Get ready for your next new product launch

gI_77197_Book-cover-jpeg-230-300Don’t Let Your Next Product Launch Fail – a Sales Momentum white paper – is now also available on Kindle and in iTunes formats. It contains industry best practices to help your sales team be more effective selling new products.

We all know, companies market a dazzling array of new products annually. They run the gamut from innovative new offerings to major and minor upgrades of existing products.

Yet, regardless of whether it’s a simple upgrade or a “bet the company” new product, the product launch too often looks more like an escape plan than a well-devised plan to develop market superiority. 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.

Launching new products – sales force role

When new product sales disappoint, some may blame the market or say that it just takes time. Look more closely and you may find that not preparing your sales force is the missing link. Specifically:

1.    Sales skill development is rarely conducted and reinforced properly so new product training doesn’t “stick”.
2.    Sales managers don’t properly coach sales reps to sell the new product.
3.    Sales reps experience difficulty selling the new product and go back to selling what they know.

We wrote Don’t Let Your Next Product Launch Fail to address some of these issues.  To find out more and to download the white paper (in pdf, iTunes, or Kindle formats), visit

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©2014 Sales Momentum, LLC

About Janet Spirer

For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer - the founders of Sales Horizons - have worked with the Fortune 1000 - such as UPS, Canon USA, Smith & Nephew, Boston Scientific, Owens & Minor, Textron - to design and develop sales training programs. Janet has followed two different, yet complimentary paths. First, as a B-School Professor she taught marketing, sales, and business strategy courses. She also managed a consulting practice focusing on sales productivity and marketing – working with a variety of clients ranging from Xerox to IBM. She translated those experiences into a book – “Parlez-Vous Business” – that helps sales people develop the business savvy to sell successfully. Since co-founding Sales Momentum® in 2000 with Richard Dr. Spirer received her Ph.D. from The Ohio State University, an M.P.A. from The University of Texas at Austin, and a B.A. in Economics from Brooklyn College. She holds the appointment of Professor Emeritus at Marymount University.
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