Thomas Steenburgh is a business professor at the Darden School of Business, with a focus on sales management and B2B sales processes.
We discuss the launch of new products by sales teams, as well as some of the challenges that accompany these product launches. In addition, we cover the types of people who do the best at selling new products, the “shiny new thing” problem when selling to customers, and other gems that will make any company better at selling new products.
To cap off the show, we talk about how B2B and sales topics have largely been ignored as a subject within academia.
In This Episode
The research that went into Dr. Steenburgh's analysis of innovation and product launches. The different type of salespeople you'll need for product launches. Why face-to-face meetings are important for selling new products. The characteristics of reps who succeed at selling new products and those who don't. The “shiny new thing” problem when prospecting.Freelancers: Avoid the Boomerang
Writing Well
Rising to Leadership
Take Care of Your Data
Thumb Stopper Creative
Are You a Superboss?
The Transparent Seller
Offices for Humans
Going Beyond Brexit
Crisis Ready Preppers
Have No Rules
The Future of Connected Health
Lost and Founder
Voice-Centric Marketing
The Rebel's Role
Alive at Work
B2B Influencer Marketing
India and China: Market Entry
The Year in Review
Create your
podcast in
minutes
It is Free
The Commercial Edge: Unleash the Power of People
The emPOWERed Half Hour
HCI Leadership Revolution
Human Capital Leadership
The Power of Music Thinking
BusinessWISE
Business Wars