#Bradford-Goldense #machine-design #new-product-development-process #chasm #hockey-stick #hockey-stick-sales
Do Your New Products Sell Like Hockey Sticks? [A102].pdf
Goldense, Bradford L., "Do Your New Products Sell Like Hockey Sticks?," Machine Design, January 4, 2015, Volume 87, Number 1, Page 64, ISSN 0024-9114.
"Does Engineering Work for Sales or Management?," Machine Design , March 19, 2015, Volume 87, Number 3, Page 80, ISSN 0024-9114. #Bradford-Goldense #machine-design #Strategy #product-portfolio #sales-driven-engineering
Does Engineering Work for Sales or Management? [A105].pdf
"Does Engineering Work for Sales or Management?," Machine Design, March 19, 2015, Volume 87, Number 3, Page 80, ISSN 0024-9114
Flexibility goes out the window in organizations that are driven by sales departments to achieve short-term income commitments
The industrial sales force assumes an important role in the selling of these complex service innovations. For firms a key challenge in this respect resides in ensuring the sales force's motivation for the selling of such innovations and effectively solving customers’ business problems. Past research frequently discussed monetary sales incentives as an effective tool to reinforce desired employee behaviors, but, to date, the discussion has failed to produce conclusive guidance for practitioners as to whether monetary sales incentives in fact can facilitate selling of complex service innovations
Synergies could arise from complementarities, in particular the utilization of technology innovation as a platform for design innovations. Both sales and Tobin's q are examined as dependent performance variables, with sales tapping consumer responses and Tobin's q reflecting investor responses
Description Discuss techniques for leading your company through the change from marketing and sales teams driving your product roadmap to one that’s based upon your customers
05-16-2024 | 17:30 - 18:30 CT
Dan Pink’s 2009 TED talk uses humor and personal experience to explain how the business model of carrot and stick stifles motivation rather than driving it
Goldense, Bradford L., "Post-Launch Reviews Improve New Product Performance," Machine Design, June 5, 2015, Volume 87, Number 6, Page 64, ISSN 0024-9114.