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Help your sales team sell new products

Jiro Osuga

Do you have more confidence in your ability to develop innovations than in your ability to commercialise them? Writing for Harvard Business Review, Thomas Steenburgh and Michael Ahearne argue that this common gap results from a lack of formal sales processes and talent-management strategies for new-product sales.


Successful companies recognise that the sales process for new products requires different allocations of time and must overcome different objections and barriers compared with the traditional approach. People who excel at selling new products have traits and behaviours different from those who successfully sell existing products.

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Source Article: How To Sell New Products
Author(s): Thomas Steenburgh and Michael Ahearne