The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

How To Effectively Sell New Products To Current Customers Salespeople often ask how to effectively sell new products to current customers. Some clients are satisfied with the current service they’re getting and they’re not keen on investing in another one. There is a way through this sales ordeal.  Thomas Steenburgh teaches business marketing and sales at the Darden School of Business. He’s also an administrator and has stayed with the school for seven years. His team did a five-year research project on how to effectively sell new products to customers and what’s so hard about it.  Looking at the problem Thomas’ team looked at various factors: The different ways people sell The types of people who excel in the process The organization’s structure The culture that the companies/organization create The combination of these processes which is finding the right process, finding the right people, finding the right organization, and finding the right culture is the key to making this happen.  The challenge  If g