Have you tried to launch a product or a service and then experience that the sales numbers don't live up to your expectations? The reasons behind can naturally be many, but one we often meet is that the sales people are not sure about how to express the value proposition towards new customers or can’t explain the pricing compared to competitors. Both situations minimize the chances of closing the deal. Other things like prioritizing investments in sales people when the market really demands stronger digital presence are also decisions impacting sales numbers and thereby revenue negatively.

The process

Project description

Together with you, we define the scope and size of the project. Where do you see the main challenge and what do you expect to get out of the assignment. On that basis we agree on a project plan including success milestones before getting started.

Method

We work with the below model – illustrating the path from developing a product or service to the day it is launched to the market. It shows how information flow back and forth between departments ensures that the required information from the market gets taken into account when developing and launching a new product or service. The sales team has the direct interaction with the market via customer interaction and is therefore a key player in securing that crutial information about the market, ie product changes and new product launches from competitors, changes in customer demands etc, gets communicated to the rest of the commercial team. The Market covers all participants, ie customers, competitors, the media, regulatory authorities etc.