Building an Effective Sales Enablement Strategy
When I talk with product marketing leaders, the topic of conversation often turns back to enabling sales and…
The Win/Loss Interview – The Results
In part 2 of the win/loss interview series, we explored how to get the right data to help…
The Win/Loss Interview – Getting the Right Data
Previously, we spoke about the basics of how to plan a win/loss analysis program. In this second part…
Getting Started With a Win/Loss Analysis
This is the first part of a three-part series that explores how to plan and implement one of…
Cold Market Marketing Strategy: Differentiation vs. Value
We all know what a competitive market is. Various hot market examples are used to demonstrate successful use…
The Second Product Problem: And how to create a successful second product
I’ve come across some very successful companies that have had a tough time coming up with a second…
Go to Team Before Go to Market: Get your teams ready for product releases
You pulled off a big bang release for your company’s new product. Everything went on as planned. And it also…
A Step by Step Guide to Product Release Plan
“Are the slides for the release ready?”“Can we create big noise with analysts and media about our upcoming…
Book Review: The Psychology of Price
Reading a book about pricing isn’t everyone’s idea of a good time. You might imagine that a work…
Positioning Done Right: Are You Marketing Your Competitor’s Product?
Your messaging and positioning may include generic category-level benefits and your specific product differentiators. The right dose between…