{"title":"Sales and marketing management Books","description":"","products":[{"product_id":"brainscripts-for-sales-success-21-hidden-principles-of-consumer-psychology-for-winning-new-customers-9780071833608","title":"BrainScripts for Sales Success 21 Hidden","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eThe newest, most successful strategies for landing the saleâbased on the latest discoveries in neuroscience and consumer psychology\u003c\/b\u003e\u003c\/p\u003e \u003ci\u003eBrainScripts for Sales Success\u003c\/i\u003e explains consumer psychology to teach you how to personalize and enhance an approach and use basic, primal responses that are subtle but extremely effective.\u003cp\u003eYou'll learn how to use the powerful emotion of fear to convince stubborn prospects, make prospective customers successfully demonstrate the product inside their heads before they spend a penny to buy it, use speaking patterns that build desire for the product or service, and much more.\u003c\/p\u003e\u003cp\u003e\"A masterpiece! This is one of those rare books that I wish wouldn't get published. This gem will become the new sales bible.\"\u003cbr\u003e\u003cb\u003eDr. Joe Vitale, author of \u003ci\u003eHypnotic Writing\u003c\/i\u003e and \u003ci\u003eThere's A Customer Born Every Minute\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003eâœRead it and sell moreâitâs just that simple.â\u003cbr\u003e\u003cb\u003eRoger Dawson, author of \u003ci\u003eSecrets of Power Negotiating\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eDrew’s Welcome Message xi\u003cbr\u003eAcknowledgments xv\u003cbr\u003ePreface xvii\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 1\u003c\/b\u003e Introducing Consumer Psychology to Sales 1\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 2\u003c\/b\u003e The BrainScripts X-Ray: Here’s What the Inside of Your Prospect’s Brain Looks Like 7\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 3\u003c\/b\u003e BrainScripts: 21 Hidden Principles of Consumer Psychology for Winning Customers and Smashing Sales Records 15\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 1\u003c\/b\u003e The Psychology of Inoculation:\u003cbr\u003eHow to Use Devilishly Effective Preemptive Strikes to Quash Your Competition 16\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 2\u003c\/b\u003e The Psychology of Sensory-Specific Language:\u003cbr\u003e How to Direct Hollywood-Style Movies Inside Your Prospects’ Heads 25\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 3\u003c\/b\u003e The Psychology of Credibility Transfer:\u003cbr\u003eHow to Borrow Believability from Others toEnhance Your Own 31\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 4\u003c\/b\u003e The Psychology of the T-Model:\u003cbr\u003eHow to Craft Your Pitch for Your Prospects’ Stage of Awareness 42\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 5\u003c\/b\u003e The Psychology of Social Proof:\u003cbr\u003eHow to Tap into a Prospect’s Survival Mechanism to Turn Mistrust into Sales 48\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 6\u003c\/b\u003e The Psychology of Fear:\u003cbr\u003eHow to Scare Up More Sales 59\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 7\u003c\/b\u003e The Psychology of the Means-End Chain:\u003cbr\u003eHow to Sell More by Accessing Your Prospect’s Value System 71\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 8\u003c\/b\u003e The Elaboration Likelihood Model:\u003cbr\u003eHow to Use Two Different Persuasion Styles and When to Use Each One 82\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 9\u003c\/b\u003e The Psychology of Belief Reranking:\u003cbr\u003eHow to Change the Way Your Prospects Think About Your Product 93\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 10\u003c\/b\u003e The Psychology of Comparison:\u003cbr\u003eHow to Profit from Peer Pressure 107\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 11\u003c\/b\u003e The Psychology of Liking:\u003cbr\u003eHow to Make Prospects Like You and Hand You Their Money 118\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 12\u003c\/b\u003e The Psychology of Authority:\u003cbr\u003eHow to Crack the Code of Credibility 128\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 13\u003c\/b\u003e The Psychology of Reciprocation:\u003cbr\u003eHow to Use Obligation to Stimulate Action 132\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 14\u003c\/b\u003e The Psychology of Commitment\/Consistency:\u003cbr\u003eHow to Make It Uncomfortable for Them Not to Buy 136\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 15\u003c\/b\u003e The Psychology of Scarcity:\u003cbr\u003eHow to Use Real or Perceived Limitations to Stimulate Action 140\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 16\u003c\/b\u003e The Psychology of Examples Versus\u003cbr\u003eStatistics: How to Know Which to Use and When 145\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 17\u003c\/b\u003e The Psychology of Message Organization:\u003cbr\u003eHow Simplicity Can Boost Your Sales 150\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 18\u003c\/b\u003e The Psychology of Ego Morphing:\u003cbr\u003eHow to Get Prospects to Identify with Your Products 160\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 19\u003c\/b\u003e The Psychology of Redundancy:\u003cbr\u003eHow to Use It to Make Your Message tick Like Epoxy 171\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 20\u003c\/b\u003e The Psychology of Message Sidedness:\u003cbr\u003eHow Pulling Back the Horse’s Lips Can ncrease Desire for Your Product 175\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBrainScript 21\u003c\/b\u003e The Psychology of the Length-Implies-Strength Heuristic: \u003cbr\u003eIt Must Be True Because He’s Saying So Much 181\u003cbr\u003eEpilogue 185\u003cbr\u003e\u003cbr\u003eIndex 190\u003cbr\u003eAbout the Author 199\u003cbr\u003e\u003c\/b\u003e\u003c\/p\u003e","brand":"McGraw-Hill Education - Europe","offers":[{"title":"Default Title","offer_id":48732180808023,"sku":"9780071833608","price":22.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780071833608.jpg?v=1719995863"},{"product_id":"entrepreneurship-as-networking-mechanisms-dynamics-practices-and-strategies-9780190076894","title":"Entrepreneurship as Networking Mechanisms","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eIn the world of business, who you know is usually more important than what you know. While most research highlights the personal characteristics and expertise important to business success, this book demonstrates that networking is the core of entrepreneurship. Both counterintuitive and powerful, this perspective reframes entrepreneurial action by placing networking at the center of the process. Traditionally, networks have been regarded as facilitators of business, but Tom Elfring, Kim Klyver, and Elco van Burg argue that networking is actually the basis of entrepreneurial action, and conversely, that entrepreneurial action is networking. In developing an entrepreneurship as networking model, the book addresses the persistent problems that plague the dominant individual-opportunity approach in entrepreneurship. They describe the key dynamics, mechanisms, and practices of entrepreneurship as networking, and point at fruitful networking strategies for entrepreneurs. Thus, the authors provide an integrated and dynamic account of entrepreneurial agency that prioritizes interaction with the surrounding social environment. They also explain what a viable network is for entrepreneurs and how networking activities affect their endeavours. Their perspective sheds new light on the origins of opportunities and how entrepreneurs access and mobilize resources. The approach also explains how entrepreneurs build legitimacy and exploit the networks they work within. Offering a groundbreaking theory of entrepreneurial action as networking, Entrepreneurship as Networking opens up an entirely new research agenda.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eList of Figures List of Tables Preface Acknowledgements  Chapter 1: Introduction Chapter 2: Networking mechanisms Chapter 3: Network agency and network dynamics Chapter 4: Perceiving and capturing opportunities through social interaction Chapter 5: Accessing and acquiring resources Chapter 6: Legitimizing through entrepreneurial networking Chapter 7: Conclusion: Entrepreneurship as networking  References Index Author Biographies","brand":"Oxford University Press Inc","offers":[{"title":"Default Title","offer_id":48732531556695,"sku":"9780190076894","price":999.99,"currency_code":"GBP","in_stock":false}]},{"product_id":"better-brand-health-9780190340902","title":"Better Brand Health","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe book is about brand health tracking, one of the biggest (and most costly) sources of insights about brand performance and inputs into brand strategy that marketers engage in. But yet most trackers were designed pre-How Brands Grow, and so suffer from being not fit for purpose to provide insights to managers looking to grow their brands. Jenni has conducted R\u0026amp;D into brand health tracking for the past decade, much of this is published in a disparate range of academic marketing journals, some of it is not published because it is more technical. This book brings together that R\u0026amp;D with Jenni and the Ehrenberg-Bass Institutes background in How Brands Grow to help brand managers and researchers design an evidence based, useful brand health tracking research instrument and help them get the most out of the information to inform their recommendations and implications.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eApplying the Laws of Growth to Brand Health TrackingBrand AwarenessBrand Attributes: SelectionBrand Attributes: MeasurementMental Availability and Category Entry PointsMental Availability: Measurement and MetricsBrand Attributes: AnalysisBrand AttitudeCategory Buying BehaviourBrand BuyingMeasuring Exposure to Marketing ActivityWord-of-MouthThe Rise of the Machines?What about Physical Availability?A Final Note","brand":"Oxford University Press Australia","offers":[{"title":"Default Title","offer_id":48732536897879,"sku":"9780190340902","price":19.94,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780190340902.jpg?v=1719997327"},{"product_id":"cultural-strategy-9780199655854","title":"Cultural Strategy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eCultural Strategy provides a step-by-step guide for managers and entrepreneurs to building businesses based upon innovative ideologies: ideas that leverage social change and needs. Analyzing classic cases such as Nike, Starbucks, Marlboro, Jack Daniels, and Ben \u0026amp; Jerry's, Holt and Cameron show how the theory works as an actionable strategy.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003eReview from previous edition May well be one of the most important books on advertising and branding in the past ten years. * Richard Huntington Adliterate.com 15.10.10 *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePART I: CULTURAL INNOVATION THEORY; PART II: APPLYING THE CULTURAL STRATEGY MODEL; PART III: ORGANIZING FOR CULTURAL INNOVATION","brand":"Oxford University Press","offers":[{"title":"Default Title","offer_id":48732876669271,"sku":"9780199655854","price":30.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780199655854.jpg?v=1719998776"},{"product_id":"business-development-culture-9780749481919","title":"Business Development Culture","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eAlex Moyle\u003c\/b\u003e has been in the business development and sales arena for over 20 years, delivering sales and training programmes to thousands of sales professionals and hundreds of Leaders. He comes from a recruitment background and is the founder of Elevated Recruiting and Selzig Consulting.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"The impact of digital disruption in sales has never been fully explained until now in \u003ci\u003e\u003cb\u003eBusiness Development Culture\u003c\/b\u003e\u003c\/i\u003e. We all see it, all know it, but are collectively responding too slowly to changes that will have significant impact on every business. Moyle puts the sales efforts at the centre of this exploration, introducing the various areas of the business that must now consider how they support this effort. Culture will always be at the forefront of any sales leader's world, understanding the macro environment and ensuring that their sales force is mobile enough to handle the technology revolution may be the new challenge for the next 20 years. \u003cb\u003e\u003ci\u003eBusiness Development Culture\u003c\/i\u003e\u003c\/b\u003e is the book to help challenge and evolve this strategy.\" * Ben Turner, CEO, Association of Professional Sales *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003e\u003cul\u003e\u003cli\u003eChapter - 00: \tIntroduction to business development culture;\u003c\/li\u003e\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART ONE: Adapting to change is the new normal;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: \tThe challenges of a changing market;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: \tThe challenge of cultural change;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART TWO: Building a customer focus into your team;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 03: \tBuilding the case for change – educating and inspiring your team;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: \tDo your teams understand your customers?;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: \tCreating a compelling, company-wide value proposition;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: \tStreamlining the buying process throughout your business;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART THREE: Aligning company and personal goals;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 07: \tDo you know what your employees want?;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: \tPrioritizing the alignment of company and employee goals;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: \tAvoid the smart dumb paradox – your team is a gold mine of ideas;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART FOUR: Creating a mutually productive work environment;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 10: \tWhy collaboration is key to integrating sales culture;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: \tHow to build confidence and capability;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: \tSuccessful performance management in a business development context;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: \tConclusion – a quick recap;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48736704037207,"sku":"9780749481919","price":21.59,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749481919.jpg?v=1723810763"},{"product_id":"the-marketing-directors-handbook-the-definitive-guide-to-superior-marketing-for-business-and-boardroom-success-volume-1-9780955886003","title":"The Marketing Directors Handbook The Definitive","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"The Marketing Directors Ltd","offers":[{"title":"Default Title","offer_id":48737895711063,"sku":"9780955886003","price":44.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780955886003.jpg?v=1723811572"},{"product_id":"customercentric-marketing-9781119092896","title":"CustomerCentric Marketing","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eThe practical, expert guide to reaching the new consumer\u003c\/b\u003e \u003cp\u003e\u003ci\u003eCustomer-Centric Marketing\u003c\/i\u003e is a comprehensive game plan on succeeding in the new marketing landscape by focusing on the customer. Written by one of Canada''s top communications pioneers, this book examines the complex forces influencing the rise of empowered and demanding customers and outlines a framework that helps marketers exploit these forces to engage them. You''ll find actionable advice to help you pull together these seemingly independent elements to create a customer-centric business model that is ideally positioned to take on the dynamic requirements of today''s marketing environment, and learn the strategic rules that CMOs can use to model their organizations to win. Valuable insights on customer experience, innovation, content, social media, and operating strategies will help you formulate a workable plan, and when combined with the practical guidance and expert advice, enable you to put your plan int\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePrelude ix \u003c\/p\u003e\u003cp\u003eIntroduction The Shoemaker’s Story xi\u003c\/p\u003e \u003cp\u003eChapter 1 The Age of the Customer 1\u003c\/p\u003e \u003cp\u003eChapter 2 Carpe Diem 11\u003c\/p\u003e \u003cp\u003eChapter 3 Customer Relationships Have Changed 25\u003c\/p\u003e \u003cp\u003eChapter 4 From Funnel to the Journey 45\u003c\/p\u003e \u003cp\u003eChapter 5 Brands Will Never Be the Same 57\u003c\/p\u003e \u003cp\u003eChapter 6 Customer Experience Strategy 71\u003c\/p\u003e \u003cp\u003eChapter 7 Building Relationships with the Advocate\/Sharecaster 85\u003c\/p\u003e \u003cp\u003eChapter 8 Innovation in Demanding Times 117\u003c\/p\u003e \u003cp\u003eChapter 9 The New Agency 131\u003c\/p\u003e \u003cp\u003eConcluding Thoughts 143\u003c\/p\u003e \u003cp\u003eNotes 147\u003c\/p\u003e \u003cp\u003eIndex 151\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48738351415639,"sku":"9781119092896","price":14.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119092896.jpg?v=1723811961"},{"product_id":"customer-obsessed-9781119326038","title":"Customer Obsessed","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eOptimize the customer experience via the cloud to gain a powerful competitive advantage\u003c\/b\u003e \u003cp\u003e\u003ci\u003eCustomer Obsessed \u003c\/i\u003elooks at customer experience through the lens of the cloud to bring you a cutting-edge handbook for customer experience. Cloud technology has been hailed as a game-changer, but a recent IDC report shows that it accounts for less than three percent of total IT spending; why are so many companies neglecting such an enormous asset? This book provides a high-level overview of how the cloud can give you a competitive advantage. You''ll learn how to integrate cloud technology into sound customer experience strategy to achieve unprecedented levels of success. More than just a state-of-the-field assessment, this book offers a set of concrete actions you can take today to leverage cloud computing into technical innovation and better business outcomes at all levels of your organization. You''ll examine the many factors that influence the customer experience, and emerge with \u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eForeword \u003ci\u003eMarc Benioff\u003c\/i\u003e v\u003c\/p\u003e \u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003eChapter 1 Disruption and Business Success 1\u003c\/p\u003e \u003cp\u003eChapter 2 People Drive Change, Technology Enables 13\u003c\/p\u003e \u003cp\u003eChapter 3 Why Social Matters to Every Business 27\u003c\/p\u003e \u003cp\u003eChapter 4 Rethinking Employee Engagement 55\u003c\/p\u003e \u003cp\u003eChapter 5 Customer Engagement Defined 73\u003c\/p\u003e \u003cp\u003eChapter 6 How to Win the Talent War 93\u003c\/p\u003e \u003cp\u003eChapter 7 Gender Diversity Isn’t a Plus, It’s a Business Imperative 113\u003c\/p\u003e \u003cp\u003eChapter 8 Right Time, Right Moment, Right Channel 135\u003c\/p\u003e \u003cp\u003eChapter 9 Turning Data into Action 155\u003c\/p\u003e \u003cp\u003eChapter 10 How Good Design Creates Seamless Experiences 181\u003c\/p\u003e \u003cp\u003eChapter 11 Digital Marketing: Standing Out in the Sea of Sameness 203\u003c\/p\u003e \u003cp\u003eFinal Thoughts 231\u003c\/p\u003e \u003cp\u003eNotes 235\u003c\/p\u003e \u003cp\u003eAcknowledgments 245\u003c\/p\u003e \u003cp\u003eIndex 247\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48738355052887,"sku":"9781119326038","price":17.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119326038.jpg?v=1723811966"},{"product_id":"marketing-management-9781292291444","title":"Marketing Management","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e\u003c\/b\u003e\u003cp\u003e\u003c\/p\u003eSvend Hollensen is Associate Professor of International Marketing at the University of Southern Denmark and has worked as a marketing consultant for several international companies and organisations. His other Pearson books include  among others  \u003ci\u003eGlobal Marketing\u003c\/i\u003e, Seventh Edition, published in 2017. \u003cp\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eChapter 1 Introduction \u003c\/p\u003e \u003cp\u003e\u003c\/p\u003ePart I Assessing the competitiveness of the firm (internal) \u003cp\u003e\u003c\/p\u003e \u003cp\u003eChapter 2 Identification of the firm’s core competences \u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 Development of the firm’s competitive advantage\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003ePart II Assessing the external marketing situation \u003cp\u003e\u003c\/p\u003e \u003cp\u003eChapter 4 Customer behaviour\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eChapter 5 Competitor analysis and intelligence\u003c\/p\u003e \u003cp\u003eChapter 6 Analysing relationships in the value chain\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003ePart III Developing marketing strategies \u003cp\u003e\u003c\/p\u003e \u003cp\u003eChapter 7 SWOT analysis, strategic marketing planning and portfolio analysis\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 Segmentation, targeting, positioning and competitive strategies\u003c\/p\u003e \u003cp\u003eChapter 9 CSR strategy and the sustainable global value chain\u003c\/p\u003e \u003cp\u003ePart IV Developing marketing programmes \u003c\/p\u003e \u003cp\u003eChapter 10 Establishing, developing and managing buyer–seller relationships\u003c\/p\u003e \u003cp\u003eChapter 11 Product and service decisions\u003c\/p\u003e \u003cp\u003eChapter 12 Pricing decisions\u003c\/p\u003e \u003cp\u003eChapter 13 Distribution decisions\u003c\/p\u003e \u003cp\u003eChapter 14 Communication decisions\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003ePart V Organising, implementing and controlling the marketing effort \u003cp\u003e\u003c\/p\u003e \u003cp\u003eChapter 15 Organising and implementing the marketing plan\u003c\/p\u003e \u003cp\u003eChapter 16 Budgeting and controlling\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003eAppendix Market research and decision support system \u003cp\u003e\u003c\/p\u003e \u003cp\u003e\u003c\/p\u003eGlossary \u003cp\u003e\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e","brand":"Pearson Education Limited","offers":[{"title":"Default Title","offer_id":48738537865559,"sku":"9781292291444","price":77.08,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781292291444.jpg?v=1723812126"},{"product_id":"fashion-wholesaling-9781350169838","title":"Fashion Wholesaling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eGet to know the activities, processes and people involved in wholesaling and its crucial role in the wider fashion industry. From working with fashion vendors and trend forecasting companies, to navigating trade shows, and working in different territories, \u003ci\u003eFashion Wholesaling\u003c\/i\u003e is the ultimate guide to an often overlooked but rewarding career path.Clearly illustrated case studies and industry-focused exercises put the journey from apparel factory to retailer into a practical, real-world context for anyone looking for a way into the business of fashion.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003eInvaluable in detailing the ins and outs of fashion wholesaling. It combines theory and practice in a thought-provoking way that allows the student to envision their own entry and success in the field! -- Jaye Thompson, Professor \u0026amp; Interim Director of Retail Merchandising, University of Minnesota, USA\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePreface Introduction  \u003cb\u003e1. The Fashion Wholesale Business\u003c\/b\u003e Wholesale Selling as a Career Option Structural Overview of the Fashion Industry Types of Wholesale Sales Reps Vendor-Rep Contracts Resources, Activities and Further Reading  \u003cb\u003e2. Fashion Vendors and Wholesale Customers\u003c\/b\u003e Wholesale Vendors Fashion Vendors The Implications of Scale Brand Goals Wholesale Customers Building a Customer Base Resources, Activities and Further Reading  \u003cb\u003e3. The Wholesale Selling Environment\u003c\/b\u003e Different Types of Selling Environments Fashion Trade Shows Trend Forecasting Companies Resources, Activities and Further Reading  \u003cb\u003e4. The Wholesale Fashion Selling Process\u003c\/b\u003e Making the Sales Presentation Sales Territories Forecasting Sales After the Order is Written Resources, Activities and Further Reading  \u003cb\u003e5. Trends in Fashion Wholesale Selling\u003c\/b\u003e The Changing Environment for Retailers and Wholesalers Trends in Fashion Wholesale Selling Wholesale Internet Selling Theories of Fashion Market Changes Resources, Activities and Further Reading  Conclusion Glossary Bibliography","brand":"Bloomsbury Publishing PLC","offers":[{"title":"Default Title","offer_id":48738599338327,"sku":"9781350169838","price":21.84,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781350169838.jpg?v=1720049606"},{"product_id":"marketing-analytics-9781352013191","title":"Marketing Analytics","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAll customers differ. All customers change. All competitors react. All resources are limited. Robert W. Palmatier's dynamic First Principles of Marketing framework provides the structure for this research-based, action-orientated guide to organizing analytics tools, marketing models and methodologies.     When should you use a specific technique in data analytics? How does each new analytics technique improve performance? Which techniques are worth time and investment to implement?  As organizations prioritize digital growth to better connect with customers, it is vital that you are able to respond confidently to these questions, enabling you to utilize marketing analytics to better understand your business and increase revenue.     Marketing Analytics will help you to: Learn how to contextualize models and statistical analysis within the foundational principles of marketing through the use of a problem-centric framework.    Understand technical analyses by engaging with a pertinent ra\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e“What is special about this book is that analytics is introduced as an integral part of marketing strategy and marketing decision making.  The four First Principles of Marketing (MPs) serve as a framework where most of the critical and commonly seen marketing problems can be found...the book covers every tool that I would like my students to have when they walk out of a marketing analytics class… Everything that an instructor would want is included…This is a well-organized text with the latest knowledge from the field.” -- Elina Tang, Northern Illinois University, USA\u003cbr\u003e“This is a book that I have been looking for a long time. I really enjoyed reading it. It is very easy to follow, well-structured, full of example and case studies, linked to the software and simple math language… The book perfectly matches to the course learning outcome…(and) includes the step-by-step guideline on how to do analysis in R and Tableau.” -- Mojtaba Poorrezaei, Nottingham Trent University, UK\u003cbr\u003e“I have a very positive impression of the textbook especially as it aligns marketing strategy with consumer analytics techniques. This will help students to form a link between different analytical techniques and marketing decisions…We are helping decision makers to make more effective and efficient decisions.” -- Mohamed Sobhy Temerak, University of Kent, UK * Manuscript review *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eChapter 1 – Introduction to Marketing Analytics Based on First Principles PART ONE – ALL CUSTOMERS DIFFER Chapter 2 – Understanding Marketing Principles #1: All Customers Differ Chapter 3 – Cluster Analysis for Segmentation Chapter 4 – Discriminant Analysis for Targeting and Classification Chapter 5 – Perceptual and Preference Mapping for Competitive Positioning PART TWO – ALL CUSTOMERS CHANGE Chapter 6 – Understanding Marketing Principle #2: All Customers Change Chapter 7 – RFM Analysis Chapter 8 – Logistic Regression Chapter 9 – Customer Lifetime Value PART THREE – ALL COMPETITORS REACT Chapter 10 – Understanding Marketing Principle #3: All Competitors React Chapter 11 – Survey Design and Testing to Derive Customer Insights Chapter 12 – Conjoint Analysis for Product and Pricing Decisions Chapter 13 – Forecasting Sales for New Products PART FOUR – ALL RESOURCES ARE LIMITED Chapter 14 - Understanding Marketing Principle #4: All Resources are Limited Chapter 15 – Using Marketing Mix Models to Optimize the Marketing Mix Chapter 16 – Using Marketing Experiments to Optimize the Marketing Mix Chapter 17 – Using Topic Models to Glean Customer Insights","brand":"Bloomsbury Publishing PLC","offers":[{"title":"Default Title","offer_id":48738628862295,"sku":"9781352013191","price":44.64,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781352013191.jpg?v=1720049708"},{"product_id":"techpowered-sales-9781400226528","title":"TechPowered Sales","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eCreate sales success by leveraging technologies that are changing business-to-business selling forever. Become superhuman in how you operate with technology by embracing AI automation and platforms that transform results.","brand":"HarperCollins Focus","offers":[{"title":"Default Title","offer_id":48738936553815,"sku":"9781400226528","price":12.34,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781400226528.jpg?v=1720050629"},{"product_id":"the-ultimate-sales-book-9781473684010","title":"The Ultimate Sales Book","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eTHE ULTIMATE SALES BOOK gives you everything you need to succeed in sales and account management. It is a dynamic collection of essential skills covering the topics that will help you make a seismic impact upon your performance - faster than you ever thought possible.","brand":"John Murray Press","offers":[{"title":"Default Title","offer_id":48739548397911,"sku":"9781473684010","price":15.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781473684010.jpg?v=1720052554"},{"product_id":"the-ultimate-digital-marketing-book-9781473688414","title":"The Ultimate Digital Marketing Book","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eIf you want to be the best, you have to have the right skillset.\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eFrom effective SEO and Search marketing to mastering mobile and content marketing, THE ULTIMATE DIGITAL MARKETING BOOK is a dynamic collection of tools, techniques, and strategies for success. Short, punchy chapters mean you can read up quickly and start applying what you''ve learned immediately.\u003cbr\u003e\u003cbr\u003eDiscover the main themes, key ideas and tools you need and bring it all together with practical exercises.\u003cbr\u003e\u003cbr\u003eThis is your complete course in digital marketing.\u003cbr\u003e\u003cbr\u003eABOUT THE SERIES\u003cbr\u003eULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you''re doing\u003c\/p\u003e","brand":"John Murray Press","offers":[{"title":"Default Title","offer_id":48739550921047,"sku":"9781473688414","price":16.14,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781473688414.jpg?v=1720052563"},{"product_id":"the-ultimate-negotiation-book-9781473688803","title":"The Ultimate Negotiation Book","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eIf you want to be the best, you have to have the right skillset. \u003cbr\u003e\u003cbr\u003e\u003c\/b\u003eFrom influencing and persuading to choosing a negotiating style and using NLP, THE ULTIMATE NEGOTIATION BOOK is a dynamic collection of tools, techniques, and strategies for success. \u003cbr\u003e\u003cbr\u003eDiscover the main themes and key ideas, and bring it all together with practical exercises.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eThis is your complete course in negotiation. \u003c\/b\u003e\u003cbr\u003e\u003cbr\u003eABOUT THE SERIES\u003cbr\u003eULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you''re doing.\u003c\/p\u003e","brand":"John Murray Press","offers":[{"title":"Default Title","offer_id":48739550953815,"sku":"9781473688803","price":15.29,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781473688803.jpg?v=1720052563"},{"product_id":"marketing-management-in-turkey-9781787145580","title":"Marketing Management in Turkey","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eEmerging market economies have long been a significant driver of global growth, and since the beginning of the new millennium they have gained greater importance than ever. Economists state that the economies of emerging countries are rapidly catching up with those of developed countries and are even predicted to overtake some of them by 2020. A deep understanding of emerging markets is crucial, then, to build tailored products and marketing programs that will capitalize on such rapid growth.  \u003cbr\u003e  In \u003ci\u003eMarketing Management in Turkey\u003c\/i\u003e, Selcen Ozturkcan and Elif Yolbulan Okan present the reader with marketing opportunities, market potential, and standardization and customization opportunities available within a fast-growing emerging economy—namely, the Turkish economy. Along the way, the book also offers important insights into issues affecting similar emerging markets by detailing the common perceptions and misconceptions around the unique opportunities they appear to offer.  \u003cbr\u003e   This book will be of keen interest to practitioners interested in investing in emerging markets, and it will also have much to offer to researchers and students interested in the future of the global economy.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003eTurkish business scholars discuss fundamental marketing management topics, focusing on Turkey as an emerging country. They cover Turkish marketing insight, Turkish consumers, building brands in Turkey, crafting market offerings in Turkey, creating and delivering value in Turkey, the Turkish way of marketing communication, digital communication, and delights of the Turkish market. Specific topics include from bazaars to digital environment: a short history of marketing in the Turkish context, consumer-brand relationships in Turkey, he birth of omni-channel marketing and new dynamics of consumers' approach to retail channels, word-of-mouth marketing, and when delights turn bitter: consumer resistance in Turkey. -- Annotation ©2018 * (protoview.com) *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eChapter 1.1. IntroductionChapter 1.2.\tFrom Bazaars to Digital Environment: Short History of Marketing in Turkish Context; \u003ci\u003eEda Aylin Genc, Metehan Igneci\u003c\/i\u003e Chapter 1.3.\tBusiness Ethics, Marketing Ethics, Consumer Ethics, Sustainable Consumption and Corporate Social Responsibility in Turkey; \u003ci\u003eHande Begüm Bumin Doyduk\u003c\/i\u003e Chapter 2.1. The Sharing Economy In Turkey: A Marketıng Perspectıve; \u003ci\u003eElif Yelseli Şişecam, Hüseyin Sami Karaca, Özlem Hesapçı\u003c\/i\u003e Chapter 2.2. Analysıs Of The Turkısh Market Research Industry The Changing Role of the Researcher; \u003ci\u003eÖzgecan Karanci \u003c\/i\u003e Chapter 3.1. A Revıew Of Factors Affectıng Turkısh Consumer Behavıor; \u003ci\u003eİ. Taylan Dörtyol, Ayşen Coşkun, Olgun Kitapcı\u003c\/i\u003e Chapter 4.1. Consumer-Brand Relationships In Turkey; \u003ci\u003eEzgi Merdin-Uygur, Umut Kubat, Zeynep Gürhan-Canli\u003c\/i\u003e Chapter 4.2. Competıtıve Dynamıcs In Turkey; \u003ci\u003eMuhterem Şebnem Ensari\u003c\/i\u003e  Chapter 4.3. Place Marketing In Turkey; \u003ci\u003eCan Uslay, Mesut Çiçek\u003c\/i\u003e Chapter 5.1. Experıence Consumptıon In Turkey; \u003ci\u003eEzgi Merdin-Uygur\u003c\/i\u003e Chapter 6.1. The Birth of Omni-Channel Marketing and New Dynamics of Consumers’ Approach to Retail Channels; \u003ci\u003eSelen Öztürk, Abdullah Okumuş\u003c\/i\u003e Chapter 7.1. IMC: Integrated Marketıng Communıcatıon; \u003ci\u003eElif Yurdakul, Asli Bozdag Karaman\u003c\/i\u003e Chapter 7.2. \tIs Advertısement Really Dead? A Case Study Of Fıllı Boya; \u003ci\u003eÇiğdem Başfırıncı, Gülcan Şener\u003c\/i\u003e Chapter 7.3. Word of Mouth Marketing; \u003ci\u003eRenan Tavukcuoglu, Tavsiye Evi\u003c\/i\u003e Chapter 8.1. A Survey Of Marketıng Management For Vıdeogames Industry In Turkey; \u003ci\u003eSercan Şengün\u003c\/i\u003e Chapter 8.2. Marketing is in cooperation with technology to form new directives in consumer life; \u003ci\u003eM.Özgür Güngör\u003c\/i\u003e Chapter 9.1. When Delights Turn Bitter: Consumer Resistance in Turkey; \u003ci\u003eMelike Demirbag-Kaplan\u003c\/i\u003e Chapter 9.2. The Mystıque Of Luxury Products; \u003ci\u003eMeltem Kiygi-Calli\u003c\/i\u003e","brand":"Emerald Publishing Limited","offers":[{"title":"Default Title","offer_id":48741515231575,"sku":"9781787145580","price":999.99,"currency_code":"GBP","in_stock":false}]},{"product_id":"marketing-accountability-for-marketing-and-non-marketing-outcomes-9781838675646","title":"Marketing Accountability for Marketing and","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eThis latest volume of Review of Marketing Research, \u003cem\u003eMarketing Accountability for Marketing and Non-Marketing Outcomes\u003c\/em\u003e is divided in three parts: (1) measures of firm performance, (2) measures of social interaction, and (3) measures related to broader societal outcomes such as sustainability and quality of life. Measures of firm performance covered include the marketing implications of financial accounting, customer feedback metrics, drivers of brand equity, brand failure, market orientation capabilities, and multichannel attributions. Measures of social interaction encompass environmental and social performance, social networks, and attitudinal word-of-mouth drivers. The final chapter is devoted to measures related to societal outcomes and focuses on attractiveness of inner city for society.\u003c\/p\u003e \u003cp\u003eEach chapter presents thought-provoking discussions and new insights which will be relevant to researchers, professionals and students of marketing, branding and consumer behaviour\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePart I. Measures of Firm Performance\u003cbr\u003e Chapter 1. An Integrative Framework for Marketing Accountability of Marketing and Non-Marketing Outcomes; \u003cem\u003eV. Kumar and David W. Stewart\u003c\/em\u003e\u003cbr\u003e Chapter 2. The Marketing Implications of Financial Accounting; \u003cem\u003eNeil Thomas Bendle, Jonathan Knowles, and Moeen Naseer Butt\u003c\/em\u003e\u003cbr\u003e Chapter 3. Customer Feedback Metrics for Marketing Accountability; \u003cem\u003eEvert de Haan, Peter C. Verhoef, and Thorsten Wiesel\u003c\/em\u003e\u003cbr\u003e Chapter 4. What Drives Brand Equity? A Comprehensive Study of Price and Volume Premiums; \u003cem\u003eJianjun (John) Zhu, Thomas S. Gruca, and Lopo L. Rego\u003c\/em\u003e\u003cbr\u003e Chapter 5. Do Retailers Get Blamed When Manufacturer Brands Fail? The Case for Multi-Loci Attributions and Spillover Effects; \u003cem\u003eFrank Germann, Ronald L. Hess, Jr., and Margaret G. Meloy\u003c\/em\u003e\u003cbr\u003e Chapter 6. Linking Market Orientation Capabilities to Organizational Performance: A Research Framework and Empirical Test; \u003cem\u003eKåre Sandvik, Karoline U. D. Dahr, and C. Jay Lambe\u003c\/em\u003e\u003cbr\u003e Chapter 7. Multichannel Data-driven Attribution Models: A Review and Research Agenda; \u003cem\u003eBen B. Beck, J. Andrew Petersen, and Rajkumar Venkatesan\u003c\/em\u003e\u003cbr\u003e Part II. Measures of Social Interaction\u003cbr\u003e Chapter 8. Accountability beyond Profitability: Understanding the Impact of Marketing Actions on Environmental and Social Performance; \u003cem\u003eAmalesh Sharma, Sourav Bikash Borah, Anirban Adhikary, and Tanjum Haque\u003c\/em\u003e\u003cbr\u003e Chapter 9. A Social Network Research Paradigm for Marketing: A Review and Research Agenda; \u003cem\u003eAditya Gupta and Alok R. Saboo\u003c\/em\u003e\u003cbr\u003e Chapter 10. The Unintended Consequences of Attitudinal Word-of-Mouth Drivers; \u003cem\u003eTimothy L. Keiningham, Roland T. Rust, Bart Larivière, Lerzan Aksoy, and Luke Williams\u003c\/em\u003e\u003cbr\u003e Part III. Measures Related to Social Outcomes\u003cbr\u003e Chapter 11. What drives Inner City Attractiveness for Society? The Role of Brick-and-Mortar Stores; \u003cem\u003eJulian R. K. Wichmann, Thomas P. Scholdra, and Werner J. Reinartz\u003c\/em\u003e\u003c\/p\u003e","brand":"Emerald Publishing Limited","offers":[{"title":"Default Title","offer_id":48741959958871,"sku":"9781838675646","price":90.24,"currency_code":"GBP","in_stock":true}]},{"product_id":"the-million-dollar-sprint-zero-to-one-million-in-revenue-how-to-scale-a-hyper-profitable-service-business-without-investment-and-within-12-months-9781913770587","title":"The Million Dollar Sprint - Zero to One Million","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eIn his latest book, Richard Woods shares the quickest and most viable way to scale your service business to a million in revenue.  He covers cutting-edge sales and marketing techniques - including LinkedIn automation, Facebook advertising and online event marketing - plus a whole host of other top hacks and tips that will see your revenue grow exponentially.  And, to make life easier, there are lots of helpful templates you can simply swipe and add into your marketing mix.   With plenty of Aha! moments along the way, if you're looking to scale your business rapidly, this book is the game changer you need.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"A game changing sales and marketing system that is super easy to implement, and WOW what a treasure trove of templates.\" -Amanda C. Watts, Founder of Oompf Global","brand":"Book Brilliance Publishing","offers":[{"title":"Default Title","offer_id":48742754451799,"sku":"9781913770587","price":11.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781913770587.jpg?v=1720062687"},{"product_id":"how-to-be-a-successful-sales-person-and-how-to-manage-your-success-9781914933523","title":"How to be a Successful Sales Person: And how to","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eAn easy to read training guide to becoming a successful sales person. Explained with humour and coloured illustrations","brand":"i2i Publishing","offers":[{"title":"Default Title","offer_id":48742792692055,"sku":"9781914933523","price":11.68,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781914933523.jpg?v=1720062846"},{"product_id":"learning-the-ropes-achieving-sustainable-sales-performance-regardless-of-changes-in-personnel-9781999991005","title":"Learning the Ropes: Achieving Sustainable Sales","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"Sales Plus Profit Ltd","offers":[{"title":"Default Title","offer_id":48743001030999,"sku":"9781999991005","price":7.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781999991005.jpg?v=1720063691"},{"product_id":"digital-marketing-the-science-and-magic-of-digital-marketing-can-help-you-become-a-successful-marketing-professional-9789355511522","title":"Digital Marketing: The Science and Magic of","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e","brand":"BPB Publications","offers":[{"title":"Default Title","offer_id":48743244038487,"sku":"9789355511522","price":999.99,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9789355511522.jpg?v=1720064748"},{"product_id":"managing-customer-value-one-step-at-a-time-9789811240799","title":"Managing Customer Value: One Step At A Time","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eHow do you take an individual who has never done business with your organization and gradually transform them into the best possible customer? How do you decide how much to spend on various marketing actions? How do you think about the pricing decision with a view to optimizing the value of your customers as assets? Where do you start, what tools do you use, and what heuristics are useful in making these decisions? This book attempts to answer questions such as these. The one-sentence summary of the answer, though, is simple — hold the individual's hands and walk them up a value ladder, one step at a time.This book is written for an advanced student of business and the practicing manager. It presents an integrated view of the marketing function. In particular, it focuses on all the activities that a firm engages in to create and manage value - not just the customer-facing activities. It links the traditional views of customer value with the finance, accounting, human resources, organizational behaviour, information technology and operations functions of the organization. It draws on the science of behaviour change and the data sciences to present a contemporary view of the customer value function. The content is meant to be prescriptive — it describes a process for value creation and management, yet analytical; theoretical, yet empirically driven. It urges the reader to think about the customer value function to be organized along activities that the firm would like the customers to engage in, not activities that the firm engages in. It presents a framework that is not only conceptually driven but also has a sound mathematical basis.","brand":"World Scientific Publishing Co Pte Ltd","offers":[{"title":"Default Title","offer_id":48743280902487,"sku":"9789811240799","price":63.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9789811240799.jpg?v=1720064903"},{"product_id":"positioning-the-battle-for-your-mind-20th-anniversary-edition-9780071359160","title":"Positioning The Battle for Your Mind 20th","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThis 20th Anniversary Edition makes available to business and marketing professionals---including tens of thousands of Ries and Trout groupies, worldwide---the work that forever changed the way marketing strategy is done.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eChapter 1: What Positioning is All About. Chapter 2: The Assault on the Mind. Chapter 3: Getting Into the Mind. Chapter 4: Those Little Ladders in Your Head. Chapter 5: You Can't get There from Here. Chapter 6: Positioning of a Leader. Chapter 7: Positioning of a Follower. Chapter 8: Repositioning the Competition. Chapter 9: The Power of the Name. Chapter 10: The No-Name Trap. Chapter 11: The Free-Ride Trap. Chapter 12: The Line-Extension Trap. Chapter 13: When Line Extension Can Work. Chapter 14: Positioning a Company: Monsanto. Chapter 15: Positioning a Product: Milk Duds. Chapter 16: Positioning a Service: Mailgram. Chapter 17: Positioning a Long Island Bank. Chapter 18: Positioning the Catholic Church. Chapter 19: Positioning Yourself \u0026amp; Your Career. Chapter 20: Six Steps to Success. Chapter 21: Playing the Positioning Game.","brand":"McGraw-Hill Education - Europe","offers":[{"title":"Default Title","offer_id":48864146162007,"sku":"9780071359160","price":19.79,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780071359160.jpg?v=1722270600"},{"product_id":"purple-cow-9780141016405","title":"Purple Cow","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eYou're either a Purple Cow or you're not. You're either remarkable or invisible. Make your choice. What do Apple, Starbucks, Dyson and Pret a Manger have in common? How do they achieve spectacular growth, leaving behind former tried-and-true brands to gasp their last? The old checklist of P's used by marketers - Pricing, Promotion, Publicity - aren't working anymore. The golden age of advertising is over. It's time to add a new P - the Purple Cow. Purple Cow describes something phenomenal, something counterintuitive and exciting and flat-out unbelievable. In his new bestseller, Seth Godin urges you to put a Purple Cow into everything you build, and everything you do, to create something truly noticeable. It's a manifesto for anyone who wants to help create products and services that are worth marketing in the first place.","brand":"Penguin Books Ltd","offers":[{"title":"Default Title","offer_id":48864180928855,"sku":"9780141016405","price":10.44,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780141016405.jpg?v=1722270772"},{"product_id":"how-brands-grow-9780190330026","title":"How Brands Grow","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eHow Brands Grow Part 2 is about the fundamentals of buying behaviours and brand performance fundamentals that provide a consistent roadmap for brand growth, and improved marketing productivity. This revised edition includes updates to all chapters and the addition of a new chapter, 'Getting Down to Business-to-Business Markets'.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e1. How Brands Grow2. Target the (Whole) Market3. Where New Customers Come From4. Building Mental Availability5. Leveraging Distinctive Assets6. Achieving Reach7. Word-of-mouth Facts Worth Talking About8. Building Physical Availability Part 19. Building Physical Availability Part 210. New Brands and Acquiring New Buyers11. Getting Down to Business-to-Business Markets12. And Finally, a Bit of Luxury","brand":"Oxford University Press Australia","offers":[{"title":"Default Title","offer_id":48864200556887,"sku":"9780190330026","price":27.54,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780190330026.jpg?v=1722270868"},{"product_id":"if-youre-not-first-youre-last-9780470624357","title":"If Youre Not First Youre Last","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eDuring economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eIntroduction v\u003c\/p\u003e \u003cp\u003eChapter 1 Four Responses to Economic Contractions 1\u003c\/p\u003e \u003cp\u003eChapter 2 Power Base Reactivation 23\u003c\/p\u003e \u003cp\u003eChapter 3 Past Client Reactivation 33\u003c\/p\u003e \u003cp\u003eChapter 4 The Most Effective Call to Advance and Conquer 45\u003c\/p\u003e \u003cp\u003eChapter 5 Converting the Unsold 57\u003c\/p\u003e \u003cp\u003eChapter 6 Multiply through Existing Clients 71\u003c\/p\u003e \u003cp\u003eChapter 7 Delivering at “Wow” Levels 81\u003c\/p\u003e \u003cp\u003eChapter 8 The Importance of Price 89\u003c\/p\u003e \u003cp\u003eChapter 9 Activate Second Sale to Boost Profits 97\u003c\/p\u003e \u003cp\u003eChapter 10 The Value-Added Proposition 105\u003c\/p\u003e \u003cp\u003eChapter 11 Act Hungry 113\u003c\/p\u003e \u003cp\u003eChapter 12 Expand Acceptable Client Profile 121\u003c\/p\u003e \u003cp\u003eChapter 13 Effective Marketing Campaigns 127\u003c\/p\u003e \u003cp\u003eChapter 14 Repackaging for Increased Profits 137\u003c\/p\u003e \u003cp\u003eChapter 15 The Power Schedule to Advance and Conquer 147\u003c\/p\u003e \u003cp\u003eChapter 16 An Advance-and-Conquer Attitude 161\u003c\/p\u003e \u003cp\u003eChapter 17 Your Freedom Financial Plan 175\u003c\/p\u003e \u003cp\u003eChapter 18 The Most Important Skill Needed to Advance and Conquer 185\u003c\/p\u003e \u003cp\u003eChapter 19 The Unreasonable Attitude 199\u003c\/p\u003e \u003cp\u003eConclusion How to Guarantee Your Position 209\u003c\/p\u003e \u003cp\u003eAfterword 215\u003c\/p\u003e \u003cp\u003eGlossary 219\u003c\/p\u003e \u003cp\u003eIndex 249\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48864634405207,"sku":"9780470624357","price":17.85,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470624357.jpg?v=1722272825"},{"product_id":"brand-success-9780749462871","title":"Brand Success","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eMatt Haig\u003c\/b\u003e is an acclaimed writer and journalist. He is the author of the the best-selling \u003ci\u003eBrand Failures,\u003c\/i\u003e (published by Kogan Page) and also several best-selling novels, including \u003ci\u003eThe Radleys\u003c\/i\u003e, \u003ci\u003eThe Dead Fathers Club\u003c\/i\u003e and \u003ci\u003eThe Last Family in England \u003c\/i\u003e(Vintage).\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Ideal for executives or PR pros who wish to learn about successful brands through practical examples.\" * PR Week *\u003cbr\u003e\"A comprehensive collection of brand success stories that will enable the reader to identify the factors behind these successes.\" * Publishing News *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 00: \tIntroduction;\u003c\/li\u003e\n\u003cli\u003eChapter - 01: \tInnovation brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: \tPioneer brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: \tDistraction brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: \tStreamlined brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: \tMuscle brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: \tDistinction brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: \tStatus brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: \tPeople brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: \tResponsibility brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: \tBroad brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: \tEmotion brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: \tDesign brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: \tConsistent brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: \tAdvertiser brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: \tDistribution brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 16: \tSpeed brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 17: \tEvolution brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 18: \tThe BRIC brands\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865722532183,"sku":"9780749462871","price":23.74,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749462871.jpg?v=1722275270"},{"product_id":"kapferer-on-luxury-9780749474362","title":"Kapferer on Luxury","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eJean-Noël Kapferer \u003c\/b\u003eis one of world's foremost thought leaders on luxury and its brands. An active researcher, HEC Paris graduate and PhD-holder from Northwestern University's Kellogg Business School (USA), Kapferer is co-author of \u003cb\u003e\u003ci\u003eThe Luxury Strategy \u003c\/i\u003e\u003c\/b\u003eand \u003cb\u003e\u003ci\u003eThe New Strategic Brand Management\u003c\/i\u003e\u003c\/b\u003e and has written many seminal articles. He is a sought after speaker, leading seminars on luxury all around the world at institutions such as HEC Paris, Tsing Hua University Beijing, Seoul Luxury Business Institute and LBI Shanghai. He is also advisor to the president of Inseec Business School (Paris).\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Kapferer strikes a powerful balance between marketing theory and the real world making it an accessible read....Kapferer is the authority on luxury branding. His work spans decades and he's partnered with an enviable number of researchers and authors.\" * John King, Head of Marketing at Asons Solicitors, for the Legal Support Network *\u003cbr\u003e\"getAbstract recommends his insights to students of economic trends as well as luxury brand investors, managers, marketers and sellers.\" * getAbstract, Inc. *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003e\u003cul\u003e\u003cli\u003eChapter - 00: \tIntroduction: Growth issues for luxury;\u003c\/li\u003e\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - ONE:  How luxury is changing;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: \tSustaining the luxury dream: challenges and insights;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: \tAbundant rarity: the key to luxury growth;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: \tThe artification of luxury: from artisans to artists;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - TWO:  Specific issues and challenges;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 04: \tLuxury after the crisis: pro logo or no logo?;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: \tWhy luxury should not delocalize: a critique of a growing tendency;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: \tInternet and luxury: under-adopted or ill-adapted?;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: \tDoes luxury have a minimum price?: an exploratory study into consumers’ psychology of luxury prices;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: \tAll that glitters is not green: the challenge of sustainable luxury;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - THREE:  The business side of luxury brands’ growth;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 09: \tNot all luxuries act alike: the distinct business models of luxury brands;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: \tThe LVMH–Bulgari agreement: what changes in the luxury market lead family companies to sell up?;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: \tDeveloping luxury brands within luxury groups: synergies without dilution?\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865725677911,"sku":"9780749474362","price":31.34,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749474362.jpg?v=1722275276"},{"product_id":"advanced-marketing-management-9780749480370","title":"Advanced Marketing Management","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eDr Nikolaos Dimitriadis\u003c\/b\u003e is an award-winning educator and consultant and the CEO of Trizma Neuro, a neuromarketing and neuroHR company. He is also Regional Director of The University of Sheffield International Faculty, CITY College, for the Western Balkans.   \u003cb\u003eDr. Neda Jovanovic Dimitriadis\u003c\/b\u003e is an academic researcher and guest lecturer on brand strategy, consumer behaviour and marketing communications. She specializes in behavioural research in marketing, branding and media planning.    \u003cb\u003eDr Jillian Ney\u003c\/b\u003e is a consultant and guest lecturer on social media intelligence in the UK and Europe. Her work has featured at global conferences and has been used by Fortune 500 companies.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"A must-read for marketing professionals who want to create innovative and disruptive marketing interventions. This book addresses new trends - neuroscience, predictive skills, innovation and adaptability skills - all in a single title.\" * Dominic Fernandes, Vice President, Head of Business Marketing, Emirates NBD *\u003cbr\u003e\"Change is something that modern businesses cannot escape, and more so marketing. This book offers a holistic approach to marketers, covering a wide range of topics, such as neuroscience, predictive analytics and creative problem solving. The authors argue convincingly for the need for a new marketer who will lead not only the marketing department but the company as a whole. Highly recommended.\" * Max Hauser, Partner and Managing Director, The Boston Consulting Group, Russia and CIS *\u003cbr\u003e\"Marketing is long overdue for disruption. In Advanced Marketing Management the authors brilliantly argue for the \"Why?\" and provide answers for the \"How?\" and \"What?\" The book is packed from cover to cover with an in-depth, insightful and cutting-edge array of tools to best equip aspiring disruptors with the knowledge for that much-needed overhaul.\" * Anthony Tham, Executive Creative Director, Publicis Worldwide Shanghai *\u003cbr\u003e\"This book is a boot camp for modern marketers in the post-Trump, post-Brexit, post-Cambridge Analytica world, where the challenge is to find the most impactful insights from an Everest of data. It underlines the fact that what our sector is lacking is better questions, not more answers.\" * Adrian Cockle, Principal Consultant, Hootsuite *\u003cbr\u003e\"A groundbreaking and innovative guide, full of contemporary marketing cases and examples for those who are passionate about marketing and want to extend their knowledge beyond the conventional marketing practices.\" * Panayiota Alevizou, Lecturer in Marketing, Sheffield University Management School *\u003cbr\u003e\"There has never been a more exciting time to be in marketing. The modern marketer now has even greater influence over tangible brand success, but it's a position which is complex, ever-changing, and challenging. This book acknowledges the complex landscape we work in and provides clear and compelling thought and insight to dismiss the chaos and embrace the tremendous opportunity.\" * Graham Forsyth, Director of Marketing, Spredfast *\u003cbr\u003e\"The authors have their fingers on the pulse of marketing and the challenges marketers face today. \u003ci\u003e\u003cb\u003eAdvanced Marketing Management\u003c\/b\u003e\u003c\/i\u003e is a terrific guide for students and practitioners of marketing that will help them become more transformational marketing leaders.\" * Mick Doran, Head of Research, Planning and Brand, Sainsbury’s Bank, and Chair, The Marketing Society, Scotland *\u003cbr\u003e\"'If you are a curious learner and marketer who seeks to improve constantly, seek no more! The book in front of you explores relevant topics and skills in the new marketing era, while providing a fresh outlook on the 4Ps as tools with a core in empathy, experiential, ever-presence and engagement. \u003ci\u003e\u003cb\u003eAdvanced Marketing Management\u003c\/b\u003e\u003c\/i\u003e is a must-have toolkit for modern marketers aspiring to become transformational leaders.\" * Natasa Josic, Commercial Excellence Director, Coca-Cola HBC, Austria *\u003cbr\u003e\"Scientifically grounded and backed up by contemporary real-life business examples, this is a CEO-must-read practical guide to how to avoid the Marketing Paradox, understand which half of marketing budget is being wasted and how to fix this. And the new Marketing Mix 4EPs concept is a phenomenally simple and powerful response to the many disruptions that every industry now faces.\" * Mikhail Merkulov, CEO, Arricano Real Estate PLC *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: \tThe need for the new marketer;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: Neuroscience skills – Marketing and the human brain;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: Predictive skills – Marketing and data intelligence;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: Innovation skills – Marketing and creative thinking;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: Adaptability skills – Marketing and decision making;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: The 4EPs marketing mix, part 1 – Empathic product and experiential price;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: The 4EPs marketing mix, part 2 – Ever-present place and engaging promotion;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: \tReorganizing the marketing function;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Marketers – The new transformational leaders\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865726595415,"sku":"9780749480370","price":37.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749480370.jpg?v=1722275278"},{"product_id":"sales-and-marketing-channels-9780749482145","title":"Sales and Marketing Channels","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eJulian Dent\u003c\/b\u003e is Chairman of VIA International, a specialist routes-to-market consultancy. He has more than 35 years of global experience in distribution, specializing in channel strategy and implementation at global, corporate and regional levels. His clients include Barclays, Esso, Hewlett-Packard, Hyatt, Microsoft, Philips, Subway and Xerox.\u003cb\u003eMichael White\u003c\/b\u003e is EMEA General Manager of Quadmark, a global channels and sales enablement consultancy. He has been a worldwide routes-to-market specialist for 30 years across multiple industries, leading commercial consumer channel strategy from formulation through to execution. His clients include Apple, Caterpillar, Cisco, Electrolux, PayPal and Procter \u0026amp; Gamble.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"This book is a true tour de force on all things marketing, distribution, franchising and more. Dent and White have given us a highly compelling and practical blueprint for success in times of great change and disruption. Their updated treatise gives us practical 21st-century strategic insights into sales and marketing channel and distribution management. Heed these authors' advice or risk irrelevance and peril for your business and brand.\" * Joe Tripodi, CMO, Subway, and former CMO, Coca-Cola, Allstate, MasterCard, Bank of New York and Seagram’s *\u003cbr\u003e\"With sales and marketing channels becoming ever more complex and challenging, the need for help constantly increases. This book hits the mark - I seriously suggest anyone involved in channels has this to hand. Dent and White stand head and shoulders above many others in demystifying the channel into understandable and executable components. Whether you are a channel novice or channel expert, this new edition is paramount for executives to account managers alike.\" * Jeremy Butt, SVP International, Mitel *\u003cbr\u003e\"This is the best book available for providing a deep understanding of channel business models and has helped us build more effective relationships with our channel partners.\" * Louis Gries, CEO, James Hardie Industries plc *\u003cbr\u003e\"This book is essential reading for any vendor working with indirect channels of distribution. The deep insights into channel business models it provides enable vendors to secure maximum value from both distributor and final-tier engagement.\" * Michael Urban, Corporate Vice President, Strategy, Transformation, Global Vendor Management, Tech Data Corporation *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003eSection - PART ONE: Introduction;\u003c\/li\u003e\n\u003cli\u003eSection - 01: \tHow to get the best out of this book;\u003c\/li\u003e\n\u003cli\u003eSection - 02: \tThe business of getting products and services to market;\u003c\/li\u003e\n\u003cli\u003eSection - 03: \tMajor trends and developments in market access;\u003c\/li\u003e\n\u003cli\u003eSection - PART TWO: Distributors, wholesalers and intermediaries;\u003c\/li\u003e\n\u003cli\u003eSection - 04: \tThe role of the distributor for sales and marketing channels;\u003c\/li\u003e\n\u003cli\u003eSection - 05: \tHow the distributor business model works;\u003c\/li\u003e\n\u003cli\u003eSection - 06: \tManaging distributors – margins and profitability;\u003c\/li\u003e\n\u003cli\u003eSection - 07: \tManaging distributors – working capital;\u003c\/li\u003e\n\u003cli\u003eSection - 08: \tManaging distributors – productivity;\u003c\/li\u003e\n\u003cli\u003eSection - 09: \tManaging distributors – sustainability;\u003c\/li\u003e\n\u003cli\u003eSection - 10: \tManaging distributors – managing growth;\u003c\/li\u003e\n\u003cli\u003eSection - 11: \tUnderstanding the distribution landscape;\u003c\/li\u003e\n\u003cli\u003eSection - 12: \tHow to get the best from distribution strategy;\u003c\/li\u003e\n\u003cli\u003eSection - PART THREE: Managing final-tier sales and marketing channels;\u003c\/li\u003e\n\u003cli\u003eSection - 13: \tThe roles of the final-tier channel players;\u003c\/li\u003e\n\u003cli\u003eSection - 14: \tHow the business model works for final-tier channel players;\u003c\/li\u003e\n\u003cli\u003eSection - 15: \tManaging final-tier channel players – sales and utilization;\u003c\/li\u003e\n\u003cli\u003eSection - 16: \tManaging final-tier channel players – gross margin and recoverability;\u003c\/li\u003e\n\u003cli\u003eSection - 17: \tManaging final-tier channel players – working capital management;\u003c\/li\u003e\n\u003cli\u003eSection - 18: \tManaging final-tier channel players – value creation and growth;\u003c\/li\u003e\n\u003cli\u003eSection - 19: \tHow to get the best from final-tier channel players;\u003c\/li\u003e\n\u003cli\u003eSection - PART FOUR: Managing distribution in individual industry sectors;\u003c\/li\u003e\n\u003cli\u003eSection - 20: \tIntroduction to managing distribution in individual industry sectors;\u003c\/li\u003e\n\u003cli\u003eSection - 21: \tInsights from managing capital goods distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 22: \tInsights from managing consumer goods distribution and retailers;\u003c\/li\u003e\n\u003cli\u003eSection - 23: \tInsights from managing services distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 24: \tInsights from managing hotels, restaurants, catering and travel distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 25: \tInsights from managing intellectual property distribution;\u003c\/li\u003e\n\u003cli\u003eSection - 26: \tInsights from managing franchised distribution;\u003c\/li\u003e\n\u003cli\u003eSection - Appendix: Key ratios;\u003c\/li\u003e\n\u003cli\u003eSection - Appendix: Glossary of technical terms;\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865727086935,"sku":"9780749482145","price":33.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749482145.jpg?v=1722275279"},{"product_id":"games-and-gamification-in-market-research-9780749483357","title":"Games and Gamification in Market Research","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eBetty Adamou \u003c\/b\u003eis the Founder and Chief ResearchGame Designer at Research Through Gaming. In addition to developing ResearchGames on behalf of Fortune 500 companies and academic institutions alike, Adamou also guest lectures, writes about and gives keynote presentations and talks on Game-Based Research Methods. Adamou has won multiple awards for her work in entrepreneurship and innovation in market research.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Incredibly well-written and insightful. Whether you're a lifelong or aspiring researcher, think of \u003cb\u003e\u003ci\u003eGames and Gamification in Market Research\u003c\/i\u003e\u003c\/b\u003e as the only guide you need to create engaging game-based surveys that deliver more reliable data. From debunking misconceptions about game-based research methods to providing easy-to-understand guidelines for designing and making game-based surveys, \u003cb\u003eAdamou \u003c\/b\u003eenvisions a new and improved research landscape, driven by gamification. Side benefit... respondents will actually enjoy participating in your research!\" * Kristin Luck, Growth Strategist\/Adviser, Luck Collective *\u003cbr\u003e\"Getting people to answer questions has become a case of diminishing returns in terms of engagement. Surveys have become boring! \u003cb\u003eBetty Adamou\u003c\/b\u003e took the huge responsibility of finding a way out. Tapping on human psychology and behaviour, she has worked hard on the concept of game-based research methods. It's a huge game changer! One needs to read the book to believe. I can't thank Betty enough for making research more exciting and useful.\" * Nasir Khan PhD CMRS, Principal Researcher and CEO, Somra-MBL Limited *\u003cbr\u003e\"This book arms the reader with a 360-degree insight into effective, engaging market research techniques. I already have favourite chapters I'll refer to time and again.\" * Ade Onilude, Founder and CEO, Women in Marketing CIC *\u003cbr\u003e\"\u003cb\u003eBetty Adamou\u003c\/b\u003e manages to blend passion and practicality - drawing on her love of gaming and her hard-won experience earned through pioneering the use of games in the context of market research. This book has something for anybody interested in the application of games and gamification, from the seasoned professional to the newcomer.\" * Ray Poynter, Co-founder, NewMR *\u003cbr\u003e\"\u003cb\u003eBetty Adamou\u003c\/b\u003e is the absolute expert when it comes to games and gamification in market research. Her book is steeped in practical advice and is written in such an engaging way that you won't be able to help yourself in sharing her knowledge with others. Don't expect a dry manual. This is a great read with lots of activities to get you involved.\" * Fiona Blades, President and Chief Experience Officer, MESH Experience *\u003cbr\u003e\"An interesting, informative read without the bulk. \u003cb\u003eBetty Adamou\u003c\/b\u003e is a master of her craft and this book is a gift to all who venture into the realm of games and gamification for market research. Betty takes a step back to help you focus on the psychology behind why these methods will help you succeed. A must-read for all people interested in the field.\" * Laura Fagan, CEO and Founder, The Pain Journal *\u003cbr\u003e\"\u003cb\u003e\u003ci\u003eGames and Gamification in Market Research\u003c\/i\u003e \u003c\/b\u003eis the book you hope to discover.\u003cb\u003e \u003c\/b\u003e\u003cb\u003eBetty Adamou\u003c\/b\u003e invites us to collectively progress our approaches, blending in better understanding of what makes humans tick, to elicit more accurate data and insight. If you want to learn how to elevate what you do in your day-to-day from one of our industry's brightest and most innovative, this book is for you.\" * Danielle Todd, Account Director, Relish Research *\u003cbr\u003e\"This book is destined to become the standard text on the subject of gamifcation and games to collect consumer data. It is a defining event in the development of gamification of data collection and will be a reference for years to come.\" * Andrew Jeavons, Co-founder and Director of Analytics, Signoi *\u003cbr\u003e\"\u003cb\u003eBetty Adamou\u003c\/b\u003e is quite simply the authority on insights and gamification. Her book is a compelling and actionable guide that will help you to uncover deep consumer insight in more creative ways.\" * KaRene Smith, Founder, Shine Insight *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003eSection - ONE: World of understanding – Overview;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: \tThe impact of low participant engagement in market research;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: \tThe surprising similarities between digital games and online surveys;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: \tDebunking common misconceptions in market research about games and gamification;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: \tGames and gamification: exploring definitions and why games are so engaging;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: \tThe differences and similarities between games and gamification;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: An ontology of game-based research methods – defining research-games, gamified research and surveytainment;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: The scientific foundation for using game-based research methods – the six vital states and their benefit to market research;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: Game culture – a showcase of intrinsic engagement to help market researchers;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: \tHow games and gamification are used for engagement and data collection outside of research and entertainment;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: The Triple E Effect – games as engaging, emotive and experiential simulations for research and insight;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: \tCase studies and results from game-based research;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: \tFive things to consider before using games and gamification for market research;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - TWO: World of design – Overview;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 13: \tFifteen ethics guidelines for designing and making game-based surveys;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: A vocabulary of play for game-based research – Game terminologies and inspiration;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: Game-based research design – Ten tips for building the right foundations;\u003c\/li\u003e\n\u003cli\u003eChapter - 16: \tIntroducing Smart Intuition and Meaningful Creativity (SIMC);\u003c\/li\u003e\n\u003cli\u003eChapter - 17: \tOvercome these four concerns about game-based survey design;\u003c\/li\u003e\n\u003cli\u003eChapter - 18: Design your game-based research – Play ‘20 for 20’;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - THREE: World of making – Overview;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 19: \tStakeholder onboarding and preparing to build your game-based survey design;\u003c\/li\u003e\n\u003cli\u003eChapter - 20: Tailor-made versus ready-made game-based surveys – Differences, benefits and drawbacks;\u003c\/li\u003e\n\u003cli\u003eChapter - 21: Build mode – Create, playtest, maintain and launch your game-based survey;\u003c\/li\u003e\n\u003cli\u003eChapter - 22: \tAnalysing the quality of game-based research designs;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FOUR: A new market research world – Overview;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 23: \tBuilding a career in game-based research;\u003c\/li\u003e\n\u003cli\u003eChapter - 24: \tThe future of game-based research;\u003c\/li\u003e\n\u003cli\u003eChapter - 25: Final words\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865727578455,"sku":"9780749483357","price":33.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749483357.jpg?v=1722275280"},{"product_id":"customer-innovation-9780749484187","title":"Customer Innovation","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eDr. Marion Debruyne\u003c\/b\u003e is Dean at Vlerick Business School, Belgium, ranked within the Financial Times Top 100 Business Schools. An international coach and speaker on customer innovation, she is a professor of marketing and innovation, with diverse industry experience ranging from healthcare and financial services to consumer products.  \u003cb\u003eDr. Koen Tackx\u003c\/b\u003e is a professor of strategic marketing at Vlerick Business School, Belgium where his main focus is on how companies can create superior value for their customers. Before joining the academic world, he held several executive positions in different service industries.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003e\u003cul\u003e\u003cli\u003eChapter - 00: Introduction – Connect–convert–collaborate – How to build a customer-driven innovation journey;\u003c\/li\u003e\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART ONE: The zoom lens – Laying the foundation for outside-in strategy;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: Connect using the zoom lens – Five practices to zoom in on your customer;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: Convert using the zoom lens – How to create a culture of daily innovation;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: Collaborate using the zoom lens – Placing the customer at the heart of your activities;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART TWO: The wide lens – How to innovate your current customer journey;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 04: Connect using the wide lens – Understanding your customers’ journey, goals and outcomes;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: Convert using the wide lens – Creating innovative solutions to the challenges that customers face;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: Collaborate using the wide lens – Creating customer value by collaborating along the value chain;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART THREE: The fisheye lens – Expanding your customer base to new horizons;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 07: Connect using the fisheye lens – How to learn from customers you don’t have;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: Convert using the fisheye lens – Should business-model innovation be on your agenda?;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Collaborate using the fisheye lens – Creating adaptable ecosystems for change and expansion;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART FOUR: Conclusion;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\u003cli\u003eChapter - 10: Conclusion – Three essential capabilities – The playbook for continual customer-based growth\u003c\/li\u003e\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48865727611223,"sku":"9780749484187","price":33.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749484187.jpg?v=1722275279"},{"product_id":"brand-asset-management-9780787963941","title":"Brand Asset Management","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eMost companies do a poor job of managing their brands. Scott Davis vividly illustrates well-managed and poorly managed brand programs and provides the best methodology I have seen for improving your brand asset management.\u003cbr\u003e -- Phil Kotler, S. C. Johnson \u0026amp; Son Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eForeword--David A. Aaker  \u003cp\u003ePreface\u003c\/p\u003e \u003cp\u003eAcknowledgements\u003c\/p\u003e \u003cp\u003eIntroduction: Overview of Brand Asset Management\u003c\/p\u003e \u003cp\u003ePhase One: Developing a Brand Vision\u003c\/p\u003e \u003cp\u003e1. Step One: Elements of a Brand Vision\u003c\/p\u003e \u003cp\u003ePhase Two: Determining Your BrandPicture\u003c\/p\u003e \u003cp\u003e2. Step Two: Determining Your Brand's Image\u003c\/p\u003e \u003cp\u003e3. Step Three: Creating Your Brand's Contract\u003c\/p\u003e \u003cp\u003e4. Step Four: Crafting a Brand-Based Customer Model\u003c\/p\u003e \u003cp\u003ePhase Three: Developing a Brand Asset Management Strategy\u003c\/p\u003e \u003cp\u003e5. Step Five: Positioning Your Brand for Success\u003c\/p\u003e \u003cp\u003e6. Step Six: Extending Your Brand\u003c\/p\u003e \u003cp\u003e7. Step Seven: Communicating Your Brand's Positioning\u003c\/p\u003e \u003cp\u003e8. Step Eight: Leveraging Your Brand to Maximize Channel Influence\u003c\/p\u003e \u003cp\u003e9. Step Nine: Pricing Your Brand at a Premium\u003c\/p\u003e \u003cp\u003ePhase Four: Supporting a Brand Asset Management Culture\u003c\/p\u003e \u003cp\u003e10. Step Ten: Measuring Your Return on Brand Investment (ROBI)\u003c\/p\u003e \u003cp\u003e11. Step Eleven: Establishing a Brand-Based Culture\u003c\/p\u003e \u003cp\u003eAbout the Author\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e \u003cp\u003e \u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48865897382231,"sku":"9780787963941","price":14.39,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780787963941.jpg?v=1722276102"},{"product_id":"coffees-for-closers-9780857089557","title":"Coffees for Closers","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword xvii\u003c\/p\u003e \u003cp\u003ePreface xxi\u003c\/p\u003e \u003cp\u003eAbout the Author xxv\u003c\/p\u003e \u003cp\u003e\u003cb\u003e1 Introduction to Sales 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDo Not Listen to Respond, Listen to Learn 4\u003c\/p\u003e \u003cp\u003eAsking Intelligent Questions 4\u003c\/p\u003e \u003cp\u003eMindset 5\u003c\/p\u003e \u003cp\u003eThe Lesson 7\u003c\/p\u003e \u003cp\u003eThe Whale 8\u003c\/p\u003e \u003cp\u003eTenacity 18\u003c\/p\u003e \u003cp\u003eWhy Do People Buy? 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003e2 It Is Not Just About the Destination 29\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e3 Give, and You Shall Gain 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e4 Every Second Counts 43\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e5 Preparation 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparation for a Call 57\u003c\/p\u003e \u003cp\u003eThe A–Z of Success 61\u003c\/p\u003e \u003cp\u003ePrepare for a Meeting 71\u003c\/p\u003e \u003cp\u003e\u003cb\u003e6 My Best Sales Lesson Yet 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e7 Motivation 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eReflect on Past Triumphs 99\u003c\/p\u003e \u003cp\u003e\u003cb\u003e8 Building Rapport 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Rapport? 105\u003c\/p\u003e \u003cp\u003eUsing Keywords 114\u003c\/p\u003e \u003cp\u003eThe Two Golden Rules of Rapport 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003e9 Who Is Your Ideal Client? 123\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Your Hit List 128\u003c\/p\u003e \u003cp\u003eStrategic Alliances 129\u003c\/p\u003e \u003cp\u003eHow to Be Seen as the Expert in Their Field 132\u003c\/p\u003e \u003cp\u003e\u003cb\u003e10 Getting Past the Gatekeepers 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eVoice Mails 144\u003c\/p\u003e \u003cp\u003e\u003cb\u003e11 Smart Calling 147\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFunnelling Process 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003e12 Direct Marketing 159\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e13 I Only Have Capacity for Seven Clients 171\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e14 Questioning 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTag- On Questions 187\u003c\/p\u003e \u003cp\u003eStatement Question 188\u003c\/p\u003e \u003cp\u003eOpinion Question 188\u003c\/p\u003e \u003cp\u003eReplay Question 188\u003c\/p\u003e \u003cp\u003eClarification Question 189\u003c\/p\u003e \u003cp\u003eFuture Pace Question 189\u003c\/p\u003e \u003cp\u003ePain Questions 190\u003c\/p\u003e \u003cp\u003eBenchmarking Question 191\u003c\/p\u003e \u003cp\u003eDecision- Maker Questions 191\u003c\/p\u003e \u003cp\u003eThought- Provoking Questions 192\u003c\/p\u003e \u003cp\u003eDiscovery Questions 193\u003c\/p\u003e \u003cp\u003eWhy Do We Ask Closed- Ended Questions? 194\u003c\/p\u003e \u003cp\u003e\u003cb\u003e15 Listening 195\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Smart Salesperson Listens to Emotions, Not Facts 195\u003c\/p\u003e \u003cp\u003eLimit the Time You Speak 196\u003c\/p\u003e \u003cp\u003eReflective Listening 196\u003c\/p\u003e \u003cp\u003eTag- On Questions 197\u003c\/p\u003e \u003cp\u003eImproving Active Listening Skills 199\u003c\/p\u003e \u003cp\u003eOpportunity Antenna 201\u003c\/p\u003e \u003cp\u003eListening to What Is ‘Not’ Shared 202\u003c\/p\u003e \u003cp\u003eListen to Learn 206\u003c\/p\u003e \u003cp\u003e\u003cb\u003e16 As Nike Says, ‘Just Do It’ 209\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e17 Conducting a Meeting 213\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e18 Proposals 219\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e19 Selling with NLP 223\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is NLP? 223\u003c\/p\u003e \u003cp\u003eHow People Buy 228\u003c\/p\u003e \u003cp\u003eNLP Epistemology – The Communication Model 229\u003c\/p\u003e \u003cp\u003eInternal Representation 229\u003c\/p\u003e \u003cp\u003eSelling to Visual Learners 233\u003c\/p\u003e \u003cp\u003eSelling to Auditory Learners 234\u003c\/p\u003e \u003cp\u003eSelling to Kinaesthetic Learners 234\u003c\/p\u003e \u003cp\u003eSelling to a Group 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003e20 Handle the Person, Not the Objection 239\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Do You Think People Object? 240\u003c\/p\u003e \u003cp\u003eWhat Do We Do if the Client Has an Objection? 241\u003c\/p\u003e \u003cp\u003eMarket Is Not Good at the Moment (Property) 242\u003c\/p\u003e \u003cp\u003eBad Experience 243\u003c\/p\u003e \u003cp\u003eNeed to Speak to My Partner 244\u003c\/p\u003e \u003cp\u003eI Am Happy with My Current Supplier 245\u003c\/p\u003e \u003cp\u003eYour Product Is too Expensive 249\u003c\/p\u003e \u003cp\u003eSend Me Information 250\u003c\/p\u003e \u003cp\u003eYour Competitor, Who Is Very Similar to You, Is Cheaper 251\u003c\/p\u003e \u003cp\u003e\u003cb\u003e21 Positive Words and Language 253\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e22 Lead Generation 259\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eLead Generation Ideas If You Work in Recruitment 263\u003c\/p\u003e \u003cp\u003ePipeline 264\u003c\/p\u003e \u003cp\u003e\u003cb\u003e23 Gaining Referrals 267\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e24 FAB Selling 275\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e25 Cross- Selling and Upselling 283\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCreate the Need and Fill It 285\u003c\/p\u003e \u003cp\u003e\u003cb\u003e26 Handling Rejection 289\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003e27 Six Components of Success 293\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTalent 294\u003c\/p\u003e \u003cp\u003e\u003cb\u003e28 Negotiations 297\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eRule 1 300\u003c\/p\u003e \u003cp\u003eRule 2 302\u003c\/p\u003e \u003cp\u003eRule 3 302\u003c\/p\u003e \u003cp\u003eRule 4 303\u003c\/p\u003e \u003cp\u003eRule 5 304\u003c\/p\u003e \u003cp\u003eRule 6 305\u003c\/p\u003e \u003cp\u003eRule 7 305\u003c\/p\u003e \u003cp\u003eRule 8 306\u003c\/p\u003e \u003cp\u003eRule 9 306\u003c\/p\u003e \u003cp\u003eSell the Difference 307\u003c\/p\u003e \u003cp\u003e\u003cb\u003e29 Time Management 309\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eUnnecessary Meetings 316\u003c\/p\u003e \u003cp\u003eElephant Tasks 316\u003c\/p\u003e \u003cp\u003e\u003cb\u003e30 Gaining Commitment and Closing 319\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eExamples of Some Closing Techniques 322\u003c\/p\u003e \u003cp\u003e\u003cb\u003e31 Howlers 329\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMy First B2B Sales Job 329\u003c\/p\u003e \u003cp\u003eMy First Field Meeting 330\u003c\/p\u003e \u003cp\u003eCall Centre Selling Gas and Electric 331\u003c\/p\u003e \u003cp\u003eDouble Glazing 336\u003c\/p\u003e \u003cp\u003eDoor- to- Door Sales 338\u003c\/p\u003e \u003cp\u003e\u003cb\u003e32 Conclusion 341\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eComplimentary Resources 343\u003c\/p\u003e \u003cp\u003eTony Morris International 345\u003c\/p\u003e \u003cp\u003eMention of Studies or Research 347\u003c\/p\u003e \u003cp\u003eBook Mentions 349\u003c\/p\u003e \u003cp\u003eReferences 349\u003c\/p\u003e \u003cp\u003eBook Mentions 350\u003c\/p\u003e \u003cp\u003eIndex 351\u003c\/p\u003e","brand":"John Wiley and Sons Ltd","offers":[{"title":"Default Title","offer_id":48866068529495,"sku":"9780857089557","price":17.09,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780857089557.jpg?v=1722276888"},{"product_id":"tech-for-good-9781032490731","title":"Tech For Good","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003e\u003cem\u003eWinner of the Gold Axiom Business Book Award 2024 in the Philanthropy \/ Non Profit \/ Sustainability category.\u003c\/em\u003e\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003cem\u003eA Top 10 Best New Management Book for 2024 (Thinkers50)\u003c\/em\u003e\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003cem\u003eTech For Good\u003c\/em\u003e reveals how Fourth Industrial Revolution technologies will help solve the world's greatest challenges like climate change, biodiversity loss, inequality, and poverty. \u003ci\u003eTech For Good \u003c\/i\u003epresents a unique perspective on how business can successfully apply advanced technologies in a purpose-driven manner while unlocking new markets and seizing business opportunities. Packed with 75 real-life business cases of companies from all over the world, this inspiring book unfolds a compelling narrative about how businesses commercially synergize technology and sustainability. The purpose of this book is to imagine the unprecedented possibilities advanced technologies offer business to drive sustainable growth. Tech for Good will be vital for realizing our Global \u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003e1. Tech for Good 2. AI and Data 3. 3D Printing 4. Robotics 5. Advanced Materials 6. Extended Realities 7. Autonomous Vehicles and Drones 8. Blockchain 9. Space 10. Scaling Tech for Good\u003c\/p\u003e","brand":"Taylor \u0026 Francis Ltd","offers":[{"title":"Default Title","offer_id":48866310160727,"sku":"9781032490731","price":34.19,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781032490731.jpg?v=1722278062"},{"product_id":"the-sales-acceleration-formula-9781119047070","title":"The Sales Acceleration Formula","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eUse data, technology, and inbound selling to build a remarkable team and accelerate sales    The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword \u003ci\u003eNeil Rackham\u003c\/i\u003e ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xiii\u003c\/p\u003e \u003cp\u003eIntroduction xv\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart I The Sales Hiring Formula 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 Uncovering the Characteristics of a Successful Salesperson 3\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Five Traits Great Salespeople Have and How to Interview for Them 11\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCoachability 12\u003c\/p\u003e \u003cp\u003eCuriosity 16\u003c\/p\u003e \u003cp\u003ePrior Success 19\u003c\/p\u003e \u003cp\u003eIntelligence 20\u003c\/p\u003e \u003cp\u003eWork Ethic 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3\u003c\/b\u003e \u003cb\u003eFinding Top-Performing Salespeople 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuild a Recruiting Agency within Your Company 26\u003c\/p\u003e \u003cp\u003eFind Quality Passive Sales Candidates on LinkedIn 28\u003c\/p\u003e \u003cp\u003eFind Quality Passive Sales Candidates through Your Team: The “Forced Referral” 33\u003c\/p\u003e \u003cp\u003eUnderstand the Sales Talent Pool in Your Area 33\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 The Ideal First Sales Hire 37\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart II The Sales Training Formula 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Setting up a Predictable Sales Training Program 47\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDefining the Three Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix 50\u003c\/p\u003e \u003cp\u003eCreate a Training Curriculum around the Sales Methodology 53\u003c\/p\u003e \u003cp\u003eAdding Predictability to the Sales Training Formula 54\u003c\/p\u003e \u003cp\u003eConstant Iteration on the Sales Process 57\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6\u003c\/b\u003e \u003cb\u003eManufacturing Helpful Salespeople Your Buyers Trust\u003c\/b\u003e \u003cb\u003e59\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTrain Your Salespeople to Experience the Day-to-Day Job of Potential Customers 60\u003c\/p\u003e \u003cp\u003eEnable Your Salespeople to Build Their Personal Brand with Potential Customers Using Social Media 62\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart III\u003c\/b\u003e \u003cb\u003eThe Sales Management Formula 67\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7\u003c\/b\u003e \u003cb\u003eMetrics-Driven Sales Coaching\u003c\/b\u003e \u003cb\u003e69\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eImplementing a Coaching Culture throughout the Organization 71\u003c\/p\u003e \u003cp\u003eCreating the Coaching Plan Together with the Salesperson 72\u003c\/p\u003e \u003cp\u003eExamples of Metrics-Driven Skill Diagnosis and Coaching Plans 74\u003c\/p\u003e \u003cp\u003e“Peeling Back the Onion” 79\u003c\/p\u003e \u003cp\u003eMeasure the Coaching Success 80\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8\u003c\/b\u003e \u003cb\u003eMotivation through Sales Compensation Plans and Contests 83\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCriteria to Evaluate a New Commission Plan 88\u003c\/p\u003e \u003cp\u003eInvolve the Sales Team in Compensation Plan Design 89\u003c\/p\u003e \u003cp\u003ePromotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments 90\u003c\/p\u003e \u003cp\u003eUsing Sales Contests to Motivate the Team 93\u003c\/p\u003e \u003cp\u003eThe Best Contest I Ever Ran 95\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9\u003c\/b\u003e \u003cb\u003eDeveloping Sales Leaders—Advantages of a “Promote from Within” Culture\u003c\/b\u003e \u003cb\u003e97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrerequisites for Leadership Consideration 102\u003c\/p\u003e \u003cp\u003eFrom the Classroom to the Real World 103\u003c\/p\u003e \u003cp\u003eCommon Potholes from New Sales Managers 104\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart IV\u003c\/b\u003e \u003cb\u003eThe Demand Generation Formula \u003c\/b\u003e109\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Flip the Demand Generation Formula—Get Buyers to Find\u003c\/b\u003e \u003cb\u003eYou\u003c\/b\u003e \u003cb\u003e111\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Can Your Business Rank at the Top of Google? 113\u003c\/p\u003e \u003cp\u003eThis Does Not Happen Overnight 115\u003c\/p\u003e \u003cp\u003eCreate a Content Production Process 116\u003c\/p\u003e \u003cp\u003eComplement Content Production with Social Media Participation 121\u003c\/p\u003e \u003cp\u003eLong-Tail Theory 123\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11\u003c\/b\u003e \u003cb\u003eConverting Inbound Interest into Revenue\u003c\/b\u003e \u003cb\u003e127\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMarketing’s Role in Converting Interest into Revenue 128\u003c\/p\u003e \u003cp\u003eSales’ Role in Converting Interest into Revenue 137\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12\u003c\/b\u003e \u003cb\u003eAligning Sales and Marketing—The SMarketing SLA\u003c\/b\u003e \u003cb\u003e149\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Marketing Service Level Agreement (SLA) 151\u003c\/p\u003e \u003cp\u003eThe Sales Service Level Agreement (SLA) 154\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart V   Technology and Experimentation 161\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 13 Technology to Sell Better, Faster 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAccelerate Lead Sourcing with Technology 165\u003c\/p\u003e \u003cp\u003eAccelerate Sales Prospecting with Technology 167\u003c\/p\u003e \u003cp\u003eAccelerate Lead Engagement with Technology 170\u003c\/p\u003e \u003cp\u003eAutomated Reporting with Technology 171\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 14\u003c\/b\u003e \u003cb\u003eRunning Successful Sales Experiments\u003c\/b\u003e \u003cb\u003e175\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGenerating Ideas for Experiments 176\u003c\/p\u003e \u003cp\u003eBest Practices of Experiment Execution 178\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 15\u003c\/b\u003e \u003cb\u003eHubSpot’s Most Successful Sales Experiments 183\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe HubSpot Value Added Reseller (VAR) Program 183\u003c\/p\u003e \u003cp\u003eGPCT 186\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 16\u003c\/b\u003e \u003cb\u003eConclusion: Where Do We Go from Here?\u003c\/b\u003e \u003cb\u003e191\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIndex 195\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866384806231,"sku":"9781119047070","price":17.85,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119047070.jpg?v=1782121412"},{"product_id":"the-art-of-digital-marketing-9781119265702","title":"The Art of Digital Marketing","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe premier guide to digital marketing that works, and a solid framework for success   The Art of Digital Marketing is the comprehensive guide to cracking the digital marketing 'code,' and reaching, engaging, and serving the empowered consumer.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface vii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 An Introduction to Digital Marketing 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Makes This Book Different? 1\u003c\/p\u003e \u003cp\u003eStart with the Customer and Work Backward 2\u003c\/p\u003e \u003cp\u003eWhat Are the 3i Principles? 4\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Search Engine Optimization 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 7\u003c\/p\u003e \u003cp\u003eSearch Engine Result Pages: Positioning 9\u003c\/p\u003e \u003cp\u003eSearch Behavior 11\u003c\/p\u003e \u003cp\u003eStage 1: Goals 14\u003c\/p\u003e \u003cp\u003eStage 2: On-Page Optimization 16\u003c\/p\u003e \u003cp\u003eStage 3: Off-Page Optimization 34\u003c\/p\u003e \u003cp\u003eStage 4: Analyze 38\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 41\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Pay Per Click 45\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 45\u003c\/p\u003e \u003cp\u003eStage 1: Goals 47\u003c\/p\u003e \u003cp\u003eStage 2: Setup 51\u003c\/p\u003e \u003cp\u003eStage 3: Manage 76\u003c\/p\u003e \u003cp\u003eStage 4: Analyze 81\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Digital Display Advertising 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 91\u003c\/p\u003e \u003cp\u003eDisplay Advertising: An Industry Overview 93\u003c\/p\u003e \u003cp\u003eStage 1: Define 98\u003c\/p\u003e \u003cp\u003eStage 2: Format 101\u003c\/p\u003e \u003cp\u003eStage 3: Configure 111\u003c\/p\u003e \u003cp\u003eStage 4: Analyze 114\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 118\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Email Marketing 121\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 121\u003c\/p\u003e \u003cp\u003eStage 1: Data—Email Marketing Process 123\u003c\/p\u003e \u003cp\u003eStage 2: Design and Content 134\u003c\/p\u003e \u003cp\u003eStage 3: Delivery 141\u003c\/p\u003e \u003cp\u003eStage 4: Discovery 143\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 149\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Social Media Marketing (Part 1) 153\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 153\u003c\/p\u003e \u003cp\u003eStage 1: Goals 155\u003c\/p\u003e \u003cp\u003eStage 2: Channels 158\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 183\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Social Media Marketing (Part 2) 187\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 187\u003c\/p\u003e \u003cp\u003eStage 3: Implementation 188\u003c\/p\u003e \u003cp\u003eStage 4: Analyze 228\u003c\/p\u003e \u003cp\u003eLaws and Guidelines 244\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 246\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Mobile Marketing 249\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 249\u003c\/p\u003e \u003cp\u003eStage 1: Opportunity 251\u003c\/p\u003e \u003cp\u003eStage 2: Optimize 254\u003c\/p\u003e \u003cp\u003eStage 3: Advertise 266\u003c\/p\u003e \u003cp\u003eStage 4: Analyze 278\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 283\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Analytics 287\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 287\u003c\/p\u003e \u003cp\u003eStage 1: Goals 289\u003c\/p\u003e \u003cp\u003eStage 2: Setup 291\u003c\/p\u003e \u003cp\u003eStage 3: Monitor 296\u003c\/p\u003e \u003cp\u003eStage 4: Analyze 313\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 326\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Strategy and Planning 331\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAn Introduction 331\u003c\/p\u003e \u003cp\u003eStage 1: Approach 333\u003c\/p\u003e \u003cp\u003eStage 2: Audience 338\u003c\/p\u003e \u003cp\u003eStage 3: Activities 345\u003c\/p\u003e \u003cp\u003eStage 4: Analysis 352\u003c\/p\u003e \u003cp\u003eSo, What Have You Learned in This Chapter? 355\u003c\/p\u003e \u003cp\u003eConclusion 357\u003c\/p\u003e \u003cp\u003eAcknowledgments 359\u003c\/p\u003e \u003cp\u003eGlossary 361\u003c\/p\u003e \u003cp\u003eAdditional Resources 369\u003c\/p\u003e \u003cp\u003eAbout the Digital Marketing Institute 371\u003c\/p\u003e \u003cp\u003eAbout the Author 373\u003c\/p\u003e \u003cp\u003eIndex 375\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866390835543,"sku":"9781119265702","price":32.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119265702.jpg?v=1722278427"},{"product_id":"inbound-selling-9781119473411","title":"Inbound Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eChange the way you think about sales to sell more, and sell better.    Over the past decade, Inbound Marketing has changed the way companies earn buyers' trust and build their brands  through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes. Enter the age of the empowered buyer, one who no longer has to rely on a sales rep to research their challenges or learn more about how a company's offering might fit their needs. Now, with more than 60% of purchasing decisions made in the absence of a sales rep, the role of the rep itself has been called into question.    With no end in sight to this trend, sales professionals and the managers who lead them must transform both the way they think about selling and how they go about executing their sales playbook. Expert author and HubSpot Sales Director, Brian Signorelli has viewed the sales paradigm shift from the insidehis unique insights perfectly describe the steps sales professionals must take to meet the needs of the empowered customer. In this book, readers will learn: How inbound sales grew out of inbound marketing concepts and practicesA step-by-step approach for sales professionals to become inbound sellersWhat it really means to be a frontline sales manager who leads a team of inbound sellersThe role executive leadership plays in affecting an inbound sales transformation For front-line seller, sales manager, executives, and other sales professionals, Inbound Selling is the complete resource to help your business thrive in the age of the empowered buyer.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003eForeword xiii\u003c\/p\u003e \u003cp\u003eOn the History of Sales through the Salesperson’s Eyes, by \u003ci\u003eDan Tyre\u003c\/i\u003e xiii\u003c\/p\u003e \u003cp\u003eOn the Current State of Sales and What the Decades Ahead May Hold, by \u003ci\u003eMark Roberge\u003c\/i\u003e xviii\u003c\/p\u003e \u003cp\u003ePreface xxiii\u003c\/p\u003e \u003cp\u003eIntroduction xxv\u003c\/p\u003e \u003cp\u003eAn Interview with \u003ci\u003eBrian Halligan\u003c\/i\u003e xxvi\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 1 The “Why?” Behind Inbound Sales\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1 I Was Never Supposed to Be in Sales 3\u003c\/p\u003e \u003cp\u003eChapter 2 Why Inbound Sales Matters 23\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 2 How to Be An Inbound Seller: A Playbook for the Front-line Sales Rep\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 3 Identify: How to Identify the Right People and Businesses to Pursue 37\u003c\/p\u003e \u003cp\u003eChapter 4 Connect: How to Engage Active—and Not So Active—Buyers 63\u003c\/p\u003e \u003cp\u003eChapter 5 Explore: How to Properly Explore a Buyer’s Goals and Challenges 75\u003c\/p\u003e \u003cp\u003eChapter 6 Advise: How to Advise a Buyer on Whether or Not Your Solution Addresses Their Needs 91\u003c\/p\u003e \u003cp\u003eChapter 7 Closing and Negotiating 109\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 3 How to Lead Inbound Sellers: Reflections for the Front-line Sales Manager\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 8 The First-Time Sales Rep–to-Manager Survival Guide 125\u003c\/p\u003e \u003cp\u003eChapter 9 Reflections on Sales Leadership 147\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 4 What Inbound Selling Means Across the Executive Suite \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 10 Sales Is a Team Sport: The Executives’ Guide to Transforming into an Inbound Sales Organization 177\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePart 5 The Future of Sales and The Sales Profession\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11 The Future of Sales: An Epilogue by \u003ci\u003eDerek Wyszynski\u003c\/i\u003e, board advisor at SalesTribe and CEO of RealSalesAdvice 215\u003c\/p\u003e \u003cp\u003eNotes 233\u003c\/p\u003e \u003cp\u003eIndex 239\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866398011735,"sku":"9781119473411","price":17.85,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119473411.jpg?v=1722278453"},{"product_id":"sales-leadership-9781119483250","title":"Sales Leadership","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface The Power of Why xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ONE Preparing for the Cultural Evolution 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat’s Your Business DNA? 1\u003c\/p\u003e \u003cp\u003eBurn the Bridge of Mediocrity 2\u003c\/p\u003e \u003cp\u003eBoardroom or Bored Room: Defining Corporate Culture 4\u003c\/p\u003e \u003cp\u003eThe Company Ecosystem 4\u003c\/p\u003e \u003cp\u003eYou’re Not Coaching Effectively 5\u003c\/p\u003e \u003cp\u003eA 10-Year Coaching Study 7\u003c\/p\u003e \u003cp\u003eAssessing Your Culture and the ROI of Coaching 8\u003c\/p\u003e \u003cp\u003e34 Characteristics of a Coaching Culture 11\u003c\/p\u003e \u003cp\u003ePreparing for Your Cultural Evolution 12\u003c\/p\u003e \u003cp\u003ePreparing for Your Cultural Journey 14\u003c\/p\u003e \u003cp\u003eCan’t Change Your Company’s Culture?\u003c\/p\u003e \u003cp\u003eCreate a Subculture Instead 19\u003c\/p\u003e \u003cp\u003eStop Selling, Start Coaching 23\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuestions Are the Universal Language 29\u003c\/p\u003e \u003cp\u003eA Universal Definition of Coaching 30\u003c\/p\u003e \u003cp\u003eThe Revised L.E.A.D.S. Model for Masterful Coaching 31\u003c\/p\u003e \u003cp\u003e24 Types of Questions in the L.E.A.D.S. Coaching Framework 38\u003c\/p\u003e \u003cp\u003eHow to Coach in 10 Minutes or Less 45\u003c\/p\u003e \u003cp\u003eCoaching Simplified: The Only Three Coaching Gaps You’ll Ever Uncover 47\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDirective Coaching Is Not a Thing 51\u003c\/p\u003e \u003cp\u003eUsing the L.E.A.D.S. Coaching Model 53\u003c\/p\u003e \u003cp\u003eTen-Minute Coaching Moments 53\u003c\/p\u003e \u003cp\u003eThe Cost of Not Coaching 57\u003c\/p\u003e \u003cp\u003eJustifying Your Role as the Super Salesperson 58\u003c\/p\u003e \u003cp\u003eCoaching versus Training: What’s the Difference? 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOUR How to Coach in 10 Minutes or Less 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Coaching Takes Too Long” 66\u003c\/p\u003e \u003cp\u003eThe Five Parts of the 60-Second Coaching Question 69\u003c\/p\u003e \u003cp\u003eAsk for an Opinion, Not a Solution 71\u003c\/p\u003e \u003cp\u003eImpromptu Situational Coaching—the ABCs of Leadership 72\u003c\/p\u003e \u003cp\u003eTeam Coaching or Team Meetings? 75\u003c\/p\u003e \u003cp\u003eYour Meetings Suck: How Managers\u003c\/p\u003e \u003cp\u003eFacilitate Influential, Productive Meetings 76\u003c\/p\u003e \u003cp\u003eLead with Questions, Not Answers 78\u003c\/p\u003e \u003cp\u003eAbandon Absolute Thinking and Embrace Dualities 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Revised Coaching Prep Form 86\u003c\/p\u003e \u003cp\u003eCapturing the Measurable Impact of Coaching 87\u003c\/p\u003e \u003cp\u003eAre You Reviewing Results or Performance? 92\u003c\/p\u003e \u003cp\u003eEnter the Coaching Action Plan 93\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Hard Truth 97\u003c\/p\u003e \u003cp\u003eCoach and Be Happy 98\u003c\/p\u003e \u003cp\u003eResign as Chief Problem Solver 99\u003c\/p\u003e \u003cp\u003eControl Freak? A Case for Letting Go 102\u003c\/p\u003e \u003cp\u003ePerformance Coach or Chief Problem Solver? You Decide 103\u003c\/p\u003e \u003cp\u003eAn Eight-Minute Coaching Conversation 105\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Enrollment? 114\u003c\/p\u003e \u003cp\u003eEveryone Loves Confrontation 117\u003c\/p\u003e \u003cp\u003eThere’s No Such Thing as a Difficult Conversation 118\u003c\/p\u003e \u003cp\u003eThe Six Steps of Enrollment 120\u003c\/p\u003e \u003cp\u003eCoaching versus Enrollment: The Difference and Synergy 123\u003c\/p\u003e \u003cp\u003eHow to Destroy Trust and Isolate Your Team 127\u003c\/p\u003e \u003cp\u003eThe Cost of Not Enrolling 129\u003c\/p\u003e \u003cp\u003eManage Expectations with Precision: A Different Kind of Conversation 131\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrepare Your People for Change 134\u003c\/p\u003e \u003cp\u003eA Subtle Distinction 150\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConversation #1: Eliminating Departmental and Interpersonal Silos 151\u003c\/p\u003e \u003cp\u003eConversation #2: Inheriting an Existing Team 155\u003c\/p\u003e \u003cp\u003eConversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158\u003c\/p\u003e \u003cp\u003eConversation #4: The Revised 30-Day Turnaround Strategy for Underperformers 158\u003c\/p\u003e \u003cp\u003eConversation #5: The Evolution of the 30-Day Turnaround Strategy: The Success Acceleration Program 161\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TEN Mindful Coaching: The Inner Game of Coaching Champions 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAssumptions in Communication 164\u003c\/p\u003e \u003cp\u003eCoach the Written Message 174\u003c\/p\u003e \u003cp\u003eCoaching the Elusive Topic of Time Management and Personal Productivity 177\u003c\/p\u003e \u003cp\u003eCoaching a Top Producer to Change Their Toxic Attitude and Behavior 180\u003c\/p\u003e \u003cp\u003eCan You Coach Fear and Confidence? 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ELEVEN Know Your Players: Transforming Talent Through Observation and Feedback 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThree Ways to Uncover the Gap 186\u003c\/p\u003e \u003cp\u003eCoach the Person, Not the Spreadsheet 188\u003c\/p\u003e \u003cp\u003eSharing an Observation versus Developing Someone: What’s the Difference? 197\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWELVE 15 Common Coaching Killers That Sabotage Coaching Success 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eToxic Tactic #1: Nine Painfully Stupid, Disempowering Words to Stop Using 201\u003c\/p\u003e \u003cp\u003eToxic Tactic #2: Are You Coaching People or Closing Them? 203\u003c\/p\u003e \u003cp\u003eToxic Tactic #3: Coaching in Your Own Image 209\u003c\/p\u003e \u003cp\u003eToxic Tactic #4: Living Everywhere but Now 211\u003c\/p\u003e \u003cp\u003eToxic Tactic #5: Coaching Multiple Gaps at a Time 217\u003c\/p\u003e \u003cp\u003eToxic Tactic #6: Double-Dipping on Questions 219\u003c\/p\u003e \u003cp\u003eToxic Tactic #7: Coaching Is for Losers 220\u003c\/p\u003e \u003cp\u003eToxic Tactic #8: In Search of the Perfect Coaching Question 221\u003c\/p\u003e \u003cp\u003eToxic Tactic #9: Caring Too Much 222\u003c\/p\u003e \u003cp\u003eToxic Tactic #10: Is Everyone Truly Coachable? 222\u003c\/p\u003e \u003cp\u003eToxic Tactic #11: The Coachee Answers the Question—Not You! 223\u003c\/p\u003e \u003cp\u003eToxic Tactic #12: Getting Suckered by These Two Common Phrases 223\u003c\/p\u003e \u003cp\u003eToxic Tactic #13: Thinking You’re Super Coach 225\u003c\/p\u003e \u003cp\u003eToxic Tactic #14: Losing Patience in Coaching 226\u003c\/p\u003e \u003cp\u003eA GPS for Your Patience 226\u003c\/p\u003e \u003cp\u003eToxic Tactic #15: Dishonoring the ABCs of Leadership 228\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THIRTEEN Culture-Shift: Sustaining The Habit of Coaching 231\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSix Strategies to Build and Maintain Your Coaching Culture 232\u003c\/p\u003e \u003cp\u003e1. Peer-to-Peer Coaching 232\u003c\/p\u003e \u003cp\u003e2. Cross-Team Coaching and Observation 234\u003c\/p\u003e \u003cp\u003e3. Monthly Coaching Mindshare Sessions 234\u003c\/p\u003e \u003cp\u003e4. Get Your Own Coach 235\u003c\/p\u003e \u003cp\u003e5. Create Coaching Evangelists 235\u003c\/p\u003e \u003cp\u003e6. Leverage Technology or Build Reciprocated Accountability 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART I YOUR JOURNEY BEGINS HERE 237\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOURTEEN The Final Transformation 239\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e16 Final Guidance Principles to Become a Coaching Prodigy 243\u003c\/p\u003e \u003cp\u003eAppendix Seven Steps to Creating a Top Performing Coaching Culture 247\u003c\/p\u003e \u003cp\u003eBecome the Model of Exemplary Sales Leadership 251\u003c\/p\u003e \u003cp\u003eBring This Coaching Code into Your Company 251\u003c\/p\u003e \u003cp\u003eAcknowledgments 253\u003c\/p\u003e \u003cp\u003eAbout the Author 255\u003c\/p\u003e \u003cp\u003eIndex 257\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866398798167,"sku":"9781119483250","price":19.55,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119483250.jpg?v=1722278458"},{"product_id":"revenue-operations-9781119871118","title":"Revenue Operations","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eFORWARD\u003c\/p\u003e \u003cp\u003eACKNOWLEDGEMENTS\u003c\/p\u003e \u003cp\u003eINTRODUCTION – Growth Is Good\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART I: REVENUE OPERATIONS, A SYSTEM FOR GROWTH\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 1: A Bold Approach to Take Control of the Entire Revenue Cycle\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIntroducing Revenue Operations, a New Way to Create Sustainable, Scalable Growth\u003c\/p\u003e \u003cp\u003eThe Financial Link Between Firm Value and Growth\u003c\/p\u003e \u003cp\u003eThe Challenges of Growth in the 21\u003csup\u003est\u003c\/sup\u003e Century: Customers, Disruptions and Fragmentation\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 2: The Value and Impact of Revenue Operations\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Revenue Operations Creates Value\u003c\/p\u003e \u003cp\u003eEight Ways Revenue Operations Creates Financial Value\u003c\/p\u003e \u003cp\u003eThe Change Management Hurdle\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART II: A MANAGEMENT SYSTEM TO ALIGN YOUR REVENUE TEAMS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 3: The Six Pillars of the Management System\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCommercial Leadership that Unifies Marketing, Sales, and Service\u003c\/p\u003e \u003cp\u003eConsolidated Operations that Support All Growth-related Functions\u003c\/p\u003e \u003cp\u003eCommercial Architecture that Maximizes the Return on Selling Assets\u003c\/p\u003e \u003cp\u003eCommercial Insights Built upon Customer Engagement and Seller Activity Data\u003c\/p\u003e \u003cp\u003eCommercial Enablement Capabilities that Turn Your Technology into a “Force Multiplier”\u003c\/p\u003e \u003cp\u003eBest Practices for Managing Data, Technology, Content, and Intellectual Property Assets\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 4: Leadership That Aligns Sales, Marketing and Service\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGrowth Levers across Executive Functions\u003c\/p\u003e \u003cp\u003eA New Generation of Growth Leader Emerges\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 5: Three Leadership Models: The Tsar, the Federation and the Chief of Staff\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Tsar: Putting a “CXO” in Charge of Revenue Teams\u003c\/p\u003e \u003cp\u003eThe Federation: An Alliance Among Leadership Functions\u003c\/p\u003e \u003cp\u003eThe Chief of Staff: A Revenue Operations “Rock Star”\u003c\/p\u003e \u003cp\u003eCASE STUDY: Enhancing Value Across the Company at GHX\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART III: AN OPERATING SYSTEM FOR CONECTING TECHNOLOGY, DATA, PROCESSES, AND TEAMS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 6: Assemble the Nine Building Blocks of Revenue Operations\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Does an Operating System for Business Look Like?\u003c\/p\u003e \u003cp\u003eThe Building Blocks of the Revenue Operating System (ROS)\u003c\/p\u003e \u003cp\u003eThe Team That Connects the Most Dots Wins\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 7: Connect Your Data, Technology and Channels to Acquire More Customers\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Block #1: Revenue Enablement: CRM, sales enablement, content and learning technologies that support selling\u003c\/p\u003e \u003cp\u003eBuilding Block #2: Channel Optimization: selling channels that engage customers in human interactions\u003c\/p\u003e \u003cp\u003eBuilding Block #3: Customer Facing Technology: the “owned” digital selling infrastructure that engage customers digitally\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 8: Blend Data into Insights that Inform Selling Actions, Conversations and Decisions in Real-Time\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Block #4: Revenue Intelligence: Manage and Measure Financial Value\u003c\/p\u003e \u003cp\u003eBuilding Block #5: Engagement Data Hub: Leverage Advanced Analytics to Connect Growth Assets to Value\u003c\/p\u003e \u003cp\u003eBuilding Block #6: Customer Intelligence:  Use Customer Data to Inform Decisions, Actions and Conversations\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 9: Extract More Revenue and Margins from Your Teams and Resources \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBuilding Block #7: Talent Development: Attract, Develop and Retain Commercial Talent\u003c\/p\u003e \u003cp\u003eBuilding Block #8: Resource Optimization: Allocate People, Time and Effort Against Opportunities\u003c\/p\u003e \u003cp\u003eBuilding Block #9: Revenue Enhancement: Increase Revenue Yield with Packaging, Pricing and Personalized Offers\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 10: Tune the Operating System to Get Maximum Performance \u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDigitize Planning Processes to Improve Agility in Deploying Your Resources\u003c\/p\u003e \u003cp\u003eUse Analytics to Make Better Predictions, Forecasts and Investment Decisions\u003c\/p\u003e \u003cp\u003eAdopt Advanced Modeling Techniques to Evaluate More Scenarios and to Build Consensus\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART IV: HOW TO GET STARTED AND DRIVE IMPACT\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 11: Six Smart Actions to Deliver Growth\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGet Better Visibility into the Revenue Cycle\u003c\/p\u003e \u003cp\u003eSimplify The Selling Workflow\u003c\/p\u003e \u003cp\u003eShare Marketing Insights with Frontline Sellers\u003c\/p\u003e \u003cp\u003eDevelop and Retain High Performing Selling Talent\u003c\/p\u003e \u003cp\u003eMake Selling Channels More Effective\u003c\/p\u003e \u003cp\u003eStreamline and Personalize the Selling Content Supply Chain\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 12: Big or Small: Tailor Revenue Operations to Work for Your Business\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Revenue Operations Can Grow Revenues, Profits and Value in Your Business\u003c\/p\u003e \u003cp\u003eActions Enterprise Leaders Should Be Prioritizing\u003c\/p\u003e \u003cp\u003eAchieving Hyper-growth for Small Companies\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER 13: Activity to Impact: Make the Business Case for Your Growth System\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrioritize the Actions that Will Generate Short- and Long-Term Value\u003c\/p\u003e \u003cp\u003eA Financially Valid Framework for Connecting Smart Actions to Firm Value: The Revenue Value Chain\u003c\/p\u003e \u003cp\u003eUse the Revenue Value Chain to Create Budgets, Earn Buy-In and Take Action\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAPPENDIX: PRACTICAL TOOLS TO IMPLEMENT REVENUE OPERATIONS\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eGlossary\u003c\/p\u003e \u003cp\u003eA Simple Way to Assess the Current Maturity of Your System of Growth\u003c\/p\u003e \u003cp\u003eCitations\u003c\/p\u003e \u003cp\u003eIndex\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866421866839,"sku":"9781119871118","price":21.24,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119871118.jpg?v=1722278570"},{"product_id":"marketing-management-ise-9781260598230","title":"Marketing Management ISE","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cspan\u003eGreg Marshall and Mark Johnston, both of Rollins College, have taken great effort to represent marketing management the way it is actually practiced in successful organizations today. The 4th edition, written for today''s students in an interesting, lively, professional tone, has received the exclusive endorsement of the American Marketing Association as the recommended key resources for the PCM exam. \u003c\/span\u003e\u003cspan\u003eThe content of the 4th edition reflects the major trends in the managerial practice of marketing, and the pedagogy is crafted around learning and teaching preferences in today''s classroom. Newly incorporated coverage includes the impact of the COVID-19 pandemic on supply chain and crisis management, global privacy practices among Big Tech, Robocalls with the new TRACED Act, influencer marketing, consumer marketing attention to diversity, equity and inclusion, gender-based segmentation, disruptive innovation and enhanced content focused on Gen Z alongside many others! A\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eChapter 1: Marketing in Today’s Business Milieu\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 2: Marketing Foundations: Global, Ethical,Sustainable\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 3: Elements of Marketing Strategy, Planning, andCompetition\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 4: Market Research Essentials\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 5: CRM, Big Data, and Marketing Analytics\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 6: Understand Consumer and Business Markets\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 7: Segmentation, Target Marketing, and Positioning\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 8: Product Strategy and New Product Development\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 9: Build the Brand\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 10: Service as the Core Offering\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 11: Manage Pricing Decisions\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 12: Manage Marketing Channels, Logistics, and SupplyChain\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 13: Promotion Essentials: Digital and Social MediaMarketing\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eChapter 14: Promotion Essentials: Legacy Approaches andPersonal Selling\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\u003c\/span\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":48866496446807,"sku":"9781260598230","price":57.94,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781260598230.jpg?v=1722278935"},{"product_id":"framework-for-marketing-management-a-global-edition-9781292093147","title":"Framework for Marketing Management A Global","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e \u003c\/p\u003e \u003cul\u003e\n\u003cli\u003e\n\u003cb\u003eI: Understanding Marketing Management\u003c\/b\u003e \u003c\/li\u003e\n\u003cli\u003e1.Defining Marketing for the New Realities \u003c\/li\u003e\n\u003cli\u003e2.Developing and Implementing Marketing Strategies and Plans \u003c\/li\u003e\n\u003cli\u003e3.Capturing Marketing Insights and Forecasting Demand \u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eII: Connecting with Customers\u003c\/b\u003e \u003c\/li\u003e\n\u003cli\u003e4.Creating Long-term Loyalty Relationships \u003c\/li\u003e\n\u003cli\u003e5. Analyzing Consumer and Business Markets \u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eIII: Building Strong Brands\u003c\/b\u003e \u003c\/li\u003e\n\u003cli\u003e6.Identifying Market Segments and Targets \u003c\/li\u003e\n\u003cli\u003e7.Crafting the Brand Positioning \u003c\/li\u003e\n\u003cli\u003e8.Creating Brand Equity and Driving Growth \u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eIV: \u003c\/b\u003e\u003cb\u003eShaping the Market Offerings\u003c\/b\u003e \u003c\/li\u003e\n\u003cli\u003e9. Setting Product Strategy and Introducing New Offerings \u003c\/li\u003e\n\u003cli\u003e10. Designing and Managing Services \u003c\/li\u003e\n\u003cli\u003e11. Developing Pricing Strategies and Programs \u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eV: Delivering Value\u003c\/b\u003e \u003c\/li\u003e\n\u003cli\u003e12. Designing and Managing Integrated Marketing Channels \u003c\/li\u003e\n\u003cli\u003e13. Managing Retailing, Wholesaling, and Logistics \u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eVI: Communicating Value\u003c\/b\u003e \u003c\/li\u003e\n\u003cli\u003e14. Designing and Managing Integrated Marketing Communications \u003c\/li\u003e\n\u003cli\u003e15. Managing Digital Communications \u003c\/li\u003e\n\u003cli\u003e16. Managing Mass Communications \u003c\/li\u003e\n\u003cli\u003e17. Managing Personal Communications \u003c\/li\u003e\n\u003cli\u003e\n\u003cb\u003eVII: Managing the Marketing Organization for Long-Term Success\u003c\/b\u003e \u003c\/li\u003e\n\u003cli\u003e18. Conducting Marketing Responsibly in the Global Economy \u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003e \u003c\/p\u003e","brand":"Pearson Education Limited","offers":[{"title":"Default Title","offer_id":48866512535895,"sku":"9781292093147","price":58.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781292093147.jpg?v=1722279012"},{"product_id":"marketing-management-global-edition-9781292404813","title":"Marketing Management Global Edition","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cstrong\u003ePhilip Kotler\u003c\/strong\u003e is one of the world's leading authors in Marketing. He is the S.C.Johnson \u0026amp; Son Distinguished Professor of International Marketing at the Kellogg School of Management, Northwestern University (Emeritus). He has also been a consultant to major US and foreign companies, including IBM, General Electric, and Michelin, and has served as a member of many advisory boards.\u003c\/p\u003e \u003cp\u003eHe has been the author and co-author of over thirty books and has published over 150 articles in leading journals, including Harvard Business Review, Management Science, and Journal of Marketing Research.\u003c\/p\u003e \u003cp\u003e\u003cstrong\u003eKevin Lane Keller\u003c\/strong\u003e is the E. B. Osborn Professor of Marketing and Senior Associate Dean for Marketing and Communications at the Tuck School of Business at Dartmouth College.\u003c\/p\u003e \u003cp\u003eHis research has been published numerous times in all the major marketing journals and has received numerous awards for his research accomplishments, having published over 120 papers\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003ePART I: FUNDAMENTALS OF MARKETING MANAGEMENT  \u003c\/p\u003e\u003col\u003e\n\u003cli\u003eDefining Marketing for the New Realities\u003c\/li\u003e\n\u003cli\u003eMarketing Planning and Management\u003c\/li\u003e\n\u003c\/ol\u003e  PART II: UNDERSTANDING THE MARKET  \u003col\u003e\n\u003cli\u003eAnalyzing Consumer Markets\u003c\/li\u003e\n\u003cli\u003eAnalyzing Business Markets\u003c\/li\u003e\n\u003cli\u003eConducting Marketing Research\u003c\/li\u003e\n\u003c\/ol\u003e  PART III: DEVELOPING A WINNING MARKETING STRATEGY  \u003col\u003e\n\u003cli\u003eIdentifying Market Segments and Target Customers\u003c\/li\u003e\n\u003cli\u003eCrafting a Customer Value Proposition and Positioning\u003c\/li\u003e\n\u003c\/ol\u003e  PART IV: DESIGNING VALUE  \u003col\u003e\n\u003cli\u003eDesigning and Managing Products\u003c\/li\u003e\n\u003cli\u003eDesigning and Managing Services\u003c\/li\u003e\n\u003cli\u003eBuilding Strong Brands\u003c\/li\u003e\n\u003cli\u003eManaging Pricing and Sales Promotions\u003c\/li\u003e\n\u003c\/ol\u003e  PART V: COMMUNICATING VALUE  \u003col\u003e\n\u003cli\u003eManaging Marketing Communications\u003c\/li\u003e\n\u003cli\u003eDesigning an Integrated Marketing Campaign in the Digital Age\u003c\/li\u003e\n\u003cli\u003ePersonal Selling and Direct Marketing\u003c\/li\u003e\n\u003c\/ol\u003e  PART VI: DELIVERING VALUE  \u003col\u003e\n\u003cli\u003eDesigning and Managing Distribution Channels\u003c\/li\u003e\n\u003cli\u003eManaging Retailing\u003c\/li\u003e\n\u003c\/ol\u003e  PART VII: MANAGING GROWTH  \u003col\u003e\n\u003cli\u003eDriving Growth in Competitive Markets\u003c\/li\u003e\n\u003cli\u003eDeveloping New Market Offerings\u003c\/li\u003e\n\u003cli\u003eBuilding Customer Loyalty\u003c\/li\u003e\n\u003cli\u003eTapping into Global Markets\u003c\/li\u003e\n\u003cli\u003eSocially Responsible Marketing\u003c\/li\u003e\n\u003c\/ol\u003e","brand":"Pearson Education Limited","offers":[{"title":"Default Title","offer_id":48866529902935,"sku":"9781292404813","price":69.34,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781292404813.jpg?v=1722279091"},{"product_id":"the-power-of-value-selling-the-gold-standard-to-drive-revenue-and-create-customers-for-life-9781394182565","title":"The Power of Value Selling  The Gold Standard to","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eForeword—The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life xv\u003c\/p\u003e \u003cp\u003eIntroduction: The More Things Change, the More They Stay the Same xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eI Why ValueSelling, Why Now 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e1 Specialized Sellers, Exploding Sales Tech, Sophisticated Buyers (What’s Changed) 3\u003c\/p\u003e \u003cp\u003e2 How You Sell Is Just as Important as What You Sell 13\u003c\/p\u003e \u003cp\u003e3 Modern Selling Is ValueSelling (Why Value Is Still Important) 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eII Put the Pro Back in Sales Professional 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e4 People Buy from People: Building Credibility, Trust, and Rapport 33\u003c\/p\u003e \u003cp\u003e5 Think Like an Executive 51\u003c\/p\u003e \u003cp\u003e6 Mastering Sales Conversations: Asking the Right Questions, at the Right Time 63\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIII Create Sales Opportunities You Can Win 81\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e7 Earn Time on Their Calendar 83\u003c\/p\u003e \u003cp\u003e8 Uncover Business Problems Worth Solving 109\u003c\/p\u003e \u003cp\u003e9 Eliminating No-decision Opportunities and Improving Forecast Accuracy 125\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIV Enable the Buying Process 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e10 Reverse Engineering the Buying Process 141\u003c\/p\u003e \u003cp\u003e11 Speak Value to Power 153\u003c\/p\u003e \u003cp\u003e12 Handling Objections and Negotiating on Value, Not Price 169\u003c\/p\u003e \u003cp\u003e\u003cb\u003eV Cement Customer Relationships 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e13 Land and Expand: Strategies for Account Penetration 187\u003c\/p\u003e \u003cp\u003e14 Creating Brand Advocates and Customers for Life 197\u003c\/p\u003e \u003cp\u003eNotes 211\u003c\/p\u003e \u003cp\u003eAcknowledgments 217\u003c\/p\u003e \u003cp\u003eAbout the Author 221\u003c\/p\u003e \u003cp\u003eIndex 223\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866616672599,"sku":"9781394182565","price":18.69,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781394182565.jpg?v=1722279479"},{"product_id":"using-behavioral-science-in-marketing-9781398606487","title":"Using Behavioral Science in Marketing","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eNancy Harhut \u003c\/b\u003eis Co-Founder and Chief Creative Officer at HBT Marketing, a consultancy which specializes in applying human behavior techniques in marketing and whose clients include H\u0026amp;R Block, AARP and Transamerica. Based in Boston, Massachusetts, she previously held senior creative management positions with agencies within the IPG and Publicis networks, where she worked with clients including Dell, Bank of America and AT\u0026amp;T. A regular international conference keynoter, she has been recognized as an Online Marketing Institute Top 40 Digital Strategist and Ad Club Top 100 Creative Influencer.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Marketing professionals can benefit greatly from this book. Its engaging style and numerous research-based takeaways make it a standout in the field.\" * Robert Cialdini, Author of Influence and Pre-Suasion *\u003cbr\u003e\"Nancy's book is like a Brain Tell-All: Revealing all the secrets, biases, and weird brain science fueling human decisions.\" * Ann Handley, WSJ bestselling author of Everybody Writes, and Chief Content Officer, MarketingProfs *\u003cbr\u003e\"A tour de force. The most intelligent marketing book I have read in years.\" * Mark Schaefer, author of Marketing Rebellion *\u003cbr\u003e\"Using the latest behavioral science research, Nancy Harhut has created a clear and actionable guide to how customers' brains really work. Every marketer who wants to attract and retain more customers needs this book.\" * Roger Dooley, Author of Brainfluence and Friction *\u003cbr\u003e\"An actionable and comprehensive guide to neuromarketing from an industry veteran - get it before your competitors do!\" * Tim Ash, Author of Unleash Your Primal Brain, keynote speaker, executive marketing advisor *\u003cbr\u003e\"You'll use these tactics in your next marketing campaign, but you'll also use them in your next marketing meeting. Yes, this book will help you win support for your ideas in the conference room. I apply what I've learned from Nancy in marketing, in sales and even in management.\" * Andy Crestodina, Co-Founder\/Chief Marketing Officer, Orbit Media Studios, Author of Content Chemistry *\u003cbr\u003e\"Tried and tested principles are at the heart of Nancy's book. Bringing in behavioural techniques such as temporal landmarks, instant gratification and bridging the gap between our present and future selves, this is the type of practical book needed now as we take behavioural science out of the lab and into our working business practices.\" * Louise Ward, 42 Courses \u0026amp; Co-Host of Behavioural Science Club *\u003cbr\u003e\"Nancy has one of the most brilliant marketing minds I have ever come to know.  If you follow even one of the principles outlined in this book it will change the course of your business forever!\" * Paul Chambers, CEO and Co-Founder, Subscription Trade Association (SUBTA) *\u003cbr\u003e\"Nancy has created a straight-forward, well researched, easy to use guide for how behavioral insights can improve your marketing strategy and results. It is a gift.\" * Jeff Kreisler, Co-author of Dollars and Sense, Founding Editor of PeopleScience.com, Head of Behavioral Science, JP Morgan Chase *\u003cbr\u003e\"This is the most important book on marketing in many years. Every page includes valuable and often counter-intuitive information you can put to use right away. If you like Dan Ariely, Robert Cialdini and other behavioral scientists, you're going to love Nancy Harhut.\" * Alan Rosenspan, President, Alan Rosenspan \u0026amp; Associates, Author of Confessions of a Control Freak *\u003cbr\u003e\"Is it too late to steal this manuscript and tell everyone I wrote it? The world is frustrated with what marketing can't accomplish for their businesses. What Nancy Harhut has here is the fix. Don't read this book. Implement it.\" * Chris Brogan, author and keynote speaker *\u003cbr\u003e\"A valuable playbook for using mental shortcuts to speed up the decision-making process. One of the most worthwhile marketing books you'll ever read!\" * Kerry O'Shea Gorgone, Senior Editor and Writer at Appfire, Consigliere and Showrunner at Chris Brogan Media, LLC *\u003cbr\u003e\"Marketers have a must read with \u003ci\u003eUsing Behavioral Science in Marketing\u003c\/i\u003e. Nancy provides both thoughtful research and insight into how to better connect with the behaviors of consumers.\" * Kenneth \"Shark\" Kinney, Professional Speaker, Marketing Strategist, Host of \"A Shark's Perspective\" Podcast *\u003cbr\u003e\"Through continuous testing, direct marketers have long understood that they could motivate a response from prospects using various methods like urgency and social proof.  But they never understood exactly why people respond the way they do.  At last, Nancy Harhut has harnessed modern neuroscience to explain the reasons behind human response, and help us apply the science to our campaigns.  A must for every marketer's bookshelf.\" * Ruth P. Stevens, B2B marketing consultant and educator, Author of B2B Data-Driven Marketing, Adjunct professor at NYU Stern *\u003cbr\u003e\"Clear, concise, and most importantly, interesting. If you can't see her on stage, you're holding the next best thing.\" * Damian Francis, Managing Partner, Unmade and former Head of Content at Mumbrella *\u003cbr\u003e\"Nancy has an incredible ability to help marketers uncover why people respond and how to capture that interest. This is a must read for anyone who wants to drive engagement, sales, and growth.\" * Jay Schwedelson, Founder, SubjectLine.com, and President and CEO, Worldata Group *\u003cbr\u003e\"\u003ci\u003eUsing Behavioral Science in Marketing\u003c\/i\u003e does a fantastic job of taking a weighty and complex topic like behavioral science and making it practical and easy for anyone to apply. On top of that, it is a fun and engaging read! The book moves along at a pleasing pace, with short chapters that give you a mix of great stories balanced with science and Nancy's proven tips. A must read for every marketer who wants to be competitive in the age of behavioral science (which has already begun).\" * Melina Palmer, author of What Your Customer Wants and Can't Tell You and host of The Brainy Business podcast *\u003cbr\u003e\"Have you ever wished someone would read all the books you've been meaning to read, highlight the best parts, and then figure out the best ways to put those parts into practice with the specific work you do? That's what Nancy Harhut does with this absolute gift of a book. With \u003ci\u003eUsing Behavioral Science in Marketing\u003c\/i\u003e, Nancy Harhut has created a must-have manual for marketers who want to make sure their work actually works.\" * Tamsen Webster, author of Find Your Red Thread *\u003cbr\u003e\"Mind. Blown. Nancy has reverse-engineered buyer behavior to help you know EXACTLY how to connect and engage with your audience based on behavioral science.\" * Tom Shapiro, CEO Stratabeat, author of Rethink Lead Generation and Rethink Your Marketing *\u003cbr\u003e\"Nancy Harhut is unquestionably one of the sharpest, most knowledgeable and experienced authorities on consumer psychology in the marketing world. Both hyper-effective and supported by data science, the strategies she outlines in her book, Using Behavioral Science in Marketing, will have an immediate impact on your marketing campaigns and a massive impact on your bottom line.\" * Jeffry Pilcher, CEO\/President, The Financial Brand *\u003cbr\u003e\"In an era of media abundance and attention scarcity, we as marketers have to make the most of every moment we happen to get with a prospective consumer. Nancy's practical application of such a wide variety of behavioral science principles will help any brand ensure these valuable moments aren't wasted. An amazing collection of case studies with proven outcomes that will inspire smarter, more effective work and offer readers a distinct competitive edge.\" * Josh Blacksmith, Senior Director - Global Consumer Relationships and Engagement, Kimberly-Clark *\u003cbr\u003e\"A great read for today's results-now marketers.  Practical and specific, this is how to actually increase response.\" * Brian Whipple, CEO Accenture Interactive, 2010-2021 *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: Emotional and rational elements in decision making;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: Conveying customer benefits through loss aversion and the endowment effect;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: Achieving urgency and exclusivity through the scarcity principle;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: The reciprocity principle and the marketing value of give to get;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: Social proof - Harnessing the power of people like us, and the people we like;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: Storytelling - Increasing consumer involvement and engagement;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: Autonomy bias - Harnessing the human need for control;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: Encouraging sales and loyalty through the consistency principle and the Zeigarnik effect;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Information gap theory - Prompting consumers to take action through curiosity and the need to know;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: Tapping into the authority principle to stand out and prompt responses;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: Choice architecture and status quo bias - How to use inertia to get things moving;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: Labeling and framing - Making people see things your way;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: Increasing action through automatic compliance triggers and reasons;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: Maximizing the impact of your marketing copy and language;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: Increasing desirability though triggering availability bias;\u003c\/li\u003e\n\u003cli\u003eChapter - 16: Creating stand out marketing communications through context, rewards and unpredictability;\u003c\/li\u003e\n\u003cli\u003eChapter - 17: Temporal discounting and temporal landmarks - The effects of time on behavior\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48866639184215,"sku":"9781398606487","price":28.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781398606487.jpg?v=1722279589"},{"product_id":"the-martech-handbook-9781398606449","title":"The Martech Handbook","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eDarrell Alfonso \u003c\/b\u003eis an award-winning Martech leader with 15 years' experience managing marketing technology at startups and the world's leading enterprises. Based in California, he leads marketing operations at Amazon Web Services and has consulted for Fortune 500 companies such as GE, Abbot Labs and AT\u0026amp;T. He was named a Top Martech Marketer to Follow in 2020 by Martech Alliance and is a two-time Adobe Marketo Champion. He is also a marketing instructor and was previously VP of Communications at the American Marketing Association.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"In an era of increasingly complex go-to-market strategies, Darrell Alfonso has helped capture some fundamentals that every Marketing Operations and Martech professional needs. What's more, it's an incredible resource for leaders to wrap their minds around the complex (and ever changing) landscape of Marketing Technology.\" * Mike Rizzo, CEO, MarketingOps.com *\u003cbr\u003e\"Digital marketing has forever changed how businesses operate.  Having personally experienced much of this transformation as it was happening, I can tell you the Martech Stack will continue to expand and evolve as technology, channels and strategies change.  This book is masterfully written and a great blend of current practices, and what's next for Marketing teams.\" * Nick Bonfiglio, CEO and Founder of Syncari *\u003cbr\u003e\"Darrell's deep knowledge in how Martech really works in an organisation, paired with a thoughtfully researched historical context and visionary foresight into where it's heading makes this essential reading for the seasoned or beginner marketing technologist alike.\" * Juan Mendoza, Founder and Editor, The Martech Weekly *\u003cbr\u003e\"To be successful in marketing requires an understanding of how marketing technology is used to create the customer experience and to acquire, engage and retain customers. With this book Darrell Alfonso has made the complex world that is the marketing technology industry accessible and delivers a comprehensive guide to help companies deploy and manage an effective technology strategy. This is a must read for anyone in marketing or the C-Suite.\" * Anita Brearton, Founder and CEO, CabinetM *\u003cbr\u003e\"Bible to all marketers. Martech is an integral part and lies at the center of any Marketing organization and all Marketing leaders must have a basic grasp and understanding of Martech. This book is the bible to understanding bringing the right Martech and the right people to orchestrate the strategy and the tools together.\" * Jessica Kao, Director, F5 Networks *\u003cbr\u003e\"The explosion of martech in the last decade is a phenomenon that is defining the potential and future of marketing as a profession and a discipline. If you're in any way interested in martech, and what it means for your career in marketing, this book is a must-read.\" * Joel Harrison, Co-founder \u0026amp; Editor-in-Chief, B2B Marketing \u0026amp; Propolis *\u003cbr\u003e\"Today, every business is a digital business where consumers are in control of the buying experience. Yet, while marketing technology is foundational to building your brand and growing your business digitally, most senior leaders don't understand \"martech.\" Which is why this book is essential, as it enlightens us on how we leverage the power of marketing technology now and in the future.\" * Cassidy Shield, Chief Growth Officer, Refine Labs *\u003cbr\u003e\"\u003cb\u003e\u003ci\u003eThe Martech Handbook\u003c\/i\u003e\u003c\/b\u003e is a must for every modern marketer. With the acceleration of digital transformation in the world there has never been a more important time for marketers to build their knowledge and capabilities in martech. This book provides a deep dive on the core principles of marketing technology success including stack design, gaining stakeholder martech buy-in to developing robust marketing operations governance.\" * Carlos Doughty, Founder and CEO, Learning Experience Alliance *\u003cbr\u003e\"Marketing is now thoroughly a technology-powered discipline. To thrive in today's environment, marketing organizations need to develop strong, mature marketing operations and martech capabilities. You couldn't ask for a better guide to achieving than Darrell Alfonso, a pioneering martech industry leader and marketing ops pro. \u003cb\u003e\u003ci\u003eThe Martech Handbook\u003c\/i\u003e\u003c\/b\u003e is a treasure map to world-class marketing in an age of digital transformation and beyond.\" * Scott Brinker, Editor, chiefmartec.com *\u003cbr\u003e\"This is chalked full of real-world advice to unlock the value of martech. A must read for any marketer thinking about or in the throes of using tech and tools to run Marketing like a business.\" * Scott Vaughan, Go-to-Market and MarTech Strategist *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: Introduction – The rise of marketing technology;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: The business need for Martech;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: Key categories of Martech;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: What is a Martech stack?;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: The framework for effective Martech stack design;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: The core business systems and platforms for every marketing team;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: Identifying value-add marketing platforms and tools;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: Principles for robust and scalable Martech stack management;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Martech measurement, monitoring, and governance;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: Getting buy-in;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: Continual improvement\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48866639216983,"sku":"9781398606449","price":22.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781398606449.jpg?v=1722279591"},{"product_id":"digital-marketing-strategy-9781398605978","title":"Digital Marketing Strategy","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eSimon Kingsnorth \u003c\/b\u003eis a digital marketing expert with over 20 years' industry experience. Based in Reading, UK, he was formerly the Global Head of Digital Marketing at Citi Bank and has provided consultancy services to leading brands such as Vodafone, Asda and Lloyds TSB. A regular conference keynote speaker and contributor to industry publications, he is the author of \u003cb\u003e\u003ci\u003eThe Digital Marketing Handbook,\u003c\/i\u003e\u003c\/b\u003e also published by Kogan Page.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"This new edition of Simon Kingsnorth's book keeps pace with the latest developments in digital marketing, which continues to make it a key source of information for digital marketing students during their studies and beyond.\" * Dr Emma Louise Slade, Lecturer in Marketing, University of Bristol *\u003cbr\u003e\"It is very rare to find such applicable, accurate and up to date advice in a single resource, which is exactly what \u003ci\u003e\u003cb\u003eDigital Marketing Strategy \u003c\/b\u003e\u003c\/i\u003eoffers. Simon's in-depth understanding of such a broad range of digital marketing channels and topics makes this book undoubtedly an essential read for both budding and experienced digital marketing professionals alike.\" * Carl Hewitt, CEO and Co-Founder, Hewitt Matthews *\u003cbr\u003e\"One of the issues with marketing and marketing books today is pre-pandemic thinking.  With this third edition of \u003ci\u003e\u003cb\u003eDigital Marketing Strategy\u003c\/b\u003e\u003c\/i\u003e,  Simon has really taken the time to bring the book up-to-date with modern case studies and chapters.  This really is a marketing book for the post-pandemic world.\" * Tim Hughes, Co-Founder and CEO, Digital Leadership Associates *\u003cbr\u003e\"Impressive depth and rigor, with excellent insights and practical tips. A must-have resource for every marketer and business leader. This is a book you will keep coming back to over and over again.\" * Arek Dvornechuck, Branding Expert, Ebaqdesign *\u003cbr\u003e\"This is everything that you need and want to know about digital marketing.\u003cb\u003e Simon Kingsnorth \u003c\/b\u003eexpertly combines the logic and magic of the discipline and brings it together in an engaging and comprehensive way.  A master class wrapped up in a book that you should read and use to develop your marketing strategy and grow as a marketer.\" * Suki Thompson, Founder, Let’s Reset *\u003cbr\u003e\"I have used and recommended \u003cb\u003e\u003ci\u003eDigital Marketing Strategy\u003c\/i\u003e\u003c\/b\u003e for a number of years to digital marketing students. This latest edition has made sure that it has kept up to date and is supported by some detailed case studies. The publication continues to be a valuable resource for both students and practitioners.\" * Bradley Lansdale, Lecturer and CIM Examiner *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 00: Introduction - How will this book transform your digital marketing strategy?;\u003c\/li\u003e\n\u003cli\u003eChapter - 01: The foundations of digital marketing;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - ONE: Knowing your business objectives and your customer;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 02: Understanding the digital ecosystem;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: Integrating digital into wider organization strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: Understanding the evolving digital consumer;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: Barriers, considerations and data protection in digital marketing strategy;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - TWO: Integrating digital change into your wider organization;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 06: Enabling technologies for online marketing and digital transformation;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: Planning your digital marketing strategy – Objectives, teams and budgeting;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - THREE: Using channel strategy to reach your customers;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 08: SEO strategy and organic techniques;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Building and optimizing a winning paid search strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: Display advertising and programmatic targeting;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: Tailoring your social media strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: Marketing automation, messaging and email marketing – the unsung heroes;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: Affiliate schemes and partnerships to deliver highly targeted leads;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: Lead generation that delivers results;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: Content strategy – a key pillar of success;\u003c\/li\u003e\n\u003cli\u003eChapter - 16: Personalizing the customer journey and digital experience;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FOUR: Conversion, retention and measurement;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 17: Effective Experience Design (XD);\u003c\/li\u003e\n\u003cli\u003eChapter - 18: Optimizing your e-commerce platform;\u003c\/li\u003e\n\u003cli\u003eChapter - 19: Managing loyalty, CRM and data;\u003c\/li\u003e\n\u003cli\u003eChapter - 20: Measuring success through data analytics and reporting;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FIVE: Tailoring your final digital marketing strategy;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 21: Providing a smooth online service and customer experience;\u003c\/li\u003e\n\u003cli\u003eChapter - 22: Putting together your digital marketing strategy\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48866639249751,"sku":"9781398605978","price":40.15,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781398605978.jpg?v=1722279592"},{"product_id":"marketing-metrics-9781398606593","title":"Marketing Metrics","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eChristina Inge \u003c\/b\u003eis the Founder and CEO of Thoughtlight, a tech consulting company which specializes in digital marketing and analytics strategies. She has worked with well-established brands such as Nissan, Smithsonian and Pega Systems, as well as a range of startups and nonprofits. Based in Boston, Massachusetts, she is a member of the Massachusetts Technology Leadership Council and has served on the board of the American Marketing Association-Boston. An instructor at Harvard University Extension School and Northeastern University College of Professional Studies, she is a frequent and sought-after speaker and has been published in numerous industry publications.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Christina J Inge dives deep into building a data-driven culture to catalyze business growth. She goes beyond best practices and details techniques that any business can deploy to make better decisions based on data.\" * Dale Bertrand, Founder, Fire \u0026amp; Spark marketing agency *\u003cbr\u003e\"This is a book for anyone who is interested in learning about the numbers and data behind successful marketing campaigns. From direct mail to email, social to mobile, whatever channel is being used to market products and services, you'll learn what it takes to set goals with confidence, gather the data and analyze the results.It's a book for anybody who wants to ace the subject of Marketing Analytics.\" * Bob Cargill, Past President, New England Direct Marketing Association and Past President, American Marketing Association, Boston *\u003cbr\u003e\"Whether you're justifying your marketing spend or trying to predict future market conditions, measurement skills are key to a successful marketing career. This book insightfully weaves practical measurement tips and techniques into a series of strategic frameworks that will help marketers make the right choices no matter what the challenge may be.\" * Todd van Hoosear, Senior Lecturer, Mass Communication, Advertising \u0026amp; Public Relations, College of Communication, Boston University *\u003cbr\u003e\"For years I've turned to my friend and colleague Christina Inge for any and all questions related to marketing metrics. Not only does she know the subject inside and out, she explains it in simple and clear ways for those of us who are novices. Now that I have my copy of \u003cb\u003e\u003ci\u003eMarketing Metrics\u003c\/i\u003e\u003c\/b\u003e\u003ci\u003e, \u003c\/i\u003eI may not need to bug Christina quite so much!\" * Ed Powers, Faculty Lead, M.S. in Corporate and Organizational Communication, Northeastern University *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: Data-driven strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: Customer data - The core four;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: Metrics-driven customer journeys and personas;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: Channel metrics;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: Data-driven branding;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: Content marketing metrics frameworks;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: Content marketing: the essential metrics;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: Data-driven product strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Price and place metrics;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: Marketing performance metrics;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: Data governance and the new privacy laws;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: Building dashboards and data evangelism;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: What are the skills of a metrics-driven marketer?;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: Marketing metrics resources;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: Dictionary of marketing metrics and related terms\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48866639282519,"sku":"9781398606593","price":28.49,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781398606593.jpg?v=1722279590"},{"product_id":"inclusive-marketing-9781398607316","title":"Inclusive Marketing","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eJerry Daykin\u003c\/b\u003e is a global marketing leader who has held senior roles at brands including Beam Suntory, GSK Consumer Healthcare, Diageo and Mondelez. Based in London, UK, he is a WFA (World Federation of Advertisers) Diversity Ambassador and co-chair of its Diversity Task Force, where he created its framework for representation and inclusion. He also sits on the diversity and inclusion boards at the Advertising Association and ISBA, as well as on boards at the Conscious Advertising Network and Outvertising. A regular conference speaker, he has written for \u003cb\u003e\u003ci\u003eThe Drum, AdWeek, Campaign, Marketing Week\u003c\/i\u003e\u003c\/b\u003e\u003ci\u003e \u003c\/i\u003eand\u003ci\u003e \u003cb\u003eThe Guardian\u003c\/b\u003e.\u003c\/i\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"Inclusive marketing is not only the right thing to do, it is also a business growth opportunity. Doing it well is a skill to be mastered, as it is full of nuances that most of us are not trained to see. This handy book provides not only thought-provoking concepts that will make you aware of your biases, but also a practical how-to guide grounded in insight and authenticity so you can truly make an impact.\" * Taide Guajardo, Chief Brand Officer Europe, P\u0026amp;G *\u003cbr\u003e\"Daykin's thorough and practical approach makes this an invaluable read for any marketer or business looking to make strides on inclusive marketing as well as deliver business growth. A mix of expert insight, simple frameworks and inspiring case studies ensures that this book brings the topic to life vividly, and with real applicability.\" * Grainne Wafer, Global Director of Guinness, Smirnoff \u0026amp; Baileys, Diageo *\u003cbr\u003e\"In \u003ci\u003eInclusive Marketing\u003c\/i\u003e, Jerry offers a mix of inspiration and very practical advice on how to deliver more inclusive, and simply better and more effective marketing. A fresh and deeply uplifting vision that inspires marketers to embrace one of the defining challenges of our society. A must-read.\" * Stephan Loerke, CEO, World Federation of Advertisers *\u003cbr\u003e\"In marketing, the notion of 'inclusion' is too often an obvious bolt-on. Jerry Daykin provides a practical framework and a wealth of real-world experiences to show how to make representation and inclusion an authentic and effective part of every marketing communications programme.\" * Helen Edwards, Adjunct Associate Professor, Marketing at London Business School, and Brand Columnist *\u003cbr\u003e\"This book is an important and timely addition to the essential marketing guidebooks that have nudged the profession in the right direction. While 'inclusive marketing is a much banded term, Jerry's book demonstrates the 'how to do it well' part, with great clarity and direction. The book is an insightful read with many perspectives, and you will highlight, bookmark and return to its succinct and helpful summaries until the process becomes second nature. Don't just buy the book for yourself, buy a copy for a colleague, client or business partner, as the answers for truly inclusive marketing are all here.\" * Dino Myers-Lamptey, Founder at The Barbershop *\u003cbr\u003e\"If you work in marketing\/advertising and you're on the DE\u0026amp;I journey within your organisation, whether that's struggling to know where to start or wanting to do more, this book breaks down the processes within your marketing cycle where you can make mindful changes to be more inclusive. An inspirational must read for all marketers, carefully written and curated by Jerry Daykin, a marketer who has always actively championed inclusion and representation in every role he has worked.\" * Vidad \u0026amp; Bobi Carley, Inclusion Co-Leads, ISBA *\u003cbr\u003e\"Advertising that represents society in all its diversity and that heightens the situation of marginal groups in societies can have a powerful effect on the promotion and protection of the rights of vulnerable and subjugated people. In this excellent book, Jerry Daykin makes an accessible and principled case for how to build diversity and inclusion into marketing.\" * Pia Oberoi, Senior Advisor on Migration and Human Rights, United Nations *\u003cbr\u003e\"For all marketers, inclusion is no longer a question of if we should consider it but HOW we should. This book will do more than help you, it's the perfect guide to all the questions you should ask yourself about \u003ci\u003eInclusive Marketing\u003c\/i\u003e.\" * Delphine Malvy, Senior Director Global Family Marketing, McDonalds *\u003cbr\u003e\"\"I see you, I see the whole of you\", Is perhaps my favourite language that sums up perfectly what to expect in this book. It offers is the perfect education, framework and advice for any marketer serious about inclusion. And Jerry is right, the time for change is now. This is definitely a book you need to read more than once to take in all the goodness written in its pages.\" * Karen Nelson Field, Author and Founder at Amplified Intelligence *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 00: Intoduction - Representation Matters;\u003c\/li\u003e\n\u003cli\u003eChapter - \t01: What we mean by inclusive marketing \u0026amp; representation;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: Why representation matters to me \u0026amp; other marketers;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: Why representation matters to business and society;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: A framework to deliver inclusive marketing;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - ONE: Stage One - Inclusive briefing \u0026amp; strategy;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 05: Business \u0026amp; brand strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: Using strategic insights and data;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: Marketing \u0026amp; creative briefs;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - TWO: Stage Two - Inclusive Planning;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 08: Partner \u0026amp; team selection;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Creative development \u0026amp; product design;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: Consumer testing;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - THREE: Stage Three - Inclusive Production;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 11: Production;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: Post-production;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: Localisation;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FOUR: Stage Four - Inclusive Launches;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 14: Media \u0026amp; 360 Activation;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: Launch \u0026amp; consumer response;\u003c\/li\u003e\n\u003cli\u003eChapter - 16: Measuring Success;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - FIVE: Conclusion - How to Drive Change;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 17: Case Study - Driving Change at GSK\/Haleon;\u003c\/li\u003e\n\u003cli\u003eChapter - 18: Partnering to Help Drive Change;\u003c\/li\u003e\n\u003cli\u003eChapter - 19: The future of inclusion;\u003c\/li\u003e\n\u003cli\u003eChapter - 20: Checklist Appendix\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48866639479127,"sku":"9781398607316","price":24.99,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781398607316.jpg?v=1722279590"},{"product_id":"marketing-analytics-9781398608191","title":"Marketing Analytics","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eMike Grigsby\u003c\/b\u003e, based in Orlando, Florida, has more than 30 years' experience in the field of marketing analytics. He was formerly vice president of customer insights and advanced analytics at Brierley and Partners and of strategic business analysis and advanced analytics at Targetbase and has also held leadership positions at Hewlett-Packard and Gap. Previously an adjunct professor at the University of Texas at Dallas, he taught analytics at both graduate and undergraduate levels. He is the author of \u003cb\u003e\u003ci\u003eAdvanced Customer Analytics\u003c\/i\u003e\u003c\/b\u003e, also published by Kogan Page.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"In Marketing Analytics, Mike Grigsby takes passionate marketing strategists on a practical, real-life journey for solving common marketing challenges. By combining the concepts and knowledge areas of statistics, marketing strategy and consumer behaviour, Grigsby recommends scientific and innovative solutions to common marketing problems in the current business environment. I highly recommend reading this book as it adds a completely new dimension to marketing science.\" * Kristina Domazetoska, Project Manager and Implementation Consultant at Insala – Talent Development and Mentoring Solutions *\u003cbr\u003e\"Grigsby's book is the right blend of theory applied to the real-world large-scale data problems of marketing. It's exactly the book I wish I'd had when I started out in this field.\" * Jeff Weiner, Senior Director, Analytics, One10 *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\n\u003cli\u003eSection - 00: Introduction;\u003c\/li\u003e\n\u003cli\u003eSection - PART ONE: How can marketing analytics help you?;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 01: Overview of statistics;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: Consumer behaviour and marketing strategy;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: What is an insight?;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART TWO: Dependent variable techniques;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 04: Modelling demand and elasticity;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: Polynomial distributed lags;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: Using Poisson regression;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: Logistic regression and market basket analysis;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: Survival modelling and lifetime value;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: Panel regression and same store sales;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: Introduction to forecasting;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART THREE: Interrelationship techniques;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 11: Simultaneous equations;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: Principal components and factor analysis;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: Segmentation overview;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: Tools of segmentation;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART FOUR: Focus on media and loyalty;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 15: Modelling marcom value;\u003c\/li\u003e\n\u003cli\u003eChapter - 16: Media mix modelling;\u003c\/li\u003e\n\u003cli\u003eChapter - 17: Overview of loyalty;\u003c\/li\u003e\n\u003cli\u003eChapter - 18: Loyalty with SEM;\u003c\/li\u003e\n\u003cli\u003eChapter - 19: The customer loyalty journey;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003cli\u003eSection - PART FIVE: More important topics for everyday marketing;\u003c\/li\u003e\n\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 20: Statistical testing;\u003c\/li\u003e\n\u003cli\u003eChapter - 21: Introduction to Big Data;\t\u003c\/li\u003e\n\u003cli\u003eChapter - 22: Conclusion - The finale;\u003c\/li\u003e\n\u003cli\u003eChapter - 23: References;\u003c\/li\u003e\n\u003cli\u003eChapter - 24: Further reading;\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Kogan Page Ltd","offers":[{"title":"Default Title","offer_id":48866639642967,"sku":"9781398608191","price":31.34,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781398608191.jpg?v=1722279593"}],"url":"https:\/\/bookcurl.com\/collections\/sales-and-marketing-management.oembed?page=18","provider":"Book Curl","version":"1.0","type":"link"}