Selling new products – 5 best practices for training your sales force


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If your company 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 expected to produce significant revenue and some may 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 marketplace. In the rush to market, all too often companies provide salespeople with only marketing materials, product training, and pricing information.

Selling a new product requires more than just describing it and talking about price points. Sales teams need specific sales skills training to adjust and adapt to selling the new product. And, the greater the extent to which the new product is different from the existing product portfolio, the greater the need for that training. How? Fnd five success factors for implementing new product sales skills training in our guest post on

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Republished with author's permission from original post.

Janet Spirer
For more than 30 years Janet Spirer has worked with the Fortune 1000 to craft sales training programs that make a difference. Working with market leaders Janet has learned that today's great sales force significantly differs from yesterday. So, Sales Momentum offers firms effective sales training programs affordably priced. Janet is the co-author of Parlez-Vous Business, to help sales people have smart business conversations with customers and the Sales Training Connection.


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