Includes bibliographical references and index.

WHY KILLER PRODUCTS DON'T SELL; Contents; Acknowledgments; Foreword; Introduction; 1: Some killer products really don't sell; 2: It's not how you sell, but how customers buy; 3: If they are buying -- are you selling?; 4: The best kept secret -- Value Created sales; 5: The magic of a Value Created company; 6: So what can I do about it?; 7: Always change a winning team; The Final Word: A summary; Appendix; Index.

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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