Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products PDF Download

Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products PDF
By:Brian Burns,Tom Snyder
Published on 2009-12-18 by McGraw Hill Professional

Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around— using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.

This Book was ranked at 19 by Google Books for keyword Management Leadership Strategy Competition Business Money.

Book ID of Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products's Books is ZWYM3_DpFoIC, Book which was written byBrian Burns,Tom Snyderhave ETAG "6NMP7332GRI"

Book which was published by McGraw Hill Professional since 2009-12-18 have ISBNs, ISBN 13 Code is 9780071639682 and ISBN 10 Code is 0071639683

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Book which have "256 Pages" is Printed at BOOK under CategoryBusiness and Economics

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