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Product Marketing - Using Buzzwords: You Really Shouldn't |
by John Mansour |
06.30.2005
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It’s a common practice in product companies to use buzzwords and
catchphrases in sales and marketing materials and in conversations with
our peers and colleagues. Why are buzzwords bad?
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Last Updated ( 10.07.2008 )
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Web Demos: Reading Your Audience |
by John Mansour |
04.30.2005
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The #1 challenge with product demos conducted via web meeting is the
ability to read and gauge an audience you can’t see. Is the demo going
well? Are they doing e-mail while I talk? Does anyone care?
Somebody, anybody, give me a sign!
No Comments |
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Last Updated ( 09.15.2008 )
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Product Demos - Telling Versus Selling |
by John Mansour |
03.14.2005
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Unfortunately, most demos fall into the “telling” category, also known
as the “feature dump” or the “spray and pray” demo where you merely
hope your audience will like more of your features than the
competition. The “telling” demo merely tells prospects what the
product does without any relevance to how it solves a problem or makes
life easier. It’s a rewind and replay for each demo.
No Comments |
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Last Updated ( 09.16.2008 )
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Product Marketing - Product Training for Sales People |
by John Mansour |
03.12.2005
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You’ve created textbook sales and marketing materials. You’ve spoon
fed the information to the sales team on several occasions and in
varying formats. You’ve accompanied them on prospect calls. And yet,
they're still challenged to articulate key value points that hook a
prospect and position your products in a manner that’s compelling.
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Last Updated ( 11.16.2009 )
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Product Management - 3 Keys to a Successful Product Rollout |
by John Mansour |
06.30.2004
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A product rollout is mostly tactical in nature and is focused primarily
on internal readiness that prepares a company to market, sell,
implement and support a new product, whereas a product launch is the
execution of a marketing communications plan designed to call the
market’s attention to your value proposition.
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Last Updated ( 10.07.2008 )
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Product Management - Do You Know Why Your Customers Buy |
by John Mansour |
04.30.2004
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If you were to ask any sales, marketing, or product development
professional why customers buy their product the response would most
likely be a feature or technology component. This product mentality
exemplifies one of the biggest deficiencies in all product companies-
failing to understand the real reasons customers buy.
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Last Updated ( 09.16.2008 )
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Product Management - Managing the Sales Fire Drills |
by John Mansour |
03.31.2004
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The nature of most product managers is to do whatever it takes to
support their sales team. A commendable effort! However, most product
managers are already stretched beyond their limits and a good number of
these requests are just one more distraction to add to a product
manager's frustration of trying to do too many things and not doing any
of them very well.
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Last Updated ( 11.16.2009 )
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