Sales enablement for Product Managers
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How to get Sales to Sell your Product for Product Managers
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Many product managers fail to understand why their sales teams are not making more headway in selling their products. Often, the product manager fails to fully understand the environment in which the sales team is operating. This presentation sheds some light on the key characteristics of a sales person and their needs; with some ideas on how to address them.
Transcript of Sales enablement for Product Managers
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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