Why It’s So Hard to Sell New Products
Podcast |
HBR Ideacast
Media Type |
audio
Categories Via RSS |
Business
Entrepreneurship
Management
Marketing
Publication Date |
Dec 11, 2018
Episode Duration |
00:24:11
Thomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why firms with stellar sales and R&D departments still struggle to sell new innovations. The answer, he finds, is that too many companies expect shiny new products to sell themselves. Steenburgh explains how crafting new sales processes, incentives, and training can overcome the obstacles inherent in selling new products. He's the coauthor, along with Michael Ahearne of the University of Houston's Sales Excellence Institute, of the HBR article "How to Sell New Products."

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