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new products

A collection of 278 issues

Dumbwaiter Pitch

After blogging recently [https://salespodder.com/do-their-bad-way-better/] on an idea gleaned from the “reconceiving capitalism” musings of Umair Haque, I came across another source of inspiration from him. He seeks to banish the Elevator Pitch in favour of a sole, singular word. You have to snigger at his choice of

Simon Sinek The Golden Circle

[http://www.startwithwhy.com/] There’s a scale you could draw, along which you can plot techniques for selling new products. At one pole, you have those ideas unique to selling a new product. The kinds of thinking that could only be applied to this specific pursuit. At the other,

Project Pre-Mortems

Here’s a technique that can be applied to just about any sales campaign really, even though I’ve tagged this as having particular impact for new product pushes. This evolution of proactive risk analysis has been around as a tool for a while, as evidenced by these 700 words

Sequel Franchise

Here’s an all-too-common pitch from a rep when something fresh has just been launched. > Here’s our new product for you. You’ve got to take it. It’s better than the last one. But how often are such ‘upgrades’ better than the their predecessor? Even in the

Chief Contrarian

I was reminded of the Candle Problem when blogging on Marshmallow Selling [http://salespodder.com/marshmallow-selling/] recently. As often happens, the concept appeared to me from another source soon after. In Management Today, I read an insightfulheadline [http://www.managementtoday.co.uk/features/1055772/dont-believe-it-financial-incentives-boost-performance/] ; > Don’t you believe

Product Management Hub

What’s going on inside Big Blue today? When I started my career, their navy blue double-breasted suit wearing account managers had the appearance of a zombiefied religious sect. In fact, their collective noun could well have been a ‘cult’ of reps. They still majored on the classic FUD tactic

Investor Red Flags

[http://www.startupsmart.com.au/planning/2010-11-22/10-reasons-investors-dont-invest-in-start-ups.html] Having been paid to write business plans, I’m always interested in the parallels between launching start-ups and selling new products. A young Aussie entrepreneur here provides his checklist of 10 reasons investors don’t invest in start-ups [http://www.startupsmart.

Fire With The Flick Of The Fingers

[https://salespodder.com/content/images/wordpress/2011/09/fireinyourpocket.jpg] National treasure Stephen Fry took over an entire evening of a nationwide terrestrial broadcaster last bank holiday weekend to indulge in his list of 100 best ever gadgets. Here’s his introduction for his top all-time gadget. > I was

A Tweetable Definition

Relax, this is not a blog post commanding or even imploring you to take up tweeting. I am though very much an advocate of the brevity it requires permeating through the sales arena. Not quite with all of the text speak and grammatical liberties mind you. A while ago I

James Bond Manned CRM

[https://salespodder.com/content/images/wordpress/2011/08/oil_platform.jpeg] Five years ago I helped a software house with a lovely little project. I was reminded of it the other day when a chap with half-a-dozen reps on the road talked to me about, in his description, “manned crm”