Weather Alert! Sales Tornado coming

tornadoWhen anybody requests a new feature or product, of course, the first course of action (by them) is to kick, scream and promise that it will be the next great thing. There may even be demands that it is absolutely needed in order to close the biggest deal in the history of the company. No decision needed. No research needed. No thought expected. Just do it! Now. Your future is guaranteed. What are you waiting for? I call this the Sales Tornado. And, it is never around during the planning cycle.  Continue reading “Weather Alert! Sales Tornado coming”

Doing the dance

outsideinview.comWhen you are putting together a package you know that it has to contain the right features for the market, is launched to the market, and is exciting enough for the market to generate talk. Or, at least that’s your hope. Really putting the package into the market, to generate that buzz, will depend on what you say during your sales cycle. Enterprise sales is a dance. Continue reading “Doing the dance”

It’s about the story not the format

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It’s a basic necessity that if you’re in product management or product marketing, you will end up writing a presentation for sales (or two or a dozen.) There are hundreds, if not thousands, of presentation tips, articles and books out in the market for you, all claiming to be “the source of truth” when it comes to writing the presentation that is “the best”, “most compelling” or “attention getting to deliver results.” Really though, it is pretty simple. Continue reading “It’s about the story not the format”

“This one day…” How stories teach better

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Storytelling is increasingly used in marketing today in order to demonstrate knowledge, build customer loyalty and provide insight. According to Giles Lury, this marketing trend “echoes the deeply rooted need of all humans to be entertained.” Why? Simple. Stories are illustrative, easily memorable, and allow any firm to create stronger emotional bonds with the customers. Continue reading ““This one day…” How stories teach better”