Why Killer Products Don't Sell. How to Run Your Company to a New Set of Rules - Ian Gotts
| Автор: | Ian Gotts |
| Издательство: | John Wiley & Sons Limited |
| Серия: | |
| Жанр произведения: | Управление, подбор персонала |
| Год издания: | 0 |
| isbn: | 9781906465339 |
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.