Launch into Success
Interaction between marketing and sales departments can determine the lifespan of new products
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2. Deliver insightful competitive information. Salespeople need much more than a features comparison to be successful. They need to understand the competitor’s go-to-market strategy, their financial condition and any other newsworthy information. They want to know how their peers won the business when up against the primary competitors and the selling strategy their competitors employed. They need to know about losses, as well. Don’t just deliver competitive information at launch time—provide it for three to six months after you’ve introduced your new offering.
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