Today’s topic is Product Launch and Messaging. Joining us is Rob Lips, Vice President of U.S. Sales and Channel Marketing at Intuit. Rob lead sales, channel marketing and analytics across Intuit’s retail, e-tail, inside sales, resellers, OEMs and financial Institutions. He is responsible for a +$900M business with a team of over 500 people.


Product launches fail to generate revenue when sales people and channel partners are not involved in messaging development during pre-launch preparations. When messaging is developed in isolation it is not compelling enough to get your customers to act. Stories told directly to customers by well-trained sales channels enable customers and prospects to answer “Why change?” and this stimulates latent demand while leading to exceptional revenue growth.


Watch as Rob talks through the messaging and storytelling approach based on his experience of successfully launching many products. Success requires sales reps to defeat the status quo. Rob explains how to develop and roll-out messaging where sales can tell stories about somebody else who in a similar situation took the plunge, and how they used your products and services to get to a better outcome.


It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.


During this video podcast, Rob will answer these questions with Intuit as a use case:


  • How do you enable your salespeople to bring to light the real-life problems your customers are looking to solve?
  • How do you involve salespeople in the product launch message development and story creation?
  • Is the messaging you provide your sales team the same messaging they provide to the customer?
  • Does your organization suffer from message distortion (i.e. when your sales people receiving one message that is different than the message your customers receive)?
  • Do you use a story telling methodology (i.e. hero’s journey) as your primary messaging framework?
  • How do you make sure your stories are powerful enough to compel your customers to act?
  • How do you compete with (and position against) the status quo?
  • How do your sales reps convince customers of the urgency to move from the status quo?
  • Please share your “why change” story.
  • Have you defined and published best-practice story delivery for your salespeople?
  • In what ways do you push new stories to your salespeople in engaging bites of content?
  • What coaching resources do you provide to reinforce your new messaging down to the front-line reps?


Most sales leaders are carrying a big number tied to new products just launched or soon to be launched. However, research is finding that product launches are failing at an alarming rate. Compelling messaging is mission critical. Without it sales people will struggle selling the new product.


Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job





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.

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.




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.




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.

Read full bio >