SUCCESSFUL NEW PRODUCT LAUNCH AND TARGETED SALES

SUCCESSFUL NEW PRODUCT LAUNCH AND TARGETED SALES

In the world of new product launch, sales staff have an opportunity to either make or break a new product's success. Firms often bring new offerings to market without adequate planning and leave sales staff trying to identify potential customers who might benefit from the new technology and struggling to produce new revenues.

Without a thorough understanding of a new product's capabilities and potential sales targets, sales people can’t effectively do their jobs. Therefore, sales staff will continue to focus on immediate and easy to reach known revenue sources to meet current sales goals and leave new product offerings on the shelf. With a full understanding of the brand, a clear mission and vision for the marketplace and individual performance goals, sales people can proceed as effective partners in new product launches.

Participants in this session will learn to analyze a new product offering's internal characteristics and external capabilities. Further, they will learn to perform a full analysis of the competitive landscape that includes key players and the competing products already on the market.


Objectives
Participants will learn to:

• Deliver one extra degree of effort and individual contribution to build revenues
• Create the team mission and vision statement and set individual performance goals
• Assess a product offering's internal characteristics and external capabilities
• Analyze the competitive landscape by reviewing the firm's product offerings and those of competitors
• Identify potential key customer contacts and employ sales-tools appropriate for each prospect
• Initiate technical discussions to alleviate "cold call fear"
• Create and use a series of meaningful customer interactions that can ultimately lead to additional revenue generation
• Develop a targeted account plan to help sales be more effective and track their progress
• Utilize follow-up coaching to build accountability to desired results

Class Size: Up to 16
Length: 2 Days