Comments on: Use conferences to learn, not to sell http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/ A blog with tips on product management and related topics. Written by Jeff Lash, a product manager in St. Louis, MO Sun, 07 Mar 2010 10:14:56 -0800 http://wordpress.org/?v=2.9.2 hourly 1 By: David Locke http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/comment-page-1/#comment-13766 David Locke Thu, 16 Oct 2008 18:30:20 +0000 http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/#comment-13766 On selling, what you really want to do is capture contact info, rather than sell on a trade show floor. Start the B2B enactment chain. It will take quite a few informational transactions, five at a minimum, before a B2B decision maker is ready to buy. On selling, what you really want to do is capture contact info, rather than sell on a trade show floor. Start the B2B enactment chain. It will take quite a few informational transactions, five at a minimum, before a B2B decision maker is ready to buy.

]]> By: helping business in flintshire » How to make the most of a trade show or exhibition http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/comment-page-1/#comment-13647 helping business in flintshire » How to make the most of a trade show or exhibition Tue, 14 Oct 2008 13:35:21 +0000 http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/#comment-13647 [...] Use conferences to learn, not to sell [...] [...] Use conferences to learn, not to sell [...]

]]> By: Understand your product’s domain: How To Be A Good Product Manager: Product management tips http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/comment-page-1/#comment-2744 Understand your product’s domain: How To Be A Good Product Manager: Product management tips Wed, 10 Oct 2007 11:09:53 +0000 http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/#comment-2744 [...] Note: This post is part of Pragmatic Marketing’s second BlogFest. The How To Be a Good Product Manager post “Use conferences to learn, not to sell” was part of Pragmatic Marketing’s first blogfest. [...] [...] Note: This post is part of Pragmatic Marketing’s second BlogFest. The How To Be a Good Product Manager post “Use conferences to learn, not to sell” was part of Pragmatic Marketing’s first blogfest. [...]

]]> By: 44th DAC « One Yoxel http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/comment-page-1/#comment-565 44th DAC « One Yoxel Fri, 01 Jun 2007 22:06:31 +0000 http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/#comment-565 [...] (Use conferences to learn, not to sell) [...] [...] (Use conferences to learn, not to sell) [...]

]]> By: Gopal Shenoy http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/comment-page-1/#comment-561 Gopal Shenoy Fri, 01 Jun 2007 12:04:43 +0000 http://www.goodproductmanager.com/2007/05/30/use-conferences-to-learn-not-to-sell/#comment-561 Jeff, Excellent article. I love the sentence - "Try to listen more than you talk". Easier said than done, isn't it? I have been preaching - don't talk to customers, listen to them - because customers are really craving for someone to listen to them since everyone is busy talking to them. The key as you said is using trade shows and conferences more as networking sessions and not as sales sessions. Try to find out more about the customer and his needs first before the customer gets to know about your company and product offering. I think highly of vendors who even tell me that their product is not what I should use after they listen to my needs. Honesty goes a long way. Jeff,

Excellent article. I love the sentence – “Try to listen more than you talk”. Easier said than done, isn’t it? I have been preaching – don’t talk to customers, listen to them – because customers are really craving for someone to listen to them since everyone is busy talking to them.

The key as you said is using trade shows and conferences more as networking sessions and not as sales sessions. Try to find out more about the customer and his needs first before the customer gets to know about your company and product offering. I think highly of vendors who even tell me that their product is not what I should use after they listen to my needs. Honesty goes a long way.

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