Launching a New Business: Solving Business Problems From Day One
The launch of a new product is an exciting time for a company. This is because new products are helpful in solving business problems. Nearly every department has a role. Expectations are high. Leadership describes how sales of the new product will positively impact the company’s future. What’s more, sales help position the company strategically for long-term success. Excitement is palpable. Contrarily, sometimes the launch of the new product is accompanied by a raised quota. This is a potentially stressful situation for sellers.
Unfortunately, sales don’t always live up to those initial expectations. And it’s not for lack of effort or product quality. Firstly, Product Development delivers on its promise of creating a dynamic new solution. Secondly, Marketing works overtime to provide Sales with everything sellers need to sell products. This includes feature details, functions, benefits, training, and pricing. Sometimes, a flashy PowerPoint presentation is included. Product experts know the new product by rhyme and verse. They are assigned to support sellers for strategic opportunities with important customers. What could possibly go wrong?
Usually, solving business problems isn’t about the product or sellers. It’s the process by which the product is launched.
Simply assigning a quota does little to achieve sales success. Want proof? Just ask anyone in your company’s sales force with a quota. Unfortunately, the PowerPoint you slaved over was probably useless. This is because businesses only purchase products that do one critical thing. Specifically, products must solve business problems. However, sometimes even the most feature-rich product is not enough.
Imagine the following scenario. A company brings a new product to the market. In truth, salespeople don’t need a new quota or a list of features and benefits. Instead, they need to know the business problems a new product is designed to solve. Furthermore, they need to know for whom. Sellers must qualify information that will help them recognize the ideal customer for a product. This is done by identifying business attributes that indicate a customer is experiencing a problem. Specifically, the new product should address this problem. Moreover, they need this information BEFORE the product comes to market. Problem solved.
Who We Are & How We Help:
We are AXIOM Sales Kinetics. AXIOM helps our clients create a more effective, value-driven relationship between Marketing and Sales. We do this by helping marketers provide sales-vital info. What’s more, this delivers value to both your business and your customers. Contact AXIOM Sales Kinetics for all your selling needs. We are a leader in the industry and strive to make your sales goals a reality.
Point in fact, effective sales training isn’t an event. It’s a process. Consequentially, the result is an innovative and relevant approach to salesforce development that dramatically increases the ROI of your sales training investments. What’s more, we have a proven track record of sales success that spans nearly 30 years. Call us today. We are here to help.