Sales enablement for Product Managers

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Many product managers fail to understand why their sales teams are not making more headway in selling their products.

Often, the product manager fails to fully understand the environment in which the sales team is operating.

This presentation sheds some light on the key characteristics of a sales person and their needs; with some ideas on how to address them.

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Sales enablement for Product Managers

  1. 1. How to get Sales to Sell your Product for Product Managers
  2. 2. You’re a Product Manager With a funky new product
  3. 3. How are you going to get it sold ?
  4. 4. Meeting with Sales, of course
  5. 5. With Slides
  6. 6. Handouts
  7. 7. How many sales will all this effort generate ?
  8. 8. This many
  9. 9. $0
  10. 10. None
  11. 11. Why?
  12. 12. No Sales Engagement
  13. 13. First rule of Product Management Understand your user’s environment
  14. 14. Build a Persona for your Sales Team
  15. 15. What might you find out ?
  16. 16. Sales have a lot of products to sell
  17. 17. Learning about new products is hard and time-consuming
  18. 18. Sales are busy too
  19. 19. Most sales professionals prefer verbal communication to written
  20. 20. Product Manager: Engage with your Sales Team
  21. 21. Engagement is a process Not a one-off training
  22. 22. Plan the process, follow- up and follow through Be ready to adapt with the feedback from sales
  23. 23. Remove barriers
  24. 24. Here are some suggestions
  25. 25. Clear Messaging per Buyer Persona
  26. 26. One customer may have several buyers e.g. marketing, procurement, ceo, legal, IT
  27. 27. Have a great story for sales to tell each buyer
  28. 28. With numbers if possible 86%satisfaction rate
  29. 29. Comparison between competitor Products
  30. 30. Comparison between your own Product offerings!
  31. 31. Provide info verbally and in writing
  32. 32. You’ll need to support sales until they’re comfortable selling your product on their own.
  33. 33. Are your incentives aligned ?
  34. 34. Most sales teams are paid through commission
  35. 35. Is your product part of the commission structure?
  36. 36. Good Luck!
  37. 37. Richard Beck www.richardint.com richard_beck (Product Manager)
  38. 38. http://www.flickr.com/photos/smemon/4902523202/sizes/l/ http://www.flickr.com/photos/lemuelinchrist/3501770803/sizes/l/ http://www.flickr.com/photos/rocketboom/3108416336/sizes/l/ http://www.flickr.com/photos/dnorman/1154564197/sizes/l/ http://www.flickr.com/photos/ivanwalsh/4611902610/sizes/o/in/photostream/ http://www.flickr.com/photos/jesuspresley/2532413826/sizes/l/ http://www.flickr.com/photos/62337512@N00/3197812518/sizes/l/ http://www.flickr.com/photos/ell-r-brown/4624850459/sizes/l/ http://www.flickr.com/photos/lenore-m/2262225580/sizes/o/ http://www.flickr.com/photos/thebusybrain/2492945625/sizes/o/ http://www.flickr.com/photos/brenda-starr/5076790282/sizes/l/ http://www.flickr.com/photos/richo-fan/4271940123/sizes/l/ http://www.flickr.com/photos/crazyneighborlady/415534472/sizes/o/ http://www.flickr.com/photos/sarahcain/5198357764/sizes/l/

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