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.

1. How to get Sales
to Sell your Product
for Product Managers

2. You’re a Product Manager
With a funky new
product

3. How are you
going to get it sold ?

4. Meeting with Sales,
of course

5. With Slides

6. Handouts

7. How many sales will
all this effort generate ?

8. This
many

9. $0

10. None

11. Why?

12. No Sales Engagement

13. First rule of
Product Management
Understand your
user’s environment

14. Build a
Persona for
your Sales
Team

15. What might you find out
?

16. Sales have a lot of
products to sell

17. Learning about new
products is hard and
time-consuming

18. Sales are busy too

19. Most sales professionals prefer
verbal communication to written

20. Product Manager: Engage with
your Sales Team

21. Engagement is a
process
Not a
one-off
training

22. Plan the process, follow-
up and follow through
Be ready to adapt
with the feedback
from
sales

23. Remove barriers

24. Here are some suggestions

25. Clear Messaging per Buyer
Persona

26. One customer may have
several buyers
e.g. marketing,
procurement, ceo,
legal, IT

27. Have a great story
for sales to tell each
buyer

28. With numbers if
possible
86%satisfaction rate

29. Comparison between competitor
Products

30. Comparison between your own
Product offerings!

31. Provide info verbally
and in writing

32. You’ll need to support
sales until they’re
comfortable selling
your product on their
own.

33. Are your
incentives aligned ?

34. Most sales teams are paid through
commission

35. Is your product part
of the commission
structure?

36. Good Luck!

37. Richard Beck
www.richardint.com
richard_beck
(Product Manager)

38. http://www.flickr.com/photos/smemon/4902523202/sizes/l/
http://www.flickr.com/photos/lemuelinchrist/3501770803/sizes/l/
http://www.flickr.com/photos/rocketboom/3108416336/sizes/l/
http://www.flickr.com/photos/dnorman/1154564197/sizes/l/
http://www.flickr.com/photos/ivanwalsh/4611902610/sizes/o/in/photostream/
http://www.flickr.com/photos/jesuspresley/2532413826/sizes/l/
http://www.flickr.com/photos/62337512@N00/3197812518/sizes/l/
http://www.flickr.com/photos/ell-r-brown/4624850459/sizes/l/
http://www.flickr.com/photos/lenore-m/2262225580/sizes/o/
http://www.flickr.com/photos/thebusybrain/2492945625/sizes/o/
http://www.flickr.com/photos/brenda-starr/5076790282/sizes/l/
http://www.flickr.com/photos/richo-fan/4271940123/sizes/l/
http://www.flickr.com/photos/crazyneighborlady/415534472/sizes/o/
http://www.flickr.com/photos/sarahcain/5198357764/sizes/l/