Sales… 'nuff said
Sales, especially in B2B, works their funnel, but often fails to truly grasp the customer's real need. This is why Product Management needs to help guide sales at times, and instill discipline...
sales
Sales, the art of helping customers to select and purchase the optimum product for their needs.
Sales Lies Part II
Sales will lie, to justify what they want, they will stretch, bend, or completely snap the truth. Product Management can give them what they ask for, but they can't alter reality...
Sales Lies Part 1 - Sales is Closest to the Customer
Sales will lie to you. They may not know they are lying, but they are. This episode is around the false belief that Sales is closest to the customer, so they know the market...
Sales Threats
Sales often uses the blunt edge of a threat to get their way. Product Management would do well to weigh such threats against the real world...
Forecast Time
Forecasting, seemingly a tangential Product Management task, is fraught with worry and stress. But it is crucial to understanding the business...
The Sales Cycle - Observations
Common throughout all my employers, and all my career is the sales hockey stick, where the bulk of the orders come in the last week of a quarter...