Michael Olson

Other than building a good product that solves real problems for customers, positioning is probably the most important thing to get right, because it's so strategic and f...

This is a tough one, and it has been a journey to figure out how to measure the success of the sales enablement work PMMs do.In larger companies with a dedicated field en...

Speaking as someone who has created a lot of bad sales playbooks that have collected dust during my career :-), this is a topic that I'm passionate about. Here are the ma...

I shared a similar response to a separate question, but positioning is such a nebulous and somewhat vaguely understood topic by product marketers and product managers, th...

I'm a proponent of standardizing the core bill of materials PMM teams produce for sales enablement, both to keep your PMM team focused and avoid one-off requests, and to ...

This answer might come across as tough love, but you need to establish credibility with sales teams and prove your value by demonstrating a deep understanding of 1) the m...

Good sales messaging + proper enablement is the solution to this problem. More often than not, when I've seen a lack of messaging consistency in my sales teams with every...

I think this is a symptom of bad persona guidance more than anything else. I have seen a lot of persona guides created by marketing teams that get too cute – with whimsic...

I'm not an expert, but here are 3 practical ways that I make time for competitive research as part of my day-to-day work.Competitor websites, mailing lists and product do...

Great question. I'd encourage you to think about pricing and packaging as powerful tools for competitive differentiation. In any economy, selling on value is a winning st...