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Don't be too proud of your product

A buyer's maturity should influence, even control, how you pitch your product. Immature buyers want to be educated, and want you to show them how they will be successful with the very basics of your service. They should also be able to access more...

How to get feedback on lost deals

Many people who contact me about win/loss analysis are really only interested in loss analysis, or in understanding why they lose. They think they know why they win business, but are puzzled about why they lose, and they believe that they can learn...

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

BY ALAN ARMSTRONG

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

A tale of two companies: The discounter and the price leader

Tweet this: New post @OnPM: "The discounter and the price leader" by @AWArmstrong http://wp.me/pXBON-2mq #prodmgmt #sales #negotiation #strategy #price

Unsticking the stuck deal

By Alan Armstrong

Have you ever heard this story before?

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?

VP Engineering has a mandate. You need one too.

Tonight I met up for dinner with Paul Melmon, an old friend who has been around the block more than a few times. He initially gained notoriety as CIO at pets.com, and has since cycled successfully through several startups in the SF bay area,...

Who's in charge of price? (Hint: It's the person who speaks with the buyer.)

Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...

Marketing on a shoestring: Lunch spot gets prime-time news coverage for $250

Everyone's talking about saving money these days. But how about boosting demand with very little money to spend? Here's a story about a corner lunch spot that has spent about $250 in a month and received a huge amount of free publicity and local...

Socks in awe: Customer interviews vs. User observation

Yesterday's article about primary product requirements generated a great deal of traffic and several interesting and insightful comments. To recap, I was talking about examples of products from every-day life that fail to meet some core use...

Win/Loss Analysis: What to do if you’re not allowed to call customers

Pragmatic Marketing’s 2008 survey revealed that only 20% of its 1100 respondents are personally performing Win/Loss Analysis. We followed up with a straw poll to ask why; Why are you not doing Win/Loss?

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