B2B Sales of New Products

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B2B Sales of New Products
Jaap de Jonge, Management Consultant, Netherlands
Selling major new, innovative products is hard, especially if it's to new B2B clients. There are only few people who are good and successful at it. At the same time it is a crucial capability for many firms. That's probably why new product/business B2B reps can earn a high salary. I just read a very interesting article by Steenburgh and Ahearne, who have done research about what it takes as a I. PERSON to be good at selling new (B2B) products, and what it takes as an II. ORGANIZATION to excel in selling new (B2B) products.
  1. PERSON What traits and competencies distinguish a successful new product/business B2B sales person?
    1. S/HE TAKES A LONG VIEW. Spends considerable time on qualifying just a handful of really good prospects and then focuses all her/his attention, time and resources on those few, focusing on a long-term, strategic relationship with those organizations.
    2. S/HE HAS DIFFERENT CONCERNS. Does not focus on product knowled (...) Read more? Sign up for free
 

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