July 8, 2012 by aarnfeld
It makes no sense to launch into an explanation of your product description if you have not qualified the opportunity through active listening and exploration with the customer. Our earlier article discussed product descriptions and this article will focus upon the pre-requisite analysis piece of the sales book.
There are two aspects to pre-requisites for product [...]
May 8, 2012 by aarnfeld
As a Product manager or product management team one of your goals is to ensure the sales force for B2B activity fully understand the product, price, position and promotion methods you wish them to initiate and follow through. Without this information, do not be surprised if your sales team deliver signed contracts for services that [...]
Continue ReadingJanuary 10, 2010 by aarnfeld
As a customer focussed company you will recognise that customers whether B2B or B2C, are value maximisers. They are looking for the best deal. But the best deal for one buyer is not the same as for another Buyer. The selection criteria are not the same. Some buyers will focus on price along whereas others [...]
Continue ReadingJanuary 5, 2010 by aarnfeld
As product managers when we work on “choose the value” we must understand the market environment within which we operate in order to build an effective strategy for our products as “CEO” for our product lines. One of the most influential models to assist us in this task has been developed by Michael Porter, published [...]
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