One of the keys to making your number is ensuring your product and sales teams work well together. This isn’t as easy as it sounds. Too often they are not in sync, resulting in lost revenue. We recently interviewed Inna Kuznetsova to discuss how to accelerate revenue growth by bringing strategic alignment to the product and sales strategies. Inna is the President of Inttra Marketplace and has over 20 years’ experience.

 

Many times products are brought to market with no input from the sales team. This results in a poor return on the R&D budget. Additionally, too many companies release fantastic new products that don’t generate revenue. Why? Because the sales team does not know how to sell them. This discord between these two functions can be disastrous.

 

To combat these issues, Inna will walk us through various stages from product launch readiness, to factoring in costs and first steps. She’ll explain the concept of a product council, and how it helps align the product strategy with the sales team. She’ll help you determine which channels to use, and how your product should be marketed, sold and bought. In the final segment, Inna will share three tactics our audience can use immediately to ensure alignment when launching new products.

 

Bringing new products to market will help you grow your revenue. But only if it is done right. Watch as Inna explains why your product launch depends on both the product and sales teams. And learn how to make sure they are on the same page to hit your revenue growth goals.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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