Scottsdale, AZ (PRWEB) October 31, 2013
Sales Momentum today introduces how companies can provide their sales forces with product and sales training that lead to successful product launches. Historically, product launches to sales teams all too often more closely resemble escape plans than product launches to develop market superiority. The investment in training a sales team to sell a product is simply not commensurate with the importance of the new product.
“When launching a new product, the goal is not time-to-market; it’s time-to-market share. This means the sales training investment should be made and sales training implemented before the new product is launched,” according to Richard Ruff, co-founder of Sales Momentum.
This omission constitutes a strategic missing link. Even an extraordinary new product will not sell itself beyond 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.
For an extraordinary product, it is only fitting that the training be extraordinary. How?
Salespeople must know the features and functions of the new product. That’s a given. But talking about a product and selling a product are two very different things. Extraordinary product training must include more than information about features and functions. Salespeople need a second tier of knowledge focused on product application.
For example: How does the product solve the various problems likely to be encountered by your customer base? How does it impact desired business outcomes like: productivity gain, risk management, expense reduction and revenue generation? Can the sales team delineate the r
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