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How we help Marketing Leadership
Sales Team Engagement Program
to help align and engage Marketing and Sales and launch new offerings effectively to achieve early volume sales

Top 10 Reasons why the Launch Event fails
1 Salespeople don’t leave with the ability and confidence to proactively sell the product
2 Focus on the product and not the customer issues
3 Too much information
4 Failure to position how to engage in the customer purchase cycle
5 Too detailed
6 Lack of empathy with real selling issues
7 Talking about the market rather than customer types
8 One way communication; forgetting the golden rules:
What I hear, I forget;
What I see, I may remember;
But what I do, I understand
Confucius 451 BC
9 No clear Compelling Value Propositions
10 No follow through


Sales Launch
  • Enthusiastic response to ‘great offerings’
  • Some questions regarding details
  • Questions of the unknown “what do I not know?”

Sales Lag
  • Sales people internalize offerings
  • Reluctance to trail blaze
  • Unsure of ability to deliver
  • Unsure of own ability to position and sell
  • Not familiar with sales support materials
  • Busy sales people do not prioritize
Result - time lag between launch and confident, proactive selling
Download our Why Product Launches Fail Briefing Paper
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