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

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9780071636100: Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products

Create new markets for your innovative offering using the field-proven Maverick Method!

Developing an innovative product that breaks all the rules of the market is the first step to success in today’s economy. Now, how do you get it organizations to purchase it? Selling in a New Market Space reveals the sales secrets of the companies that have taken their “disruptive innovation” offerings to the greatest heights.

What you need for ultimate success is a team of Maverick Sellers--people who use sales techniques that are as innovative as the product they’re selling. This new type of salesperson understands that conventional methods serve only to doom new innovations to failure. Selling in a New Market Space explains how to build highly successful sales teams that create markets from scratch by:

  • Articulating a compelling vision for the future
  • Pinpointing your target market
  • Controlling the decision making process
  • Exposing exactly how large organizations make product selections

Throughout the book, the authors weave true-life case studies illustrating how the Maverick Method has resulted in landmark deals and long-term success for innovative new products.

Don’t squander a once-in-a-lifetime opportunity. Use Selling in a New Market Space to ensure your get maximum revenue potential from your new offering.

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From the Author:

This book is targeted at not only salespeople but anyone who wants to make an early stage B2B start-up work. One of the ubiquitous problems with start-ups is that there is little to no understanding of how selling is different and what exactly needs to be done. CEO's delegate the revenue generation responsibility and sets baseless objectives. The sales organization is unsupported and misguided. The results of our exhaustive research has shown that it is not the be product, most capital or first to market who will capture the market but rather the organization that unravels the mystery of how to sell the product. Unlike approaches like Challenger Sale, Spin Selling, Strategic Selling or Solution Selling this book shows you how the complex sale works and how to guide your prospect through the decision process. This book is based off both field research as well personal experience.

About the Author:

Brian Burns has held key leadership, management, and sales roles at nine venture capital- backed companies, resulting in three IPOs and six acquisitions. Burns founded TMO, a consulting firm that helps companies develop effective sales strategies, sales practices, and sales teams.
Tom U. Snyder is the North American CEO/Partner of PersonaGlobal, a consulting firm with offices in 42 countries, more than 1,200 sales consultants, and clients that compose over half of the Fortune 1000.

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Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 236 x 157 mm. Language: English . Brand New Book. 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. Bookseller Inventory # AA39780071636100

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Book Description McGraw-Hill Education - Europe, United States, 2010. Hardback. Book Condition: New. 236 x 157 mm. Language: English . Brand New Book. 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. Bookseller Inventory # AA39780071636100

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Book Description McGraw-Hill. Hardcover. Book Condition: New. Hardcover. 256 pages. Dimensions: 9.3in. x 6.2in. x 0.9in.Create new markets for your innovative offering using the field-proven Maverick Method! Developing an innovative product that breaks all the rules of the market is the first step to success in todays economy. Now, how do you get it organizations to purchase it Selling in a New Market Space reveals the sales secrets of the companies that have taken their disruptive innovation offerings to the greatest heights. What you need for ultimate success is a team of Maverick Sellers--people who use sales techniques that are as innovative as the product theyre selling. This new type of salesperson understands that conventional methods serve only to doom new innovations to failure. Selling in a New Market Space explains how to build highly successful sales teams that create markets from scratch by: Articulating a compelling vision for the future Pinpointing your target market Controlling the decision making process Exposing exactly how large organizations make product selections Throughout the book, the authors weave true-life case studies illustrating how the Maverick Method has resulted in landmark deals and long-term success for innovative new products. Dont squander a once-in-a-lifetime opportunity. Use Selling in a New Market Space to ensure your get maximum revenue potential from your new offering. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Hardcover. Bookseller Inventory # 9780071636100

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