Mastering the fine art of open-ended questions

A day-in-a-life of a Product Manager involves a variety of interactions, sometimes it is customers, sometime Open Ended Questionsit is the marketing team and most times it could be the engineering team. As a product manager one is required to seek out information from one channel, synthesize it and feed other channels. It could be understanding the requirements from a set of customers, rationalizing it and validating it, crafting it to feed the positioning, messaging initiatives of Product Marketing while simultaneously translating it into functional specifications for the engineers.

Two of the most critical skills of being a successful product manager (I would dare say, most jobs) are asking open-ended questions and listening. Listening involves processing information and cataloging them properly in your memory for recall later. But it starts with the questions you ask, how you ask them and how you follow up.

A typical mistake most people make here is they imagine/rehearse the conversation going a

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SaaS Inside Sales Benchmarks Survey | Take It!

As many of you may know, Trish Bertuzzi and the folks over at the Bridge Group publish a lot of great stuff on Inside Sales strategy and operations, including inside sales compensation benchmarks, lead development rep best practices, outbound selling strategies, and on an on.

Their upcoming 2015 Inside Sales Metrics and Compensation report will feature expanded coverage and focus of SaaS inside sales benchmarks in an extra effort to service the SaaS community. But the numbers are only as good as the data, so I’m reaching out to all my SaaS sales colleagues to TAKE THE SURVEY!! It only takes 6 to 8 minutes to complete. As motivation, SURVEY PARTICIPANTS WILL RECEIVE A PRE-RELEASED COPY. If you don’t do it, your competitors will ;).

saas inside sales benchmarks

For reference as to how great the fruits of your labor will be, here is a link to the 2012 Inside Sales Compensation Continue reading "SaaS Inside Sales Benchmarks Survey | Take It!"