Why Killer Products Don't Sell

The Four Buying Cultures - Matching How You Sell With How Your Customers Buy

The following six short videos produced by Dominic Rowsell of HotRivet, author and copyright holder of Why Killer Products Don't Sell, describe the Four Buying Cultures and the universal buying process I-M-P-A-C-T. How customers buy is determined by product maturity and the buyer's tolerance for risk. Sellers need to align their value delivery chain around the right customer engagement model based on the maturity of their offerings.

Click here to download the Killer Products Whitepaper

Introducing the Four Buying Cultures

Value Offered Buying Culture

Value Added Buying Culture

Value Created Buying Culture

Value Captured Buying Culture

The IMPACT Buying Process- Summary