Selling In A New Market Space Getting Customers To Buy Your Innovative And Disruptive Products
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Selling In A New Market Space Getting Customers To Buy Your Innovative And Disruptive Products
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Author : Brian Burns
language : en
Publisher: McGraw Hill Professional
Release Date : 2009-12-18
Selling In A New Market Space Getting Customers To Buy Your Innovative And Disruptive Products written by Brian Burns and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-12-18 with Business & Economics categories.
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.
The Disruptive Innovation Set 2 Books
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Author : Clayton M. Christensen
language : en
Publisher: Harvard Business Press
Release Date : 2024-04-30
The Disruptive Innovation Set 2 Books written by Clayton M. Christensen and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-04-30 with Business & Economics categories.
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.
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
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Author : Clayton M. Christensen
language : en
Publisher: Harvard Business Press
Release Date : 2011-07-19
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 written by Clayton M. Christensen and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-07-19 with Business & Economics categories.
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?
How To Sell When Nobody S Buying
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Author : Dave Lakhani
language : en
Publisher: John Wiley & Sons
Release Date : 2009-06-15
How To Sell When Nobody S Buying written by Dave Lakhani and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-06-15 with Business & Economics categories.
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.
The Handbook Of Marketing Strategy For Life Science Companies
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Author : Jean-Francois Denault
language : en
Publisher: Taylor & Francis
Release Date : 2018-06-13
The Handbook Of Marketing Strategy For Life Science Companies written by Jean-Francois Denault and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-06-13 with Business & Economics categories.
The proposed book is follows in the same steps as the first book in the series, The Handbook of Market Research for Life Sciences. While the first book focused on the techniques and methodologies to collect the market data you need to evaluate your market as well as presentation models for your data, the second volume will focus more on the commercialization elements of marketing. As such, this book will be covering a wide range of topics directly tied to marketing management such as marketing and commercialization strategies, consumers’ behaviors, marketing metrics, pricing techniques and strategies as well as marketing communications (public relations, advertising, and more). The objective of this book is to focus exclusively on the marketing aspects for life sciences, providing entrepreneurs with a toolkit of tools they can use throughout the marketing process, from market planning to commercialization. The overall objective is for them to gain an understanding on the marketing function, ask the right question, and be able to tackle simple to complex topics.
The Innovator S Solution With A New Foreword
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Author : Clayton M. Christensen
language : en
Publisher: Harvard Business Press
Release Date : 2024-04-09
The Innovator S Solution With A New Foreword written by Clayton M. Christensen and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-04-09 with Business & Economics categories.
The New York Times bestseller and seminal work on disruption—for every company seeking new growth. Clayton Christensen's bestselling book, The Innovator's Dilemma, introduced the groundbreaking idea of disruptive innovation, revealing how even well-run companies can do everything right and yet still lose market leadership. In The Innovator's Solution, Clayton Christensen and Michael Raynor expand on the idea of disruption, explaining how companies can and should become disruptors themselves. Now with a foreword by innovation expert Scott Anthony, this classic work shows just how timely and relevant these ideas continue to be in today's hyper-accelerated business environment and will help anyone trying to transform their business right now. Christensen and Raynor give advice on the business decisions crucial to achieving truly disruptive growth and propose guidelines for developing your own disruptive growth engine. The authors identify the forces that cause managers to make bad decisions as they package and shape new ideas—and offer new frameworks to help create the right conditions, at the right time, for a disruption to succeed. This is a must-read for all senior managers and business leaders responsible for innovation and growth, as well as for members of their teams. Based on in-depth research and theories tested in hundreds of companies across many industries, The Innovator's Solution is a necessary addition to any innovation library—and an essential read for entrepreneurs and business builders worldwide.
Harvard Business Review On Rebuilding Your Business Model
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Author : Harvard Business Review
language : en
Publisher: Harvard Business Press
Release Date : 2011-05-10
Harvard Business Review On Rebuilding Your Business Model written by Harvard Business Review and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-05-10 with Business & Economics categories.
Revise your game plan--and profit from the change. If you need the best practices and ideas for creating business models that drive growth--but don't have time to find them--this book is for you. Here are 10 inspiring and useful perspectives, all in one place. This collection of HBR articles will help you: - Reinvent your business profitably - Set your model up for success with a winning competitive strategy - Test and change your assumptions about customers - Spot trends that could transform your business - Exploit disruptive technologies - Give traditional offerings a shot in the arm - Produce game changers for your industry or market - Build a new business in an established organization
Disruptive Selling
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Author : Patrick Maes
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-04-03
Disruptive Selling written by Patrick Maes and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-04-03 with Business & Economics categories.
Adopt disruptive selling strategies that will empower your customers and ensure you stay competitive in the constantly evolving digital landscape with this carefully researched book, featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com. The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer. This book will help companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers' corresponding value propositions, appropriate organizational structures, and the right overarching business culture. Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, it will empower readers to look critically at their organizations and begin their own disruptive selling journeys. Containing a carefully researched, clearly explained framework and practical guidelines that will allow readers to get started immediately, this book is the ultimate guide to remaining competitive and adaptive in a continually changing world.
The Marketing Of Technology Intensive Products And Services
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Author : Patrick Corsi
language : en
Publisher: John Wiley & Sons
Release Date : 2013-03-04
The Marketing Of Technology Intensive Products And Services written by Patrick Corsi and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-03-04 with Business & Economics categories.
This book provides the basic models applicable to, and the applicable methods for, the profitable use and marketing of advanced technology. It provides a guide to developing and administering marketing plans, conducting market research, searching for and managing partners, tapping capital for innovation, scoping adequate pricing methods, managing intellectual property rights and selling and distributing products and services. It also shows how to develop formatted business plans which will prove attractive to investors. It is rare that technology professionals fully understand the esoteric world of marketing and, similarly, few marketers are familiar with advanced technology. As such, this title is uniquely focused on the critical technology/market interface and provides an executive introduction to the competitive marketing of products and services. Modern managers and technology professionals who need to understand marketing in technology-intensive business worlds will find this an indispensable source of information.
The Philosophy Of Disruption
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Author : Alexander Manu
language : en
Publisher: Emerald Group Publishing
Release Date : 2022-07-28
The Philosophy Of Disruption written by Alexander Manu and has been published by Emerald Group Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-07-28 with Business & Economics categories.
The Philosophy of Disruption provides a structural understanding of how disruption differs from regular change, presenting methods for conceptualizing beneficial responses into products, services, or experiences.