Selling in a New Market Space
(Sprache: Englisch)
How to build a sales force skilled in disruptive and innovative solutions
'Selling Innovation' shows sales managers and high-level
executives how to sell their breakthrough ideas, products, and services to customers previously unfamiliar with the...
'Selling Innovation' shows sales managers and high-level
executives how to sell their breakthrough ideas, products, and services to customers previously unfamiliar with the...
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How to build a sales force skilled in disruptive and innovative solutions
'Selling Innovation' shows sales managers and high-level
executives how to sell their breakthrough ideas, products, and services to customers previously unfamiliar with the solutions being offered.
The authors describe their Maverick Method of selling proven principles of successful selling unique to the world of selling innovative, disruptive offerings.
Readers will learn how to find Maverick sellers, how to train them, and when to transition the sales force away from Maverick selling.
'Selling Innovation' shows sales managers and high-level
executives how to sell their breakthrough ideas, products, and services to customers previously unfamiliar with the solutions being offered.
The authors describe their Maverick Method of selling proven principles of successful selling unique to the world of selling innovative, disruptive offerings.
Readers will learn how to find Maverick sellers, how to train them, and when to transition the sales force away from Maverick selling.
Klappentext zu „Selling in a New Market Space “
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.
Inhaltsverzeichnis zu „Selling in a New Market Space “
Chapter One: Sales as a ProfessionChapter Two: The Maverick Organization
Chapter Three: The Maverick Marketplace
Chapter Four: The Maverick Seller
Chapter Five: The Maverick Process
Chapter Six: Maverick Strategies
Chapter Seven: The Maverick Matrix
Chapter Eight: Creating the Maverick Value Proposition(s)
Chapter Nine: How Innovative Marketing Effects Maverick Selling
Chapter Ten: Rewards and Incentives For The Maverick Seller
Chapter Eleven: When The Mavericks Need to Move On
Autoren-Porträt von Brian C. Burns, Tom U. Snyder
Brian C. Burns has held key leadership,management, and sales roles at nine venturecapital- backed companies, resulting in threeIPOs and six acquisitions. Burns founded TheMaverick Organization, a consulting firm thathelps companies develop effective sales strategies,sales practices, and sales teams.Tom U. Snyder is the North AmericanCEO/Partner of PersonaGlobal, a consultingfirm with offices in 42 countries, morethan 1,200 sales consultants, and clients thatcompose over half of the Fortune 1000.Both authors reside in Bethesda, MD.
Bibliographische Angaben
- Autoren: Brian C. Burns , Tom U. Snyder
- 2009, 232 Seiten, Maße: 16,8 x 23,5 cm, Gebunden, Englisch
- Verlag: McGraw-Hill Professional
- ISBN-10: 0071636102
- ISBN-13: 9780071636100
Sprache:
Englisch
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