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Description - Why Killer Products Don't Sell by Ian Gotts

Coming from conversations with executive teams of technology companies, venture capitalists, and M&A advisers, the insights contained in Why Killer Products Don't Sell are gold dust. First the book lays bare the claim that sales is sales is sales. It exposes the 4 very different 'Buying Cultures' and how they should be approached: Value Offered, Value Added, Value Created, and Value Captured. But it also gives a proven methodology for assessing a company's product mix ('offering' vs 'buying culture'), and a transformation approach to optimize sales and improve competitiveness.

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Book Details

ISBN: 9781906465261
ISBN-10: 1906465266
Format: Hardback
(232mm x 162mm x 18mm)
Pages: 194
Imprint: Capstone Publishing Ltd
Publisher: John Wiley and Sons Ltd
Publish Date: 14-Nov-2008
Country of Publication: United Kingdom

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Author Biography - Ian Gotts

Ian Gotts founded Nimbus Partners and as CEO has driven its growth over the last 10 years. His company has won numerous awards: D&T Fast50, D&T European Fast500, REALBusiness Hot 100, and The Sunday Times TechTrack 100. Nimbus is a Microsoft Gold Partner and has been singled out as a high potential partner. Ian is a member of the Microsoft worldwide Software + Services Partner Advisory Council and the UK Partner Advisory Council, and he appears on stage alongside Microsoft regularly. Nimbus was recently featured in Steve Ballmer's (Microsoft CEO's) keynote video to 10,000 partners at the Microsoft Worldwide Partner Conference in Denver. Ian is also a founder, investor and advisor to technology companies. Dominic Rowsell is a business iconoclast and change management CEO. He is a highly experienced presenter and speaker. His expertise comes from practical experience in behavioural change, service sales, pre/post merger integration, leadership change and strategic thinking. As happy with five people as with five hundred, Dominic is a relaxed yet energetic speaker. His style uses cynical wit with a dry sense of humour and always draws his audiences into active involvement - he loves a heckler! He is both pragmatist and humanist and these attributes are key when having to point out painful realities to the Boardroom.