How do you make sure that your new product launch is a success?
Don’t risk launching a new product and having your salespeople spend the first six months learning by trial and error how to sell it. This is the path to sales failure. Instead, plan a thorough sales enablement program for your new product, and reap the benefits other SfS clients have enjoyed.
The case study below describes one SfS client project, but no two projects are the same. Click on the testimonials in the right hand pane for more examples, or contact SfS to design your perfect new product launch.
Case study: Next generation solution benefits from sales portal
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Business Situation
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Market leader in a crowded segment
Launching a new generation product which integrates functionality across what had previously been separate product “silos”
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Opportunity
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Deliver to customers the business benefits coming from the integrated functionality of the next generation product
Maintain sales growth by staying ahead of the competition
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Challenges
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Achieving maximum impact from the launch
Avoiding the unnecessary cannibalisation of existing products
Making sure the launch does not provoke customers to consider changing suppliers
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Needs
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To reach a consensus on exactly how the new generation product delivers extra business value
To cut through the clutter and focus on the most compelling points
To enable the salesforce to articulate the benefits of the new generation product and avoid any risks to existing business
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Solution
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SfS worked with the client to develop the sales strategy, tactics and guidelines
Interactive Sales Kit - our online sales tool which coaches the salesperson through interactive web pages
Channel specific Interactive Sales Kits - versions of the Interactive Sales Kit tailored to the top-performing channels, so they have a version of the message that incorporates their channel value-add
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Results
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Launch of the new generation solution is a success
Salespeople, both direct and indirect, use the ISK to understand the next generation product, prepare for sales calls and execute sales campaigns effectively
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