Sales enablement for Product Managers
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Transcript of Sales enablement for Product Managers
![Page 1: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/1.jpg)
How to get Sales to Sell your Product
for Product Managers
![Page 2: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/2.jpg)
You’re a Product Manager
With a funky new
product
![Page 3: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/3.jpg)
How are you going to get it sold ?
![Page 4: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/4.jpg)
Meeting with Sales,of course
![Page 5: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/5.jpg)
With Slides
![Page 6: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/6.jpg)
Handouts
![Page 7: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/7.jpg)
How many sales willall this effort generate ?
![Page 8: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/8.jpg)
This many
![Page 9: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/9.jpg)
$0
![Page 10: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/10.jpg)
None
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Why?
![Page 12: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/12.jpg)
No Sales Engagement
![Page 13: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/13.jpg)
First rule ofProduct Management
Understand your
user’s environment
![Page 14: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/14.jpg)
Build a Persona foryour Sales
Team
![Page 15: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/15.jpg)
What might you find out?
![Page 16: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/16.jpg)
Sales have a lot of
products to sell
![Page 17: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/17.jpg)
Learning about new products is hard and
time-consuming
![Page 18: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/18.jpg)
Sales are busy too
![Page 19: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/19.jpg)
Most sales professionals prefer verbal communication to written
![Page 20: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/20.jpg)
Product Manager: Engage with your Sales Team
![Page 21: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/21.jpg)
Engagement is a process
Not a
one-off
training
![Page 22: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/22.jpg)
Plan the process, follow-up and follow through
Be ready to adapt
with the feedback
from sales
![Page 23: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/23.jpg)
Remove barriers
![Page 24: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/24.jpg)
Here are some suggestions
![Page 25: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/25.jpg)
Clear Messaging per Buyer Persona
![Page 26: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/26.jpg)
One customer may have several buyers
e.g. marketing,
procurement, ceo,
legal, IT
![Page 27: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/27.jpg)
Have a great story for sales to tell each
buyer
![Page 28: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/28.jpg)
With numbers if
possible
86%satisfaction rate
![Page 29: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/29.jpg)
Comparison between competitorProducts
![Page 30: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/30.jpg)
Comparison between your ownProduct offerings!
![Page 31: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/31.jpg)
Provide info verbally and in writing
![Page 32: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/32.jpg)
You’ll need to support sales until they’re
comfortable selling your product on their
own.
![Page 33: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/33.jpg)
Are your incentives aligned ?
![Page 34: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/34.jpg)
Most sales teams are paid throughcommission
![Page 35: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/35.jpg)
Is your product part
of the commission
structure?
![Page 36: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/36.jpg)
Good Luck!
![Page 37: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/37.jpg)
Richard Beck
www.richardint.com
richard_beck
(Product Manager)
![Page 38: Sales enablement for Product Managers](https://reader033.fdocuments.net/reader033/viewer/2022042515/54532213af795908308b5578/html5/thumbnails/38.jpg)
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