Does your sales team sell your products (like, in exchange for money), or does it give them away as generous sweeteners to guarantee the sale of something else that will hit their targets? Or to put it in another way, does your salesforce truly understand the value of your products and can it articulate the benefits to the customer?

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There are many reasons why Sales may be holding back on your new product. As we all know, Salespeople are by nature shy, retiring types, who need constant reassurance. You need to encourage and nurture them, delicate little flowers that they are. Or at the very least, restrain the urge to run screaming at them with a baseball bat held aloft.

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Pic courtesy of mmarote - http://bit.ly/dAATu6

There are many questions that a product manager needs to ask to determine the best course of action or to analyse underlying motivations. Of them, I use the following three questions most often:

1. So what?
2. Why?
3. What’s stopping us?

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