B2B Sales of New Products


 
Sales Management > Forum

B2B Sales of New Products
Jaap de Jonge, CEO, Netherlands, Editor
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 resourc...Sign up
 

 
Key Success Factors in B2B Sales of New Products
Javier Elenes, Business Consultant, Mexico, Member
KSF 1. UNDERSTAND THE BUSINESS: Segment the Market (find the Leader by Market Segment) and Understand how they generate $$$.
KSF 2. DEFINE ECONOM...Sign up
 

 
Selling to People not Businesses
Maurice Hogarth, Consultant, United Kingdom, Member
I do not disagree with Steenburgh and Ahearne.
As I understand it, it is PEOPLE who buy, on the basis of the BENEFITS to the “buyer”, which deriv...Sign up
 

 
Consumer Journey - When to Sell
Alexey Timoshek, Russian Federation, Member
@Maurice Hogarth: very true. If a frontline organization knows the consumer journey well and understands deeply whe...Sign up
 

 
Credibility of the Selling Organization
srinivas, Lecturer, India, Member
Even if the manufactured product gives a lot of value to the potential buyers and even if the salesman is very persuasive, it remains very difficult ...Sign up
 

 
Product Credibility versus Buyer Habit
Maurice Hogarth, Consultant, United Kingdom, Member
@Srinivas: Agreed - breaking old habits is difficult. People like to cover their backs with the true and tested (an...Sign up
 

   

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