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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...

Dear Alan: 15 minute interview guide for Win/Loss Analysis?

I recently had a request asking for help to design a win/loss analysis interview. As this topic has general applicability across industries, I thought I'd share some of that exchange with you, dear readers.

How can Win/Loss Analysis help you find untapped markets?

By Alan Armstrong

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.

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 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?

10,000 Hours of Product Management

By Alan Armstrong

Design: Forethought or Afterthought? How to 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...

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.

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?

Who cares about the soft stuff?

The longer I live, the more I internalize it: We succeed or fail to a large extent because of our ability to establish and sustain good relationships. Yes, you need a strategy and need to be smart enough, but PMs need to be leaders. If no one is...

Google Buzz Fail

Tom Grant has a great article today on Google Buzz: "You Do Not Understand Collaboration".

Tom sums up the mistaken approach thusly: "It worked for us inside the firewall, so we never thought it'd have a problem outside the firewall". Well put....

Michael Papanek on Resilient Relationships and Product Management

How much does your success rely on good relationships? And how good

are your relationships? In my experience,relationships can make or break a person, and I think that the quality of our relationships is overlooked when we consider the success...

"Shop Talk" Q&A with PM Leaders features Alan Armstrong

If you haven't yet checked out Red Canary, I encourage you to take a look. The site is produced by the executive search team at the Laudi Group, and features a regular hum of interesting news and opinions that have garnered significant...

Sessions I recommend at PCamp Silicon Valley

Hi everyone - Alan here. I've been fairly silent for quite a while, so I thank Saeed for his continued writing.

I hope to see as many of you as possible at this year's Product Camp Silicon Valley! There are so many interesting sessions, I thought...

While you were out: Top GUEST posts of the summer

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,...

Guest Post: To Kill a Product: Why, When and How, Part 2/3

Note: This is the 2nd of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

Guest Post: To Kill a Product: Why, When and How, Part 1/3

Note: This is the 1st of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.

Tweet wars: The limits of debate in 140 chars. or less

Over the last day or so there has been quite a little debate about the importance of Domain Knowledge and Product Management Skills in #prodmgmt (most of you will recognize that as the twitter tag for the Product Management topic, folks. If not, ...

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