Buch, Englisch, 194 Seiten, Format (B × H): 163 mm x 236 mm, Gewicht: 433 g
Buch, Englisch, 194 Seiten, Format (B × H): 163 mm x 236 mm, Gewicht: 433 g
ISBN: 978-1-906465-26-1
Verlag: Capstone
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.
Autoren/Hrsg.
Fachgebiete
Weitere Infos & Material
Foreword.
Introduction.
Why we wrote this book.
A bar in Rotterdam.
Who should read this book.
How to read use this book.
PART 1: SOME KILLER PRODUCTS REALLY DON'T SELL.
So many products, so few sales.
Heroic failures.
So firstly, what is a failure?
PART 2: IT'S NOT HOW YOU SELL, BUT HOW CUSTOMERS BUY.
Sales is sales is sales - right?
4 Buying Cultures.
How does this all relate to the Geoffrey Moore's Chasm?
WIIFM - so what exactly does this all mean to me?
How do people buy?
Momentum = getting the right people on board.
PART 3: IF THEY ARE BUYING - ARE YOU SELLING?
Choosing the correct Buying culture.
Exploring the buying cultures.
Different buying cultures, different operational cultures.
What does a Value Captured Company feel like?
What does a Value Created Company feel like?
What does a Value Added Company look like?
What does a Value Offered Company look like?
PART 4: THE BEST KEPT SECRET - VALUE CREATED SALES.
Why Value Created.
Why do some many companies get it wrong?
Vital Signs.
Why is Value Created difficult?
A Value Added salesman in Value Created sales cycle.
A now some good news.
PART5: THE MAGIC OF A VALUE CREATED COMPANY.
The Perfect Storm.
The case for change.
Management.
R&D.
Marketing.
Sales.
Delivery.
Support.
Safety notes.
PART 6: SO WHAT CAN I DO ABOUT IT?
CEO.
CEO of Start-up.
Chief Operations Officer.
Sales Director.
Head of M&A.
Head of Marketing.
Investors or VCs.
Head of Innovation.
PART 7: ALWAYS CHANGE A WINNING TEAM.
Can you have too much success?
So, are you performing?
Transformation - the OCA Methodology.
Using the OCA Methodology.
The Final Word: a Summary.
Appendix.
Case Study - Eden Project.
Book summary - Common Approach, Uncommon Results: How adoption and delivers the results you deserve.
Book summary - Crossing the Chasm & Inside the Tornado.
Book summary - The Empty Raincoat: Making Sense of the Future.
Book summary The Art of the Start: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything.
Leading vs lagging metrics.
Running senior management workshops.
Case Study - First Recovery.
