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