Whether you’re a startup working through a product launch, or a large enterprise operating a small division, there will probably come a point where find yourself in the catch 22 of business growth: You need more accounts to fund a sales team, but you need more sales from your current team to get there. It’s through these growing pains that efficiency is paramount in your sales process. We’ve been helping companies overcome challenges like this for over 30 years, and we’ve got some tips to share from this experience.

Product Launch is Controlled Chaos

Whether you're a newby or a veteran of product launch planning, there's no denying the anticipation of opportunity and the stress of accomplishing all of the necessary tasks. As the launch date approaches, the flurry of activity increases, making it easy to overlook something or cut corners. Keeping track of who is responsible for what and when challenges even the most organized professionals. Many business leaders find it is in their best interest to seek external support to help organize and execute key activities.

Talk of a full-scale trade war between the US and China may sound dramatic, but the latest tariff applied to Chinese goods will have a major impact on the costs of materials coming to the US. The full list of affected goods, available here, includes fresh food and dry goods, consumer goods like hats and handbags, as well as a large list of manufacturing materials such as glass, aluminum, gold, electrical parts, and machinery.

Whether virtual or in person, we’re spending our work lives in meetings that aren’t working. Research shows that 67% of meetings are ‘failures’, and have lost their primary reason–getting things done.

Where have our meetings gone wrong? Over time, the amount of time spent in meetings and number of meetings held has increased significantly. Daily, upwards of 11 million meetings are held in American businesses, averaging a time frame of 31-60 minutes. These longer meetings have led to a 10% increase in the time employees spend in meetings since 2000.

Whether you’re choosing your first CRM or transitioning to a new one, it’s a big decision — one that will lead to even bigger impacts on your team. Training your team to use a CRM efficiently is as important as the data that will be kept in it. If they don’t know how to use it comfortably, the transition into a new CRM tool can be a difficult one.

Sometimes changing your brand demands real change internally. Your customer’s perception is reality, and a true brand can be seen and felt in every part of the organization.

Lessons from Upstate Social Sessions 2017

Last month I attended Upstate Social Sessions, a day-long conference in Rochester, NY focused on social media. The event, now in its third year, included presentations by national and local professionals who have used social media successfully in their fields. A favorite session among attendees was “Don’t @ Me: Navigate Controversy, Conversation and Comments.” 

New product launch is risky, even for established companies with a defined product development and product launch process. In our work with high tech B2B companies, we’ve noticed a few places where companies often stumble.

According to a recent study of new product development, 39% of new product launches failed. Often these failures occur when companies don’t have a clear marketing plan, but there are other reasons, too. Improved internal communications can head off a number of these causes.

Selling to Internal Audiences

Preparing to introduce a new product or service is a significant undertaking for any business. You have invested considerable time, money, and resources in developing a great product, honing your message, and planning your marketing activities, and you want those efforts to pay off. Although the ultimate goal is to engage your external audience (potential customers) and get them to buy the product, it’s also important to get buy-in from your team.