July 25: On Product Management And The Sales Force

Sponsor us http://bit.ly/gF0Tt3 and visit our sponsor link below!

Social Media Dashboard http://hootsuite.com/p_6792

Transcript from July 25/26, 2011: Product Management and The Sales Force Global Product Management Talk with Jock Busuttil

http://www.prodmgmttalk Subscribe: http://bit.ly/ouZN8J FB: http://on.fb.me/ncKUD8 Listen to speaker & co-hosts! http://www.blogtalkradio.com/prodmgmttalk

1

ProdMgmtTalk Today for the first time, we are recording the discussion between the co-hosts, Cindy F. Solomon and Adrienne Tan with our speaker, Jock Busuttil. Listen to today’s episode: http://bit.ly/roFGiJ All episodes http://www.blogtalkradio.com/prodmgmttalk

Today's questions are at http://on.fb.me/pS9bZg

Q1 What are your personal top 3 challenges when engaging with your sales force?

Q2 What information does a sales person need to know about your product to sell it?

Q3 What would a product manager's perfect sales person look like?

Q4 What have you learned from sales that has made you a better product manager?

Q5 What creative methods have you employed to focus the attention of your sales people on your product?

Q6 How does your approach change when working with indirect sales teams versus direct?

Q7 In the end, what is it that sales people really need from product management? ProdMgmtTalk Never participated in a twitter chat? FAQs - http://bit.ly/i88OuC Join us! How to participate in Global Prod Mgmt Talk http://bit.ly/i3f5Q7 ProdMgmtTalk Get ready! Join us at http://tweetchat.com/room/prodmgmttalk automatically appends hashtag #prodmgmttalk (log into your twitter account) ProdMgmtTalk Discussion questions from each talk http://on.fb.me/fFRi7b Today’s questions: http://on.fb.me/pS9bZg Links to Background blogs/readings: http://bit.ly/o8Ad5D

http://bit.ly/gF0Tt3�

http://hootsuite.com/p_6792�

http://www.prodmgmttalk/�

http://bit.ly/ouZN8J�

http://on.fb.me/ncKUD8�

http://www.blogtalkradio.com/prodmgmttalk�

http://twitter.com/ProdMgmtTalk�

http://bit.ly/roFGiJ�


http://on.fb.me/pS9bZg�

http://bit.ly/i88OuC�

http://bit.ly/i3f5Q7�

http://tweetchat.com/room/prodmgmttalk�

http://twitter.com/#%21/search?q=%23prodmgmt�

http://twitter.com/#%21/search?q=%23prodmgmt�


http://on.fb.me/fFRi7b�


http://bit.ly/o8Ad5D�





2

ProdMgmtTalk Today for the first time, we are recording the discussion between the co-hosts and our speaker, Jock Busuttil. Listen to today’s episode: http://bit.ly/roFGiJ All episodes http://www.blogtalkradio.com/prodmgmttalk jockbu Just getting ready before the start of the talk - the tech is working so far :) #prodmgmttalk -3:55 PM Jul 25th, 2011 cindyfsolomon See a list of all the twitter chats: 472 and growing! Twitter Chat Schedule http://bit.ly/dJVfHk #prodmgmttalk -3:55 PM Jul 25th, 2011 cindyfsolomon Welcome @jockbu our speaker coming up today!#prodmgmttalk -3:56 PM Jul 25th, 2011 ProdMgmtTalk Please welcome today's speaker Jock Busuttil, Senior Product Manager, Experian, London (follow him now! @jockbu) cindyfsolomon Join us at http://tweetchat.com/room/prodmgmttalk automatically appends hashtag #prodmgmttalk -3:56 PM Jul 25th, 2011

ProdMgmtTalk Please follow @jockbu @prodmgmttalk @cindyfsolomon @brainmates and use hashtag #prodmgmttalk

ProdMgmtTalk Our format: we post questions Q1, Q2, Q3 please answer using A1, A2, A3

cindyfsolomon Discussion questions from each talk http://on.fb.me/fFRi7b Today’s questions: http://on.fb.me/pS9bZg #prodmgmttalk -3:56 PM Jul 25th, 2011 jockbu Hi Cindy, Adrienne - good to be here! #prodmgmttalk -3:57 PM Jul 25th, 2011








http://bit.ly/roFGiJ�


http://twitter.com/jockbu�


http://twitter.com/cindyfsolomon�

http://bit.ly/dJVfHk�





















3

cindyfsolomon We're broadcasting live! Listen in now at http://tobtr.com/s/2130391. #BlogTalkRadio (refresh your browser after sign in) #prodmgmttalk -3:59 PM Jul 25th, 2011 brainmates Looking forward to your chat RT @jockbu: Hi Cindy, Adrienne - good to be here! #prodmgmttalk -3:59 PM Jul 25th, 2011 cindyfsolomon Please introduce yourself: where you're tweeting from, your involvement w/product management when you come in!#prodmgmttalk -4:00 PM Jul 25th, 2011 cindyfsolomon This is Cindy, your co-host, tweeting from across the bay from San Francisco #prodmgmttalk -4:01 PM Jul 25th, 2011 brainmates Its Adrienne from Sydney. Senior Consultant at brainmates. #prodmgmttalk -4:01 PM Jul 25th, 2011 cindyfsolomon If you're NOT showing up in twitter search, follow these instructions http://bit.ly/kn5C0e #prodmgmttalk -4:01 PM Jul 25th, 2011 cindyfsolomon Please follow @jockbu @prodmgmttalk@cindyfsolomon @brainmates and use hashtag #prodmgmttalk#prodmgmttalk -4:01 PM Jul 25th, 2011 lmckeogh Larry checking in from Boulder. Hello everyone...#prodmgmttalk -4:02 PM Jul 25th, 2011 jockbu Hey Larry - thanks for joining in today #prodmgmttalk -4:03 PM Jul 25th, 2011 brainmates Q1 What are your personal top 3 challenges when engaging with your sales force? #prodmgmttalk -4:03 PM Jul 25th, 2011








http://tobtr.com/s/2130391.�

http://tweetchat.com/room/BlogTalkRadio�


http://twitter.com/brainmates�










http://bit.ly/kn5C0e�




http://twitter.com/prodmgmttalk�

http://twitter.com/prodmgmttalk�




http://twitter.com/lmckeogh�










4

ProdMgmtTalk Our format: we post questions Q1, Q2, Q3 please answer using A1, A2, A3 #prodmgmttalk -4:04 PM Jul 25th, 2011 ProdMgmtTalk NOTE: Please welcome today's speaker Jock Busuttil, Senior Product Manager, Experian, London (follow him now! @jockbu) #prodmgmttalk -4:04 PM Jul 25th, 2011 lmckeogh A1: Getting mindshare beyond what can win them a sale today. Step back from the tactical and let's be strategic for a moment #prodmgmttalk -4:05 PM Jul 25th, 2011 ErikaLAndersen Hi all. Checking in from Salt Lake City.#prodmgmttalk -4:05 PM Jul 25th, 2011 ProdMgmtTalk Intro speaker @jockbu Jock has over ten years’ experience working for B2B software start-ups and multi-nationals#prodmgmttalk -4:05 PM Jul 25th, 2011 ProdMgmtTalk Today's questions are at http://on.fb.me/pS9bZg#prodmgmttalk -4:05 PM Jul 25th, 2011 jockbu @lmckeogh Agreed - getting #sales to think beyond the next deal is always tricky #prodmgmttalk -4:06 PM Jul 25th, 2011 jockbu Hey Erika - thanks for joining today! #prodmgmttalk -4:07 PM Jul 25th, 2011 brainmates A1: Sales generally have a multitude of products to sell & ur product needs to offer a significant commission to compete #prodmgmttalk -4:07 PM Jul 25th, 2011 jockbu One challenge I have is that they have lack of focus - too many products they could be selling #prodmgmttalk -4:08 PM Jul 25th, 2011














http://twitter.com/ErikaLAndersen�










http://tweetchat.com/room/sales�












5

lmckeogh A1:Getting sales to put me in front of the right customers, not those they want to close on. #prodmgmttalk -4:08 PM Jul 25th, 2011 ProdMgmtTalk A1: Top 3 challenges for winning over sales force- providing appropriate sales tools, staying focused on message#prodmgmttalk -4:08 PM Jul 25th, 2011 ProdMgmtTalk A1: and identifying ideal customer persona#prodmgmttalk -4:08 PM Jul 25th, 2011 jockbu I'll remember the answer number next time :-)#prodmgmttalk -4:09 PM Jul 25th, 2011 cindyfsolomon Hello Everyone the new prodmgmttalk robot is up and running or tweeting #prodmgmttalk -4:09 PM Jul 25th, 2011 (Thank you Joy for helping produce today’s event!) cindyfsolomon Bckgrnd: CEOs Want Better Sales Forces | Forrester Blogs http://bit.ly/o3hO45 #prodmgmttalk -4:11 PM Jul 25th, 2011 cindyfsolomon Bckgrnd: Discount gambit http://bit.ly/qhUkQ8#prodmgmttalk -4:11 PM Jul 25th, 2011 jockbu A1: here's my next one - #sales sell what they know - leaving their comfort zone is an effort #prodmgmttalk -4:11 PM Jul 25th, 2011 brainmates Agree RT @jockbu: A1: #sales sell what they know - leaving their comfort zone is an effort #prodmgmttalk -4:11 PM Jul 25th, 2011 ProdMgmtTalk Agreed @jockbu - sales sell what they know and what will give them the quickest close for commission#prodmgmttalk -4:12 PM Jul 25th, 2011


















http://bit.ly/o3hO45�



http://bit.ly/qhUkQ8�

http://bit.ly/qhUkQ8�















6

ProdMgmtTalk Product Managers want the same things as sales people: ultimately to grow revenue - shouldn't we be on the same page? #prodmgmttalk -4:13 PM Jul 25th, 2011 lmckeogh RT @jockbu: A1: #sales sell what they know - leaving their comfort zone is an effort. Agreed, but true of other roles as well #prodmgmttalk -4:13 PM Jul 25th, 2011 business901 RT @ProdMgmtTalk: Product Managers wnt the same things as sales ppl: ultimately 2 grow revenue - shouldn't we B on same page? #prodmgmttalk -4:13 PM Jul 25th, 2011 ProdMgmtTalk Welcome @business901 - we're on Q1: What are your personal top 3 challenges when engaging with your sales force? #prodmgmttalk -4:14 PM Jul 25th, 2011 cindyfsolomon Indeed Larry! A1: #sales sell what they know- leaving their comfort zone is an effort. Agreed, but true of other roles as well #prodmgmttalk -4:14 PM Jul 25th, 2011 lmckeogh @ProdMgmtTalk : ahh, but the rub in getting to same goal is the time frame. Sales is more tactically driven than#prodmgmt IMO #prodmgmttalk -4:15 PM Jul 25th, 2011 brainmates A1: Even if #sales & #prodmgmt have same goal we have different approaches to achieving this which may cause conflict #prodmgmttalk -4:15 PM Jul 25th, 2011 jockbu @business901 Absolutely agreed, though I would also suggest that #sales are sometimes more concerned with their comm plan #prodmgmttalk -4:15 PM Jul 25th, 2011 nickcoster A1) Getting the sales teams to communicate value over price. #prodmgmttalk -4:15 PM Jul 25th, 2011 nickcoster a1) (Cont) Particularly when price is generally the one thing in the product they can change. #prodmgmttalk -4:16 PM Jul 25th, 2011













http://twitter.com/business901�











http://tweetchat.com/room/prodmgmt�










http://twitter.com/nickcoster�








7

cindyfsolomon @business901 Welcome please introduce yourself and where you are tweeting from #prodmgmttalk -4:16 PM Jul 25th, 2011 ProdMgmtTalk A1) providing the tools to enable them to identify & engage prospects in the value of the product and not a price war#prodmgmttalk -4:16 PM Jul 25th, 2011 jockbu @nickcoster Or when they throw in lots of things at a discount to sell something else, not realising they're making a loss#prodmgmttalk -4:17 PM Jul 25th, 2011 jockbu Good article on discounting: http://bit.ly/ySrHK#prodmgmttalk -4:18 PM Jul 25th, 2011 cindyfsolomon Q2 What information does a sales person need to know about your product to sell it? #prodmgmttalk -4:18 PM Jul 25th, 2011 brainmates A2: Sales people need to understand the benefits of the product #prodmgmttalk -4:20 PM Jul 25th, 2011 lmckeogh A2: What problem is it solving for the customer. Why would they need it vs. competition. #prodmgmttalk -4:21 PM Jul 25th, 2011 ProdMgmtTalk A2: Would it help if sales people used the product and loved it as much as Product Managers do? #prodmgmttalk -4:21 PM Jul 25th, 2011 brainmates A2: #Sales people need to also understand financials to some extent so they don't discount away profit #prodmgmttalk -4:21 PM Jul 25th, 2011 jockbu @brainmates I'd add to that - if they're clued-in sales people, they'll attune the benefits to the buyer persona#prodmgmttalk -4:21 PM Jul 25th, 2011
















http://bit.ly/ySrHK�

http://bit.ly/ySrHK�










http://tweetchat.com/room/Sales�









8

lmckeogh A2: Speaking of competition, how does the product stack up against them #prodmgmttalk -4:22 PM Jul 25th, 2011 brainmates Absolutely! RT @jockbu: Id add to that - if theyre clued-in sales people, theyll attune the benefits to the buyer persona #prodmgmttalk -4:22 PM Jul 25th, 2011 SalientMgmtComp RT @business901: RT @ProdMgmtTalk: Product Managers wnt the same things as sales ppl: ultimately 2 grow revenue - shouldn't we B on same page? #prodmgmttalk -4:22 PM Jul 25th, 2011 Ycnt_ibdonlyjen A1: @jockbu agree re sales selling what know. I worked w new prod that req new mindset. LOTS o training! Hi all!#prodmgmttalk -4:22 PM Jul 25th, 2011 brainmates I thought about that but I have never seen that applied eg: #sales understanding customer problems#prodmgmttalk -4:22 PM Jul 25th, 2011 clivelam Hi all, late to the party, and stalking more than anything else #prodmgmttalk -4:22 PM Jul 25th, 2011 brainmates Hey Jen. Welcome to our talk @Ycnt_ibdonlyjen#prodmgmttalk -4:23 PM Jul 25th, 2011 brainmates @clivelam - Thanks for joining Clive #prodmgmttalk -4:23 PM Jul 25th, 2011 lmckeogh A2: Who is the target customer, what do they look like and where/how would they find them #prodmgmttalk -4:23 PM Jul 25th, 2011 ProdMgmtTalk Welcome Aussies! We're cheeky to have you join us!#prodmgmttalk -4:23 PM Jul 25th, 2011












http://twitter.com/SalientMgmtComp�




http://twitter.com/Ycnt_ibdonlyjen�






http://twitter.com/clivelam�
















9

nickcoster RT @cindyfsolomon: Q2 What information does a sales person need to know about your product to sell it? #prodmgmttalk-4:24 PM Jul 25th, 2011 jockbu @Ycnt_ibdonlyjen #Sales training is interesting: you have to test their knowledge to make sure it's sunk in; eg role playing#prodmgmttalk -4:24 PM Jul 25th, 2011 ProdMgmtTalk Discussion questions from each talk http://on.fb.me/fFRi7b Today’s questions: http://on.fb.me/pS9bZg #prodmgmttalk -4:24 PM Jul 25th, 2011 clivelam A2: I recently sat in on a presentation by a PM who showed us how to think like a customer #prodmgmttalk -4:25 PM Jul 25th, 2011 cindyfsolomon @Ycnt_ibdonlyjen @SalientMgmtComp @clivelam Welcome all our beloved Aussies. Introduce yourself and where your tweeting from #prodmgmttalk -4:25 PM Jul 25th, 2011 ProdMgmtTalk We must meet in England for the cheeky beers (with sales people!) #prodmgmttalk -4:25 PM Jul 25th, 2011 ProdMgmtTalk Join us now for #prodmgmttalk TweetChat at:http://tweetchat.com/room/prodmgmttalk #prodmgmttalk -4:26 PM Jul 25th, 2011 brainmates Tell more RT @clivelam: A2: I recently sat in on a presentation by a PM who showed us how to think like a customer#prodmgmttalk -4:26 PM Jul 25th, 2011 nickcoster A2) Needs to understand target market (buyers and users), the problem the product solves and the benefit of solving it. #prodmgmttalk -4:27 PM Jul 25th, 2011 jockbu @clivelam Helping #sales to put themselves in the customer's shoes will allow them to connect with their key drivers#prodmgmttalk -4:27 PM Jul 25th, 2011






















http://twitter.com/SalientMgmtComp�






















10

cindyfsolomon More Beer talk over skype we're recording a radio show on tobtr.com/s/2130391 #prodmgmttalk -4:27 PM Jul 25th, 2011 jockbu Yes, yes and yes RT @ProdMgmtTalk: We must meet in England for the cheeky beers (with sales people!) #prodmgmttalk -4:27 PM Jul 25th, 2011 brainmates Happens all time @ryanhunt A1 when they sell solutions which go against the greater product vision. (It's a blessing & curse) #prodmgmttalk -4:27 PM Jul 25th, 2011 nickcoster A2) (Cont) additional tech info (ie how it works) is useful but worthless without the other understanding.#prodmgmttalk -4:28 PM Jul 25th, 2011 clivelam A2: The #prodmgr helped bridge the gap btwn the prod & the sales experience (it included giving them a deck)#prodmgmttalk -4:28 PM Jul 25th, 2011 cindyfsolomon Q3 What would a product manager's perfect sales person look like? #prodmgmttalk -4:28 PM Jul 25th, 2011 jockbu A3: Like a product manager but with more of a killer closing instinct! #prodmgmttalk -4:28 PM Jul 25th, 2011 brainmates A3 Another product manager with sales skills!#prodmgmttalk -4:28 PM Jul 25th, 2011 clivelam A3: ppl who could mind read a #prodmgr's mind :)#prodmgmttalk -4:29 PM Jul 25th, 2011 nickcoster A3) A great listener who doesn't get upset or discouraged when the prospect says no. #prodmgmttalk -4:30 PM Jul 25th, 2011













http://twitter.com/ryanhunt�





http://tweetchat.com/room/prodmgr�

















11

jockbu A3: Not like a stereotypical #sales person - savvy buyers see them coming a mile off. Has to be a good listener with empathy #prodmgmttalk -4:30 PM Jul 25th, 2011 ProdMgmtTalk A3: The perfect sales person talks the talk, eats the dogfood, gets jiggy and sells value! #prodmgmttalk -4:30 PM Jul 25th, 2011 cindyfsolomon A sales person never takes no (from prospect – only from PM)! RT @nickcoster: A3 A great listener who doesn’t get upset or discouraged when the prospect says no. #prodmgmttalk -4:31 PM Jul 25th, 2011 clivelam A2: (cont) the deck outlined exactly the intricacies of the persona & how to address each scenario, lots of "Aha" moments#prodmgmttalk -4:31 PM Jul 25th, 2011 brainmates RT @ProdMgmtTalk: The perfect sales person talks the talk, eats the dogfood, gets jiggy and sells value! #prodmgmttalk -4:31 PM Jul 25th, 2011 jockbu A3: Some technical understanding and believes in / is passionate about the products #prodmgmttalk -4:32 PM Jul 25th, 2011 Ycnt_ibdonlyjen Another grey rainy cold day in melbourme :( bring on the #prodmgmttalk sunshine -4:32 PM Jul 25th, 2011 brainmates Nice RT @clivelam: Deck outlined exactly the intricacies of the persona & how to address each scenario, lots of "Aha" moments #prodmgmttalk -4:32 PM Jul 25th, 2011 ProdMgmtTalk A3: verbal point - sales people have to be charming & sell themselves & develop rapport prior to selling value#prodmgmttalk -4:33 PM Jul 25th, 2011 jockbu A3: How about this chestnut: lets the product manager speak to the customer without fear of ruining his/her mythical deal#prodmgmttalk -4:33 PM Jul 25th, 2011



































12

lmckeogh RT @jockbu: A3: Some technical understanding and believes in / is passionate about the products #prodmgmttalk -4:33 PM Jul 25th, 2011 ProdMgmtTalk Sending California sunshine to @Ycnt_ibdonlyjen in Melbourne! #prodmgmttalk -4:34 PM Jul 25th, 2011 jockbu @clivelam 'Aha' moments are great - you can see #salesmentally filing away the soundbite or factoid to be used later#prodmgmttalk -4:34 PM Jul 25th, 2011 ProdMgmtTalk Product Managers produce, we don't close, says@jockbu, so we wouldn't steal the sale if speak direct to prospect#prodmgmttalk -4:35 PM Jul 25th, 2011 nickcoster A3) re 'eating Dogfood' - this only applies if the sales person (and the #prodmgr) is also represents the target market.#prodmgmttalk -4:35 PM Jul 25th, 2011 jockbu @ProdMgmtTalk -"why not just let PM talk to customer?" PMs produce, we don't close deals - that why #sales are crucial#prodmgmttalk -4:35 PM Jul 25th, 2011 clivelam A3: someone who is an advocate of what #prodmgmtdoes & who understands the boundaries of the role #prodmgmttalk-4:36 PM Jul 25th, 2011 ProdMgmtTalk @nickcoster A3) re: eating dogfood - agree, but shouldn't all company people be sales people on some level#prodmgmttalk -4:36 PM Jul 25th, 2011 jockbu @ProdMgmtTalk we're good at listening, though - this often uncovers opps for #sales, giving them good reason to let us speak#prodmgmttalk -4:36 PM Jul 25th, 2011 nickcoster A3) my perfect sales person would create an invitation to the purchase rather than close a deal. #prodmgmttalk -4:37 PM Jul 25th, 2011











































13

cindyfsolomon Q4 What have you learned from sales that has made you a better product manager? #prodmgmttalk -4:37 PM Jul 25th, 2011 Ycnt_ibdonlyjen cool! RT @clivelam: Deck outlined exactly the intricacies of the persona & how to address each scenario, lots of "Aha" moments #prodmgmttalk -4:37 PM Jul 25th, 2011 jockbu @ProdMgmtTalk @nickcoster Good selling is about helping the customer to understand why they need to buy your product#prodmgmttalk -4:38 PM Jul 25th, 2011 ProdMgmtTalk A4) Things PMs can learn from sales: Tenacity, drive to be heard & to get a seat at the conference table to present ideas #prodmgmttalk -4:38 PM Jul 25th, 2011 nickcoster A4) Buyer needs and user needs are frustratingly different. Even if they are the same person. #prodmgmttalk -4:39 PM Jul 25th, 2011 jockbu A4: Learn from #sales - don't take rejection personally - try and try again! #prodmgmttalk -4:39 PM Jul 25th, 2011 clivelam Myers Briggs? #prodmgmttalk -4:40 PM Jul 25th, 2011 brainmates A4: #Sales is difficult job. Watching sales process and identifying buyer pain paints will help #Prodmgr create better product #prodmgmttalk -4:40 PM Jul 25th, 2011 jockbu @nickcoster No room for "one size fits all" approach to buyers and user - segmentation and understanding are both important #prodmgmttalk -4:40 PM Jul 25th, 2011 ProdMgmtTalk A4) PMs can learn how to be more extroverted and people focused (as opposed to focus on facts & details....)....#prodmgmttalk -4:41 PM Jul 25th, 2011 brainmates A4: Ohhh and having a thick shell! #prodmgmttalk -4:41 PM Jul 25th, 2011



























http://tweetchat.com/room/Prodmgr�













14

jockbu A4: There is a time to stand firm in negotiations and a time to compromise - especially for roadmaps, features #prodmgmttalk -4:42 PM Jul 25th, 2011 clivelam A4: 1. I'm glad I'm not in #sales, 2. how they can align with customers to get them to open up on their needs#prodmgmttalk -4:42 PM Jul 25th, 2011 jockbu @brainmates Absolutely - PMs need to understand their market / customer - and their #sales force to solve their problems#prodmgmttalk -4:42 PM Jul 25th, 2011 cindyfsolomon Q5 What creative methods have you employed to focus the attention of your sales people on your product?#prodmgmttalk -4:43 PM Jul 25th, 2011 nickcoster RT @jockbu: AGREE! "No room for "one size fits all" approach to buyers and user - segments and understand are both important" #prodmgmttalk -4:43 PM Jul 25th, 2011 Ycnt_ibdonlyjen @jockbu it was my 1st exp w sales training & an eye opener. found questions, role play & active participation worked best. #prodmgmttalk -4:43 PM Jul 25th, 2011 jockbu A5: bit of a niche question this one, not everyone has a strong indirect channel #prodmgmttalk -4:43 PM Jul 25th, 2011 jockbu Oops - sorry jumping ahead to next question :)#prodmgmttalk -4:44 PM Jul 25th, 2011 jockbu A5: Bribery - competitions to win shiny gadgets#prodmgmttalk -4:44 PM Jul 25th, 2011 brainmates A5: Involved #sales in product development process - gathering requirements 2 testing #prototypes so they r engage fr start #prodmgmttalk -4:45 PM Jul 25th, 2011
































http://tweetchat.com/room/prototypes�






15

ProdMgmtTalk A5 - Sales incentives and gamification rewards to keep sales focussed #prodmgmttalk -4:45 PM Jul 25th, 2011 jockbu A5: One technique I've used recently is to focus efforts on select champions, then let rest of #sales catch up with envy#prodmgmttalk -4:45 PM Jul 25th, 2011 nickcoster A5) Common Buyer Personas. Creates a clear vision of the target customer and creates a feedback look to refine personas. #prodmgmttalk -4:45 PM Jul 25th, 2011 jockbu Side Q: how much control do PMs have over sales incentives - varies a great deal from company to company#prodmgmttalk -4:46 PM Jul 25th, 2011 ProdMgmtTalk RT @jockbu: Side Q: how much control do PMs have over sales incentives - varies a great deal from company to company #prodmgmttalk -4:46 PM Jul 25th, 2011 brainmates A5: Have run "cafes" to showcase product. Each 'cafe' is themed offering food, prizes 2 encourage #sales to come#prodmgmttalk -4:47 PM Jul 25th, 2011 clivelam A5: Show them the feedback from the prototypes & beta users. Good feedback will help #sales see the opportunity#prodmgmttalk -4:47 PM Jul 25th, 2011 nickcoster A5) Support the product with effective marketing so that the sales persons job is easier for that product. #prodmgmttalk -4:47 PM Jul 25th, 2011 wkmyrhang RT @brainmates: A5: Involved #sales in product development process - gathering requirements 2 testing#prototypes so they r engage fr start #prodmgmttalk -4:47 PM Jul 25th, 2011 brainmates A5: In 2007 we offered a trip to Paris for World Cup as a sales incentive #prodmgmttalk -4:48 PM Jul 25th, 2011



























http://twitter.com/wkmyrhang�



http://tweetchat.com/room/prototypes�








16

ProdMgmtTalk A5) Please explain what a "cafe" is for salespeople: another Australian innovation #prodmgmttalk -4:48 PM Jul 25th, 2011 brainmates RT @clivelam: A5: Show them the feedback from the prototypes & beta users. Good feedback will help #sales see the opportunity #prodmgmttalk -4:48 PM Jul 25th, 2011 jockbu A5: Leaderboards - which #sales person or team is doing better than others #prodmgmttalk -4:49 PM Jul 25th, 2011 clivelam @brainmates what about for the #prodmgr who made such an awesome #product? no trip to Paris? :) #prodmgmttalk -4:49 PM Jul 25th, 2011 ProdMgmtTalk Exactly! RT @clivelam: @brainmates what about for the #prodmgr who made such an awesome #product? no trip to Paris? :) #prodmgmttalk -4:49 PM Jul 25th, 2011 brainmates A 'cafe' creates a buzz for #sales people - we create an experience around the product. #prodmgmttalk -4:49 PM Jul 25th, 2011 brainmates We got to go :) RT @clivelam: @brainmates what about for the #prodmgr who made such an awesome #product? no trip to Paris? :) #prodmgmttalk -4:50 PM Jul 25th, 2011 jockbu Couple of you encouraging better engagement of #sales with the product - get them to believe in it #prodmgmttalk -4:50 PM Jul 25th, 2011 jockbu A5: Recognition - announcing and congratulating prominent deals to whole company #prodmgmttalk -4:51 PM Jul 25th, 2011



















http://tweetchat.com/room/product�


























17

cindyfsolomon Q6 How does your approach change when working with indirect sales teams versus direct? #prodmgmttalk -4:52 PM Jul 25th, 2011 jockbu A6 Definitely a niche question. Key thing is that the PM now has multiple #sales teams, each with diff needs and motivations #prodmgmttalk -4:53 PM Jul 25th, 2011 ProdMgmtTalk A6: the sales tools are customized for the sales process - whether direct or channel - this is a product marketing effort #prodmgmttalk -4:53 PM Jul 25th, 2011 jockbu A6 - trick is achieving scalability; create the #sales tools / training once, publish to many (with appropriate tweaks)#prodmgmttalk -4:54 PM Jul 25th, 2011 cindyfsolomon Q7 In the end, what is it that sales people really need from product management? #prodmgmttalk -4:55 PM Jul 25th, 2011 jockbu Interesting conversation on #blogtalkradio about supporting sales, when no specific #prodmktg role, #prodmgmtfills the gap #prodmgmttalk -4:56 PM Jul 25th, 2011 brainmates A7 What #sales people need & what #sales ask for is very different. #prodmgmttalk -4:56 PM Jul 25th, 2011 jockbu A7: Fundamentally, confidence in the quality of the products and their value in the market #prodmgmttalk -4:57 PM Jul 25th, 2011 ProdMgmtTalk A7: Sales people always want highly qualified hot leads #prodmgmttalk -4:57 PM Jul 25th, 2011 cindyfsolomon A7: Direction. #prodmgmttalk -4:57 PM Jul 25th, 2011




















http://tweetchat.com/room/blogtalkradio�

http://tweetchat.com/room/prodmktg�

















18

clivelam A7: Hahaha, this answer requires a #prodmgr to define the problem :) #prodmgmttalk -4:57 PM Jul 25th, 2011 jockbu @cindyfsolomon Indeed - clear and consistent direction, whether for saying 'yes' or 'no' to something (think roadmaps)#prodmgmttalk -4:58 PM Jul 25th, 2011 jockbu A7: The right sales tools - not just the same old, same old#prodmgmttalk -4:58 PM Jul 25th, 2011 ProdMgmtTalk Thank you @jockbu for an excellent debate today Thanks for staying awake past midnight! Everyone's participation appreciated! #prodmgmttalk -4:59 PM Jul 25th, 2011 ProdMgmtTalk Join us next week: Gopal Shenoy @gopalshenoy On Owning the Competitive Space #prodmgmttalk -4:59 PM Jul 25th, 2011 ProdMgmtTalk Unedited transcript available soon at July 25 Transcript Cleaning http://bit.ly/qEq73y scroll to bottom & read up#prodmgmttalk -4:59 PM Jul 25th, 2011 clivelam thanks @jockbu for hanging out today #prodmgmttalk -4:59 PM Jul 25th, 2011 ProdMgmtTalk Please blog about your insights to today's talk to be reposted at http://www.prodmgmttalk.com #prodmgmttalk -5:00 PM Jul 25th, 2011 jockbu Thanks for participating everyone, lots of good observations#prodmgmttalk -5:00 PM Jul 25th, 2011 brainmates Thanks so much @jockbu for participating in this talk esp. since you stayed up till 1 AM UK time to join us.#prodmgmttalk -5:00 PM Jul 25th, 2011



















http://twitter.com/gopalshenoy�



http://bit.ly/qEq73y�






http://www.prodmgmttalk.com/�











19

jockbu @clivelam You're very welcome, a pleasure #prodmgmttalk -5:00 PM Jul 25th, 2011 jockbu @brainmates no problem at all :) #prodmgmttalk -5:00 PM Jul 25th, 2011 ProdMgmtTalk Like us on facebook http://on.fb.me/ncKUD8 Follow us on LinkedIn http://linkd.in/pJ8B68 #prodmgmttalk -5:01 PM Jul 25th, 2011 ProdMgmtTalk Join LinkedIn group http://linkd.in/jRmwRx#prodmgmttalk -5:01 PM Jul 25th, 2011 ProdMgmtTalk Global Product Management Talk Speaker Schedule http://bit.ly/gV5xsM #prodmgmttalk -5:01 PM Jul 25th, 2011 ProdMgmtTalk Read Global Product Management Talk blog and blog your insights to be posted http://bit.ly/eOFmB6 #prodmgmttalk -5:02 PM Jul 25th, 2011 ProdMgmtTalk Subscribe to our newsletter (coming soon!) http://bit.ly/ouZN8J #prodmgmttalk -5:02 PM Jul 25th, 2011 schmediad +1 Products are amazingly sophisticated! RT@brainmates: A cafe creates buzz for Sales; we create an experience around product #prodmgmttalk -5:03 PM Jul 25th, 2011















http://linkd.in/pJ8B68�



http://linkd.in/jRmwRx�

http://linkd.in/jRmwRx�


http://bit.ly/gV5xsM�



http://bit.ly/eOFmB6�





http://twitter.com/schmediad�



Technology

July 25: On Product Management And The Sales Force