July 2018
 

It's July and that means the second half of the fiscal year is in full swing for many organizations. That usually equates to more focus on hitting your sales numbers.  This month we tackle two critical phases of the sales process -  discovery and demos - with tips for getting better results on both fronts.

On the product management side of the house, we look back 20 years to examine how the persona of the product manager has evolved and what it means for today's product managers.

Enjoy our July issue.






In This Issue
  • Sales
    • Curiosity: The Key to a Great Sales Discovery Meeting
    • Product Presentations & Demos: How Credibility Boosts Your Win Rate
       
  • Product Management & Strategy
    • Do Some Tactical Product Management Before Your Next Strategic Acquisition
    • The New Product Manager Persona vs. 20 Years Ago: What's Changed? 
Curiosity
The Key to a Great Sales Discovery Meeting
Sometime is pays to just be curious. You're about to go into a sales discovery meeting with a new prospect. Is your mindset more like salesperson with a quota, or someone that's looking to create new relationships in your professional network? Results suggest that you're better off playing the role of someone that's looking to build his or her network.

Do Some Tactical Product Management Before Your Next Strategic Acquisition
Avoid Buyer's Remorse

Acquiring a company can be a lot like buying your next electronic gadget. There's the anticipation and excitement of "new" and the promise of many benefits. Then, just like your new gadget, the acquisition loses some of its sheen when reality doesn't live up to the hype - and there's never any shortage of hype!

If your organization is making acquisitions to deliver more strategic value to the customer, some tactical product management might be in order before your next purchase.

It's Like Your Most Productive Work Day Ever!

That's exactly what a Product Management University training workshop is like - doing the things you never have the luxury to do during a typical hectic workday!


Schedule your personalized onsite workshop and learn the market's simplest Product Management Framework for growth.
 
In the Trenches!

The New Product Manager Persona

How has the product manager persona changed over the past 20 years?
The Playbook
Product Presentations & Demos: How Credibility Boosts Your Win Rate

Product presentations and demos can be the determining factor in winning or losing a sale. In many cases, it comes down to the credibility of the presenter more than the capabilities of the product.

The Playbook: 3 Guidelines for Improving Your Credibility and Your Win Rate.
Proficientz, Inc. | 864-516-7527 | http://www.proficientz.com
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