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Viewing posts in the Product Launch category

How Allego Helps Reps Nail a New Product Launch

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What’s the biggest challenge of selling an innovative new product? According to Thomas Steenburgh, a marketing professor at the University of Virginia’s Darden School of Business, it’s the lack of support most sales reps receive before and after the launch. “The basic problem is that [product development teams] think that once they’ve created a good product, it’ll sell itself,” said Steenburgh in a recent podcast. “They just figure, ‘I can get it to the salespeople and they’ll figure it out.’ “You’re asking the salesperson to become a change agent … and that’s... Continue Reading