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sharkThink: rethinking product value development. Stay sharp, keep thinking!

Product value development starts by understanding the jobs your customers are trying to accomplish with your products. Helping users with these outcomes is the benchmark for concept innovative.

Tag >> value development
Mar 10
2009

Don't trust your sales people

Posted by John Landerholm in value developmentproduct developmentoutcome-driven innovationdesign

John Landerholm

Dont trust your sales people for input in new product developmentDon't trust your sales people for relaying proper user input in product development. Why would I say something like that? Anyone old enough to remember the 70's? Burnt Red and Avocado Green were reported to be the colors that the market were demanding for kitchen appliances.  Usually it was a someone from sales who was voicing this wisdom.

I'll let you in on a secret. The depth of a salespersons insight into what "the market" is demanding is to repeat the product features that the last customer he talked with was interested in.

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sharkgeist: stay fresh, keep moving

For a company to innovate, it must create products and services that help consumers perform a job faster, better, more conveniently, and/or less expensively than before. To do this, companies must know what outcomes customers are trying to achieve and design the products and features that will best satisfy the outcomes that are currently underserved.