Why Killer Products Don’t Sell... the book
Killer Products Don’t Sell
You are a major corporation with a track record of strong sales for your current range of offerings. You have worked long and hard to produce a unique innovative offering that you know the market needs. It should have “flown out of the warehouse”, but sales tanked and it has hit the morale and commissions of the sales team. Why?
Alternatively, you are a nimble start-up with experienced founders, who have built their reputation on sales in previous large corporations. Again, you have developed a ground-breaking product and made some early sales. To really ramp up revenues you have decided to sell through the channel, or you have hired a hotshot salesman, but nothing is happening. The only sales are being made by the founders. Why?
The book has already brought glowing reviews for its originality and pragmatism:
“This book gives valuable, actionable go-to-market insights delivered in a very entertaining and readable style.”
Allison L. Watson, Corporate Vice President - Worldwide Partner Group, Microsoft
“What this book spells out, illustrated by examples that leaders from every size enterprise can utilize, is that sales execution and proper positioning are the REAL competitive advantages for innovative products or services. These insights into the minds of buyers and what they expect from their vendors are supported with compelling evidence and fascinating anecdotes. This is a must read for executives at IT product and service suppliers.”
Dale Kutnick, SVP, Gartner Executive Programs
“Direct, pungent and straight to the point a book that finally takes marketing out of the box and onto the next level. “Why Killer Products” annihilates all conventional thinking on the subject and offers a radical new recipe for dealing with customers. Consolidated mental processes are reprogrammed in order to be capable of perceiving needs in a new way and create a durable linkage with the Customer. The result is an infallible marketing strategy which generates and sustains added value over time. In essence the book provides an innovative set of tools capable of dealing with today’s marketing chaos, and this I must say is no simple matter. Well done.”
Nigel Zanenga, Chief Representative South Korea, UniCredit AG.
