How to get Sales to Sell your Product

for Product Managers

You’re a Product Manager

With a funky new

product

How are you going to get it sold ?

Meeting with Sales,of course

With Slides

Handouts

How many sales willall this effort generate ?

This many

$0

None

Why?

No Sales Engagement

First rule ofProduct Management

Understand your

user’s environment

Build a Persona foryour Sales

Team

What might you find out?

Sales have a lot of

products to sell

Learning about new products is hard and

time-consuming

Sales are busy too

Most sales professionals prefer verbal communication to written

Product Manager: Engage with your Sales Team

Engagement is a process

Not a

one-off

training

Plan the process, follow-up and follow through

Be ready to adapt

with the feedback

from sales

Remove barriers

Here are some suggestions

Clear Messaging per Buyer Persona

One customer may have several buyers

e.g. marketing,

procurement, ceo,

legal, IT

Have a great story for sales to tell each

buyer

With numbers if

possible

86%satisfaction rate

Comparison between competitorProducts

Comparison between your ownProduct offerings!

Provide info verbally and in writing

You’ll need to support sales until they’re

comfortable selling your product on their

own.

Are your incentives aligned ?

Most sales teams are paid throughcommission

Is your product part

of the commission

structure?

Good Luck!

Richard Beck

www.richardint.com

richard_beck

(Product Manager)

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