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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...

Positioning beyond the product: Think relationship

When I say "positioning", what do you think of?

The Factory vs. The Lab: Leaders know which is which, and mistakes are costly

 

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.

"We try harder" ain't enough: How to differentiate based on customer experience

BY ALAN ARMSTRONG

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?

Your price is (probably) not the problem

By Alan Armstrong

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...

Exactly like me: The perfect reference customer

By Alan Armstrong

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...

Marketing Blur: (Information Overload)^10

Your market is overwhelmed with information. What can you do about it?

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.

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?

If you love something, set it free

I've been looking for some new exercise routines, and came across two very interesting techniques: the 5x5 "strong lift", and "Muscle Activation Technique" (MAT). These two both compete in a sea of different ideas for exercising ... it's a very...

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....

"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...

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.

Screw the Sales Process. Study the Buying Process

We spend way too much time in our companies designing, measuring, and enabling, the Sales Process.

Steve Johnson on Win/Loss, Ivan Chalif's Digest, and Alan's musings about the discipline of PM

Steve Johnson has probably taught 50,000 people how to do Win/Loss Analysis. Here are his views on Win/Loss Analysis. We couldn't agree more.

pCampNYC: Kudos, controversy, and ideas for future pCamps

Well I have half recovered from PCampNYC. In a sentence: 8am start, an energizing day of meeting, interacting, presenting,facilitating, and ... yes, eating. I give huge kidos to the event organizers, especially for the following heroic...

The main thing is keeping the main thing the main thing

A mentor of mine used to repeat this line fairly often to me: The main thing is keeping the main thing the main thing. The quote comes originally from Stephen Covey.

Reference customers for YOU, Inc.

Do you have reference customers?

Think about that question again. I’m not asking about your company. I’m asking about you personally. The next time you are interviewing for a job, I want you to be able to say that your references are at Fortune 500...

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