PHASE 15: PRODUCT SALES SUPPORT
Enable the sales team to effectively sell the product on day one
New products or major releases that are critical to making the number often miss revenue targets because the sales team does not know enough about the product. Even when compensation plans reflect the importance of the product to the organization, sales people look for products they are comfortable with and are easier to sell so they can make their number. Effective product sales support will arm the sales team with the right product details and job aids ahead of a product release to be comfortable with the product ahead of the launch date so they can be successful on day one and hit revenue goals.
1. Your sales team is ready to sell a product on day one of launch.
2. You experience success very soon after a product is launched.
3. Your sales leadership team is consulted and informed throughout product planning and development
4. Prior to a product launch, every sales rep can clearly articulate the value proposition and differentiation of a product.
5. Your sales team knows the ideal customer profile and has personas and buyer process maps for planning
6. Using a research-based approach, your sales enablement team has prepared the sales team with use cases of a product.
7. Your sales team has received a playbook and talk tracks for the product and has been prepared with potential objections to a product and how to handle them.
8. Your sales team has received job aids to support the product in advance of launch and has been enabled to use them.
9. Your sales team has been given pre-launch materials to seed the market to generate pre-launch interest and pipeline.
10. Your sales team understands the importance of a product to the organization.
• Product Specific Market Intel Knowledge Transfer
• Product Demos
• Detailed Product Technical Specifications
• Competitive Landscape Overview
• Post-Launch Issue Tracking and Resolution Plan