05010 Well Equipped: Giving Sales a Complete Toolkit

In small and large software companies alike, Product Management is usually the critical factor in creating an effective sales toolkit. That's because Product Management marries the strategic goals coming from the management team with the level of detail needed to support the sales team. Product Management takes its understanding of everything from the business model ...

04018 Building an ROI Calculator

One important contribution that Product Managers make is to play a key role in developing tools for the sales force that qualify prospects and reduce the sales cycle. This is a natural outcome of the Product Manager having deep familiarity not only with the product and benefits but also with the needs and goals of the product's users. When a business buys ...

03043 Sales Support: How Much Is Acceptable?

On www.productmarketing.com, there's a survey of product managers which covers salary and job duties. One interesting section of this survey is called Comments for the VP of Sales. And the very first comment is this: "Product management is not sales support" This is a telling sentence. Specifically, what it's telling us is that Product Managers frequently suspect ...

03042 Sales Calls: Reading Your Prospects

Product Managers often bridge the gap between technical understanding of the product and the ability to present its benefits to non-technical individuals. Therefore the sales force calls upon their assistance to present the product during visits to prospects. If you find yourself a member of a team that is calling on a prospect, you can provide ...