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

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.

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From the Back Cover:

Create new markets and maximum potentialfor your innovative offering using thefield-proven Maverick Method!

Developing an innovative product that breaks all the rules of the market is the first step tosuccess in today’s economy. Now, how do you get organizations to purchase it?

Selling in aNew Market Space reveals the sales secrets of the companies that have taken their “disruptiveinnovation” offerings to the greatest heights.

What you need for ultimate success is a team of Maverick Sellers—people who use salestechniques that are as innovative as the product they’re selling. This new type of salespersonunderstands 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 createmarkets 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 MaverickMethod 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 toensure you get maximum revenue potential from your new offering.

About the Author:

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.

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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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