Tag Archives: new product launch

Get ready for your next new product launch

Many new product launches fail to deliver the expected results because the investment in improving the sales team’s ability to sell the new product is inadequate. 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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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

Posted in Marketing-Sales Alignment, Marketing-Sales Chasm, New Product Launch, New Product Launch Training, Sales Best Practices, Sales Training | Tagged , , , , , , , , ,

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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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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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Five techniques to bridge the marketing-sales chasm

Much has been written about the Marketing-Sales chasm. And, we’ve made contributions to that oft-told theme, too. That’s why I was struck by a post in the Forbes blog on how Marketing and Sales can gain alignment. Here are five techniques for bridging the Marketing-Sales chasm.
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Sales and marketing – at odds?

Steven Martin recently posted an interesting blog on HBR about the interface, or lack of, between Sales and Marketing – Why Sales and Marketing are at Odds – or Even War.

The article rightly makes the point that sales and marketing are like two trains in the night just passing by each other. Steve goes on to provide four worthwhile suggestions as to how that problem might be corrected.

As we recently noted in our blog: Great New Product Launches – An Opportunity in Waiting, this lack of an effective working relationship between Sales and Marketing is particularly telling when it comes to launching new products.
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