BY ALAN ARMSTRONG I spoke last week at a gathering of sales people, and we really dug in to the concept of power in relationships. Many of us feel power imbalances in relationships, but perhaps none more than a sales person….
Tweet this: New post @OnPM: “The discounter and the price leader” by @AWArmstrong http://wp.me/pXBON-2mq #prodmgmt #sales #negotiation #strategy #price By Alan Armstrong On Monday I met with two companies with very different approaches to price and margin. One company’s sales…
By Alan Armstrong Have you ever heard this story before? The lead came in, and it looked hot. We gave it to our best rep, who called right away. Gotta strike while the iron is hot, as they say. The rep…
By Alan Armstrong A true story: The date was June 23, 7 days before quarter-end. Terri came to the sales meeting and said she could close another deal, this one for $75k, but she needed a 50% discount to make it happen. Discount…
By Alan Armstrong Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don’t understand what’s going on or how to select a good reference. So…
You can make up a Sales Process. You have to talk to actual buyers to map the Buying Process. When you do that, everything will change.
Dear Readers, I will be writing an article on how to measure customer satisfaction in B2B software. To prepare for that article I would like to hear your experiences or read articles that you find useful. If you have a…
One of the most difficult things in Win/Loss Analysis is getting someone from a lost account to speak with you. Why would they spend the time, and why would they reveal anything to you? Once an evaluator rules you out,…
Another idea for PMs who lack permission to do win/loss analysis Many PMs and PMMs complain that they lack the authority to perform Win/Loss analysis. And yet Win/Loss is one of the most powerful tools in the PM’s belt. In…
When I talk to Product Managers about Win/Loss Analysis, one of the first steps I suggest is to analyze the sales funnel to find out where we are losing traction. (Normally I’m focused on places we’re losing traction, but the…
