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.Data's Cold Embrace
B2B's Amazon Moment
Protecting Creative Teams
Marketing Madness
Don't Write a Book
Hire Better
Boardroom Diplomacy
Don't Fear The Churn
Marketing's Nemesis
Spend Wisely on LinkedIn
The Blurriness of B2B PR
Shoot For The Moon
Who Killed the PIN?
Warmed Over Emails
A Good Story Roars
The SEO Balancing Act
Left&Right Brain
Business Needs Net Neutrality
People-Centric Marketing
Coaching Your Channel
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