Why have CRM systems underwhelmed? It’s not due to poor software design, but rather poor implementation. If we’re honest with ourselves, it’s the way we fickle humans use CRMs. If we’re counting on more reliable humans to deliver more successful CRM results, we’re likely to be disappointed. Why is highly successful CRM performance such a ... Read More

The appearance of a product is a pivotal factor in its success for several reasons. Firstly, it’s often the first point of interaction between the product and the consumer. A product’s look can communicate its quality, usability, and the brand’s values. A compelling design in a market saturated with options can make a product stand ... Read More

Does your operating plan call for profitable growth in 2025? How will you achieve it? You could use your old playbook… or employ AI, arguably the biggest game-changer in decades. Let’s look at four ways to use AI for growth-driving competitive advantage. You can use AI to boost efficiency or effectiveness. Said another way, you ... Read More

Take the position that you are the CEO of the product. You are responsible for everything: profits, inventories, happy customers, successful product launches, focused engineers, etc. In other words, everything. Take on personal ownership for the success of your products. This is an important mindset because, as a product manager, you will interact with every ... Read More

The annual B2B sales meeting is your perfect opportunity to revitalize sales efforts for next year. These are pivotal events for businesses looking to energize their sales teams, share industry insights, and drive growth. A successful conference can inspire, educate, and motivate attendees, improving performance and enhancing team cohesion. Consider incorporating these seven essential elements ... Read More

The research on B2B sales call preparation isn’t encouraging: 75% of B2B executive buyers say salespeople are not knowledgeable about their business and do not understand the issues they face.1 Unsurprisingly, only one in four salespeople get agreement from these buyers to meet again.2 Let’s see how the clever use of AI can change this. ... Read More

Let’s learn to moderate focus groups with jobs-to-be-done. Focus groups are a cornerstone of market research, providing valuable insights into consumer behaviors, preferences, and perceptions. Jobs-to-be-done is our primary methodology to understand customer behavior and decision-making. It’s natural to consider the interplay of moderation skills, the special context of the focus group, and the mental ... Read More