The revenue potential of tech innovation
is offset by 3 sales hurdles:

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1. MARKETING

  • Fewer referrals and leads generated  

  • Innovation is harder for the client to explain, give referrals 

  • Educating on a new product/service makes it harder for the sales team to actively generate new leads

2. SALES TEAM

  • Education costs limits sales per salesperson  

  • Innovation requires greater skill, industry knowledge, experience  

  • Prospects require more sales team time, effort to purchase

  • Innovation is harder for the prospect to sell internally

  • Longer sales cycle, more meetings, lower conversion %

3. NEW PRODUCT/CATEGORY

  • Longer to establish new product/service, enter new category 

  • Innovation requires a long trial period to determine the ideal customer, their value proposition 

  • Early adopters are not the mainstream customer profile