Slides Beth Temple recently used in her discussion w/ mentees of The Product Mentor.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
Following up with sales prospects can be tricky. Sometimes you don’t follow up enough and might be missing out on the business. Other times you might follow up too much where the only thing you are doing is damaging the relationship and wasting valuable time.
If you can relate to that, you should join us for our next webinar “How to Effectively Manage the Sales Lead Follow-Up Process” where we will share a structured process that you can use that will provide clarity for how best to follow up on sales leads.
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
This training module was used for up-training our current pool in handling objections.
The coverage is very basic and centered towards responding appropriately to different scenarios.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
Do you have troubles with customer objections? Or you'd like to close more deals? Learn how you can easily deal with sales objections. Please Share and Like this presentation!
Full text article about sales objections handling: http://www.logision.com/knowledge/sales-objection-handling
Video: https://www.youtube.com/watch?v=fa_n6UHt_CI
More business articles: http://www.logision.com/knowledge
Optimize your business with Logision: http://www.logision.com/
Bob Apollo of Inflexion-Point Strategy Partners introduces the 3 key principles of value-based selling:
- Focusing on Your Most Valuable Prospects
- Aligning Your Sales Stages with your Prospect's Buying Journey
- Facilitating their Buying Decision Process
And shows how B2B-focused sales organisations that have adopted value-based selling have been able to improve sales in rates, shorten sales cycles, increase deal values, get more sales people on quota and accelerate revenue growth
I have had the pleasure to mentor many entrepreneurs and this deck was for The Product Group in NYC (Jeremy Horn). Listening to customers is a critical skill - one that can break a company or make one bigger.
It is a super skill
The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action immediately. The SPIN Selling Fieldbook includes:
-Individual diagnostic exercises
-Illustrative case studies from leading companies
-Practical planning suggestions
-Provocative questionnaires
Practice sessions to prepare you for dealing with challenging selling situations
Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
This training module was used for up-training our current pool in handling objections.
The coverage is very basic and centered towards responding appropriately to different scenarios.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
20 Best Sales Objections Handling Techniques - SlidesAndriy Popov
Do you have troubles with customer objections? Or you'd like to close more deals? Learn how you can easily deal with sales objections. Please Share and Like this presentation!
Full text article about sales objections handling: http://www.logision.com/knowledge/sales-objection-handling
Video: https://www.youtube.com/watch?v=fa_n6UHt_CI
More business articles: http://www.logision.com/knowledge
Optimize your business with Logision: http://www.logision.com/
Bob Apollo of Inflexion-Point Strategy Partners introduces the 3 key principles of value-based selling:
- Focusing on Your Most Valuable Prospects
- Aligning Your Sales Stages with your Prospect's Buying Journey
- Facilitating their Buying Decision Process
And shows how B2B-focused sales organisations that have adopted value-based selling have been able to improve sales in rates, shorten sales cycles, increase deal values, get more sales people on quota and accelerate revenue growth
I have had the pleasure to mentor many entrepreneurs and this deck was for The Product Group in NYC (Jeremy Horn). Listening to customers is a critical skill - one that can break a company or make one bigger.
It is a super skill
Want to start a company? Have a product idea? Want to be a Founder or Entrepreneur? Here are the 3 things you need to do to launch a startup. I also provide tips, trick and thoughts on startup pitfalls and ways to succeed.
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
The webinar intends to provide some tips to help start-ups involved in Big Data and data-driven economy to successfully face the investment phase and to maximize their chances to get external funding for their future endeavor.
Product Strategy for Startups (english) #GoogleLaunchpad #StartupWiseGuysBenno Lœwenberg
Endless amounts of products are offered to the market, that nobody asked for. A well shaped product strategy is fundamental to enable building something, that people actually need or want.
This talk illuminates how a propper product strategy looks like and what the crucial success factors are. How it helps translating business goals and vision into product design and business model, that take customer needs and market affordances into account.
How to Thrive, Not Just Survive at Product by BBC PMProduct School
Main Takeaways:
- Know what success looks like and how you intend to measure it upfront
- Identify the key stakeholders and have a plan to manage them
- Be a good storyteller and sell the positive case
Target good enough, not perfect
A very simple six stage system that explores how the product moves through the sales channel and more importantly how current customers are retained and new customers are won. This presentation is derived from the new employee sales orientation program at Teleco Supply. It is geared towards B2C wireless sales and is of value to any retail salesperson, front line/store manager, training manager or senior sales leadership. This was recently presented at the 2015 Canadian Wireless Trade Show.
Both Sides of the Product - Product-Led Summit 2018Evan Lewis
Perspectives from a sales leader turned product manager. My presentation from the Product-Led Summit co-hosted by OpenView Ventures and the Product-Led Institute.
Des Traynor speaking at WebSummit 2018. We spend a lot of time talking about how companies can get to the point where their product resonates in the market. But this is not the only thing that matters.
Slides Scott Levy recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: I will be focused on how to use data both quantitative (i.e. in-app metrics) and qualitative (i.e. customer interviews) to make and justify prioritization decisions. This topic will also cover how to use a thematic roadmap to more easily prioritize and justify decisions.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Tips on communicating internally to different audiencesJeremy Horn
Slides Bryan Postelnek recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Product Managers must be able to communicate to a variety of people across different departments - stakeholders, developers, designers, marketing, leadership, etc. - and, although we wish it were true, one message or document doesn't work for all groups. Watch this talk to learn some tips on how to frame conversations and set yourself up to succeed in talking to these different audiences.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
The Superpower for Highly Effective Product ManagersJeremy Horn
Slides Tauheed Ahmed recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Empathy is an indispensable skill that product managers can utilize to get deeper understanding of user needs, gain better alignment among stakeholders and build high performing teams by cultivating a culture of collaboration and respect.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
How to transition from Product Management to Product LeadershipJeremy Horn
Slides Paul Hurwitz recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Key items to keep in mind when making the transition and what new tasks you'll be performing when you make the transition. Do you have to advance your career? What does it mean to manage Product Managers?
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
How to stay productive and find time to do deep work as a product managerJeremy Horn
Slides Chris Butler recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: All product managers need to link the high-level challenge they are solving with the day-to-day. How do you keep them connected and in sync when there are different disciplines and stakeholders involved on each level? During this talk, we will review the process and method by which you align the three key components of product planning.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Alignment of strategy, roadmap, and backlogJeremy Horn
Slides Chris Butler recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: All product managers need to link the high-level challenge they are solving with the day-to-day. How do you keep them connected and in sync when there are different disciplines and stakeholders involved on each level? During this talk, we will review the process and method by which you align the three key components of product planning.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Importance of iterative interview of the stakeholdersJeremy Horn
Slides Yogesh Sharma recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Good product management practice consists of various technics. To develop an excellent product it is really important to understand your customer’s need or to understand the problem your stakeholders are trying to solve. Big question is how do you know that what is the real that stakeholder’s are trying to solve and how relevant is the problem ?
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
A Guide to Components for Product ManagersJeremy Horn
Slides John Masterson recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Drawing on my own experience as a naive Product Manager, the goal of this talk to increase awareness into the world of front-end JavaScript components. Specifically how to research these at the start of a project to avoid going into production with the wrong ones.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
The rule of seven: how to structure your product organization to succeedJeremy Horn
Slides Patrick Hoffman recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Whether you're the first product manager in an early stage company or one of hundreds in a late stage company it's important to understand different ways to organize your teams for success. In this talk we'll discuss different team structures and how to avoid some common pitfalls that arise as small group behavior gives way to large group behavior.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Slides Jordan Bergtraum recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: The Product Management role is very broad. It requires an incredible variety of skills and can consume a human life. Is it time to break the role down into different functions?
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Building Rapport with your Team as a Product ManagerJeremy Horn
Slides Alberto Simon recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Learn the best tips on building rapport with a new or existing team. Earn the trust of your team by showing them the value you can bring to their daily work life.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Slides Chris Butler recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: When talking with people (aka 'users') about our products what should we be 'discovering?' Through this talk, we discuss the methods by which we do great user research, synthesis, and decision making with what we learn.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Product Manage Your Way into a Product Management JobJeremy Horn
Slides Andrew Hsu recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: How to treat yourself as a product to find a job and, in parallel, refine your product management skills. It's meta.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Build vs. Buy - Evaluating Technology DecisionsJeremy Horn
Slides Scott Stokke recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Evaluate between building internally or buying a software or service for your platform or feature. Continuing discussion on how to get buy-in from stakeholders.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Slides Chris Butler recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: When talking with people (aka 'users') about our products what should we be 'discovering?' Through this talk, we discuss the methods by which we do great user research, synthesis, and decision making with what we learn.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Using Product Management to Get a Product Management GigJeremy Horn
Slides Andrew Hsu recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: How to treat yourself as a product to find a job and, in parallel, refine your product management skills. It's meta.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Slides Scott Stokke recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Evaluate between building internally or buying a software or service for your platform or feature. Continuing discussion on how to get buy-in from stakeholders.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
When everything is chaos, focus on these 3 thingsJeremy Horn
Slides Andrew Hsu recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: When everything is in chaos because you work at a start up, here are the only three things that matter for you to focus on. This will help you focus and keep moving forward.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Slides Nis Frome recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Users are 'divinely discontent' and their preferences and expectations are a moving target. If you're hypotheses are based on outdated research reports or media headlines, you're probably making the wrong decisions. I'll provide data to prove that.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
Slides Patrick Hoffman recently used in his discussion w/ mentees of The Product Mentor.
Synopsis: Many people who are early in their PM career, or who are looking to break into Product Management, find themselves obsessing over gaining deep technical skills. Learn from an experienced Product Manager about why that’s the wrong thing to prioritize and what traits are more important to making your mark as a Product Manager.
The Product Mentor is a program designed to pair Product Mentors and Mentees from around the World, across all industries, from start-up to enterprise, guided by the fundamental goals…Better Decisions. Better Products. Better Product People.
Throughout the program, each mentor leads a conversation in an area of their expertise that is live streamed and available to both mentee and the broader product community.
http://TheProductMentor.com
NIDM (National Institute Of Digital Marketing) Bangalore Is One Of The Leading & best Digital Marketing Institute In Bangalore, India And We Have Brand Value For The Quality Of Education Which We Provide.
www.nidmindia.com
New Explore Careers and College Majors 2024.pdfDr. Mary Askew
Explore Careers and College Majors is a new online, interactive, self-guided career, major and college planning system.
The career system works on all devices!
For more Information, go to https://bit.ly/3SW5w8W
The Impact of Artificial Intelligence on Modern Society.pdfssuser3e63fc
Just a game Assignment 3
1. What has made Louis Vuitton's business model successful in the Japanese luxury market?
2. What are the opportunities and challenges for Louis Vuitton in Japan?
3. What are the specifics of the Japanese fashion luxury market?
4. How did Louis Vuitton enter into the Japanese market originally? What were the other entry strategies it adopted later to strengthen its presence?
5. Will Louis Vuitton have any new challenges arise due to the global financial crisis? How does it overcome the new challenges?Assignment 3
1. What has made Louis Vuitton's business model successful in the Japanese luxury market?
2. What are the opportunities and challenges for Louis Vuitton in Japan?
3. What are the specifics of the Japanese fashion luxury market?
4. How did Louis Vuitton enter into the Japanese market originally? What were the other entry strategies it adopted later to strengthen its presence?
5. Will Louis Vuitton have any new challenges arise due to the global financial crisis? How does it overcome the new challenges?Assignment 3
1. What has made Louis Vuitton's business model successful in the Japanese luxury market?
2. What are the opportunities and challenges for Louis Vuitton in Japan?
3. What are the specifics of the Japanese fashion luxury market?
4. How did Louis Vuitton enter into the Japanese market originally? What were the other entry strategies it adopted later to strengthen its presence?
5. Will Louis Vuitton have any new challenges arise due to the global financial crisis? How does it overcome the new challenges?
Want to move your career forward? Looking to build your leadership skills while helping others learn, grow, and improve their skills? Seeking someone who can guide you in achieving these goals?
You can accomplish this through a mentoring partnership. Learn more about the PMISSC Mentoring Program, where you’ll discover the incredible benefits of becoming a mentor or mentee. This program is designed to foster professional growth, enhance skills, and build a strong network within the project management community. Whether you're looking to share your expertise or seeking guidance to advance your career, the PMI Mentoring Program offers valuable opportunities for personal and professional development.
Watch this to learn:
* Overview of the PMISSC Mentoring Program: Mission, vision, and objectives.
* Benefits for Volunteer Mentors: Professional development, networking, personal satisfaction, and recognition.
* Advantages for Mentees: Career advancement, skill development, networking, and confidence building.
* Program Structure and Expectations: Mentor-mentee matching process, program phases, and time commitment.
* Success Stories and Testimonials: Inspiring examples from past participants.
* How to Get Involved: Steps to participate and resources available for support throughout the program.
Learn how you can make a difference in the project management community and take the next step in your professional journey.
About Hector Del Castillo
Hector is VP of Professional Development at the PMI Silver Spring Chapter, and CEO of Bold PM. He's a mid-market growth product executive and changemaker. He works with mid-market product-driven software executives to solve their biggest growth problems. He scales product growth, optimizes ops and builds loyal customers. He has reduced customer churn 33%, and boosted sales 47% for clients. He makes a significant impact by building and launching world-changing AI-powered products. If you're looking for an engaging and inspiring speaker to spark creativity and innovation within your organization, set up an appointment to discuss your specific needs and identify a suitable topic to inspire your audience at your next corporate conference, symposium, executive summit, or planning retreat.
About PMI Silver Spring Chapter
We are a branch of the Project Management Institute. We offer a platform for project management professionals in Silver Spring, MD, and the DC/Baltimore metro area. Monthly meetings facilitate networking, knowledge sharing, and professional development. For event details, visit pmissc.org.
This comprehensive program covers essential aspects of performance marketing, growth strategies, and tactics, such as search engine optimization (SEO), pay-per-click (PPC) advertising, content marketing, social media marketing, and more
1. Talking to Customers
MENTOR: Beth Temple
The Product Mentor
October 18, 2013
bethtemple4u llc, 917.446.2871
ALL RIGHTS RESERVED
1
2. It is commonly estimated that between
70-90% of new products fail.
bethtemple4u llc
ALL RIGHTS RESERVED
2
3. Which is a frightening statistic because
new products are continually in demand.
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3
4. Evidenced by the fact that
product lifecycles are shortening.
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4
5. Why product lifecycles are shortening
requiring
rapid
advancement of
technology
creates
an
overabundance
of products
consumer
attention spans
shortening
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5
6. Change is happening quickly
and it is directly
affecting product viability.
bethtemple4u llc
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6
7. It’s up to us to
eradicate product failure!
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7
8. What are the 5
mistakes you don’t want to make?
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8
9. Top 5 reasons new products fail
1
Don’t know who your customers are. If you don’t know who
your customers are – you don’t know what they need, how
they will adopt and use the product, what other products they
use, how big the market is, or how to market to them.
bethtemple4u llc
ALL RIGHTS RESERVED
9
10. Top 5 reasons new products fail
1
Don’t know who your customers are. If you don’t know who
your customers are – you don’t know what they need, how
they will adopt and use the product, what other products they
use, how big the market is, or how to market to them.
2
Lack of value proposition. Without it – you won’t be able to
make decisions or you’ll make bad ones. This is where you
identify the problem that needs to be solved.
bethtemple4u llc
ALL RIGHTS RESERVED
10
11. Top 5 reasons new products fail
1
Don’t know who your customers are. If you don’t know who
your customers are – you don’t know what they need, how
they will adopt and use the product, what other products they
use, how big the market is, or how to market to them.
2
Lack of value proposition. Without it – you won’t be able to
make decisions or you’ll make bad ones. This is where you
identify the problem that needs to be solved.
3
Focus on a feature and not the problem to be solved. Features
come and go – problems persist and multiply.
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11
12. Top 5 reasons new products fail
4
Don’t get out in front of customers early and often enough.
Issues can be discovered in early stage testing that save time,
money and reputation.
bethtemple4u llc
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12
13. Top 5 reasons new products fail
4
Don’t get out in front of customers early and often enough.
Issues can be discovered in early stage testing that save time,
money and reputation.
5
Building by committee. There should be one person, who
oversees a diversified team, who is accountable and
responsible for the product and its outcome. You build
successful digital products through collaboration but not by
committee.
bethtemple4u llc
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13
14. Out of the top 5,
4 are about customers.
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14
16. A product shouldn’t be internally
determined.
It should be externally inspired.
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16
17. Important reasons why you talk to customers
n
Customers are what makes a product a business
n
Mitigate the risks of uncertainty
n
Discover and assess market opportunity
n
Understand behaviors, needs, and expectations
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17
18. 2 things you should know about customers
n
The product must solve a problem a customer has or helps them
accomplish a familiar task in a better way.
n
Customers are not focused on just one way to find a solution –
they are looking at all kinds of ways to find the right solution.
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19. The only way to find out what
your customers are thinking …
is to talk to them!
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20. You can’t build product in a conference room
n
This is a typical way to build products – people sitting around in
a conference room with an ‘idea’!
n
Smart people with customer data and product and business
know how – what more could you need?
n
This is rife with risk
n
Eric Ries calls this GOOB (get out of the building)
n
The value of your product is outside of the conference room in
your customers’ behavior, needs and expectations
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21. 2 big disruptions you create
n
Customers need to figure out how your product will fit into their
day/life (practical application).
n
Customers need to figure out how it works (technical
application).
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22. Customers are now part of the process
n
Lean: build – measure – learn
n
Agile: user stories
n
Learn through customer feedback cycles
n
Validate product viability
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24. There is a difference between
knowing how to build something
and knowing what to build.
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25. When to talk to customers
n
Throughout the process of any product ideation and build-out.
n
At critical intervals.
n
When there are times of team disagreement or features don’t
‘feel right’.
n
When you don’t know what you need to know to go forward.
n
If 6 or 8 weeks have gone by and you haven’t talked to
customers – there better be a really good reason why!
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26. When to talk to customers
Typical new product process
Talk to
customers:
behaviors,
routines,
unmet needs
Idea
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Assess/
Define
Talk to
customers:
expectations,
usage,
usability
Talk to
customers:
usage,
adoption
Design
wireframes,
visual design
Build
multiple x’s
prototype, multiple x’s
alpha/beta
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27. Idea stage
n
Focus: understand behaviors, routines, and unmet needs.
n
Go out and talk to and observe potential customers to see if
their expectations align with the product you have in mind.
–
This is the time to discover and understand the market opportunities and
challenges.
–
–
n
Learn about customers’ existing routines, product use, and unmet needs.
Don’t ask or talk about your ‘idea’.
Results may bear out (better now than after the product is built)
that customers don’t need or want the product as it is defined.
–
This does not mean there isn’t some part of the product that will resonate or
there isn’t another opportunity, so listen closely.
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28. Design stage
n
Focus: understand expectations, usage, and usability.
n
When you get to the design stage talk to customers at
intermittent stages and multiple times throughout.
n
When the designs are in paper format, show them to a small
group of targeted customers to get feedback.
n
The intent is to find the quickest way to establish a view of the
user’s experience that can easily be tested.
n
Don’t assume every comment needs to be addressed; focus
only on the comments which are repeated amongst client sets.
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29. Build stage
n
Focus: understand usage and adoption.
n
Use clickable prototypes, MVP, next release.
n
At this stage the team should be looking at the general usage
and adoption behavior in order to make necessary small
adjustments.
n
Feedback can be actively collected through one-to-one calls/
WebEx or in-person meetings which allow for observation.
n
This process should be repeated as often as it takes (often 2-3
cycles) to enhance the likelihood of success.
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31. It is not a product until your
customers say it is a product.
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32. Customer empathy
n
How easy it for you to change?
n
That is essentially what you are asking customers to do when
you launch a product, new, enhanced or redesigned.
n
Your job is to make their change easy, not hard.
n
To do that you need to think like a customer not a product
builder.
n
The best way to do this is talk to customers; understand your
product through their point of view.
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33. What goes wrong when talking to customers
n
You, as a product builder are too emotionally attached.
–
–
You simply cannot be attached to the outcome. It’s hard. It takes practice.
Establish a neutral stance remove emotional attachments and vested
interests.
n
As humans we have a desire to validate our own views.
n
You talk more than you LISTEN.
–
n
You want to sell the idea and its promise instead of listening to their needs.
You talk to customers to learn about what the product SHOULD
be – not to validate what you WANT the product to be.
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34. The types of customer testing
n
Interviews (phone, man-on-the-street)
n
In-person usability observation
n
Landing pages
n
Wizard of Oz
n
Concierge
n
A/B testing
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35. Talking to customers
n
It is not necessary to go out and talk to 100’s of customers.
n
Depending on what is being tested somewhere between 6-12
customers will usually provide the knowledge you need.
n
That group should be profiled to match the targeted market
most likely to use the product.
n
Interacting one-to-one is the best format. In-person if you can,
though phone is just as good.
n
It is important that feedback is gathered by a small group (1-2
people) for interpretation consistency.
–
Look for and identify general themes versus specific details.
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36. Example: Wanna buy a smartphone?
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37. What it takes …
n
Practice
n
Diligence
n
Curiosity
n
Empathy
n
Riding the pause
n
Listen for the opportunity
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