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Colletti-Fiss, LLC is a consulting firm that helps management make decisions about programs that increase sales results. We focus on three areas of sales effectiveness: sales jobs design, sales performance management, and sales compensation planning.SalesProCentral
Tag Archives: new product sales training
Sales training myopia of tech start-ups
Tech start ups must consider sales training when launching their new product. Key to success, beyond early adopters, is not only the product itself – but the skill of the sales team to sell the new product. Continue reading
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
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