Insights From

Thomas J. Steenburgh

New Product Sales: Turn Innovation Into Growth

Darden Professor Thomas Steenburgh and co-author Michael Ahearne discuss how salespeople and companies can better sell new products business to business.

MIPFuturo: A Public-Private Partnership

Feed the Future Partnering for Innovation, a USAID-funded program, and Popoy√°n, a Guatemalan agribusiness, partnered to commercialize a line of biological products for smallholder farmers in Guatemala.

Helping Salespeople Soar: Moving the Needle

How do you motivate your sales team? What strategies are best for helping your top, middle and bottom performers scramble to a higher plateau?

Why Bad Things Happen to Good Products

What are the new best practices for selling innovative, hi-tech products? Researchers Tom Steenburgh, professor at the Darden School, and Michael Ahearne, professor at the University of Houston, share evidence-based best practices.