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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale 38 reviews
Rick Page
McGraw-Hill, 2003
good read
+ Not just for the sales force
+ ...But We Wish It Were
+ Love the title.....
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The Chasm Companion: Implementing Effective Marketing Strategies for High-Technology Companies 8 reviews
Paul Wiefels
Collins Business, 2002
More academic, but still very useful
+ The Blueprint for High Tech Product Marketers
+ Extends beyond high tech
The Chasm Companion is written in a more academic style than the books written by Geoffrey Moore, but it has new information. Most of it concerns the details of implementing the ideas introduced in the other books. This book does an excellent job of preparing for implementation with ample ...
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Crossing the Chasm94 reviews
Geoffrey A. Moore
Collins Business, 2002
How companies "grow up"
+ Surprisingly Real
+ Crossing the Chasm
Having already read the sequel, Inside the Tornado, I wondered whether this book had essentially been summarized in that one. While the basic premise of the technology adoption lifecycle is common to both books, this book, as the name implies, gives much more focus and detail to the stage of ...
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Great Demo!: How To Create And Execute Stunning Software Demonstrations 20 reviews
Peter E Cohan
iUniverse, Inc., 2005
The Best Book on the Subject
+ Great Demo! - Great Book!
+ I wish I could give this 6 stars out of 5
+ Should be on the recommended reading for ALL Sales Consultants, SEs, TAMs
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Eric Sink on the Business of Software (Expert's Voice)29 reviews
Eric Sink
Apress, 2006
Full of valuable advice
+ Good read, inspirational but left me wanted for more ...
+ Practical advice to go by
+ Fills a bunch of knowledge gaps, redundant, needs more info
+ Speaks to Me, the geek.
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Software That Sells : A Practical Guide to Developing and Marketing Your Software Project6 reviews
Edward Hasted
Wiley, 2005
Software that Sells vs. Micro ISV: 5-4
+ Excellent tool for marketing software
+ A useful and well written book
Before I read this book, I have read Micro ISV by Bob Walsh. As many would opt for that book first, I found this book much more compelling.
Being a software entrepreneur for several years now took me ahead of Micro ISV. I found the book very comprehensive and detailed for people who want to ...
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Solution Selling: Creating Buyers in Difficult Selling Markets38 reviews
Michael T. Bosworth
McGraw-Hill, 1994
Great tool to educate and increase your pocket book.
+ Outstanding! The go-to guide to complex sales
+ The Step-by-Step Guide for Selling Solutions
+ Great approach to selling, but must focuses on long sale cycle
+ Bosworth is a proven sales performer, trainer, and leader
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Micro-ISV: From Vision to Reality30 reviews
Bob Walsh
Apress, 2006
How-to for the small Independent Software Vendor
+ Describes the non-coding aspects of becoming an ISV
+ Lot's of great information
+ A must read for anyone involved in an ISV
+ Very Practical and Inspirational
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Asymmetric Marketing: Tossing the 'Chasm' in the Age of the Software Superpowers11 reviews
Joseph Bentzel
BookSurge Publishing, 2006
Must Read for "Product Management Jockeys"!!!
+ A Must Read
+ Critical Handbook for Senior Sales Executives
+ Great book for CTOs of teh Web 2.0 age
+ A Must Read for VC or Marketing Executive
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The Business of Software: What Every Manager, Programmer, and Entrepreneur Must Know to Thrive and Survive in ...27 reviews
Michael A. Cusumano
Free Press, 2004
Product verses Service
+ Awesome !
+ Excellent book
+ Great insight into the world of enterprise software business
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|
The Chasm Companion: Implementing Effective Marketing Strategies for High-Technology Companies8 reviews
Paul Wiefels
Collins Business, 2002
More academic, but still very useful
+ The Blueprint for High Tech Product Marketers
+ Extends beyond high tech
The Chasm Companion is written in a more academic style than the books written by Geoffrey Moore, but it has new information. Most of it concerns the details of implementing the ideas introduced in the other books. This book does an excellent job of preparing for implementation with ample ...
|
|
|
|
|
|
| |
|
The Business of Software: What Every Manager, Programmer, and Entrepreneur Must Know to Thrive and Survive in ...27 reviews
Michael A. Cusumano
Free Press, 2004
Product verses Service
+ Awesome !
+ Excellent book
+ Great insight into the world of enterprise software business
|
|
|
|
|
|
| |
|
Asymmetric Marketing: Tossing the 'Chasm' in the Age of the Software Superpowers11 reviews
Joseph Bentzel
BookSurge Publishing, 2006
Must Read for "Product Management Jockeys"!!!
+ A Must Read
+ Critical Handbook for Senior Sales Executives
+ Great book for CTOs of teh Web 2.0 age
+ A Must Read for VC or Marketing Executive
|
|
|
|
|
|
| |
|
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale38 reviews
Rick Page
McGraw-Hill, 2003
good read
+ Not just for the sales force
+ ...But We Wish It Were
+ Love the title.....
|
|
|
|
|
|
| |
|
Solution Selling: Creating Buyers in Difficult Selling Markets38 reviews
Michael T. Bosworth
McGraw-Hill, 1994
Great tool to educate and increase your pocket book.
+ Outstanding! The go-to guide to complex sales
+ The Step-by-Step Guide for Selling Solutions
+ Great approach to selling, but must focuses on long sale cycle
+ Bosworth is a proven sales performer, trainer, and leader
|
|
|
|
|
|
| |
|
Great Demo!: How To Create And Execute Stunning Software Demonstrations20 reviews
Peter E Cohan
iUniverse, Inc., 2005
The Best Book on the Subject
+ Great Demo! - Great Book!
+ I wish I could give this 6 stars out of 5
+ Should be on the recommended reading for ALL Sales Consultants, SEs, TAMs
|
|
|
|
|
|
| |
|
Crossing the Chasm94 reviews
Geoffrey A. Moore
Collins Business, 2002
How companies "grow up"
+ Surprisingly Real
+ Crossing the Chasm
Having already read the sequel, Inside the Tornado, I wondered whether this book had essentially been summarized in that one. While the basic premise of the technology adoption lifecycle is common to both books, this book, as the name implies, gives much more focus and detail to the stage of ...
|
|
|
|
|
|
| |
|
Eric Sink on the Business of Software (Expert's Voice)29 reviews
Eric Sink
Apress, 2006
Full of valuable advice
+ Good read, inspirational but left me wanted for more ...
+ Practical advice to go by
+ Fills a bunch of knowledge gaps, redundant, needs more info
+ Speaks to Me, the geek.
|
|
|
|
|
|
| |
|
Software That Sells : A Practical Guide to Developing and Marketing Your Software Project6 reviews
Edward Hasted
Wiley, 2005
Software that Sells vs. Micro ISV: 5-4
+ Excellent tool for marketing software
+ A useful and well written book
Before I read this book, I have read Micro ISV by Bob Walsh. As many would opt for that book first, I found this book much more compelling.
Being a software entrepreneur for several years now took me ahead of Micro ISV. I found the book very comprehensive and detailed for people who want to ...
|
|
|
|
|
|
| |
|
Micro-ISV: From Vision to Reality30 reviews
Bob Walsh
Apress, 2006
How-to for the small Independent Software Vendor
+ Describes the non-coding aspects of becoming an ISV
+ Lot's of great information
+ A must read for anyone involved in an ISV
+ Very Practical and Inspirational
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