Do you have questions about the right sales tactics for a new product launch?
Are your executives squeezed for bandwidth? Is sales or product development your core competency? Do investors and executives want to see closed deals and metrics they can forecast against? If you are like most companies you are probably under resourced and under pressure to close business while continuing to develop your product and service customers. As a sales outsourcing and B2B demand generation company we have been involved in 100s of new product launches. Below are some of the best practices and tactics Gabriel Sales recommends and tips from some of the thought leaders we work with.
Things to Consider
Sales outsourcing for new product is about closing business. However with the right feedback loops, insights and B2B digital content you can align your inbound and outbound efforts to build exponential sales growth and drive market intelligence back into the entire enterprise. Here are our Top 10 strategies and tactics for a successful new product launch.
Successful new product launches now require you to align sales and marketing and to integrate inbound marketing and outbound sales efforts to get the most out of your sales and marketing budget. Winning is now about getting the right message, to the right prospect at the right time. We invite you to read:
A series of three blogs that covers how to integrate your inside sales team, sales content marketing, your outside agencies and a sales outsourcing or outsourced demand generation to get the most from your go-to-market efforts. Click here to read the series.
In this economy “nice to have” no longer gets deals done. One of the key’s to creating a repeatable and scalable sales process is crafting a Return On Investment (ROI) value statement that gets the attention of CFOs and P&L owners. This blog shares our formula for crafting an ROI statement that hits both top line and bottom budgets to get deals done. Click here to read the series.
A quick 3 minute video overview of the unique sales challenges faced for new product launches. This video discusses the part you need to build a scalable high velocity sales machine designed to close your first round of deals and to build on that success for exponential growth at a decreased cost of sales and marketing.
Learn how the right sales outsourcing partner can integrate inside sales reps, B2B digital content, social media and technology to augment and increase the performance of your existing team to drive your sales, your inbound marketing and your sales pipe velocity.
No two product launches are the same. Team skill sets are different. Markets and products are at different stages of maturity. Some go-to-market budgets are larger than others. And revenue, deal and strategic goals and targets vary. Below are a couple examples of how company’s integrated sales outsourcing or outsourcing demand generation to help exceed their goals.
Social Media Analytics SaaS Sales Outsourcing – Company needed to close business and document sales metrics for new product to close Series B round. Sales outsourcing drives 2M in annual run rate.
Fortune 500 Sales Outsourcing for New Product Launch – Middleware Software and Hardware Solution needed to lead score and map demand generation sales process and turns to sales consulting and demand generation outsourcing to avoid disrupting existing sales team.
Smart web casting can increase the speed you get deals through your pipe, increase your market intelligence and save significant time for your products specialists and senior sales executives. We invite you to view this educational webcast presented by demand generation expert and President of Gabriel Sales, Glen Springer.
Abstract: Web casting as part of an integrated sales and B2B digital demand generation program to accelerate every stage of your sales cycle. Some topics covered:
- Target SMB and Fortune 500 simultaneously
- When “Live” vs. “On-Demand”
- Sell Smarter Faster
- Target Market Intel
- Increasing Product Specialist Bandwidth
- Sales outsourcing integration
A 3:00 minute video interview with Nielsen’s VNU Global Media SVP of US Sales, James Miller. He discusses how the right feedback loops implemented at the front end of a new product launch save critical time to beat the competition with product innovations, by making a business case based on hard data that ultimately increases sales success and the valuation of properties for successful exits.
2:30 minute video interview with Gary White, President of Pacific Crest Marketing, a market research and focus group consulting firm. Gary White, a past client and partner of Gabriel Sales, discusses how the right sales outsourcing partner can help define buyer profiles and how understanding the emotional and business needs of the buyer will drive sales, product and marketing alignment to drive better customers and more long term revenue.
Smart targeting leads to faster deal flow and higher revenue. Smart target starts with Pareto’s Principal. This principal is also known as ‘the law of the vital few’, or the 80:20 rule, it states that 80% of your revenue is going to come from 20% of your customers. These are the customers you want to go after. However targeting does not stop here. You also need to consider who the right customers are for your business long term and at what level your customer service will need to increase and if you are a young company where the early adopters and champions will sit.