How to Sell and Market Innovative Products in Nascent Markets

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How to Sell and Market Innovative Products in Nascent Markets Ash Alhashim, Director of Global Market and Sales Development, Optimizely Sales Hacker Conference, New York City 2015

Sales

A Few Perspectives
Distribution & Adoption

“If I had asked people what they
wanted, they would have said faster
horses.”
—Henry Ford

The Journey of Learning
Unconscious
incompetence
Sales approach:
Challenger

The Journey of Learning
Unconscious
incompetence
Sales approach:
Challenger
Conscious
incompetence
Sales approach
BANT

The Journey of Learning
Unconscious
incompetence
Sales approach:
Challenger
Conscious
incompetence
Sales approach
BANT
Conscious
Competence
Success approach:
Enablement
Project Mgmt

Goals Roadmap Obstacles Reference Outcome Introduce
LEARN TEACH
Widen

What objectives does the prospect have for herself? Her business line?
Her organization?
Goals

What does the path to accomplishing those goals look like?
Roadmap

What challenges does she anticipate along the way? Are there challenges
of which she may be unaware?
Obstacles

Reframe the conversation. Help her understand that the problem and
solution are larger and more significant than she anticipated.
Widen

Teach through story-telling. Be relevant.
Reference

What impact did your solution have?
Outcome

The process, the expectations, and the AE.
Introduce

“When they think they know the answers,
People are difficult to guide.
When they know that they don’t know,
People can find their own way.”
--Lao Tzu, Tao Te Ching

How to Sell and Market Innovative Products in Nascent Markets

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