I recently read the book Revenue Disruption by Phil Fernandez, the CEO of Marketo. It was a good read, and quite entertaining in places. As a marketing professional I felt very aligned with the evolution of marketing strategy and techniques described in the book.
Specifically the notion of marketing and sales alignment caught my attention […]
The best things in life are free, but you can give them to the birds and bees … I want money – Lyrics to Money, by The Flying Lizards 1979
I read an article in the WSJ titled “When Freemium Fails”. Note that the article focuses very much on B2C offerings. My thoughts are very […]
Dr. Mark, I am a product manager and I’m being asked for competitive analysis documents, powerpoints and slides which I’m told is critical to the sales process. How do I go about producing something that is useful and credible that will help us win the deal?
Thanks, G2 Joe
Thanks for your e-mail G2.
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Dr. Mark, I am a product manager and salespeople are constantly hounding me for new features saying that they need them for their prospects to close business. Meanwhile I’m up to my eyeballs in features that needed to be implemented “yesterday” for irrate customers, and I’m busy putting in new processes that tie our requirements […]
Dr. Mark, I am a frustrated salesperson. I am out there selling our product but my prospects are asking for features which we don’t have. Our Product Managers (PMs) listen to me but they say they can’t stop and change course. Any guidance would be greatly appreciated.
Thanks, Sir WantsToSellAlot
Thanks for your e-mail Sir […]
Dr. Mark, I am the Director of product management at my company with a team of 3 PMs. My team and I do lots of market research, create plenty of MRDs, voice-of-the-customer reviews, industry segmentation and basically it is my belief that no one in the company reads any of our work. In fact, some […]
Dr. Mark, I am a product marketing professional. I work hard on my powerpoint slides, regularly adding lots of graphics and using lots of animation options. But yet no one pays attention to the content or what I have to say? I could really use some advice.
Thanks, Frus Traited
Thanks for your e-mail Frus. […]