This may sound like heresy, but there are times when speaking to high-level
business value isn’t necessarily the best way to go. Like when your buyer isn’t
responsible for those top-level business metrics. Or when messages like “reduce
costs” or “increase revenue” are a dime a dozen in your space. In Episode 7 of
Adventures in Messaging, Jeff Beckham shares advice on how to message your
product’s true differentiation, including: --- How use cases can help your
product stand out in crowded mar...more
I’ve found that most companies want the most capable people doing the most
important work. If you prove your value as a PMM by making the team and company
successful, bigger and better projects will naturally come your way.
When it comes to positioning the PMM team within marketing, it ultimatel...more
It’s a good question, but also a loaded one! Product management needs to prove
their value to the company too, right?
The dynamic you’re describing is common though, unfortunately. I’ve lived it
The best working relationship comes when both sides have shared goals. If that’s
The best sales reps I’ve seen rely on people and resources across the company to
win deals, but these same reps are also very particular about the materials they
use and the people they invite to meetings. This attention to detail in the
customer experience is what drives their success.
The biggest mistake I’ve made is not involving Sales at the ideation stage. Too
many times, I’ve thought I had a great idea for a new program or piece of
content, only to find upon rolling it out that I was solving a problem nobody
It’s always good to have a few “friendlies” on the sales te...more