Tag Archives: selling new products

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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