hard to get back in to cycling, but by...

What is the goal for your product line?

Companies too often view the product manager as the person who delivers product requirements, or direction to the developers on what to build next. In my view, Product Management is a much broader mandate. We need to write requirements for our...

Experiences with pricing

I have a band. When we got started, we worked for free. Our clients loved to book us, but when we showed up at the gig, we really got not respect. They would keep us for hours, not provide breaks for us, and worst of all, the emcee would start...

Just as we launch the Blog on Product Management ...

... I join the sales team. For over 10 years now I've been doing product management and marketing, and about a month ago I was recruited into sales. Actually Business Development, recruiting channel partners. At Fortiva our CEO Eric Goodwin believes...

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