MAKE SURE YOU CONTINUE TO RECEIVE EACH ISSUE OF TUESDAY MARKETING NOTES—CLICK HERE TO RENEW YOUR FREE SUBSCRIPTION
(NOTE: If you’ve already signed up previously at this link, no need to do so again)
Are You Geared Up for Sales Success?
by Jill Konrath
If you're launching a new product or service shortly, it's highly likely your firm has invested a great deal of money and time to bring it to market.
Unfortunately, many companies don't ever realize the desired results. Why? Their launch methodology is severely flawed.
Over the past 15 years, I've worked with numerous organizations in the hand-off of new products from Marketing to Sales. I've seen it all - the good, the bad, and the downright ugly.
Sometimes I shudder at the niavete of companies who have an "If you build it, they will come mentality." It doesn't happen that way. Ever. Well-trained, well-prepared salespeople are absolutely vital if you want your offering to turn into a massive revenue generator.
To see how your launch process stacks up to what's needed for success in today's market, assess your firm using this checklist.
Write "yes" if you agree with the statement in its entirety and "no" if you disagree. Be brutally honest:
When you're done, count up your "Yes" responses and see how your well your launch process scores. (Scroll down to view.)
* * *
Cross Your Fingers: 1-3 "Yes" Responses:
You're missing many, many things required for sales success. You'll be VERY disappointed in your results.
Good Luck: 4-7 "Yes" Responses:
You're doing some things well, but there's definitely room for improvement. Success will be sporadic and limited to current top sellers.
Great Job: 8-11 "Yes" Responses:
Way to go! You're doing things the way they need to be done. Enjoy your success.
So how did you do? Are you well positioned to get a jumpstart in the marketplace? Or are you hoping that things will turn out right? Remember, hope is not an effective sales strategy!
Prepare your reps for sales success and they'll deliver. Force them to come up with everything themselves and be disappointed. Those are your options—your only options!Make the investment. It's well worth it!
Jill Konrath, author of Selling to Big Companies, is a recognized sales strategist in the highly competitive business-to-business market. A popular speaker at sales meetings, she helps her clients crack into corporate accounts, speed up their sales cycle and generate demand for their offering.
Konrath publishes an industry-leading online newsletter and blog. To subscribe—and get a free Sales Call Planning Guide ($19.95 value) —visit http://www.sellingtobigcompanies.com. For info on sales training, call 01-651-429-1922.
|Download Our New eBook,
Real Marketing: The Skills You Need for Business-to-Business Marketing Success, a 47-page overview of content covered by the BMI MSA/B/C Training and Certification System