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Demo Script Development: Creating Repeatable Demos That Convert
Ad-hoc demos waste discovery insights and miss key points. Here's how to build demo scripts that sales teams actually follow and prospects remember.
Your First 90 Days as a Product Marketing Manager
Starting a new PMM role? Here's how to make impact fast without stepping on toes or promising what you can't deliver.
Objection Handling Playbooks: Building Scripts That Sales Actually Uses
Most objection handling training doesn't stick. Here's how to build playbooks with scripts reps actually reference during live sales conversations.
How to Run a Beta Program That Actually Improves Your Product
Most beta programs are glorified early access with no structure. Here's how to design a beta that generates actionable product insights.
Discovery Question Frameworks: Uncovering Real Needs in Sales Conversations
Most discovery calls scratch the surface. Here's how to ask questions that uncover the problems prospects don't volunteer and make your demos...
You Don't Have Product-Market Fit (And That's Why GTM Isn't Working)
Most GTM problems aren't GTM problems—they're product-market fit problems. Here's how to tell the difference and what to do about it.
Competitive Positioning for Sales: What to Say When Prospects Compare You
When prospects mention competitors, most reps stumble. Here's how to position against competition without sounding defensive or desperate.
The DRI Framework: How to Get Cross-Functional Alignment on Launches
Launches fail when everyone owns the outcome but nobody owns the decisions. Here's how to fix it with clear DRIs.
Sales Collateral That Gets Used: Design Principles That Drive Deals
Most sales collateral sits in shared drives unused. Here's how to create materials that sales reps actually send and prospects actually read.
Sales Onboarding Programs: Getting New Reps Productive in 30 Days
Most sales onboarding takes 3-6 months before reps hit quota. Here's how to compress onboarding to 30 days while maintaining quality.
Sales Presentation Structure: Building Decks That Keep Prospects Engaged
Most sales decks lose prospects by slide 5. Here's how to structure presentations that hold attention and drive decisions.
Category Education for AI: Teaching AI Agents What Your Product Category Actually Means
AI agents need to understand your category to recommend you correctly. Here's how to educate LLMs on what your product category is and who needs it.