Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

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KEYNOTE – How to Sell New-to-the-World Products

8:15 a.m. to 9:00 a.m.

TUE 16 OCT 2018

Grand Ballroom

session information

Product or service innovation underlies many companies’ growth efforts. They invest mightily in R&D, or recruit new talent capable of generating the next big idea. These investments sour if new offerings aren’t effectively presented to buyers, and this last step in the process of commercializing innovation proves the trickiest for many organizations.

In this keynote presentation, leading academic Thomas Steenburgh shares research from their recent Harvard Business Review article on selling new-to-the-world products. The findings illuminate the practices of highly successful firms who approach selling new products by retooling sales process management, salesperson traits and behaviors, and sales support investments, while fostering a culture focused on organic growth.


Tom Steenburgh

Richard S. Reynolds Professor of Business Administration, and Senior Associate Dean for Faculty Development and Residential MBA Program

Darden Graduate School of Business

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Sponsorship opportunites are now available for The Sales Management Association's Sales Force
Productivity Conference - Click here for complete sponsor list

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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

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