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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. …

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.

More in: Business , Technology
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Transcript

  • 1. How to get Salesto Sell your Productfor Product Managers
  • 2. You’re a Product Manager n e w n ky fu ct a du W ith ro p
  • 3. How are yougoing to get it sold ?
  • 4. Meeting with Sales, of course
  • 5. With Slides
  • 6. Han douts
  • 7. How many sales willall this effort generate ?
  • 8. Thismany
  • 9. $0
  • 10. None
  • 11. Why?
  • 12. No Sales Engagement
  • 13. First rule ofProduct Management o u r y t d an nm en e r st ro n d n v i U ’s e se r u
  • 14. Build aPersona foryour Sales Team
  • 15. What might you find out ?
  • 16. of t lo l a el a ve o s h st s ct le u a dS o p r
  • 17. Learning about newproducts is hard and time-consuming
  • 18. Sales are busy too
  • 19. Most sales professionals preferverbal communication to written
  • 20. Product Manager: Engage with your Sales Team
  • 21. Engagement is a process t a o ff N o - e g n in o n tr ai
  • 22. Plan the process, follow- up and follow through a p t ad ck to ba y ed ad fe re e e th B h les it om sa w fr
  • 23. ie rs b a rr o veR em
  • 24. Here are some suggestions
  • 25. Clear Messaging per Buyer Persona
  • 26. One customer may have several buyers , g , in o t e ke , c r t a n . m me .g e e r IT cu gal, ro le p
  • 27. Have a great storyfor sales to tell each buyer
  • 28. 86%satisfaction rate b e s r if m e u l n ib ith oss W p
  • 29. Comparison between competitor Products
  • 30. Comparison between your own Product offerings!
  • 31. Provide info verbally and in writing
  • 32. You’ll need to support sales until they’re comfortable sellingyour product on their own.
  • 33. Are yourincentives aligned ?
  • 34. Most sales teams are paid through commission
  • 35. pa rt ct on u si d s p ro i r mm u o o cI s y e r e? th ruc tu of st
  • 36. u c k! d L o oG
  • 37. Richard Beck (Product Manager)www.richardint.com richard_beck
  • 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/