Blog


Nov

18

2014
Why Do So Many New Product Launches Fail?

Why Do So Many New Product Launches Fail?

The average percentage of new product failures is quite staggering. Those percentages run as high as 97% of product ideas that never successfully enter the market! The biggest shortcoming in new product introductions is the people who developed the new product did not fully understand their target market, the problem they were trying to solve for their customers and what value they would deliver. Fewer…

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Oct

27

2014
How Much does Poor or Inconsistent Sales Messaging Affect Your Business?

How Much does Poor or Inconsistent Sales Messaging Affect Your Business?

I was inspired by one of Tamara Schenk’s latest articles called “The Inability To Communicate Value Messages – Biggest Inhibitor To Sales Success 2014” – http://blog.tamaraschenk.com/?p=1622. Tamara is one of the Research Directors for Miller Heiman, and in her article she states that over the past three years Miller Heiman Research Institute has asked the question: “What are the biggest inhibitors to sales success?” and…

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Mar

24

2014
Sales Coaches Need Coaching Too

Sales Coaches Need Coaching Too

A good friend of mine, Ms. Tamara Schenk, who is with Miller Heiman in Frankfurt, Germany, recently blogged about “Why Frontline Sales Managers Need Enablement”: http://blog.tamaraschenk.com/?p=1208.  In her blog Tamara mentions that “Many newly appointed frontline sales managers are thrown into the new role with little-to-no training or coaching.” She went on to write that “The resulting consequence is an onboarding time between one and…

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