Category Archives: New Product Launch

The missing link between product launches and sales success

The investment in improving the skills of the sales team to sell the new product is simply not commensurate with the commitment and innovation of the rest of the product launch effort. Continue reading

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Don’t Let Your Next Product Launch Fail!

Many good new products are doomed from the beginning because they are not launched successfully to the sales force – they simply escape into the marketplace. The Sales Momentum white paper – Don’t Let Your Next Product Launch Fail – shares industry best practices to help B2B sales organizations launch new products to market successfully. Continue reading

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Get sales coaching happening – target trigger events

When it comes to sales coaching our observation is the problem is not so much about bad sales coaching but the fact that sales coaching does not systematically occur. When it does occur, it works.
So one answer to the dilemma is connecting the sales coaching effort to a high priority organizational Trigger Event that has everyone’s attention and focus. Our bet is under these conditions the right people will actually get serious about coaching, its merits will be demonstrated, and perhaps coaching will become institutionalized. And if the latter thing happens –that’s a good thing.
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Product launches – tales of preventable misfortunes

One reason for the continued lack of success of new product launches is the failure of companies to effectively launch the new product to their sales force. Although there are a number of reasons at the margin for this dilemma, two are the main culprits – failing to develop a compelling compensation system and failing to help the sales team adapt and adjust their skills to selling the new product. Get these two factors right and the success picture is altered dramatically. Continue reading

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Can you sustain a competitive advantage by product alone?

It is unlikely in today’s markets you can sustain a competitive by product alone. Great support and services are required … and a superior sales team. Continue reading

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Extraordinary products deserve extraordinary product launches

The new product launch to the sales team more closely resembles an escape plan than a product launch to develop market superiority. The investment in training the sales team to sell the new product is simply not commensurate with the importance of the new product. This omission constitutes a strategic missing link. Even an extraordinary new product will not sell itself beyond the early adopters. The sales team needs a comprehensive body of product knowledge and they need to fine-tune and adapt their sales skills to the customer requirements related to the new product. The more innovative the new product – the truer this proposition. Continue reading

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Sales–marketing chasm: time’s up

Marketing-Sales chasm. The costs of not fixing this are too high. Bridging the gap between Marketing and Sales needs to be a priority. Let’s take a look at four reasons why the collaboration of Marketing and Sales is worth management’s attention. This blog looks at 4 reasons why it’s worth management’s attention. Continue reading

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Product innovation – sales needs to join the game

As competition increases globally, companies must figure out how to be more innovative. According to McKinsey & Co, collaboration across groups – like Marketing, Sales, Operations, Engineering, R&D, and Procurement, is critical. It means the sales team should not only be concerned about how to sell value; they should contribute to how to design value. Continue reading

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The anatomy of new product failures

Sometimes the product design was fundamentally flawed. In others, the product concept was backed by poor market research. At times flaws in the product itself leads to failure. And in still others, it was just the timing was off. Yet, even when all these problems are addressed, and increasingly they are, failure remains the final result. One reason for the lack of success of new products is the failure to get the sales team to buy into the new product and teach them how to sell it. Continue reading

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Selling new products – 5 best practices for training your sales force

If your company is like most, you will launch more new products in the next five years than you did in the previous ten. These products will be expected to produce significant revenue and some may be “bet-the-company” entries to the market. Yet history tells a scary tale. This post shares 5 best practices for training your sales force when launching a new product. Continue reading

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