Why Killer Products Don't Sell: How to Run Your Company to a New Set of Rules Hardcover – 14 Nov 2008
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About the Author
Ian Gotts founded Nimbus Partners and as CEO has driven its growth over the last 10 years. His company has won numerous awards: D&T Fast50, D&T European Fast500, REALBusiness Hot 100, and The Sunday Times TechTrack 100. Nimbus is a Microsoft Gold Partner and has been singled out as a high potential partner. Ian is a member of the Microsoft worldwide Software + Services Partner Advisory Council and the UK Partner Advisory Council, and he appears on stage alongside Microsoft regularly. Nimbus was recently featured in Steve Ballmer′s (Microsoft CEO′s) keynote video to 10,000 partners at the Microsoft Worldwide Partner Conference in Denver. Ian is also a founder, investor and advisor to technology companies.
Dominic Rowsell is a business iconoclast and change management CEO. He is a highly experienced presenter and speaker. His expertise comes from practical experience in behavioural change, service sales, pre/post merger integration, leadership change and strategic thinking. As happy with five people as with five hundred, Dominic is a relaxed yet energetic speaker. His style uses cynical wit with a dry sense of humour and always draws his audiences into active involvement – he loves a heckler! He is both pragmatist and humanist and these attributes are key when having to point out painful realities to the Boardroom.
Top Customer Reviews
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.
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.