Best Practice Report

Leveraging Field Input And Feedback For Innovation

January 1st, 2018
With contributor:

Summary

B2B organizations that rely on field sales to reach buyers should use the unique perspective and insight of this customer-facing function (including front-line sales reps, account managers and related field roles like field marketing) to help shape new products and improve existing products. Input from field sales is a key ingredient in creating and enhancing B2B offerings. Sales should be involved throughout the innovation and go-to-market process to ensure that offerings are tailored to buyer needs. In this report, we provide recommendations for gathering and applying insights from the field force during the innovation and go-to-market process.

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