Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products

by Burns, Brian; Snyder, Tom

• ISBN13: 9780071636100
• ISBN10: 0071636102
• Edition: 1st
• Format: Hardcover
• Copyright: 2009-12-09
• Publisher: McGraw Hill

Summary

Your new product has changed the rulesof the market. Now, you have to changethe rules forsellingit . . .Providing a truly innovative product or serviceis the difference between life and deathfor companies today. But once you've producedit, you have to answer the next bigquestion:How do I sell this unique offeringto customers who don't even know they havea need for it?Brian C. Burns and Tom U. Snyder compared27 highly successful emerging-growth andstart-up corporations with 78 less successfulcompanies in similar fields. The difference,they learned, lies neither with the productnor with marketing but with the sales strategy.In short, the losers relied on conventionalsales methods; the winners deployed a uniquesales strategy that focused on how organizationsmake decisions.Selling in a New Market Spacehelps youdevelop a sales strategy to approach potentialbuyers the right waythe first time aroundusing what the authors call the "MaverickMethod." This game-changing guide explains: What Maverick sellers do differently andwhy they hold the key to your success Where to find salespeople with the skillsfor selling to a new market How to create early market segmentsand marginalize competitors When to transition them away fromMaverick sellingDon't be a victim of your own success. Whatgood is the product you put all that moneyinto if you can't sell it?If you want to get the most out of your innovativeoffering, you need to create a new classof salesperson. WithSelling in a New MarketSpace, you have the tool for driving your newproduct to the limits of its potential.

Author Biography

Tom Snyder is the North American.CEO/Partner of PersonaGlobal, a consulting firm with offices.in 42 countries, more than 1,200 sales consultants, and clients.that compose over half of the Fortune 1000.
.Brian Burns is a sales leader, advisor, and.investor who has played key leadership, management, and.sales roles for venture capital backed companies, resulting in.three IPOS and six acquisitions.

Table of Contents

Introduction	p. 1
Selling in-a New-Market Space	p. 15
The Innovative and Disruptive Market Space	p. 29
Creating and Building the Vision	p. 45
The Natural Laws of Selling Innovation	p. 57
The Selling-in-a-New-Market Skill Set	p. 79
Creating The Sales Process Map for Selling in a New Market	p. 95
The First Sales Call	p. 115
The Technical Sale	p. 129
The Business Sale	p. 145
New Market Selling Strategies	p. 159
The New Market Sales Matrixes	p. 183
When the Maverick Seller Needs to Move on	p. 195
Appendix: Expanded case Study	p. 205
Endnotes	p. 223
Index	p. 225
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