Selling to the Early Market
Failing to win the early market is a major cause of failure for start-ups and the leading cause of death of new and innovative products in established corporations. Why Killer Products Don't Sell reveals the problems associated with risk-tolerance of early adopters and Advanced Marketing Concepts provides a roadmap and tools to win the early market.
Advanced Marketing Concepts is partnered with HotRivet, the copyright holder of ideas laid out in "Why Killer Products Don't Sell". We provide:-
- Consulting to executive teams of innovative companies on aligning their value chain to match how customers buy.
- IMPACT Cycle and Value-created Selling training in our classroom and ELearning products.
- Downloadable tools and techniques to manage IMPACT Cycle transitions for predictable sales outcomes
The IMPACT Cycle
There is a pathway or process that all organizations and individuals follow to reach purchasing decisions. This pathway is universal and does not vary by culture or geography as it is inextricably linked to human nature. What changes from one company to another is the speed at which organizations or individuals travel through the process. This path is known as the IMPACT Cycle.
Value-Created Selling - how to sell to early adopters
Value-created selling is the approach taken to help a customer who has identified a problem or sub-optimal situation, to mentor and position a way forward, where risks are unknown and there is no established buying category.
In many cases the client will not be aware that a solution to its requirement exists; it takes the sellers view of the market, thought-leadership and industry insight to create understanding of how the products could be used to solve the problem and to mentor the buyer through the internal approval process.
The Value-Created selling model
Advanced Marketing Concepts offers an IMPACT E-Learning program for individuals and corporations. Click on the button below to get more information.
Advanced Marketing Concepts offers a 90 day E-Learning program for individuals and corporations which combines IMPACT Cycle and Value-created selling theory with tools and insights to help you align with how your customers buy.
Priced at $50 for a three month, individual licence with self-paced learning and downloadable templates.