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Showing posts from January, 2012

Top 5 Prospect Interview Mistakes

One invaluable tool that product managers use to understand markets is the prospect interview .  We identify prospective buyers and users who may share a common set of problems, and we conduct one-on-one interviews with them to probe their situations and dig deep into the challenges they face.  The situations and challenges inform our product strategy and decisions. If you're a company executive, you may be reluctant to empower your product managers to conduct interviews with prospects, as what happens during these interviews could potentially jeopardize a future sale.  Even if you have confidence in your product managers not to jeopardize a sale, you may view prospect interviews as a dubious way of gaining market understanding. Rest assured that prospect interviews will tend to foster trust and enhance future sales possibilities while providing a richer understanding of the market.  But only if product managers conduct them properly and avoid certain pitfalls. The top five