Assessment — The idea is assessed relative to its merits and ability to achieve the identified goals. Case — A business case is prepared to select the supplier. At this point, the Valued Added buying culture is in play because a selection process between multiple options is taking place. Transaction — The final purchase order and contract documents are finalized. In the final purchase phase, the Value Offered buying culture takes over as the logistical elements of the transaction take center stage.
Small case studies are included in the book to illustrate how executive and sales leaders view this challenge. Much of the book is aimed at sales leaders and discusses sales teams and processes. Gotts and Rockwell provide a number of diagnostics to help orient which culture to choose.
They also include a view on implementation from the vantage of several organizational roles. Save my name, email, and website in this browser for the next time I comment. Product Bookshelf. Product Management. January 9, January 5, January 1, November 19, September 14, March 9, February 21, February 13, February 7, April 29, March 17, January 17, January 3, November 18, October 9, This book is not yet featured on Listopia.
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Sort order. Jul 18, Sarah Doolan appleby rated it it was amazing. Although I am a firm believer in solutions selling this book has so much to offer in the way of understanding how to sell tech products into an emerging market.
The value created sale is really worth understanding from end to end and can drastically enhance your current skill set no matter what role you play in the industry. Apr 19, Dominic rated it it was amazing. Probably the most inspired book to be written about sales and marketing ever.
A must read. Mar 06, Olaf Kowalik rated it liked it Shelves: product-management. Small case studies are included in the book to illustrate how executive and sales leaders view this challenge. Much of the book is aimed at sales leaders and discusses sales teams and processes. Gotts and Rockwell provide a number of diagnostics to help orient which culture to choose.
They also include a view on implementation from the vantage of several organizational roles. It's just plain boring It's just plain boring Mar 17, John rated it it was amazing Shelves: business.
I dont read many business books - instead I carefully circulate and choose so that I can not just learn but use the materials. This is one such book. Francisco Cabeza rated it it was amazing Mar 22, Skaffen Amitkashaw rated it liked it Dec 26, Nick Choksi rated it really liked it Sep 19, Sanket Chauhan rated it really liked it Apr 05, Robert Dohrendorf rated it it was amazing Feb 16, Georg rated it liked it Dec 26, Michael Adam Holcombe rated it liked it May 17, First of all you will have to get some visibility in the market.
And yes, those 50 customers will help you spread the word about your solution but usually this kind of word of mouth marketing runs dry after you have saturated your local market. It is very hard to fuel your growths outside your comfort zone with purely recommendation driven marketing. There are many reasons for this. First of all your network and that of your current customers will be limited to a certain type of connections. This means you will likely be going in circles when it comes to regional markets, verticals or other customer parameters.
You can check on this by looking at your current customer base. If you are successful in a specific niche you can leverage this to saturate that niche. One way to do this is to hire people with access to target groups you want to address.
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