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Author: Brian Burns
Publisher: McGraw Hill Professional
ISBN: 0071639683
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
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 Burns
Publisher: McGraw Hill Professional
ISBN: 0071639683
Category : Business & Economics
Languages : en
Pages : 241
Get Book
Book Description
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: Jay Walljasper
Publisher: New Society Publishers
ISBN: 1550923420
Category : Social Science
Languages : en
Pages : 191
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Book Description
Abandoned lots and litter-strewn pathways, or rows of green beans and pockets of wildflowers? Graffiti-marked walls and desolate bus stops, or shady refuges and comfortable seating? What transforms a dingy, inhospitable area into a dynamic gathering place? How do individuals take back their neighborhood? Neighborhoods decline when the people who live there lose their connection and no longer feel part of their community. Recapturing that sense of belonging and pride of place can be as simple as planting a civic garden or placing some benches in a park. The Great Neighborhood Book explains how most struggling communities can be revived, not by vast infusions of cash, not by government, but by the people who live there. The author addresses such challenges as traffic control, crime, comfort and safety, and developing economic vitality. Using a technique called "placemaking"-- the process of transforming public space -- this exciting guide offers inspiring real-life examples that show the magic that happens when individuals take small steps, and motivate others to make change. This book will motivate not only neighborhood activists and concerned citizens but also urban planners, developers and policy-makers.
Author: Shortcut Edition
Publisher: Shortcut Edition
ISBN:
Category : Business & Economics
Languages : en
Pages : 29
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Book Description
* Our summary is short, simple and pragmatic. It allows you to have the essential ideas of a big book in less than 30 minutes. By reading this summary, you will learn what the Blue Ocean strategy is and how to implement it in your company. You will also discover : that to differentiate yourself from the competition, there is nothing better than creating your own market; that to create a new market - a Blue Ocean - you need to bring innovation and value to your customers; that it is necessary to adopt a customer-centric approach; that it is better to target new customers than to focus on an already saturated market; that the Blue Ocean strategy can only succeed if you involve all your employees in its development and execution; how to spot the signs that the competition is invading your Blue Ocean and react intelligently. Why is a Blue Ocean strategy becoming increasingly important today? On the one hand, the demand for original solutions in various fields (health, education, etc.) is growing while budgets are shrinking. On the other hand, it is a question of survival for companies to renew themselves. With the rise of blogs and social networks, companies are no longer in control of their reputation, and their markets are shifting from Europe or the United States to China and India. Finding new opportunities for development then becomes a major issue. *Buy now the summary of this book for the modest price of a cup of coffee!
Author: Stephen Brown
Publisher: Routledge
ISBN: 1317453581
Category : Business & Economics
Languages : en
Pages : 402
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Book Description
A study of retroscapes, commercial environments that evoke past times and places, a ubiquitous manifestation of modern marketing. It covers an array of retailing milieux, in a number of different countries, at a variety of spatial scales, and from various evaluative perspectives, both pro and con.
Author: Dan Olsen
Publisher: John Wiley & Sons
ISBN: 1118961021
Category : Business & Economics
Languages : en
Pages : 336
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Book Description
The missing manual on how to apply Lean Startup to build products that customers love The Lean Product Playbook is a practical guide to building products that customers love. Whether you work at a startup or a large, established company, we all know that building great products is hard. Most new products fail. This book helps improve your chances of building successful products through clear, step-by-step guidance and advice. The Lean Startup movement has contributed new and valuable ideas about product development and has generated lots of excitement. However, many companies have yet to successfully adopt Lean thinking. Despite their enthusiasm and familiarity with the high-level concepts, many teams run into challenges trying to adopt Lean because they feel like they lack specific guidance on what exactly they should be doing. If you are interested in Lean Startup principles and want to apply them to develop winning products, this book is for you. This book describes the Lean Product Process: a repeatable, easy-to-follow methodology for iterating your way to product-market fit. It walks you through how to: Determine your target customers Identify underserved customer needs Create a winning product strategy Decide on your Minimum Viable Product (MVP) Design your MVP prototype Test your MVP with customers Iterate rapidly to achieve product-market fit This book was written by entrepreneur and Lean product expert Dan Olsen whose experience spans product management, UX design, coding, analytics, and marketing across a variety of products. As a hands-on consultant, he refined and applied the advice in this book as he helped many companies improve their product process and build great products. His clients include Facebook, Box, Hightail, Epocrates, and Medallia. Entrepreneurs, executives, product managers, designers, developers, marketers, analysts and anyone who is passionate about building great products will find The Lean Product Playbook an indispensable, hands-on resource.
Author: W. Chan Kim
Publisher: Harvard Business Review Press
ISBN: 1625274491
Category : Business & Economics
Languages : en
Pages : 317
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Book Description
Argues against common competitive practices while outlining recommendations based on the creation of untapped market spaces with growth potential.
Author: Mark W. Johnson
Publisher: Harvard Business Press
ISBN: 1422124819
Category : Business & Economics
Languages : en
Pages : 227
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Book Description
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.
Author: Nick Vulich
Publisher: Lulu.com
ISBN: 1312315970
Category : Business & Economics
Languages : en
Pages : 137
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Book Description
Read this if you want to sell more books, make more money as an author, or rank higher in your category. My name is Nick Vulich. The first thing you should know about me is I'm not a writer, and I'm not an expert on self-publishing either. I never worked in the industry, and I don't have any experience working for the big publishers. In fact, the only thing I consider myself an expert in is how to sell on eBay, Amazon, and Fiverr... So why should you listen to me? Like most indie authors, I came into publishing through the back door. I had a story to tell, and one day I just sat down and let it all come out. What I wrote wasn't pretty, or polished...but, it helped a lot of people sell more stuff on eBay. What I couldn't say with fancy prose, I made up for with enthusiasm. Because of that, my books sold. I'm not going to lie to you. It wasn't easy. I read just about every book available on self-publishing. I studied up on KDP Free days, Countdown Deals, price pulsing...
Author: W. Chan Kim
Publisher: Harvard Business Review Press
ISBN: 1633692655
Category : Business & Economics
Languages : en
Pages : 80
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Book Description
Ten years ago, world-renowned professors W. Chan Kim and Renee Mauborgne broke ground by introducing "blue ocean strategy," a new model for discovering uncontested markets that are ripe for growth. In this bound version of their bestselling Harvard Business Review classic article, they apply their concepts and tools to what is perhaps the greatest challenge of leadership: closing the gulf between the potential and the realized talent and energy of employees. Research indicates that this gulf is vast: According to Gallup, 70% of workers are disengaged from their jobs. If companies could find a way to convert them into engaged employees, the results could be transformative. The trouble is, managers lack a clear understanding of what changes they could make to bring out the best in everyone. In this article, Kim and Mauborgne offer a solution to that problem: a systematic approach to uncovering, at each level of the organization, which leadership acts and activities will inspire employees to give their all, and a process for getting managers throughout the company to start doing them. Blue ocean leadership works because the managers' "customers"--that is, the people managers oversee and report to--are involved in identifying what's effective and what isn't. Moreover, the approach doesn't require leaders to alter who they are, just to undertake a different set of tasks. And that kind of change is much easier to implement and track than changes to values and mind-sets. The Harvard Business Review Classics series offers you the opportunity to make seminal Harvard Business Review articles a part of your permanent management library. Each highly readable volume contains a groundbreaking idea that continues to shape best practices and inspire countless managers around the world--and will have a direct impact on you today and for years to come.
Author: Hans Peter Hahn
Publisher:
ISBN: 1785708961
Category : Social Science
Languages : en
Pages : 274
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Book Description
In the context of commodification, material culture has particular properties hitherto considered irrelevant or neglected. First, the market is a spatial structure, assigning special properties to the things offered: the goods and commodities. Secondly, the market defines a principle of dealing with things, including them in some contexts, excluding them from others. The contributions to Market as Place and Space address a variety of aspects of markets within the framework of archaeological and anthropological case studies and with a special focus on the indicators of practices attached to the commodities and their valuation.
