Why Killer Products Dont Sell
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Why Killer Products Don't Sell
Author | : Ian Gotts |
Publisher | : John Wiley & Sons |
Total Pages | : 194 |
Release | : 2009-10-01 |
Genre | : Business & Economics |
ISBN | : 1907293477 |
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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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