Winning Market Share

Winning Market Share provides a systematic approach for launching a new product to your sales force by …

• Analyzing market drivers
• Identifying high potential prospects
• Profiling key decision makers
• Assessing competitive threats

If your organization is like most, you will launch more new products in the next five years than you did in the previous ten.  These products will be targeted to produce a significant percentage of total revenue and some will be “bet the company” entries to the market.  Yet history tells a scary tale.  Many good new products are doomed from the beginning because they are not launched successfully to the sales force – they simply escape into the market place.

Winning Market Share provides the initial sales kick-off warranted by a good new product with a heritage of substantial design investment and a significant revenue expectation.

In Module 1 participants first create a prospect profile for the new product.  Then they identify those companies who are most likely to be early first wins and explore the buying rationale of key decision makers.

Unfortunately just knowing on whom to call doesn’t translate into sales success.  Sales call execution is crucial.  In Module 2 participants explore the critical success factors for positioning the product’s value proposition and carry out a sales call on a qualified prospect.

Knowing how you stack up against the competition when launching a new product is critical.  For example, what are your dominant competitive strengths and weaknesses?  Have the key factors buyers will use to compare you and the competition been identified?  In Module 3 participants address the competitive issues surrounding the product launch. 

In the end, the key to a successful sales force launch program involves transferring the learned models and ideas to the real world.  In Module 4 participants get a jump-start by developing an action plan for one of their own accounts.

When it comes to launching new products it’s no longer about time-to-market.  Now it’s about time-to-market share.  You must be more efficient and effective than the other guy at ramping up your sales force.  Winning Market Shareprovides the training experience for your sales force to meet the time-to-market share challenge.