Why Killer Products Don't Sell : How to Run Your Company to a New Set of Rules

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. "Whether or not your corporation has a strong track record of sales success, there is no guarantee that your experience can help you to take a ground-breaking product to a new market. If you have a killer product, and you want it to sell, Ian Gotts and Dominic Rowsell will show you how to ensure success." "This book will help you to understand: the common reasons why killer products don't sell - and how to change your strategies; four different sales models, based on customers' buying culture; why you need to sell to a customer organization in the way that they want to buy; how creating value in today's marketplace differs radically from the traditional sales approach; how to align your entire organization to support value-created sales; and ways to transform your organization to become much more successful, much faster."--book jacket 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 ..