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Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products - Couverture rigide

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Burns, Brian; Snyder, Tom

 
9780071636100: Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products
Couverture rigide
ISBN 10 : 0071636102 ISBN 13 : 9780071636100
Editeur : McGraw-Hill Professional, 2010

Synopsis

Your new product has changed the rulesof the market. Now, you have to changethe rules for selling it . . .

Providing a truly innovative product or serviceis the difference between life and deathfor companies today. But once you’ve producedit, you have to answer the next bigquestion: How do I sell this unique offeringto customers who don’t even know they havea need for it?

Brian C. Burns and Tom U. Snyder compared27 highly successful emerging-growth andstart-up corporations with 78 less successfulcompanies in similar fields. The difference,they learned, lies neither with the productnor with marketing but with the sales strategy.In short, the losers relied on conventionalsales methods; the winners deployed a uniquesales strategy that focused on how organizationsmake decisions.

Selling in a New Market Space helps youdevelop a sales strategy to approach potentialbuyers the right way―the first time around―using what the authors call the “MaverickMethod.” This game-changing guide explains:

  • What Maverick sellers do differently andwhy they hold the key to your success
  • Where to find salespeople with the skillsfor selling to a new market
  • How to create early market segmentsand marginalize competitors
  • When to transition them away fromMaverick selling

Don’t be a victim of your own success. Whatgood is the product you put all that moneyinto if you can’t sell it?

If you want to get the most out of your innovativeoffering, you need to create a new classof salesperson. With Selling in a New MarketSpace, you have the tool for driving your newproduct to the limits of its potential.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Tom Snyder is Huthwaite's SVP of Strategy and Business Development. Tom Advises thousands of sales decision-makers each year on topics such as consultative selling in major sales organizations, creating client value, and innovative ways to strengthen competitive differentiation in an increasingly crowded marketplace. Tom is a sought-after speaker and was recently named one of the Top 100 Most Influential Sales Leaders.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
McGraw-Hill Professional
Date d'édition
2010
Langue
anglais
ISBN 10 
0071636102
ISBN 13 
9780071636100
Reliure
Relié
Nombre de pages
256
Coordonnées du fabricant
non disponible
Personne responsable
non disponible