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Tag Archives: new product launch
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
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 marketing blogs, marketing-sales, marketing-sales alignment, new product launch, new product launch training, sales and marketing, sales best practices, sales training, sales training articles, sales training best practices
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
Posted in Marketing-Sales Alignment, Marketing-Sales Chasm, New Product Launch, New Product Launch Training, Sales Best Practices, Sales Training, Uncategorized
Tagged creating new product, launching new products, marketing-sales, marketing-sales alignment, new product launch, sales and marketing, selling new products
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
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
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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Posted in Marketing-Sales Alignment, Marketing-Sales Chasm, New Product Launch, New Product Launch Training, Sales Best Practices, Sales Training, Sales Training Best Practices
Tagged marketing-sales, marketing-sales alignment, new product launch, new product launch training, sales best practices, sales training, sales training articles, sales training blogs
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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Great new product launches – an opportunity in waiting
Most companies spend a “king’s ransom” in the design, development and marketing of new products. And, in some cases the new product has the potential to transform the fortunes of the company. All too often this potential is not realized. Lack of time and attention to doing a superior job in helping the sales team do what they can and need to do is one of reason for this gap in fortune. It is an avoidable problem – there is a body of knowledge about launching great new products to your sales team.
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Posted in New Product Launch, New Product Launch Training, Sales Training, Sales Training Best Practices, Uncategorized
Tagged marketing blogs, new product launch, new product launch training, sales training, sales training articles, sales training blogs, sales training curricula, sales training curriculum, sales training design, sales training program
