Stay Fundamentally Sound + Work Hard + Constantly Improve = Revenue Goes Up

New Product Sales

About once a month we encounter a firm or a division of a firm that has invested heavily in inappropriate revenue generating strategies for launching a new product or service. Often, this leads to tremendous financial loss to the firm and the owners.

We can help organizations insure the greatest chance of success with new products and new markets. Success in generating revenue takes effective planning and, more critically, effective execution. We can help firms start off on the right path.

Without trying to respond to all the issues that we commonly see, here are five common things that people often do not think about during a launch:

  1. The cost of marketing and sales is often far greater than the cost to develop a product. Developing new markets can also require more time and effort than the development of a new product.
  2. Marketing and sales are not something that most people intuitively understand. It takes years to master these skills. People will pursue what they think is logical and rational not realizing that they are violating the fundamentals of revenue generation.
  3. A sense of urgency must always be present. Failure to act will cost revenue.
  4. Managers or business owners who are reluctant to be involved in hard core sales activities themselves will often produce organizations that are reluctant to sell.
  5. Developing an outstanding business plan and not executing it guarantees failure. Often, people are so focused on the planning that they forget the execution.
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What is the value of improved application of sales fundamentals?

Many years ago we coached a sales person in advanced telephone skills. A few weeks after this coaching, he sought us out and told us that he made one call on a Thursday. That Friday the prospect purchased more than his annual quota.

Nothing fancy, no glitz, no fads, just proper application of the fundamentals of sales.

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Increasing Revenue, Inc.
1616 Anderson Rd
McLean, VA, 22102