Following years of research and development, and after investing a small fortune, you’re finally ready to bring your game-changing product to market. So, how do you go about initiating a successful launch? Your instincts may tell you to promote all your product’s features and benefits to every single applicable market. It may seem counter-intuitive to ignore features or applications.
Sales Operations Should Equal Sales Optimization
Like many aspects of business in the 21st century, Sales Operations is changing. How? Well, it’s moving quickly from a reporting and administration function to much more—think of it as Sales Optimization. Longer buying cycles and global competition may be eating into your organization’s numbers. It’s time to address the increased cost of sales head on by taking a closer look at your Sales Operations team.
Marketing and sales tend not to have a reputation for collaboration—in terms of partnerships, the two are more likely to inspire comparison to King Kong and Godzilla.
"Don’t Make Your Sales Team Run Marathons on Milk Duds."
Let me explain. See, I had this kind of absurdly anxious nightmare. Our firm was in some kind of Olympic race—but not really The Olympics. (You know how dreams are.) Anyway, we were sending our sales team out to run a marathon. For some reason, I said, "they can't run on an empty stomach." Then the sales team looked at me. Somehow, I realized I was in charge of the food. Then I gave them each a Milk Dud. That’s right—a Milk Dud, the odd little chocolate-caramel candies in the yellow box. Except I didn’t give them a box of Milk Duds--just a Milk Dud, singular. They looked confused and disappointed. I felt guilty and anxious. Then we lost the marathon.