Brian Burns

Tom Snyder

Your new product has changed the rules of the market. Now, you have to change the rules for selling it . . . Providing a truly innovative product or service is the difference between life and death for companies today. But once you’ve produced it, you have to answer the next big question: How do I sell this unique offering to customers who don’t even know they have a need for it? Brian C. Burns and Tom U. Snyder compared 27 highly successful emerging-growth and start-up corporations with 78 less successful companies in similar fields. The difference, they learned, lies neither with the product nor with marketing but with the sales strategy. In short, the losers relied on conventional sales methods; the winners deployed a unique sales strategy that focused on how organizations make decisions. Selling in a New Market Space helps you develop a sales strategy to approach potential buyers the right way—the first time around— using what the authors call the “Maverick Method.” This game-changing guide explains: What Maverick sellers do differently and why they hold the key to your success Where to find salespeople with the skills for selling to a new market How to create early market segments and marginalize competitors When to transition them away from Maverick selling Don’t be a victim of your own success. What good is the product you put all that money into if you can’t sell it? If you want to get the most out of your innovative offering, you need to create a new class of salesperson. With Selling in a New Market Space, you have the tool for driving your new product to the limits of its potential.

Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products

The Two-Lane Gourmet is the first wine-and-cuisine guide to sample top estate vineyards, intriguing inns, and intimate dining in all three West Coast states, from Southern California to Washington. Come along with bestselling author Tom Snyder on a delightful tour of more than two thousand miles of breathtaking wine country roads to enjoy hundreds of handcrafted wines, unique entrées, and gracious inns---all waiting for you to discover and appreciate them to the fullest. You'll never be at loss for words---a primer on winetasting is included, along with a pronounciation guide to popular wines. Suggestions for food-and-wine pairings, together with sources for recipes created by blue-label chefs from Europe and America, are also covered. So find a region in the contents that calls to you and set out on a grand tour of your own. Swirl, sip, choose from an astonishing variety of dishes, and doze off on 700-count Italian linen sheets while vineyards rustle in the night breeze just below your balcony. Ready to unwind a bit? It's all here, waiting for you, in The Two-Lane Gourmet. Lovely drives, good friends, fine wine, amiable conversation---this book is your passport.

Fine Wine Trails, Superb Inns, and Exceptional Dining Through California, Oregon, and Washington

The Two-Lane Gourmet

When You Close Your Eyes

Pacific Coast Highway Before gridlocked freeways and jumbo jets, the West Coast was a region of friendly towns and secluded coves, with 1,800 miles of winding and scenic roadway. It still is! Join Tom Snyder for another two-land adventure--from California's strands and the tumbled shoreline of Oregon, through Washington's lush rain forests. Detailed directions make traveling either up or down the coast easy. Explore more than 390 special places, like Port Townsend, where Snow Falling on Cedars and An Officer and a Gentleman were filmed. Discover over 100 restaurants and romantic hideaways, from pizza parlors to a cozy inn with a wine list of 2,000 vintages. Find near-secret beaches, where you can still park free right along the old highway and wade straight into the ocean.

Pacific Coast Highway: Traveler's Guide

David Gold

Thomas Hammell

* This will be the first book to show how to implement a test-driven development process in detail as it applies to real world J2EE applications. * Combines the tools and methodologies of test-driven development with real world use cases, unlikely most titles which cover one or the other. * Looks at the complete process including test coverage strategies, test organization, incorporating TDD into new and existing projects as well as how to automate it all. * This book is not version specific.

Tom Snyder

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