Selling In A New Market Space Getting Customers To Buy Your Innovative And Disruptive Products PDF Download
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| Author | : Brian Burns |
| Publisher | : McGraw Hill Professional |
| Total Pages | : 241 |
| Release | : 2009-12-18 |
| Genre | : Business & Economics |
| ISBN | : 0071639683 |
Download Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products Book in PDF, ePub and Kindle
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.
| Author | : Brian G. 2010 Brian G. Burns and Tom U. Snyder. / Burns |
| Publisher | : |
| Total Pages | : 0 |
| Release | : 2010 |
| Genre | : |
| ISBN | : |
Download Selling in a new market space Book in PDF, ePub and Kindle
| Author | : W. Chan Kim |
| Publisher | : Hachette Books |
| Total Pages | : 312 |
| Release | : 2017-09-26 |
| Genre | : Business & Economics |
| ISBN | : 0316314056 |
Download Blue Ocean Shift Book in PDF, ePub and Kindle
NEW YORK TIMES BESTSELLER #1 WALL STREET JOURNAL BESTSELLER Blue Ocean Shift is the essential follow up to Blue Ocean Strategy, the classic and over 4 million copy global bestseller by world-renowned professors W. Chan Kim and Renee Mauborgne. Drawing on more than a decade of new work, Kim and Mauborgne show you how to move beyond competing, inspire your people's confidence, and seize new growth, guiding you step-by-step through how to take your organization from a red ocean crowded with competition to a blue ocean of uncontested market space. By combining the insights of human psychology with practical market-creating tools and real-world guidance, Kim and Mauborgne deliver the definitive guide to shift yourself, your team, or your organization to new heights of confidence, market creation, and growth. They show why nondisruptive creation is as important as disruption in seizing new growth. Blue Ocean Shift is packed with all-new research and examples of how leaders in diverse industries and organizations made the shift and created new markets by applying the process and tools outlined in the book. Whether you are a cash-strapped startup or a large, established company, nonprofit or national government, you will learn how to move from red to blue oceans in a way that builds your people's confidence so that they own and drive the process. With battle-tested lessons learned from successes and failures in the field, Blue Ocean Shift is critical reading for leaders, managers, and entrepreneurs alike. You'll learn what works, what doesn't, and how to avoid the pitfalls along the way. This book will empower you to succeed as you embark on your own blue ocean journey. Blue Ocean Shift is indispensable for anyone committed to building a compelling future.
| Author | : Dave Lakhani |
| Publisher | : John Wiley & Sons |
| Total Pages | : 256 |
| Release | : 2009-06-15 |
| Genre | : Business & Economics |
| ISBN | : 047052359X |
Download How To Sell When Nobody's Buying Book in PDF, ePub and Kindle
The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.
| Author | : Geoffrey Colon |
| Publisher | : AMACOM |
| Total Pages | : 268 |
| Release | : 2016-08-09 |
| Genre | : Business & Economics |
| ISBN | : 0814437400 |
Download Disruptive Marketing Book in PDF, ePub and Kindle
With 75 percent of screen time being spent on connected devices, digital strategies have moved front and center of marketing plans. Getting a message through to customers, and not just in front of them for a second before being thrown away, requires radical rethinking. What if that’s not enough? How often does consumer engagement go further than the “like” button? With the average American receiving close to 50 phone notifications a day, do the company messages get read or just tossed aside? The reality is that technology hasn’t just reshaped mass media; it’s altering behavior as well. Disruptive Marketing challenges you to toss the linear plan, strip away conventions, and open your mind as it takes you on a provocative, fast-paced tour of our changing world, where you’ll find that: Selling is dead, but ongoing conversation thrives Consumers generate the best content about brand People tune out noise and listen to feelings Curiosity leads the marketing team Growth depends on merging analytics with boundless creativity Packed with trends, predictions, interviews with big-think marketers, and stories from a career spent pushing boundaries, Disruptive Marketing is the solution you’ve been looking for to boost your brand into new territory!
| Author | : Clayton M. Christensen |
| Publisher | : Harvard Business Press |
| Total Pages | : 909 |
| Release | : 2011-07-19 |
| Genre | : Business & Economics |
| ISBN | : 1422189988 |
Download Disruptive Innovation: The Christensen Collection (The Innovator's Dilemma, The Innovator's Solution, The Innovator's DNA, and Harvard Business Review article "How Will You Measure Your Life?") (4 Items) Book in PDF, ePub and Kindle
Clayton Christensen’s definitive works on innovation—offered together for the first time Will you fall victim to disruptive innovation—or become a disruptor yourself? Tip the odds in your favor with the bestselling books that have made Christensen one of the world’s foremost authorities on innovation. You’ll also get his award-winning HBR article, full of inspiration for finding meaning and happiness in your life using the principles of business. The 4-volume collection includes: The Innovator’s Dilemma: When New Technologies Cause Great Firms to Fail In one of the most influential business books of our time, Christensen introduced the world to the concept of disruptive innovation, showing how even the most outstanding companies can do everything right—yet still lose market leadership. Don’t repeat their mistakes. The Innovator’s Solution: Creating and Sustaining Successful Growth Citing in-depth research and theories tested in hundreds of companies across many industries, Christensen and co-author Michael Raynor provide the tools organizations need to become disruptors themselves. The Innovator's DNA: Mastering the Five Skills of Disruptive Innovators Christensen and coauthors Jeffrey Dyer and Hal Gregersen identify behaviors of the world’s best innovators—from leaders at Amazon and Apple to those at Google, Skype, and the Virgin Group—to show how you and your team can unlock the code to generating and executing more innovative ideas. “How Will You Measure Your Life?” (HBR article) At Harvard Business School, Clayton Christensen teaches aspiring MBAs how to apply management and innovation theories to build stronger companies. But he also believes that these models can help people lead better lives. In this award-winning Harvard Business Review article, he explains how, exploring questions everyone needs to ask: How can I be happy in my career? How can I be sure that my relationship with my family is an enduring source of happiness? And how can I live my life with integrity?
| Author | : Geoffrey A. Moore |
| Publisher | : Harper Collins |
| Total Pages | : 254 |
| Release | : 2009-03-17 |
| Genre | : Business & Economics |
| ISBN | : 0061795860 |
Download Crossing the Chasm Book in PDF, ePub and Kindle
Here is the bestselling guide that created a new game plan for marketing in high-tech industries. Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It's essential reading for anyone with a stake in the world's most exciting marketplace.
| Author | : Clayton M. Christensen |
| Publisher | : Harvard Business Press |
| Total Pages | : 440 |
| Release | : 2024-04-30 |
| Genre | : Business & Economics |
| ISBN | : 1647829887 |
Download The Disruptive Innovation Set (2 Books) Book in PDF, ePub and Kindle
The definitive books on one of the most influential business ideas of our time, disruptive innovation. His work is cited by the world's best-known thought leaders, from Steve Jobs to Malcolm Gladwell. In these classic bestsellers, innovation expert Clayton Christensen shows how even the most outstanding companies can do everything right—yet still lost market leadership. In The Innovator's Dilemma, Christensen presents his theory of disruptive innovation and explains that, no matter the industry, a successful company with established products will get pushed aside unless managers know how and when to abandon traditional business practices. In The Innovator's Solution, Christensen and his coauthor, Michael Raynor, expand on the idea of disruption, showing how companies can and should become disruptors themselves. Sharp, cogent, and provocative, these are the two books that no manager, leader, or entrepreneur should be without.
| Author | : Mark W. Johnson |
| Publisher | : Harvard Business Press |
| Total Pages | : 278 |
| Release | : 2018-06-19 |
| Genre | : Business & Economics |
| ISBN | : 1633696472 |
Download Reinvent Your Business Model Book in PDF, ePub and Kindle
Named a Top 10 Business Strategy Book of 2018 by Inc. magazine In his pioneering book Seizing the White Space, Mark W. Johnson argued that business model innovation is the most proven path to transformational growth. Since then, Uber, Airbnb, and other startups have disrupted whole industries; incumbents such as Blockbuster, Sears, Toys "R" Us, and BlackBerry have fallen by the wayside; and digital transformation has become one of the business world's hottest (and least understood) slogans. Nearly a decade later, the art and science of business model innovation is more relevant than ever. In this revised, updated, and newly titled edition, Johnson provides an eminently practical framework for understanding how a business model actually works. Identifying its four fundamental building blocks, he lays out a structured and repeatable process for reinventing an existing business model or creating a new one and then incubating and scaling it into a profitable and thriving enterprise. In a new chapter on digital transformation, he shows how serial transformers like Amazon leverage business model innovation so successfully. With rich new case studies of companies that have achieved new success and postmortems of those that haven't, Reinvent Your Business Model will show you how to: Determine if and when your organization needs a new business model Identify powerful new opportunities to serve your existing customers in existing markets Reach entirely new customers and create new markets through disruptive business models and products Seize opportunities for growth opened up by tectonic shifts in market demand, government policy, and technologies Make business model innovation a more predictable discipline inside your organization Business model innovation has the power to reshape whole industries--including retail, aviation, media, and technology--redistributing billions of dollars of value. This book gives you the tools to reshape your own company for enduring success. Reinvent Your Business Model is the strategic innovation playbook you need now and in the future.
| Author | : Mark W. Johnson |
| Publisher | : Harvard Business Press |
| Total Pages | : 227 |
| Release | : 2010 |
| Genre | : Business & Economics |
| ISBN | : 1422124819 |
Download Seizing the White Space Book in PDF, ePub and Kindle
Transformational new growth remains the Holy Grail for many organizations. But a deep understanding of how great business models are made can provide the key to unlocking that growth. This text describes how companies can achieve transformational growth in new markets or, simply put, how they can seize the white space.
