Why Killer Products Don't Sell
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Product Description
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.
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Most Helpful Customer Reviews
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Why hasnt this book been written before?,
By
This review is from: Why Killer Products Don't Sell: How to Run Your Company to a New Set of Rules (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.
1 of 1 people found the following review helpful:
5.0 out of 5 stars
Killer-book!,
By Mark Gibson "Author, consultant and thought-l... (Bay Area, San Francisco) - See all my reviews (REAL NAME)
This review is from: Why Killer Products Don't Sell: How to Run Your Company to a New Set of Rules (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!
0 of 1 people found the following review helpful:
5.0 out of 5 stars
Pure clarity,
By
This review is from: Why Killer Products Don't Sell: How to Run Your Company to a New Set of Rules (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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