Why Killer Products Don't Sell
How to Run Your Company to a New Set of Rules
Business & Finance, Management & Leadership, Decision Making & Problem Solving
| Author: | Ian Gotts, Dominic Rowsell | ISBN: | 9781907293474 |
| Publisher: | Wiley | Publication: | October 1, 2009 |
| Imprint: | Capstone | Language: | English |
| Author: | Ian Gotts, Dominic Rowsell |
| ISBN: | 9781907293474 |
| Publisher: | Wiley |
| Publication: | October 1, 2009 |
| Imprint: | Capstone |
| Language: | English |
Coming from conversations with executive teams of technology companies, venture capitalists, and M&A advisers, the insights contained in Why Killer Products Don't Sell are gold dust. First the book lays bare the claim that sales is sales is sales. It exposes the 4 very different 'Buying Cultures' and how they should be approached: Value Offered, Value Added, Value Created, and Value Captured. But it also gives a proven methodology for assessing a company's product mix ('offering' vs 'buying culture'), and a transformation approach to optimize sales and improve competitiveness.
Coming from conversations with executive teams of technology companies, venture capitalists, and M&A advisers, the insights contained in Why Killer Products Don't Sell are gold dust. First the book lays bare the claim that sales is sales is sales. It exposes the 4 very different 'Buying Cultures' and how they should be approached: Value Offered, Value Added, Value Created, and Value Captured. But it also gives a proven methodology for assessing a company's product mix ('offering' vs 'buying culture'), and a transformation approach to optimize sales and improve competitiveness.
