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Articles on Sales Process

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Page 6 Secrets of a Winning Product Launch A product launch is a critical time for an early stage company. The success of the next Product Launch could determine if your company survives. What are the k...
Page Achieving Success With Remote Software Demonstrations Is your audience paying attention? Are you losing people? Are you achieving the objective of your demonstration? By Peter E. Cohan
Page Building an ROI Calculator Tips on building an ROI Calculator that leads to better sales at a lower cost. By Jacques Murphy
Page Building Demos that Drive Sales If you want to drive sales revenue, you need to build a product-centric demo for your sales team to present the product in its very best light. Keep everyone on...
Page Building Demos that Drive Sales How do you build a demo that you can trust your sales team will use? By JC Stites
Page Case Studies: Top Eight Ways to Get them Done Most enterprises realize the value of effective case studies, yet many product managers struggle with the task of actually developing them. This article describ...
Page Collateral Is No Way to Support the Sales Force Quit forcing 5000 words of collateral to say the 100 words of your company's most important message. Create more streamlined messages for Sales and increase you...
Page Collecting Contacts for Win/Loss What are some best practices for managing the collection of the sales contacts (for either prospects or existing clients) that will be interviewed for win/loss?...
Page Competitive Analysis for Sales Getting information so that your sales reps can sell better against the competition. By Jacques Murphy
Page Competitive Information and Sales Guides: What Sales Forces Need to Win Six field-tested salespeople-approved best practices to help you put competitive intelligence to work for your sales force.
Page Create and Deliver Suprisingly Compelling Software Demonstrations Webinar with Peter Cohan
Page Creating A Great Trade Show Playbook Advice on what to include when you create a Playbook for your trade show team in order to maximize your company’s return on a trade show. By Jacques Murphy
Page Creating Effective Competitive Sales Tools for Your Sales Reps How to create winning, competitive sales tools and specifically, how the collected competitive information is best presented to the sales team for digestion and...
Page Creating White Papers that Drive Sales How can you ensure that your next white paper is a powerful, targeted sales tool? By Gwyn Finnell
Page Demos, Pilots, and the Sales Cycle Ways you can help prospects evaluate your product, shorten the sales cycle and increase sales. By Daniel Shefer
Page Disruptive Customer Demands When and why customers make disruptive requests, how to deal with them and how minimize their disruptive impact. By Daniel Shefer
Page Don't Confuse Sales Support with Marketing: A Case for Buyer Persona Profiling As technology marketers, do you measure time spent on marketing vs. sales support? Marketers are so focused on sales that marketing is an afterthought. This art...
Page Effective Sales Presentations: Advancing the Sales Cycle Sales presentations should be more than just bulleted lists and fancy tables. They should be templates that can be tailored to suit the myriad audiences that th...
Page Exploiting the Full Potential of After-Sales Market Technology product managers often think only in terms of tangible product, missing the incredible opportunity to double or triple revenue with services. By Dr. ...
Page Focal Point: Adding To Sales Discussions How Product Managers can add the most value to discussions with prospects, how they can increase the chance of a sale, and how they can help pass on their level...
Page Framework for Creating Effective Product Presentations Product and marketing managers must provide a constant and up-to-date flow of information to the sales team, customers, and partners about the products they man...
Page Giving Sales a Complete Toolkit The important tools to include in a sales toolkit, and a discussion on how to help sales reps use the right tool to do a precision job each time. By Jacques Mur...
Page great tips for doing great demos I know Demo is a great PR opportunity, but if you don't do a demo, only you'll know you have mediocrity. If you do the demo, the whole world will. By Guy Kawas...
Page Guerrilla Training: Learning the Product How do you get to the point where you know the product inside and out, especially when you are assigned a new product or change companies? By Jacques Murphy
Page Handling the Competition Product Managers, as part of supporting the sales force, need to provide guidance and support in selling against the competition. By Jacques Murphy
Page How Data Can Turn You Into the Big Dog The problem with marketing and sales is that they are the functions inside companies most likely to be driven more by emotions and anecdotal "evidence" than the...
Page How the Demo Lost the Business Do you loathe watching demos? Do you hate doing demos? What makes one demo a raging success and another a boring failure? What can be done to ensure successf...
Page How to Make Selling Complex Solutions Simple Explore why product training fails and what can be done to succeed in this area. By Andy McGinn.
Page Impact of Changing Product Packaging on Sales Team We sell advertising products to our market for display on our website. We would like to document all of our products and list the features contained in each pro...
Page Is Your Product A Missionary Or A Savior? Is your product a Missionary or a Savior, and what does that mean for your business model? Is one easier than the other? How does this change the role of the Pr...
Page It's Not Just What Happens During the Sales Call that Counts How to manage the space between sales calls. By Steve Kraner
Page Managing Complex Competitive Environments Foremost in the minds of product managers is determining the best way in which to position their products against competitors. The decisions made have huge impl...
Page Marketing and Sales Materials: Business First Creating business oriented collateral and sales tools that successfully convince executives and non- technical managers to make a purchase. By Jacques Murphy
Page Nine Things Product Managers Should Know About Supporting Sales This is the second part of two articles that address how sales work and how Product Managers can better support them. By Daniel Shefer
Page Old Demo War Stories For the many Product Managers and others out there who have given software demos, you know just how badly things can go wrong. By Jacques Murphy
Page On Demand Enterprise Software Demos Nobody can argue the value of delivering a super compelling demo. But how should grab the audience’s attention? By Rob Bernshteyn and Jake Adger.
Page On-going sales education Sales people need to be schooled continually in the value of your product. By making product information available and accessible, you can give sales people the...
Page Product and Pricing Strategies Pricing has far reaching effects beyond the cost of the product. By Daniel Shefer
Page Product Management and RFPs Make RFPs less painful and streamline the process so that fewer resources are needed. By Jacques Murphy.
Page Product Management and RFPs The effort to produce RFPs can be a drain on precious resources in Sales, Marketing, and Engineering. And product managers get involved more often than they wis...
Page Product Managers Lead the Way For product managers looking to answer the leadership challenge, it is important to consider three distinct perspectives: leading yourself, leading your team, a...
Page Product Pricing and The Socratic Method Product pricing, how to structure and set the price of the software product. By Jacques Murphy
Page Sales Engineer Education and Opportunities I am a chemical engineer, and I was wondering how much a certificate or diploma in Sales and marketing will assist in, 1) getting a job in technical sales, 2) i...
Page Sales Leads Are Too Important For Just Sales People Every salesperson loves leads. And marketing people spend lots of effort providing them. But too often, there's an artificial demarcation between the role of sa...
Page Sales Support: How Much Is Acceptable? A discussion of where the boundary lies between enough sales support and too much. Try these tips to decide whether the sales support you're providing is helpfu...
Page Sales Training: Revving Up The Troops One of the duties that frequently falls to Product Managers is to train the sales force, getting it prepared to sell the product. By Jacques Murphy
Page Sample Sales Engineer Job Description The Sales Engineer must be able to articulate technology and product positioning to both business and technical users.
Page Shortening the Sales Cycle Techniques for PMs to impact the sales cycle. By implementing them, they can show strong ROI for the PM role. By Daniel Shefer
Page Stunningly Awful Software Evaluations - A Strategy of Hope? If your organization’s evaluations are not as successful as you wish, consider using this list as an assessment tool. By Peter E. Cohan
Page Ten Things Product Managers Should Know About Sales Product managers routinely support the sales process but many times lack enough knowledge to do this. By Daniel Shefer.
Page The Next Wave in Marketing Software and How to Improve Win Rate with SME Hitting the Brick Wall? A well-understood and growing problem exists pertaining to the interaction between sales and marketing. What is this severe disconnect? ...
Page The RFI as a Measurement of Effectiveness Every company uses slightly different nomenclature. Whose terminology are they using? Is it yours? Is it your competitor's? In answering these questions, you wi...
Page The Role of Sales Engineer in Technical Sales Sales engineers play a critical role in technology companies. Review the functions of the sales engineer's job and the problems they face in high-tech firms. By...
Page The Service Danger to Your Product Sales A lot of companies do not realize the importance of their service organization. Yes, a service organization can be a profit center when it is being run professi...
Page The SME Revolution Starts In Dubai And GCC The Middle East is now a new turning point for SME’s to begin a grassroots revolution. By Naseem Javad
Page Trade Shows: Maximizing ROI A Product Manager can be a focal point for such details as lead collection, presentations, and setting up meetings with partners, analysts, and the press. Tips ...
Page Trade Shows: Measuring ROI Tips on measuring the expected ROI of a trade show and the potential return you can get from your trade show activities. By Jacques Murphy
Page Tune Your Tools for Sales Results If you want to rapidly and consistently help reps to achieve results, begin by learning the steps they take as they transform a lead into a customer. By Adele ...
Page Understanding Market Needs Through Customer Visits When conducted effectively, the information gleaned from real-world customer environments can be an important part of your product definition and marketing effo...
Page Who Should Conduct Win/Loss? Should Sales follow up or is that something the Product Manager should do?
Page Why Are We Winning? Why Are We Losing? Webinar with Barbara Nelson
Page Why Demo at Trade Shows? Why do we demo at trade shows? Do you have a good answer? By Steve Johnson
Page Win/Loss Analysis Checklist for Product Managers So, now that you are conducting win/loss analysis, what is the next step? Use this handy checklist and you will be on your way to performing effective win/loss ...
Page Win/Loss Analysis Tactics for B2B Software Marketers Winning a deal is usually celebrated and losses are quickly forgotten. Unfortunately, losses are a part of the sales cycle, but most software companies do not p...