How can Sales Development teams use product R&D innovations to increase revenue?

Being a good listener is a highly valuable skill for successful sales people at innovative companies. Don't be too hyper-focused on selling a solution you already have, when some of the best new UVP solutions come from R&D teams who collaborate and solve the pain points of today. Collaborative selling wins the day (and the deal) and forges long-term customer partnerships!

Today product portfolio which is resulting the company sales revenue was former product development at a certain point of time. Defining the real need representing a good start for you product features to make sure your offering is a perfect match

Sales Development teams can use product R&D innovations to increase revenue by showcasing the latest features, benefits, and value propositions of their products to the potential and existing customers. Product R&D innovations can help Sales Development teams to differentiate their products from the competitors, to create a competitive edge and a unique selling point, to generate more interest and demand, and to increase customer satisfaction and retention. Product R&D innovations can also help Sales Development teams to identify new market opportunities, to expand their customer base, and to cross-sell and upsell their products.

Aim to align UVP to customer need behind the need by understanding how UVP can create customer value. The correct match can grow share of wallet at the customer and promote your brand in the market.

Focusing on real pain rather than your product feature would prevent you from falling in what we call it product myopia which would resulting perfect product but not satisfying basic customer need

En productos y equipos desarrollados para la industria, podemos notar que la innovación es muy importante ya que genera novedosas propuestas de valor, por ejemplo ser más eficientes en consumo energético, ser más duraderos, más económicos, etc. Las compañías que invierten en I+D llevan la delantera y sus clientes se benefician directamente de están investigaciones.

The UVP is your customers voice! If you’re not listening first and selling your product on what they say you will lose 🫠100% of the time. Facts!

New ways to solve existing problems are an excellent tool when selling to a technical buyer. It can help you challenge your customer and provide solutions they haven’t yet thought of, let alone considered. Positioning you as the true Subject Matter Expert aka the person technical buyers actually like talking to.

Product development cost money and time. Only go for product development if there are an unmet needs that new product change can solve at low cost and a high profit. Research and Development is not directly correlated to profits or business growth. A nice to have product feature does not mean it can make money.

Alignment between pricing and successful technology adoption is crucial. Buyers are far more educated today, requiring companies to conduct thorough research and establish the right pricing strategy at market entry. The perceived value of a technology can be determined even before the sales team engages with a prospect. Here's how to get your pricing strategy right: Early Customer Engagement: Involve your field team early in the process. Engage with target customers to understand how they value the technology. Value-Centric Messaging: Build your customer messaging and value statements around the insights gained from customer research.

Sales development teams can leverage product R&D innovations to increase revenue by staying informed about the latest features and improvements. This involves collaborating closely with the R&D team to understand the unique selling points of new products or enhancements. Additionally, providing comprehensive training to the sales team on these innovations equips them to effectively communicate the value proposition to potential customers. Regular communication between R&D and sales helps align strategies, ensuring that the sales team is well-prepared to highlight the benefits of innovative products, ultimately driving revenue growth.