Service

Product Marketing Owns Insight

 

outsideinvew.comOn the advice (and prodding) of my friend Jim Holland, I also recently read The Challenger Sale by Matthew Dixon and Brent Adamson of the Corporate Executive Board. Like Jim, I then picked it up again, with a highlighter and pen and started again. (Side note – Jim was referred to this book by Steve Johnson.)

Jim wrote a great post about what he learned, as a product leader. In his post, he focuses on the main point of the Challenger Sale, that it is not about sales building relationships, but to challenge them. To rethink, reshape and change how you engage and lead. He further explains three models related to product leaders that are relevant: understanding the buying process, buyer personas and speaking the language of the buyer. (more…)

By |May 16th, 2013|Buyers, Communication, Management, Marketing, Product Marketing, Sales|0 Comments
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Get Over Yourself

outsideinview.comWhether you are a product manager or a product marketer, you need to get over your product. I know, you spend your days – and nights – thinking how wonderful your product is, how you can improve it, and why others haven’t seen the same vision you do. Maybe, just maybe, the answer is – your product is not what they seek.

What?!? Heresy you say! Of course they need, and want, my product. Well, maybe not. Think about it. It’s about the customer, the buyer, the market – not you. (more…)

By |April 8th, 2013|Appreciation, Buyers, Communication, Personas, Product Management, Product Marketing|2 Comments
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This is Simple

outsideinview.comThis is a simple post….

But, imagine how much more we could all accomplish – for ourselves and our companies – if we stopped the bickering and territory battles!

If politics were taken out of the corporate world, and we all worked together - no matter what department you sat in or work you performed, no matter what you were paid or how long you’ve been in the role, no matter who was your boss or what hours you worked – wouldn’t we all accomplish more?

Think about it.

 

By |January 11th, 2013|Appreciation, Business Culture, Communication, Management, Marketing, Product Management, Product Marketing, Sales, Service|1 Comment
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It’s a Matter of Trust

outsideinview.comThroughout this blog we’ve looked at buyer personas. More recently we looked at turning sales into our partners; and, even more recently, at the sales funnel. But, what all sales – B2B and B2C – come down to, in a single word, is trust. (more…)

By |October 30th, 2012|Buyers, Communication, Management, Marketing, Personas, Product Marketing, Sales, Service, Uncategorized|0 Comments
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Throw the sales funnel away

outsideinview.comLast week, David Edelman, the leader of McKinsey’s Digital Marketing Strategy, posted an article titled “The Funnel is Dead.” In this piece, he professes that the traditional sales funnel is dead, because it’s outdated.  He goes on to say that today’s consumer “takes a much more complex iterative path thru and beyond purchase” and proposes a new model for the consumer product decision journey (CPDJ). (more…)

By |October 23rd, 2012|Buyers, Communication, Marketing, Product Marketing, Sales, Service|1 Comment
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