4: Don’t focus on what’s stopping you


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More up-to-date content is available on this blog.


I’m writing about one hundred things I’ve learned about being a product manager.

Product managers can be creatures of habit.  Some habits are good and give us a consistent and diligent approach.   Sometimes, though, we allow ourselves to be constrained by habitual thinking, inhibiting true innovation.

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How to get your sales team selling value instead of discounting


This content was originally published more than five years ago and is archived here for preservation.

More up-to-date content is available on this blog.


Does your sales team sell your products (like, in exchange for money), or does it give them away as generous sweeteners to guarantee the sale of something else that will hit their targets?  Or to put it in another way, does your sales force truly understand the value of your products and can it articulate the benefits to the customer?

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Why aren’t Sales selling my new product?


This content was originally published more than five years ago and is archived here for preservation.

More up-to-date content is available on this blog.


There are many reasons why Sales may be holding back on your new product.  As we all know, Salespeople are by nature shy, retiring types, who need constant reassurance.  You need to encourage and nurture them, delicate little flowers that they are.  Or at the very least, restrain the urge to run screaming at them with a baseball bat held aloft.

Here are some of the blatant excuses reasons I’ve found so far:

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