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.

DEVARSH J YAGNIK on LinkedIn: It's not require to respond everyone and to participate in each race of…

Robin Gandhi on LinkedIn: Voices of Gratitude- Robin Gandhi

Hear from Harvard Business Review on selling new products, Kedar Murdeshwar posted on the topic

Jenny Metallidou on LinkedIn: What Makes an Office Building “Healthy”

DEVARSH J YAGNIK on LinkedIn: It's not require to respond everyone and to participate in each race of…

assign4 4MBA500.docx - Assignment 4.4 - HOMEWORK 1. Chapter 8 - Solve the Dilemma - Planning Pizza - answer the Critical Thinking Questions 1. What

Ramya Ranganathan posted on LinkedIn

Ramya Ranganathan posted on LinkedIn

How to Sell New Products When we talk with companies about the biggest challenges they face in growing revenues, we hear a consistent complaint: Senior leaders have great confidence in their ability

Robin Gandhi on LinkedIn: Meet Robin Gandhi, Our New Chief Product Officer - Nium

assign4 4MBA500.docx - Assignment 4.4 - HOMEWORK 1. Chapter 8 - Solve the Dilemma - Planning Pizza - answer the Critical Thinking Questions 1. What