tag:blogger.com,1999:blog-20083102.post75631354408610059..comments2023-05-03T02:36:43.957-05:00Comments on ack/nak: challenge: need vs. needyUnknownnoreply@blogger.comBlogger2125tag:blogger.com,1999:blog-20083102.post-54755928042232310572007-09-20T22:01:00.000-05:002007-09-20T22:01:00.000-05:00Yes, great post.Also - I like Brian's tip for teac...Yes, great post.<BR/><BR/>Also - I like Brian's tip for teaching the sales guy to give the demo. Or at least suggesting that they give the demo. Which introduces the "I'm strategic" vs "Yeah, me too" conversation that can only end in a good way.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-20083102.post-33950832532104780632007-08-09T17:29:00.000-05:002007-08-09T17:29:00.000-05:00Excellent post. As PMs we are bombarded with reque...Excellent post. As PMs we are bombarded with requests from all sides. <BR/><BR/>A few of my favorite tricks to deal with it:<BR/><BR/>- Ask the salesperson what their confidence level is that this one feature request will close the deal, and how much revenue they are willing to commit to.<BR/><BR/>- Tell your sales folks that rather than just coming along to do the demo you will teach them how to do it and attend the first time to make sure they are comfortable.<BR/><BR/>- When a customer expresses a need always quantify it (i.e. 1 = nice to have, 5 = must have or we'll not buy/switch products). Follow this up with some questions about this feature's importance relative to other features being planned (or even better that that customer has specifically requested). I've found that with many customer requests the customer mainly wants to feel heard, and when pressed will back down a little on just how important the request actually is.<BR/><BR/>- Create as many leveraged tools as you can. :-)<BR/><BR/>My two cents...<BR/><BR/>Brian Lawley<BR/>280 Group<BR/><A HREF="http://www.280group.com" REL="nofollow">www.280group.com<BR/></A>Brian Lawleyhttps://www.blogger.com/profile/04019234132269733225noreply@blogger.com