ABSTRACT
This chapter explain the sales learning curve and aims to understand the knowledge brokering function of sales, and the importance of connecting sales to the engineers developing the new product. It presents the solution selling process and its relationship with customer development. The chapter discusses the development of a sales roadmap and message. Effectively transferring information from these potential customers to the firm’s new product developers is important for generating ideas around further product development, as well as mustering internal support for altering the existing product concept. The integration of customer and seller resources should help create a prototype and identify the minimal viable product. Prospecting refers to the need for sales to develop a list of potential customers from the target segment. A start-up developing a new technology and application often experiences important setbacks and delays. Customers understand that new ventures face a lot of uncertainty and thus that delays can occur.
