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Category: Sales

Home Archive by Category "Sales"

Worth repeating: What makes a relationship resilient?

alanAlan, Collaboration, Leadership, Product Management, Sales2 commentsApril 14, 2011

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….

A tale of two companies: The discounter and the price leader

alanAlan, Differentiation, Enterprise Software, Marketing, Positioning, Pricing, Product Management, Product Marketing, SaaS/Cloud, Sales, Strategy, Uncategorized, Win/Loss Analysis9 commentsApril 7, 2011

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…

Unsticking the stuck deal

alanAlan, Enterprise Software, Marketing, Product Management, Product Marketing, Sales, Sales Engineer, Win/Loss Analysis5 commentsMarch 31, 2011

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…

Your price is (probably) not the problem

alanAlan, Product Marketing, Sales, Uncategorized, Win/Loss Analysis11 commentsMarch 23, 2011

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…

Exactly like me: The perfect reference customer

alanAlan, Differentiation, Enterprise Software, Positioning, Product Marketing, Sales, Sales Engineer, Win/Loss Analysis6 commentsFebruary 17, 2011

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…

Screw the Sales Process. Study the Buying Process

alanAlan, Career, Demos, Enterprise Software, Personas, Product Management, Product Marketing, Sales18 commentsAugust 16, 2009

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.

(How) do you measure customer satisfaction?

alanAlan, Enterprise Software, Product Management, Product Marketing, Research, Sales, Win/Loss Analysis25 commentsJune 26, 2009

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…

How to get a lost account to speak with you

alanAlan, Product Management, Requirements, Sales, Win/Loss Analysis12 commentsMarch 5, 2009

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,…

Competitive intelligence using lost deals

alanAlan, Product Management, Product Marketing, Project Management, Requirements, Research, Sales, Win/Loss Analysis10 commentsFebruary 13, 2009

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…

Measuring the selling cycle

alanAlan, Product Management, SalesNo CommentsDecember 19, 2007

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…

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