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Newsletter - Volume 2004, Issue 3 May 2004
Articles Product Launch Process
Sure-fire Success With Product Launches Do you feel the intense pressure to successfully launch new products? It’s real and everyone feels it! Marketing and sales are increasingly expected to launch more new products (and services) more frequently and to more channels. Oh, did I mention the pressure of the ever shrinking product lifecycle? Let me add a little more fuel to this fire. There is a lot more at stake. Companies have heavily invested in both what they develop as well as how they bring that new product to market. The pressure to get the return on their investment with shorter product lifecycles demands a successful product launch. Value Pricing/Value Selling Free Webinar May 19 Pricing products and services is a challenge and one of the most challenging but rewarding methods is value pricing. Unlike cost plus pricing, value pricing requires intimate knowledge of how your solutions improve your customers business, and the ability to quantify those improvements. Solutions that have some level of uniqueness lend themselves well to the value pricing model. Pricing may be set at a premium as long as the value is provable and the market will bear that price level. If you sell solutions that are value priced, it is imperative that you sell with a focus on value. Transactional sales environments do not lend themselves to that approach since customers typically see those solutions as commodities that are difficult to differentiate. Value selling requires you to invest the time to build higher level relationships and have a firm understanding of your customer’s business. The result of your sales process should be a full or partial business case that advocates your solution based in its ability to improve the customer’s business and is framed according to their executive decision making criteria. If you would like to learn more, please attend the May 19th webinar with Tom Cissell of The Cistek Group as guest speaker: “Value Pricing and Value Selling”. Sign up at: Free Value Pricing/Selling Webinar May 19. |
Next Issue's Feature Article
| In the next Cistek Group Newsletter the feature article will be entitled: "The Theory of Constraints - Benefits of Knowing Your Critical Path." " |
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