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How Companies Can Provide Extraordinary New B2B Products with Extraordinary Product Launches - A Sales Momentum White Paper
Date:10/31/2013

esearch that demonstrates the product does what you say it does? And, can the individual salesperson fine-tune these narratives based on whether they are talking with a customer who is an engineer versus the CIO?

Sales Training

First, sales training must be customized specifically for the new product. Second, all everyone needs to come to the party not just salespeople – for example engineering/technical support people engaged in the sale, marketing people who understand the customer profiles that are most likely to be good fits, and sales managers who must provide initial guidance and coaching.

The sales training should drag the real world into the classroom so salespeople can practice selling the new product before the product is launched. The golden rule is “learn then launch” not “launch then learn.” For example, the sales team should have been made aware of and practiced responding to the objectives they will face in the field before they ever encountered their first customer. Sales simulations are particularly effective instructional methodology for achieving the required realism.

The free white paper, Don't Let Your Next Product Launch Fail is available as a pdf file.

About Sales Momentum: For more than 30 years Dr. Richard Ruff and Dr. Janet Spirer – the founders of Sales Momentum – have worked with the Fortune 1000 to design and develop sales training programs that make a difference. By working with companies – such as UPS, Smith & Nephew, Textron, the Center for Creative Leadership, and Robbins & Myers – they have learned that today’s standard for a great sales force significantly differs from yesterday’s picture. Janet and Richard co-authored Mastering Major Account Selling and Parlez-Vous
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