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Why Killer Products Don't Sell: How to run your company to a new set of rules [Kindle Edition]

Ian Gotts (Author), Dominic Rowsell (Author)

5.0 out of 5 stars See all reviews (3 customer reviews) |

Digital List Price:	�15.44 What's this?
Print List Price:	�14.99
Kindle Price:	�8.99 includes VAT* & free wireless delivery via *Amazon Whispernet*
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Length: 201 pages
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Product Description

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.

Product details

Format: Kindle Edition
File Size: 1313 KB
Print Length: 201 pages
Page Numbers Source ISBN: 1906465266
Publisher: Capstone; 1 edition (1 Oct 2009)
Sold by: Amazon Media EU S.� r.l.
Language English
ASIN: B002RMSZ4M
Text-to-Speech: Enabled

Average Customer Review: 5.0 out of 5 stars See all reviews (3 customer reviews)

Amazon Bestsellers Rank: #235,735 Paid in Kindle Store (See Top 100 Paid in Kindle Store)

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1 of 1 people found the following review helpful

Why hasnt this book been written before? 9 Jun 2009

By Michael Brown

Format:Hardcover

When I read this book I found myself wondering why on earth it hasn't been written before. It is in a way so obvious that unless you match you mindest and approach to the customer's situation, you are going to spend your life picking up the leftovers from the table when the person who has understood it has finished! It should be a must-read for anyone who wants to develop business.

It is superbly written: high energy, self effacing and laugh-out-loud humour, and no fancy wording. It's meant as a practical guide, and it works.

The only comment I have is that it does feel a bit IT -centric, whereas of course this approach works anywhere. I'm a sole trading consultant and I use this with other training providers and consultancies, Banks and more. It works, by the way! Definitely built my business, and I only read it 2 months ago.

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1 of 1 people found the following review helpful

Killer-book! 26 Feb 2009

By Mark Gibson

Format:Hardcover

"Why Killer Products don't Sell" is a revelation and MUST READ for technology sellers and marketers for a number of reasons.

1. Firstly, there is original thought in the analysis of the buying cycle and the lifecycle of every purchase in the buying organization. The authors state and I agree that every purchase follows the I-M-P-A-C-T process, the difference is that in a mature buying category, this can happen in a couple of minutes for acquiring a "value-offered" product (Dell Laptop), vs. months for an emerging buying category "value-created" = your discontinuous technology.

2. The second key idea is that there are four different selling cultures, depending on the maturity of the buying category. This indeed explains why so many "proven" sales-people and sales managers from well known corporations (value-added or value-offered) fail in early stage companies where the buying category is still being formed (value-created) and a consultative sales approach is required....this is worth the price of the book alone.

3. The imperative is for sales teams to understand where they are in the technology adoption life-cycle in order to more effectively facilitate the buying process; and for technology sellers to align their organizations operational cultures to match the buying cultures of their target markets.

Rowsell and Gotts have made a valuable contribution to a growing body of work in the science of professional selling.

We have spoken with both authors and with their permission will be integrating the IMPACT concept and ideas from their book into our Consultative Selling Training courses and E-Learning programs.

Highly recommended!

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0 of 1 people found the following review helpful

Pure clarity 30 Mar 2009

By James Hammersley

Format:Hardcover

Great book - gets to the heart of how 'opportunities' are generated. Buy it - you will make money as a sales man - and save money as a business owner.

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Popular Highlights

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Therefore, by definition, you need to be world class at educating, shaping, and leading the market. &quote;

Highlighted by 7 Kindle users

Its your ability to engage with the customers very clearly defined buying culture which will make the differences. And the buying culture is determined by product maturity. &quote;

Highlighted by 6 Kindle users

The Value Offered buying culture occurs when the customers know what they want and all that is left to do is decide what color it will be. &quote;

Highlighted by 5 Kindle users

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