B2B Sales of New Products

Sales Management
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Sales Management > Best Practices

Jaap de Jonge, Editor, 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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  Javier Elenes, Business Consultant, Mexico
 

Key Success Factors in B2B Sales of New Products

KSF 1. UNDERSTAND THE BUSINESS: Segment the Market (...)

  Maurice Hogarth, Consultant, United Kingdom
 

Selling to People not Businesses

I do not disagree with Steenburgh and Ahearne. As (...)

  Alexey Timoshek, Russian Federation
 

Consumer Journey - When to Sell

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  srinivas, Lecturer, India
 

Credibility of the Selling Organization

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  Maurice Hogarth, Consultant, United Kingdom
 

Product Credibility versus Buyer Habit

@: Agreed - breaking old habits is difficult. Peop (...)

 
More on Sales Management
Summary
Forum
5Cs of Sales Management
🔥Virtual Selling Process Due to Internet and Covid
Key Account Management
Best Practices
🥇Sales versus Marketing
🥈Sales versus Business Development
B2B Sales of New Products
How to Motivate the Sales Force?
Sales Strategies | Selling Strategies
7 Steps of the Selling Process
Sales Methods, Models and Theories
Approaches for Sales Pipeline Management / Sales Funnel Management
How to Align Sales Strategies with Corporate Revenue Targets?
How to Implement Strategic Account Management?
Integrating Sales and Marketing
Metrics for Tracking Sales Performance
Understanding the Buying Process in Major Accounts
Special Interest Group Leader

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Sales Management
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