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Product Launch

When launching a new product or service offerings, how do you accelerate commercial momentum with your sales team or channel partners?  Selling the new product means every seller knows exactly what to say and how to say it for both new accounts and existing customers.  DSG can help your sales, marketing and product teams work together to enable your salespeople through video-based sales playbooks, custom training and continuous learning.

Big Idea

Faster time to new product sales results

Outcomes

  • Account expansion

  • Diversification

  • Competitive advantage

  • Entry into a new market

Common Product Launch Mistakes

  • Lots of marketing, strategy, and campaign work

  • No practical sales engagement strategy

Strategy

Solution:

Develop a new product "sales play"

See Solution

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  • Degree of change underestimated

  • Assumption that salespeople will automatically buy into selling the new product

Change

Solution:

Engage sales managers early in the process

See Solution

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  • Product training that emphasizes product specs and lacks guidance on how (and when!) to sell the new product

  • Over-reliance on a big launch event and promotion to build sustainable momentum

Enablement

Solution:

Give salespeople what to say and how to say it

See Solution

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Transforming Your Next Product Launch

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From
To
  • Traditional product training

  • Sales acceleration

  • Too much focus on what the product does

  • Showing salespeople how to sell the new product

  • Comfort zone selling legacy products

  • Sales embracing new offerings

  • Lack of early momentum for previous launches

  • Rapid time to market and revenue outcomes

  • Inconsistent new product positioning

  • Clear, compelling story in every sales conversation

Playbook Approach to Product Launch

DSG Solution

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Sales & Marketing Alignment

Playbook Development

High Impact
Training

Continuous

Learning

Recommended Resources

Getting Your Product into More Conversations

Creating Focus Through Sales Plays