Sales and Marketing Performance Blog

"Why Killer-Products Don't Sell" - Admarco book review

Posted by Mark Gibson on Wed, Apr 22, 2009

"Why Killer Products don't Sell" is a revelation and MUST READ for technology sales and marketing leaders for a number of reasons.

1. Firstly, there is original thought in the analysis of the buying cycle and the lifecycle of every purchase in the buying organization. The authors state and I agree that every purchase follows the I-M-P-A-C-T ( Identify - Mentor - Position - Assessment - Case - Transaction) process, the difference is that in a mature buying category, this can happen in a couple of minutes for acquiring a "value-offered" product (Dell Laptop), vs. months for an emerging buying category "value-created" = your discontinuous technology.

2. The second key idea is that there are four different selling cultures, depending on the maturity of the buying category. This indeed explains why so many "proven" sales-people and sales managers from well known corporations (value-added or value-offered) fail in early stage companies where the buying category is still being formed (value-created) and a consultative sales approach is required....this is worth the price of the book alone.

3. The imperative is for sales teams to understand where they are in the technology adoption life-cycle in order to more effectively facilitate the buying process; and for technology sellers to align their organizations operational cultures to match the buying cultures of their target markets.

Dominic Rowsell and Ian Gotts have made a valuable contribution to a growing body of work in the science of professional selling.

We have spoken with both authors and with their permission will be integrating the IMPACT concept and ideas from their book into our Consultative Selling Training courses and E-Learning programs.

Highly recommended!
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Topics: killer products, consultative selling, value creation

6 Simple Steps to Consultative Selling Success

Posted by Mark Gibson on Wed, Aug 06, 2008

Many people believe that great sales-people are born, not made. It's a popular chestnut for discussions on sales blogs as well, but this point of view does not stand-up under scrutiny.

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Topics: consultative selling

Restoring Balance in the Buyer-Seller Relationship

Posted by Mark Gibson on Wed, Mar 05, 2008

Those of us selling in the internet age, will know that the behaviour of buyers has radically changed over the past 5 years, unfortunately marketing programs and selling behaviour have been slow to adapt and buyers have the upper-hand. This imbalance produces consequences. A recent CSO Insights survey* found that sales quota performance worldwide is 50% and declining...WHY?
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Topics: consultative selling, CSO Insights

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The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.

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