Key reasons for new product and/or company success
- Realistic expectations, timing & plan
- Plan is based on investigation of facts
- Proper product & company positioning
- Avoid acting on personal belief(s) only
- Align with those “who don’t drink the Kool-Aid™”
- Statements & claims are made based on proof
- Experienced management
- Good alliance management
Note: This assumes: Adequate funding and resources are available.
How to best go-to-market [g2m]
- Define the need: Facts about market, buyers; how is selection made, etc.
- Distinctive features: Present facts about “DF” with illustrations and evidence; provide easy to remember descriptors, e.g., “NatureClean”
- Performance: Present facts re: performance with illustrations and evidence
- Dependability: Reasons, illustrations, evidence
- Professional approach: Present above w/ market knowledge and value proposition
- Story: What’s behind [“ABC”] — people, investment, discovery, mission, objective, why we and our product(s) are different; what this means to you
- Reasons to use [“XYZ”]: Accurate claims, fair price and profit; quality; confidence, value, mutual benefit philosophy
- Define right partners, initial customers
Five laws for effective business thinking & results
- Find the facts
- Focus the facts
- Filter the facts
- Face the facts
- Follow the facts
Problem resolution template
- What is the problem?
- What caused the problem (i.e., “roots of the plight”)
- What are the possible solutions? [Brainstorm]
- What is the best solution?
- RECOMMENDATION
Eighteen benefits of outsourcing field sales [to (repco)]
- Predictable sales costs that go up and down with sales
- Standardized sales costs
- Lower sales costs
- Immediate market access
- Broader market penetration
- More experienced sales force
- Multifaceted, multi-skilled sales team
- Wider, deeper coverage
- Stronger local relationships
- Reduced sales force turnover
- Training required only on product
- Closer-to-the-customer forecasting
- Better market intelligence
- Increased sales
- Knowledgeable advice and information—hear it like it is!
- Risk-free exploration of new market niches
- Problem-solving approach outperforms product selling
- Vested partner in manufacturer’s success
Copyright © 2010 by Axis Associates (aa) (repco)
Revenue hunt process map—(repco)
Now what? The 8-point plan for the first hundred days [example]
The 8 Point First 100 Days Plan. This plan [taken from the axisco work product archives] was prepared for an Italian packaging company (in 2011) that was preparing to enter the highly-competitive U.S. packaging market. It’s contents are wholly owned by axisco, and are provided “for example” only, herewith.