Teardown: Xerox value messaging
Xerox went from competing on price to selling value. Find out how their messaging fits the Value Nugget framework to link product features and…
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The Overview #1
New weekly roundup. This week: interview with me, the TAM Traction Treadmill, a question you should always ask, and persona no-no’s. Hi,…
What is “value”?
Ignore weasel words, and describe your product in a way that cuts through to the heart of someone who cares, by communicating the unique value…
Understanding your prospect’s change environment
Your win rate will depend on how likely prospects are to take action - but their internal atmosphere may hold them back. How do you recognize…
Three Product Marketing Ops processes to set up now
Build a continual flow of customer insight, competitor intel, and sales feedback for better decision making.
Four ways to highlight the “pain of same”
Your biggest competitor is inaction. How do you light a fire underneath your stakeholders and motivate them to act now?
Overcoming product roadmap sales objections
How to educate sales and success teams on the product roadmap, and use simple tactics to navigate feature objections.
How to always win, even from deals you lost
Three steps to implement a tight and structured win/loss analysis program that generates usable sales, product, marketing, and strategy insights.
Overcoming sales objections
Five tactics to tackle common objections and turn a 'no' into progress.
The sales deck: a tool for momentum
Four tips to create a strong, insightful, powerful, and effective sales deck.