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Why Killer Products Don't Sell : How to Run Your Company to a New Set of Rules by Dominic Rowsell and Ian Gotts (2008, Hardcover)

World of Books USA (1208574)

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Book Binding:Hardback. All of our paper waste is recycled within the UK and turned into corrugated cardboard. Can't find what you're looking for?. General Interest. Need help?. We all like the idea of saving a bit of cash, so when we found out how many good quality used products are out there - we just had to let you know!

About this product

Product Identifiers

PublisherWiley & Sons, Incorporated, John

ISBN-101906465266

ISBN-139781906465261

eBay Product ID (ePID)69566145

Product Key Features

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

Number of Pages194 Pages

LanguageEnglish

TopicSales & Selling / Management, Decision-Making & Problem Solving

Publication Year2008

IllustratorYes

GenreBusiness & Economics

AuthorDominic Rowsell, Ian Gotts

FormatHardcover

Dimensions

Item Height0.7 in

Item Weight15 oz

Item Length9.3 in

Item Width6.3 in

Additional Product Features

Intended AudienceTrade

LCCN2008-031725

Dewey Edition22

Dewey Decimal658.8/1

Table Of ContentAcknowledgments xi Foreword xiii Introduction xv What this book is about xv Why we wrote this book xvi A bar in Rotterdam xvii Who should read this book xix How to use this book xxiii 1: Some killer products really don't sell 1 So many products, so few sales 1 Heroic failures 4 So firstly, what is a failure? 8 2: It's not how you sell, but how customers buy 11 Sales is sales is sales - right? 11 Four buying cultures 14 How does all this relate to Geoffrey Moore's Chasm? 17 WIIFM - so what exactly does all this mean to me? 19 How do people buy? 22 Momentum = getting the right people on board 26 Managing risk 27 3: If they are buying - are you selling? 29 Choosing the correct buying culture 29 Exploring the buying cultures 31 Different buying cultures, different operational cultures 37 What does a Value Captured company feel like? 40 What does a Value Created company feel like? 43 What does a Value Added company look like? 47 What does a Value Offered company look like? 50 4: The best kept secret - Value Created sales 53 Why Value Created 53 Why do so many companies get it wrong? 55 Vital signs 56 Why is Value Created difficult? 62 A Value Created salesman working in a Value Added company 63 And now some good news 66 5: The magic of a Value Created company 71 The perfect storm 71 The case for change 73 Management 74 R&D 79 Marketing 80 Sales 82 Delivery 94 Support 95 Safety notes 99 6: So what can I do about it? 109 CEO 109 CEO of a start-up 110 Chief Operations Officer 111 Sales Director 112 Head of M&A 113 Head of Marketing 114 Investors or VCs 114 Head of Innovation 116 7: Always change a winning team 119 Can you have too much success? 119 So, are you performing? 120 Transformation - the OCA methodology 123 Using the OCA methodology 133 The Final Word: A summary 137 Appendix 139 Index 167

SynopsisSales is sales is sales, right? Wrong. It takes more than a wide boy and the gift of the cap. Bringing innovative products to market swiftly and profitably is serious business and Why Killer Products Don t Sell is set to become the crucial new sales bible., 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.

LC Classification NumberHF5438.4