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.
| ISBN: | 9781907293474 |
| Publication date: | 1st October 2009 |
| Author: | Gotts, Ian|Rowsell, Dominic |
| Publisher: | Wiley |
| Format: | Ebook |