Pricing Podcast with Mark Stiving
Mark Stiving has been a thought leader on software pricing nearly forever. He generously invited me onto his Impact Pricing…
Sales
8 posts
“A Working Request Process Should End in YES” (aka Incompatible Worldviews)
Enterprise Sales/Solutions teams see the world one customer at a time; Product/Development teams see cumulative market impact and aggregate technical demand. These are fundamentally in conflict...…
The Slippery Slope of Sales-Led Development
Most product companies have a few things in their roadmaps that are specifically for single customers – I call these sales…
A Strategic Tool Chain
Scott Sehlhorst, an incisive product thinker and occasional collaborator, made this strategic map of disciplines for delivering market-winning products…
Dog Whistles and the Myth of R&D Slack
There’s a dog whistle problem with critical phrases that Engineering VPs (and product managers) repeatedly speak but which often…
Sales-Friendly Price Lists
Price lists are never quite current enough, sufficiently detailed, or cover enough of the awkward special situations that customers raise.…
The Roadmap Less Traveled
Every tech start-up struggles to create a roadmap: that short set of PowerPoint slides which defines the next six…
Early Selling: Thoroughbreds and Explorers
Start-up selling is different from selling established products. It includes navigating new product waters and locating islands of early…