1. Early Involvement: Engage the sales team from the start. Hold workshops where they can share insights on customer pain points, allowing them to feel invested in the new direction. 2. Demonstrate Value: Present data that backs the positioning—market trends, customer feedback, and competitor analysis. 3. Equip with Tools: Provide sales with battle cards, pitch decks, and role-play scenarios. This boosts confidence and gives them language to communicate the value effectively. 4. Showcase Success Stories: Share early wins or case studies from pilot customers, reinforcing how the new approach drives results. 5. Create Open Feedback Loops: Set regular check-ins to gather sales feedback and refine the positioning as necessary.

Don't roll it out to everyone. I call it anti-enablement :) Find the people who are willing to adopt and exclusively share it with them. Give them all your attention to help adopt. Help them prep for calls, customize decks, and win deals. Then those 2-3 reps begin to close deals with your help, they'll start asking for the materials. Use your evangelist reps to help teach the materials and drive adoption. Oh and spiffs. Spiffs can work too.

Overcoming resistance to new product positioning requires empathy, clarity, and collaboration. Here’s a structured approach: Highlight the Value: Clearly show how the new positioning aligns with market needs and will drive team success. Provide Hands-On Training: Equip the team with practical resources, FAQs, and role-play scenarios to build confidence in the new messaging. Create a Feedback Loop: Encourage open discussions to address concerns, and integrate team input, so they feel part of the process. What methods have helped you ease transitions and encourage acceptance in your team?

Your sales teams are the best advocates of your product/service. 1. Involve Sales Early in the Process. When sales has a voice in shaping the story, they’ll feel more ownership and confidence in presenting it to customers. 2. Ensure they understand the "WHY": Provide Clear, Tangible Benefits: Equip the team with data, case studies, and customer pain points that the new positioning directly addresses. 3. Create Simple yet Powerful Messages: Provide the team with concise, compelling value statements and a clear differentiator that’s easy to communicate to all types of customers.

It's a telltale sign they weren't looped in on the positioning strategy from the get-go. This is a situation that can be skillfully navigated. First things first: listen. Truly listen to their concerns. Create a safe space for open and honest dialogue. More often than not, their hesitation is rooted in valid reasons, and by actively listening, you'll build trust. Acknowledge their perspectives and validate their feelings. Now, it's time to get everyone on the same page. Present a clear and concise overview of the positioning strategy. Finally, back up your reasoning with data. Solid evidence and compelling insights can be powerful tools in persuading even the most skeptical sales team.