{"id":77,"date":"2012-05-08T09:50:22","date_gmt":"2012-05-08T13:50:22","guid":{"rendered":"http:\/\/blog.markkirkwood.com\/?page_id=77"},"modified":"2013-03-10T19:57:04","modified_gmt":"2013-03-10T23:57:04","slug":"insights","status":"publish","type":"page","link":"https:\/\/blog.markkirkwood.com\/?page_id=77","title":{"rendered":"Insights"},"content":{"rendered":"<p><strong>Key reasons for new product and\/or company success<\/strong><\/p>\n<ul>\n<li>Realistic expectations, timing &amp; plan<\/li>\n<li>Plan is based on investigation of facts<\/li>\n<li>Proper product &amp; company positioning<\/li>\n<li>Avoid acting on personal belief(s) only<\/li>\n<li>Align with those \u201cwho don\u2019t drink the Kool-Aid\u2122\u201d<\/li>\n<li>Statements &amp; claims are made based on proof<\/li>\n<li>Experienced management<\/li>\n<li>Good alliance management<\/li>\n<\/ul>\n<p style=\"padding-left: 30px;\"><em>Note: This assumes:\u00a0 Adequate funding and resources are available.<\/em><\/p>\n<p>\u00a0<strong>How to best go-to-market [g2m]<\/strong><\/p>\n<ul>\n<li><span style=\"text-decoration: underline;\">Define the need<\/span>: Facts about market, buyers; how is selection made, etc.<\/li>\n<li><span style=\"text-decoration: underline;\">Distinctive features<\/span>: Present facts about \u201cDF\u201d with illustrations and evidence; provide easy to remember descriptors, e.g., \u201cNatureClean\u201d<\/li>\n<li><span style=\"text-decoration: underline;\">Performance<\/span>: Present facts re: performance with illustrations and evidence<\/li>\n<li><span style=\"text-decoration: underline;\">Dependability<\/span>: Reasons, illustrations, evidence<\/li>\n<li><span style=\"text-decoration: underline;\">Professional approach<\/span>: Present above w\/ market knowledge and value proposition<\/li>\n<li><span style=\"text-decoration: underline;\">Story<\/span>: What\u2019s behind [&#8220;ABC&#8221;] &#8212; people, investment, discovery, mission, objective, why we and our product(s) are different; what this means to you<\/li>\n<li><span style=\"text-decoration: underline;\">Reasons to use [&#8220;XYZ&#8221;]<\/span>: Accurate claims, fair price and profit; quality; confidence, value, mutual benefit philosophy<\/li>\n<li><span style=\"text-decoration: underline;\">Define right partners, initial customers<\/span><\/li>\n<\/ul>\n<p><strong>Five laws for effective business thinking &amp; results<\/strong><\/p>\n<ol>\n<li>Find the facts<\/li>\n<li>Focus the facts<\/li>\n<li>Filter the facts<\/li>\n<li>Face the facts<\/li>\n<li>Follow the facts<\/li>\n<\/ol>\n<p><strong>Problem resolution template<\/strong><\/p>\n<ol>\n<li>What is the problem?<\/li>\n<li>What caused the problem (i.e., &#8220;roots of the plight&#8221;)<\/li>\n<li>What are the possible solutions? [Brainstorm]<\/li>\n<li>What is the best solution?<\/li>\n<li>RECOMMENDATION<\/li>\n<\/ol>\n<p><strong>Eighteen benefits of outsourcing field sales [to (repco)]<\/strong><\/p>\n<ol>\n<li>Predictable sales costs that go up and down with sales<\/li>\n<li>Standardized sales costs<\/li>\n<li>Lower sales costs<\/li>\n<li>Immediate market access<\/li>\n<li>Broader market penetration<\/li>\n<li>More experienced sales force<\/li>\n<li>Multifaceted, multi-skilled sales team<\/li>\n<li>Wider, deeper coverage<\/li>\n<li>Stronger local relationships<\/li>\n<li>Reduced sales force turnover<\/li>\n<li>Training required only on product<\/li>\n<li>Closer-to-the-customer forecasting<\/li>\n<li>Better market intelligence<\/li>\n<li>Increased sales<\/li>\n<li>Knowledgeable advice and information\u2014hear it like it is!<\/li>\n<li>Risk-free exploration of new market niches<\/li>\n<li>Problem-solving approach outperforms product selling<\/li>\n<li>Vested partner in manufacturer\u2019s success<\/li>\n<\/ol>\n<p style=\"padding-left: 60px;\"><em>Copyright \u00a9 2010 by Axis Associates (aa) (repco)<\/em><\/p>\n<p><em><\/em><strong>Revenue hunt process map\u2014(repco)<\/strong><\/p>\n<figure id=\"attachment_87\" aria-describedby=\"caption-attachment-87\" style=\"width: 440px\" class=\"wp-caption alignnone\"><a href=\"https:\/\/blog.markkirkwood.com\/wp-content\/uploads\/2012\/05\/re-process-map.png\"><img loading=\"lazy\" decoding=\"async\" class=\"size-medium wp-image-87\" title=\"(re) process map\" alt=\"(repco) process map\" src=\"https:\/\/blog.markkirkwood.com\/wp-content\/uploads\/2012\/05\/re-process-map-440x352.png\" width=\"440\" height=\"352\" srcset=\"https:\/\/blog.markkirkwood.com\/wp-content\/uploads\/2012\/05\/re-process-map-440x352.png 440w, https:\/\/blog.markkirkwood.com\/wp-content\/uploads\/2012\/05\/re-process-map-620x496.png 620w, https:\/\/blog.markkirkwood.com\/wp-content\/uploads\/2012\/05\/re-process-map.png 900w\" sizes=\"auto, (max-width: 440px) 100vw, 440px\" \/><\/a><figcaption id=\"caption-attachment-87\" class=\"wp-caption-text\">the revenue engine<\/figcaption><\/figure>\n<p>&nbsp;<\/p>\n<p><strong>Now what? <em>The 8-point plan for the first hundred days [example]<\/em><\/strong><\/p>\n<p>The <a title=\"8 Point Plan\u2014S#d#\" href=\"http:\/\/cl.ly\/2U2u352i2f2a1u001v3c\">8 Point First 100 Days Plan<\/a>. 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&#8217;s contents are wholly owned by axisco, and are provided &#8220;for example&#8221; only, herewith.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Key reasons for new product and\/or company success Realistic expectations, timing &amp; plan Plan is based on investigation of facts Proper product &amp; company positioning Avoid acting on personal belief(s) only Align with those \u201cwho don\u2019t drink the Kool-Aid\u2122\u201d Statements &amp; claims are made based on proof Experienced management Good alliance management Note: This assumes:\u00a0 [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"open","ping_status":"open","template":"","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"class_list":["post-77","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/pages\/77","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=77"}],"version-history":[{"count":0,"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=\/wp\/v2\/pages\/77\/revisions"}],"wp:attachment":[{"href":"https:\/\/blog.markkirkwood.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=77"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}