- Product manager meets with prospective customer. Pleads complete ignorance.
Just asks questions. Afterwards, reports customer's special situation to sales
- Sales person meets with prospective customer. Uses SPIN Selling
techniques. Tailors the message based on what the product manager reported.
Sunday, September 18, 2005
Product Management and Sales: The One-Two Punch
Instead of having a product manager go on a sales call, you can use the following effective approach to an important sale: