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July 25: On Product Management And The Sales Force

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July 25: On Product Management And The Sales Force

  1. 1. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkProdMgmtTalk Today for the first time, we are recording the discussion between the co-hosts, Cindy F. Solomon and Adrienne Tan with our speaker, Jock Busuttil. Listen to today’sepisode: http://bit.ly/roFGiJ All episodes http://www.blogtalkradio.com/prodmgmttalkTodays questions are at http://on.fb.me/pS9bZgQ1 What are your personal top 3 challenges when engaging with your sales force?Q2 What information does a sales person need to know about your product to sell it?Q3 What would a product managers perfect sales person look like?Q4 What have you learned from sales that has made you a better product manager?Q5 What creative methods have you employed to focus the attention of your sales peopleon your product?Q6 How does your approach change when working with indirect sales teams versus direct?Q7 In the end, what is it that sales people really need from product management?ProdMgmtTalk Never participated in a twitter chat? FAQs - http://bit.ly/i88OuC Join us! How to participate in Global Prod Mgmt Talk http://bit.ly/i3f5Q7ProdMgmtTalk Get ready! Join us at http://tweetchat.com/room/prodmgmttalkautomatically appends hashtag #prodmgmttalk (log into your twitter account)ProdMgmtTalk Discussion questions from each talk http://on.fb.me/fFRi7b Today’squestions: http://on.fb.me/pS9bZg Links to Background blogs/readings:http://bit.ly/o8Ad5D Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 1 Social Media Dashboard http://hootsuite.com/p_6792
  2. 2. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkProdMgmtTalk Today for the first time, we are recording the discussion between the co-hosts and our speaker, Jock Busuttil. Listen to today’s episode: http://bit.ly/roFGiJAll episodes http://www.blogtalkradio.com/prodmgmttalkjockbu Just getting ready before the start of the talk - the tech is working so far:) #prodmgmttalk -3:55 PM Jul 25th, 2011cindyfsolomon See a list of all the twitter chats: 472 and growing! Twitter ChatSchedule http://bit.ly/dJVfHk #prodmgmttalk -3:55 PM Jul 25th, 2011cindyfsolomon Welcome @jockbu our speaker coming up today!#prodmgmttalk -3:56 PMJul 25th, 2011ProdMgmtTalk Please welcome todays speaker Jock Busuttil, Senior Product Manager,Experian, London (follow him now! @jockbu)cindyfsolomon Join us at http://tweetchat.com/room/prodmgmttalk automatically appendshashtag #prodmgmttalk -3:56 PM Jul 25th, 2011ProdMgmtTalk Please follow @jockbu @prodmgmttalk @cindyfsolomon @brainmates anduse hashtag #prodmgmttalkProdMgmtTalk Our format: we post questions Q1, Q2, Q3 please answer using A1, A2, A3cindyfsolomon Discussion questions from each talk http://on.fb.me/fFRi7b Today’squestions: http://on.fb.me/pS9bZg #prodmgmttalk -3:56 PM Jul 25th, 2011jockbu Hi Cindy, Adrienne - good to be here! #prodmgmttalk -3:57 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 2 Social Media Dashboard http://hootsuite.com/p_6792
  3. 3. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkcindyfsolomon Were broadcasting live! Listen in now athttp://tobtr.com/s/2130391. #BlogTalkRadio (refresh your browser after signin) #prodmgmttalk -3:59 PM Jul 25th, 2011brainmates Looking forward to your chat RT @jockbu: Hi Cindy, Adrienne - good to behere! #prodmgmttalk -3:59 PM Jul 25th, 2011cindyfsolomon Please introduce yourself: where youre tweeting from, your involvementw/product management when you come in!#prodmgmttalk -4:00 PM Jul 25th, 2011cindyfsolomon This is Cindy, your co-host, tweeting from across the bay from SanFrancisco #prodmgmttalk -4:01 PM Jul 25th, 2011brainmates Its Adrienne from Sydney. Senior Consultant at brainmates. #prodmgmttalk -4:01 PM Jul 25th, 2011cindyfsolomon If youre NOT showing up in twitter search, follow theseinstructions http://bit.ly/kn5C0e #prodmgmttalk -4:01 PM Jul 25th, 2011cindyfsolomon Please follow @jockbu @prodmgmttalk@cindyfsolomon @brainmates anduse hashtag #prodmgmttalk#prodmgmttalk -4:01 PM Jul 25th, 2011lmckeogh Larry checking in from Boulder. Hello everyone...#prodmgmttalk -4:02 PM Jul25th, 2011jockbu Hey Larry - thanks for joining in today #prodmgmttalk -4:03 PM Jul 25th, 2011brainmates Q1 What are your personal top 3 challenges when engaging with your salesforce? #prodmgmttalk -4:03 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 3 Social Media Dashboard http://hootsuite.com/p_6792
  4. 4. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkProdMgmtTalk Our format: we post questions Q1, Q2, Q3 please answer using A1, A2,A3 #prodmgmttalk -4:04 PM Jul 25th, 2011ProdMgmtTalk NOTE: Please welcome todays speaker Jock Busuttil, Senior ProductManager, Experian, London (follow him now! @jockbu) #prodmgmttalk -4:04 PM Jul 25th,2011lmckeogh A1: Getting mindshare beyond what can win them a sale today. Step back fromthe tactical and lets be strategic for a moment #prodmgmttalk -4:05 PM Jul 25th, 2011ErikaLAndersen Hi all. Checking in from Salt Lake City.#prodmgmttalk -4:05 PM Jul 25th,2011ProdMgmtTalk Intro speaker @jockbu Jock has over ten years’ experience working for B2Bsoftware start-ups and multi-nationals#prodmgmttalk -4:05 PM Jul 25th, 2011ProdMgmtTalk Todays questions are at http://on.fb.me/pS9bZg#prodmgmttalk -4:05 PMJul 25th, 2011jockbu @lmckeogh Agreed - getting #sales to think beyond the next deal is alwaystricky #prodmgmttalk -4:06 PM Jul 25th, 2011jockbu Hey Erika - thanks for joining today! #prodmgmttalk -4:07 PM Jul 25th, 2011brainmates A1: Sales generally have a multitude of products to sell & ur product needs tooffer a significant commission to compete #prodmgmttalk -4:07 PM Jul 25th, 2011jockbu One challenge I have is that they have lack of focus - too many products they couldbe selling #prodmgmttalk -4:08 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 4 Social Media Dashboard http://hootsuite.com/p_6792
  5. 5. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalklmckeogh A1:Getting sales to put me in front of the right customers, not those they want toclose on. #prodmgmttalk -4:08 PM Jul 25th, 2011ProdMgmtTalk A1: Top 3 challenges for winning over sales force- providing appropriatesales tools, staying focused on message#prodmgmttalk -4:08 PM Jul 25th, 2011ProdMgmtTalk A1: and identifying ideal customer persona#prodmgmttalk -4:08 PM Jul25th, 2011jockbu Ill remember the answer number next time :-)#prodmgmttalk -4:09 PM Jul 25th,2011cindyfsolomon Hello Everyone the new prodmgmttalk robot is up and running ortweeting #prodmgmttalk -4:09 PM Jul 25th, 2011 (Thank you Joy for helping producetoday’s event!)cindyfsolomon Bckgrnd: CEOs Want Better Sales Forces | ForresterBlogs http://bit.ly/o3hO45 #prodmgmttalk -4:11 PM Jul 25th, 2011cindyfsolomon Bckgrnd: Discount gambit http://bit.ly/qhUkQ8#prodmgmttalk -4:11 PM Jul25th, 2011jockbu A1: heres my next one - #sales sell what they know - leaving their comfort zone is aneffort #prodmgmttalk -4:11 PM Jul 25th, 2011brainmates Agree RT @jockbu: A1: #sales sell what they know - leaving their comfort zone isan effort #prodmgmttalk -4:11 PM Jul 25th, 2011ProdMgmtTalk Agreed @jockbu - sales sell what they know and what will give them thequickest close for commission#prodmgmttalk -4:12 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 5 Social Media Dashboard http://hootsuite.com/p_6792
  6. 6. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkProdMgmtTalk Product Managers want the same things as sales people: ultimately to growrevenue - shouldnt we be on the same page? #prodmgmttalk -4:13 PM Jul 25th, 2011lmckeogh RT @jockbu: A1: #sales sell what they know - leaving their comfort zone is aneffort. Agreed, but true of other roles as well #prodmgmttalk -4:13 PM Jul 25th, 2011business901 RT @ProdMgmtTalk: Product Managers wnt the same things as sales ppl:ultimately 2 grow revenue - shouldnt we B on same page? #prodmgmttalk -4:13 PM Jul25th, 2011ProdMgmtTalk Welcome @business901 - were on Q1: What are your personal top 3challenges when engaging with your sales force? #prodmgmttalk -4:14 PM Jul 25th, 2011cindyfsolomon Indeed Larry! A1: #sales sell what they know- leaving their comfort zone isan effort. Agreed, but true of other roles as well #prodmgmttalk -4:14 PM Jul 25th, 2011lmckeogh @ProdMgmtTalk : ahh, but the rub in getting to same goal is the time frame.Sales is more tactically driven than#prodmgmt IMO #prodmgmttalk -4:15 PM Jul 25th, 2011brainmates A1: Even if #sales & #prodmgmt have same goal we have different approachesto achieving this which may cause conflict #prodmgmttalk -4:15 PM Jul 25th, 2011jockbu @business901 Absolutely agreed, though I would also suggest that #sales aresometimes more concerned with their comm plan #prodmgmttalk -4:15 PM Jul 25th, 2011nickcoster A1) Getting the sales teams to communicate value over price. #prodmgmttalk -4:15 PM Jul 25th, 2011nickcoster a1) (Cont) Particularly when price is generally the one thing in the product theycan change. #prodmgmttalk -4:16 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 6 Social Media Dashboard http://hootsuite.com/p_6792
  7. 7. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkcindyfsolomon @business901 Welcome please introduce yourself and where you aretweeting from #prodmgmttalk -4:16 PM Jul 25th, 2011ProdMgmtTalk A1) providing the tools to enable them to identify & engage prospects in thevalue of the product and not a price war#prodmgmttalk -4:16 PM Jul 25th, 2011jockbu @nickcoster Or when they throw in lots of things at a discount to sell somethingelse, not realising theyre making a loss#prodmgmttalk -4:17 PM Jul 25th, 2011jockbu Good article on discounting: http://bit.ly/ySrHK#prodmgmttalk -4:18 PM Jul 25th,2011cindyfsolomon Q2 What information does a sales person need to know about your productto sell it? #prodmgmttalk -4:18 PM Jul 25th, 2011brainmates A2: Sales people need to understand the benefits of theproduct #prodmgmttalk -4:20 PM Jul 25th, 2011lmckeogh A2: What problem is it solving for the customer. Why would they need it vs.competition. #prodmgmttalk -4:21 PM Jul 25th, 2011ProdMgmtTalk A2: Would it help if sales people used the product and loved it as much asProduct Managers do? #prodmgmttalk -4:21 PM Jul 25th, 2011brainmates A2: #Sales people need to also understand financials to some extent so theydont discount away profit #prodmgmttalk -4:21 PM Jul 25th, 2011jockbu @brainmates Id add to that - if theyre clued-in sales people, theyll attune thebenefits to the buyer persona#prodmgmttalk -4:21 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 7 Social Media Dashboard http://hootsuite.com/p_6792
  8. 8. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalklmckeogh A2: Speaking of competition, how does the product stack up againstthem #prodmgmttalk -4:22 PM Jul 25th, 2011brainmates Absolutely! RT @jockbu: Id add to that - if theyre clued-in sales people, theyllattune the benefits to the buyer persona #prodmgmttalk -4:22 PM Jul 25th, 2011SalientMgmtComp RT @business901: RT @ProdMgmtTalk: Product Managers wnt the samethings as sales ppl: ultimately 2 grow revenue - shouldnt we B on samepage? #prodmgmttalk -4:22 PM Jul 25th, 2011Ycnt_ibdonlyjen A1: @jockbu agree re sales selling what know. I worked w new prod thatreq new mindset. LOTS o training! Hi all!#prodmgmttalk -4:22 PM Jul 25th, 2011brainmates I thought about that but I have never seen that applied eg: #sales understandingcustomer problems#prodmgmttalk -4:22 PM Jul 25th, 2011clivelam Hi all, late to the party, and stalking more than anything else #prodmgmttalk -4:22PM Jul 25th, 2011brainmates Hey Jen. Welcome to our talk @Ycnt_ibdonlyjen#prodmgmttalk -4:23 PM Jul25th, 2011brainmates @clivelam - Thanks for joining Clive #prodmgmttalk -4:23 PM Jul 25th, 2011lmckeogh A2: Who is the target customer, what do they look like and where/how wouldthey find them #prodmgmttalk -4:23 PM Jul 25th, 2011ProdMgmtTalk Welcome Aussies! Were cheeky to have you join us!#prodmgmttalk -4:23PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 8 Social Media Dashboard http://hootsuite.com/p_6792
  9. 9. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalknickcoster RT @cindyfsolomon: Q2 What information does a sales person need to knowabout your product to sell it? #prodmgmttalk-4:24 PM Jul 25th, 2011jockbu @Ycnt_ibdonlyjen #Sales training is interesting: you have to test their knowledge tomake sure its sunk in; eg role playing#prodmgmttalk -4:24 PM Jul 25th, 2011ProdMgmtTalk Discussion questions from each talk http://on.fb.me/fFRi7b Today’squestions: http://on.fb.me/pS9bZg #prodmgmttalk -4:24 PM Jul 25th, 2011clivelam A2: I recently sat in on a presentation by a PM who showed us how to think like acustomer #prodmgmttalk -4:25 PM Jul 25th, 2011cindyfsolomon @Ycnt_ibdonlyjen @SalientMgmtComp @clivelam Welcome all our belovedAussies. Introduce yourself and where your tweeting from #prodmgmttalk -4:25 PM Jul25th, 2011ProdMgmtTalk We must meet in England for the cheeky beers (with salespeople!) #prodmgmttalk -4:25 PM Jul 25th, 2011ProdMgmtTalk Join us now for #prodmgmttalk TweetChatat:http://tweetchat.com/room/prodmgmttalk #prodmgmttalk -4:26 PM Jul 25th, 2011brainmates Tell more RT @clivelam: A2: I recently sat in on a presentation by a PM whoshowed us how to think like a customer#prodmgmttalk -4:26 PM Jul 25th, 2011nickcoster A2) Needs to understand target market (buyers and users), the problem theproduct solves and the benefit of solving it. #prodmgmttalk -4:27 PM Jul 25th, 2011jockbu @clivelam Helping #sales to put themselves in the customers shoes will allow themto connect with their key drivers#prodmgmttalk -4:27 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 9 Social Media Dashboard http://hootsuite.com/p_6792
  10. 10. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkcindyfsolomon More Beer talk over skype were recording a radio show ontobtr.com/s/2130391 #prodmgmttalk -4:27 PM Jul 25th, 2011jockbu Yes, yes and yes RT @ProdMgmtTalk: We must meet in England for the cheeky beers(with sales people!) #prodmgmttalk -4:27 PM Jul 25th, 2011brainmates Happens all time @ryanhunt A1 when they sell solutions which go against thegreater product vision. (Its a blessing & curse) #prodmgmttalk -4:27 PM Jul 25th, 2011nickcoster A2) (Cont) additional tech info (ie how it works) is useful but worthless withoutthe other understanding.#prodmgmttalk -4:28 PM Jul 25th, 2011clivelam A2: The #prodmgr helped bridge the gap btwn the prod & the sales experience (itincluded giving them a deck)#prodmgmttalk -4:28 PM Jul 25th, 2011cindyfsolomon Q3 What would a product managers perfect sales person looklike? #prodmgmttalk -4:28 PM Jul 25th, 2011jockbu A3: Like a product manager but with more of a killer closinginstinct! #prodmgmttalk -4:28 PM Jul 25th, 2011brainmates A3 Another product manager with sales skills!#prodmgmttalk -4:28 PM Jul 25th,2011clivelam A3: ppl who could mind read a #prodmgrs mind :)#prodmgmttalk -4:29 PM Jul25th, 2011nickcoster A3) A great listener who doesnt get upset or discouraged when the prospectsays no. #prodmgmttalk -4:30 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 10 Social Media Dashboard http://hootsuite.com/p_6792
  11. 11. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkjockbu A3: Not like a stereotypical #sales person - savvy buyers see them coming a mile off.Has to be a good listener with empathy #prodmgmttalk -4:30 PM Jul 25th, 2011ProdMgmtTalk A3: The perfect sales person talks the talk, eats the dogfood, gets jiggy andsells value! #prodmgmttalk -4:30 PM Jul 25th, 2011cindyfsolomon A sales person never takes no (from prospect – only from PM)! RT@nickcoster: A3 A great listener who doesn’t get upset or discouraged when the prospectsays no. #prodmgmttalk -4:31 PM Jul 25th, 2011clivelam A2: (cont) the deck outlined exactly the intricacies of the persona & how to addresseach scenario, lots of "Aha" moments#prodmgmttalk -4:31 PM Jul 25th, 2011brainmates RT @ProdMgmtTalk: The perfect sales person talks the talk, eats the dogfood,gets jiggy and sells value! #prodmgmttalk -4:31 PM Jul 25th, 2011jockbu A3: Some technical understanding and believes in / is passionate about theproducts #prodmgmttalk -4:32 PM Jul 25th, 2011Ycnt_ibdonlyjen Another grey rainy cold day in melbourme :( bring onthe #prodmgmttalk sunshine -4:32 PM Jul 25th, 2011brainmates Nice RT @clivelam: Deck outlined exactly the intricacies of the persona & howto address each scenario, lots of "Aha" moments #prodmgmttalk -4:32 PM Jul 25th, 2011ProdMgmtTalk A3: verbal point - sales people have to be charming & sell themselves &develop rapport prior to selling value#prodmgmttalk -4:33 PM Jul 25th, 2011jockbu A3: How about this chestnut: lets the product manager speak to the customerwithout fear of ruining his/her mythical deal#prodmgmttalk -4:33 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 11 Social Media Dashboard http://hootsuite.com/p_6792
  12. 12. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalklmckeogh RT @jockbu: A3: Some technical understanding and believes in / is passionateabout the products #prodmgmttalk -4:33 PM Jul 25th, 2011ProdMgmtTalk Sending California sunshine to @Ycnt_ibdonlyjen inMelbourne! #prodmgmttalk -4:34 PM Jul 25th, 2011jockbu @clivelam Aha moments are great - you can see #salesmentally filing away thesoundbite or factoid to be used later#prodmgmttalk -4:34 PM Jul 25th, 2011ProdMgmtTalk Product Managers produce, we dont close, says@jockbu, so we wouldntsteal the sale if speak direct to prospect#prodmgmttalk -4:35 PM Jul 25th, 2011nickcoster A3) re eating Dogfood - this only applies if the sales person (and the #prodmgr)is also represents the target market.#prodmgmttalk -4:35 PM Jul 25th, 2011jockbu @ProdMgmtTalk -"why not just let PM talk to customer?" PMs produce, we dontclose deals - that why #sales are crucial#prodmgmttalk -4:35 PM Jul 25th, 2011clivelam A3: someone who is an advocate of what #prodmgmtdoes & who understands theboundaries of the role #prodmgmttalk-4:36 PM Jul 25th, 2011ProdMgmtTalk @nickcoster A3) re: eating dogfood - agree, but shouldnt all companypeople be sales people on some level#prodmgmttalk -4:36 PM Jul 25th, 2011jockbu @ProdMgmtTalk were good at listening, though - this often uncovers oppsfor #sales, giving them good reason to let us speak#prodmgmttalk -4:36 PM Jul 25th, 2011nickcoster A3) my perfect sales person would create an invitation to the purchase ratherthan close a deal. #prodmgmttalk -4:37 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 12 Social Media Dashboard http://hootsuite.com/p_6792
  13. 13. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkcindyfsolomon Q4 What have you learned from sales that has made you a better productmanager? #prodmgmttalk -4:37 PM Jul 25th, 2011Ycnt_ibdonlyjen cool! RT @clivelam: Deck outlined exactly the intricacies of the persona &how to address each scenario, lots of "Aha" moments #prodmgmttalk -4:37 PM Jul 25th,2011jockbu @ProdMgmtTalk @nickcoster Good selling is about helping the customer tounderstand why they need to buy your product#prodmgmttalk -4:38 PM Jul 25th, 2011ProdMgmtTalk A4) Things PMs can learn from sales: Tenacity, drive to be heard & to get aseat at the conference table to present ideas #prodmgmttalk -4:38 PM Jul 25th, 2011nickcoster A4) Buyer needs and user needs are frustratingly different. Even if they are thesame person. #prodmgmttalk -4:39 PM Jul 25th, 2011jockbu A4: Learn from #sales - dont take rejection personally - try and tryagain! #prodmgmttalk -4:39 PM Jul 25th, 2011clivelam Myers Briggs? #prodmgmttalk -4:40 PM Jul 25th, 2011brainmates A4: #Sales is difficult job. Watching sales process and identifying buyer painpaints will help #Prodmgr create better product #prodmgmttalk -4:40 PM Jul 25th, 2011jockbu @nickcoster No room for "one size fits all" approach to buyers and user -segmentation and understanding are both important #prodmgmttalk -4:40 PM Jul 25th,2011ProdMgmtTalk A4) PMs can learn how to be more extroverted and people focused (asopposed to focus on facts & details....)....#prodmgmttalk -4:41 PM Jul 25th, 2011brainmates A4: Ohhh and having a thick shell! #prodmgmttalk -4:41 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 13 Social Media Dashboard http://hootsuite.com/p_6792
  14. 14. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkjockbu A4: There is a time to stand firm in negotiations and a time to compromise -especially for roadmaps, features #prodmgmttalk -4:42 PM Jul 25th, 2011clivelam A4: 1. Im glad Im not in #sales, 2. how they can align with customers to get themto open up on their needs#prodmgmttalk -4:42 PM Jul 25th, 2011jockbu @brainmates Absolutely - PMs need to understand their market / customer - andtheir #sales force to solve their problems#prodmgmttalk -4:42 PM Jul 25th, 2011cindyfsolomon Q5 What creative methods have you employed to focus the attention ofyour sales people on your product?#prodmgmttalk -4:43 PM Jul 25th, 2011nickcoster RT @jockbu: AGREE! "No room for "one size fits all" approach to buyers and user- segments and understand are both important" #prodmgmttalk -4:43 PM Jul 25th, 2011Ycnt_ibdonlyjen @jockbu it was my 1st exp w sales training & an eye opener. foundquestions, role play & active participation worked best. #prodmgmttalk -4:43 PM Jul 25th,2011jockbu A5: bit of a niche question this one, not everyone has a strong indirectchannel #prodmgmttalk -4:43 PM Jul 25th, 2011jockbu Oops - sorry jumping ahead to next question :)#prodmgmttalk -4:44 PM Jul 25th,2011jockbu A5: Bribery - competitions to win shiny gadgets#prodmgmttalk -4:44 PM Jul 25th,2011brainmates A5: Involved #sales in product development process - gathering requirements 2testing #prototypes so they r engage fr start #prodmgmttalk -4:45 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 14 Social Media Dashboard http://hootsuite.com/p_6792
  15. 15. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkProdMgmtTalk A5 - Sales incentives and gamification rewards to keep salesfocussed #prodmgmttalk -4:45 PM Jul 25th, 2011jockbu A5: One technique Ive used recently is to focus efforts on select champions, then letrest of #sales catch up with envy#prodmgmttalk -4:45 PM Jul 25th, 2011nickcoster A5) Common Buyer Personas. Creates a clear vision of the target customer andcreates a feedback look to refine personas. #prodmgmttalk -4:45 PM Jul 25th, 2011jockbu Side Q: how much control do PMs have over sales incentives - varies a great dealfrom company to company#prodmgmttalk -4:46 PM Jul 25th, 2011ProdMgmtTalk RT @jockbu: Side Q: how much control do PMs have over sales incentives -varies a great deal from company to company #prodmgmttalk -4:46 PM Jul 25th, 2011brainmates A5: Have run "cafes" to showcase product. Each cafe is themed offering food,prizes 2 encourage #sales to come#prodmgmttalk -4:47 PM Jul 25th, 2011clivelam A5: Show them the feedback from the prototypes & beta users. Good feedback willhelp #sales see the opportunity#prodmgmttalk -4:47 PM Jul 25th, 2011nickcoster A5) Support the product with effective marketing so that the sales persons job iseasier for that product. #prodmgmttalk -4:47 PM Jul 25th, 2011wkmyrhang RT @brainmates: A5: Involved #sales in product development process -gathering requirements 2 testing#prototypes so they r engage fr start #prodmgmttalk -4:47PM Jul 25th, 2011brainmates A5: In 2007 we offered a trip to Paris for World Cup as a salesincentive #prodmgmttalk -4:48 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 15 Social Media Dashboard http://hootsuite.com/p_6792
  16. 16. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkProdMgmtTalk A5) Please explain what a "cafe" is for salespeople: another Australianinnovation #prodmgmttalk -4:48 PM Jul 25th, 2011brainmates RT @clivelam: A5: Show them the feedback from the prototypes & beta users.Good feedback will help #sales see the opportunity #prodmgmttalk -4:48 PM Jul 25th, 2011jockbu A5: Leaderboards - which #sales person or team is doing better thanothers #prodmgmttalk -4:49 PM Jul 25th, 2011clivelam @brainmates what about for the #prodmgr who made such anawesome #product? no trip to Paris? :) #prodmgmttalk -4:49 PM Jul 25th, 2011ProdMgmtTalk Exactly! RT @clivelam: @brainmates what about for the #prodmgr whomade such an awesome #product? no trip to Paris? :) #prodmgmttalk -4:49 PM Jul 25th,2011brainmates A cafe creates a buzz for #sales people - we create an experience around theproduct. #prodmgmttalk -4:49 PM Jul 25th, 2011brainmates We got to go :) RT @clivelam: @brainmates what about for the #prodmgr whomade such an awesome #product? no trip to Paris? :) #prodmgmttalk -4:50 PM Jul 25th,2011jockbu Couple of you encouraging better engagement of #sales with the product - get themto believe in it #prodmgmttalk -4:50 PM Jul 25th, 2011jockbu A5: Recognition - announcing and congratulating prominent deals to wholecompany #prodmgmttalk -4:51 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 16 Social Media Dashboard http://hootsuite.com/p_6792
  17. 17. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkcindyfsolomon Q6 How does your approach change when working with indirect sales teamsversus direct? #prodmgmttalk -4:52 PM Jul 25th, 2011jockbu A6 Definitely a niche question. Key thing is that the PM now hasmultiple #sales teams, each with diff needs and motivations #prodmgmttalk -4:53 PM Jul25th, 2011ProdMgmtTalk A6: the sales tools are customized for the sales process - whether direct orchannel - this is a product marketing effort #prodmgmttalk -4:53 PM Jul 25th, 2011jockbu A6 - trick is achieving scalability; create the #sales tools / training once, publish tomany (with appropriate tweaks)#prodmgmttalk -4:54 PM Jul 25th, 2011cindyfsolomon Q7 In the end, what is it that sales people really need from productmanagement? #prodmgmttalk -4:55 PM Jul 25th, 2011jockbu Interesting conversation on #blogtalkradio about supporting sales, when nospecific #prodmktg role, #prodmgmtfills the gap #prodmgmttalk -4:56 PM Jul 25th, 2011brainmates A7 What #sales people need & what #sales ask for is verydifferent. #prodmgmttalk -4:56 PM Jul 25th, 2011jockbu A7: Fundamentally, confidence in the quality of the products and their value in themarket #prodmgmttalk -4:57 PM Jul 25th, 2011ProdMgmtTalk A7: Sales people always want highly qualified hot leads #prodmgmttalk -4:57PM Jul 25th, 2011cindyfsolomon A7: Direction. #prodmgmttalk -4:57 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 17 Social Media Dashboard http://hootsuite.com/p_6792
  18. 18. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkclivelam A7: Hahaha, this answer requires a #prodmgr to define the problem:) #prodmgmttalk -4:57 PM Jul 25th, 2011jockbu @cindyfsolomon Indeed - clear and consistent direction, whether for saying yes orno to something (think roadmaps)#prodmgmttalk -4:58 PM Jul 25th, 2011jockbu A7: The right sales tools - not just the same old, same old#prodmgmttalk -4:58 PMJul 25th, 2011ProdMgmtTalk Thank you @jockbu for an excellent debate today Thanks for staying awakepast midnight! Everyones participation appreciated! #prodmgmttalk -4:59 PM Jul 25th,2011ProdMgmtTalk Join us next week: Gopal Shenoy @gopalshenoy On Owning the CompetitiveSpace #prodmgmttalk -4:59 PM Jul 25th, 2011ProdMgmtTalk Unedited transcript available soon at July 25 TranscriptCleaning http://bit.ly/qEq73y scroll to bottom & read up#prodmgmttalk -4:59 PM Jul 25th,2011clivelam thanks @jockbu for hanging out today #prodmgmttalk -4:59 PM Jul 25th, 2011ProdMgmtTalk Please blog about your insights to todays talk to be repostedat http://www.prodmgmttalk.com #prodmgmttalk -5:00 PM Jul 25th, 2011jockbu Thanks for participating everyone, lots of good observations#prodmgmttalk -5:00PM Jul 25th, 2011brainmates Thanks so much @jockbu for participating in this talk esp. since you stayed uptill 1 AM UK time to join us.#prodmgmttalk -5:00 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 18 Social Media Dashboard http://hootsuite.com/p_6792
  19. 19. Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalkjockbu @clivelam Youre very welcome, a pleasure #prodmgmttalk -5:00 PM Jul 25th, 2011jockbu @brainmates no problem at all :) #prodmgmttalk -5:00 PM Jul 25th, 2011ProdMgmtTalk Like us on facebook http://on.fb.me/ncKUD8 Follow us onLinkedIn http://linkd.in/pJ8B68 #prodmgmttalk -5:01 PM Jul 25th, 2011ProdMgmtTalk Join LinkedIn group http://linkd.in/jRmwRx#prodmgmttalk -5:01 PM Jul25th, 2011ProdMgmtTalk Global Product Management Talk Speaker Schedulehttp://bit.ly/gV5xsM #prodmgmttalk -5:01 PM Jul 25th, 2011ProdMgmtTalk Read Global Product Management Talk blog and blog your insights to beposted http://bit.ly/eOFmB6 #prodmgmttalk -5:02 PM Jul 25th, 2011ProdMgmtTalk Subscribe to our newsletter (coming soon!)http://bit.ly/ouZN8J #prodmgmttalk -5:02 PM Jul 25th, 2011schmediad +1 Products are amazingly sophisticated! RT@brainmates: A cafe creates buzzfor Sales; we create an experience around product #prodmgmttalk -5:03 PM Jul 25th, 2011 Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below! 19 Social Media Dashboard http://hootsuite.com/p_6792

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