G/F, 38-40 Hankow Road, Tsim Sha Tsui
Pragmatic Publications is an event to boost knowledge and help create conversation amongst product managers and owners in Hong Kong. This is a chance for a vibrant discussion around taking theories and ideas and turning them into something practical we can use in product management.
Don't worry if you haven't read the book, as there will be a summary sheet and maybe even a short presentation of the key points.
At the end of each month we'll select a book to discuss at the next month's meeting. Feel free to suggest books for later events in the discussion section or send a private message.
Looking forward to seeing you!
Insight Selling: How to sell value & differentiate your product with Insight Scenarios by Michael Harris
Once upon a time, sales folks believed that in order to sell, they needed to provide solutions to their customers’ problems. In the old playbook, sales reps would take the time to discover a customer’s needs and sell them the solutions to those needs. For a long time, this approach worked simply because customers didn’t know how to solve their own problems.
Technology has shifted the power in favor of the buyer, requiring brands to be data-driven, factual thought leaders. More than ever, brands need an intimate understanding of their customers’ business to be in a position to identify unknown needs and to be able to coach their customers in the buying process. Customers don’t believe they need sales reps as much as they used to. Let’s arm our sales reps with the insights they need to challenge, inform and influence their customers in this new selling landscape.