Why Salespeople Fear Pitching Radical Innovation
研究发现销售人员担心推销激进创新时显得不称职，从而削弱信心并阻碍销售进程。企业应重新定义其角色为协调者，提供专家搭档和快速响应支持，并培养重视好奇与协作的文化。
When selling radical innovations, salespeople often worry that they’ll appear incompetent, which undermines their confidence and stalls sales pipelines. New products’ complexity can get in the way of knowledge transfer via traditional training approaches. Companies should instead reframe the salesperson’s role from expert to orchestrator, provide consultation support through expert tandems and fast-response channels, and foster a culture that values curiosity and collaboration over perfection.