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Ness Labs: Make the most of your mind
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A Summary of

Launch to sell – leverage sales enablement to maximize product launches

by
Tom Foley
Intercom
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The Bottom Line

  • Shipping product fast and often means more opportunities for the sales team to delight customers and engage with prospects.
  • Your sales team needs a lot more than an email on launch day to maximize the opportunities that product launches present.
  • Sales Enablement takes inputs from marketing and product to prepare the sales team on launch day

Process for Successful Sales Enablement

  • Assess the complexity of the new feature by asking questions to the sales and product team and watching the sales team use the product and see which questions they ask
  • Determine any risks that might come out of the change (i.e., price increase and reduction in features leading to churn)
  • Determine which sales enablement activities to use for training the sales team for the launch
  • Create the plan and align all stakeholders for successful execution
  • Make sure the team is prepared to react quickly on launch day especially with issues / concerns
  • Measure the impact of the launch on two fronts: preparedness of the sales team and customer / prospect reactions
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