--- title: "\"Why Killer-Products Don't Sell\" - Admarco book review" description: Review of book, "Why killer-product's dont sell", an important read for technology sales leaders image: https://www.shift90.partners/hs-fs/file-14058041-jpg/images/killer_products.jpg --- [![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ![WCS LOGO-01-cropped](https://www.shift90.partners/hs-fs/hubfs/WCS%20LOGO-01-cropped.png?width=928&height=377&name=WCS%20LOGO-01-cropped.png) ](https://www.whychangeselling.com/) #### [Sales Playbook As a Service](https://www.admarco.net/as-a-service) #### [Sales On-Boarding As a Service](https://www.admarco.net/as-a-service#on-boarding-service) #### [Sales Academy-as-a-Service](https://www.admarco.net/as-a-service#academy-service) #### [Channel Enablement As a Service ](https://www.admarco.net/as-a-service#channel-enablement-service) #### [Content](https://www.admarco.net/a-la-carte-services) #### [Sales Process ](https://www.admarco.net/a-la-carte-services#sales-process-service) #### [Training and Gamification](https://www.admarco.net/a-la-carte-services#training-gamification-service) #### [Events](https://www.admarco.net/a-la-carte-services#events-service) #### [Build](https://www.admarco.net/services-by-phase) #### [Launch](https://www.admarco.net/services-by-phase#launch-service) #### [Sustain](https://www.admarco.net/services-by-phase#sustain-service) ![zoom1920](https://www.shift90.partners/hs-fs/hubfs/zoom1920.jpg?width=1920&height=1280&name=zoom1920.jpg) # Why Change Selling Blog ##### SUBSCRIBE FOR UPDATES ###### 1 min read # ["Why Killer-Products Don't Sell" - Admarco book review](https://www.shift90.partners/blog/why-killer-products-don-t-sell-admarco-book-review) By [Mark Gibson](https://www.shift90.partners/blog/author/mark-gibson) on Oct 27, 2021 11:23:06 AM ###### Topics: [killer products](https://www.shift90.partners/blog/topic/killer-products) [consultative selling](https://www.shift90.partners/blog/topic/consultative-selling) [value creation](https://www.shift90.partners/blog/topic/value-creation) ![](https://www.shift90.partners/hs-fs/file-14058041-jpg/images/killer_products.jpg) ["Why Killer Products don't Sell"](http://www.amazon.com/Why-Killer-Products-Dont-Sell/dp/1906465266/ref=cm_cr_pr_product_top) is a revelation and MUST READ for technology sales and marketing leaders for a number of reasons. [![killer products cover.jpg](https://www.shift90.partners/hs-fs/file-14058041-jpg/images/killer_products.jpg "Killer Products Book Cover")](http://www.amazon.com/Why-Killer-Products-Dont-Sell/dp/1906465266/ref=cm_cr_pr_product_top) 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](https://www.shift90.partners/Sales-Performance/training-to-perform/) courses and [E-Learning](https://www.shift90.partners/elearning-store/elearning-center/) programs. Highly recommended! - [Tweet](https://twitter.com/share) ###### [** Previous Post](https://www.shift90.partners/blog/the-7-deadly-sins-of-virtual-selling-plus-one) [![7 deadly sins cover](https://www.shift90.partners/hubfs/Untitled%20presentation.jpg) ](https://www.shift90.partners/blog/the-7-deadly-sins-of-virtual-selling-plus-one) ###### [The 7 Deadly Sins of Virtual Selling Plus One](https://www.shift90.partners/blog/the-7-deadly-sins-of-virtual-selling-plus-one) ###### [Next Post **](https://www.shift90.partners/blog/baseline-selling-by-dave-kurlan-a-home-run-for-sales-people) [![](https://www.shift90.partners/hs-fs/file-14048480-jpg/images/baseline_selling.jpg) ](https://www.shift90.partners/blog/baseline-selling-by-dave-kurlan-a-home-run-for-sales-people) ###### [Baseline Selling by Dave Kurlan - A Home-run for sales people](https://www.shift90.partners/blog/baseline-selling-by-dave-kurlan-a-home-run-for-sales-people) ##### Title Goes Here Title Goes Here ##### Title Goes Here Title Goes Here ##### Title Goes Here Title Goes Here ##### Recent News ** ** ** ** ** ** [![CLEAN-logo-white](https://cdn2.hubspot.net/hub/507386/hubfs/CLEAN-logo-white.png?width=70&height=35&name=CLEAN-logo-white.png "CLEAN-logo-white")](https://www.Shift90.partners) Copyright © 2020 Your Company, Inc. ** [![Shift90](https://www.shift90.partners/hs-fs/hubfs/Shift90%20logo%20RGB%20copy%20Large.png?width=213&height=35&name=Shift90%20logo%20RGB%20copy%20Large.png "Shift90")](https://www.Shift90.partners) Copyright © 2022 Why Change Selling - All Rights Reserved. **