Why Killer Products Don't Sell
| Author | : Ian Gotts |
| Publisher | : John Wiley & Sons |
| Total Pages | : 194 |
| Release | : 2009-10-01 |
| ISBN-10 | : 9781907293474 |
| ISBN-13 | : 1907293477 |
| Rating | : 4/5 (74 Downloads) |
Download or read book Why Killer Products Don't Sell written by Ian Gotts and published by John Wiley & Sons. This book was released on 2009-10-01 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.
