You Invented a Great New Product. Now, How Do You Sell It?
Senior leaders have great confidence in their ability to develop innovations, say the authors, but not in their ability to commercialize them. This may result from a lack of formal processes and effective talent-management strategies. Steenburgh and Ahearne suggest a new approach: Assess the skills of your salespeople systematically. Train them for knowledge and resilience rather than focusing on a product’s bells and whistles. Create a psychological profile of the ideal buyer. And assign strategic account managers to your most important customers. When new products are launched, the authors write, the best companies are strategically aligned, from the sales force to the C-suite. HR creates competency maps and works with sales managers to establish training and coaching programs. Frontline sales managers support the learning process that their reps go through in the field. And top leaders make sure that pressure to meet earnings targets doesn’t stand in the way of future growth.
7-1 Final Project - Sebastain Richards INT 220 Global Dimensions in Business 7-1 Final Project June - Studocu
Analu Oliveira on LinkedIn: You Invented a Great New Product. Now, How Do You Sell It?
assign4 4MBA500.docx - Assignment 4.4 - HOMEWORK 1. Chapter 8 - Solve the Dilemma - Planning Pizza - answer the Critical Thinking Questions 1. What
assign4 4MBA500.docx - Assignment 4.4 - HOMEWORK 1. Chapter 8 - Solve the Dilemma - Planning Pizza - answer the Critical Thinking Questions 1. What
Robin Gandhi on LinkedIn: Meet Robin Gandhi, Our New Chief Product Officer - Nium
Chris Wallace on LinkedIn: You Invented a Great New Product. Now, How Do You Sell It?
Ramya Ranganathan on LinkedIn: Interesting read on multiple pivots to a business model - will the latest…
World. Choose Wisely.
Stephen Minnig NPD (@MinnigNPD) / X
Chris Wallace on LinkedIn: You Invented a Great New Product. Now, How Do You Sell It?
Robin Gandhi on LinkedIn: Meet Robin Gandhi, Our New Chief Product Officer - Nium
World. Choose Wisely.
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