Tag Archives: sales and marketing

Selling value – the bar has been raised

Company knowledge and product expertise have been and are critical components of any sales rep’s success. Today, however, customers expect sales people to know more about each of those plus be knowledgeable about the customer’s industry, their competition, and how they can bring greater value. They expect the sales people to understand how their products can help deliver a better solution.
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Posted in Marketing-Sales Alignment, Marketing-Sales Chasm, Sales Best Practices, Selling Economic Value, Selling Value | Tagged , , , , , ,

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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

Posted in New Product Launch, New Product Launch Training, Sales Training, Uncategorized | Tagged , , , , , , , , ,

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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

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

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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

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

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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

Posted in New Product Launch, New Product Launch Training, Sales Best Practices, Sales Trainers | Tagged , , , , , ,

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