Sales and marketing management Books

Book SynopsisChris Fill BA, MSc. is a Director of Fillassociates and was a Principal Lecturer at the University of Portsmouth. He was also a Fellow and for 15 years, Senior Examiner for Marketing Communications at the Chartered Institute of Marketing. He has worked with the Institute of Practitioners in Advertising on special projects and for clients in the UK and overseas. Having authored over 36 textbooks, and published papers in many leading academic journals, he is recognised internationally for his contribution to marketing communications. Sarah Turnbull Ph.D., MBA, MSc, FCIM, FHEA, is Professor of Marketing at the University of Portsmouth. Sarah is a Freeman of the Worshipful Company of Marketors and a Fellow of The Chartered Institute of Marketing. Prior to joining academia she worked in a number of global advertising agencies. Her research on advertising practice and creativity has been published in leading acaTable of ContentsPreface Acknowledgements Part 1 An introduction to marketing communications The scope of marketing communications Communication: theory, interactivity and influencers Understanding buyer behaviour and improving engagement How does marketing communications work? Part 2 Managing marketing communications Marketing communications: strategies and planning Marketing communications: objectives and positioning Branding and marketing communications Integrated marketing communications Budgeting and evaluation Part 3 The marketing communications mix Advertising: role, forms and strategy Public relations and sponsorship Direct marketing and sales promotion Brand: placement, experience and packaging Content: messages, credibility and creative approaches Media: principles, practice and formats Media planning: concepts and practices Author index Subject index Credits

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Book SynopsisDitch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development prospecting.Trade ReviewIn Fanatical Prospecting, you ll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb s honest, real world approach is a refreshing and much needed wake-up call for today s salespeople and sales leaders. Jill Konrath - Bestselling author of Agile Selling, Selling to Big Companies and SNAP Selling Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance. Fanatical Prospecting is a masterpiece. Anthony Iannarino, author of 17 Elements & The Sales Blog "Jeb Blount turns the most despised activity in sales PROSPECTING - upside down. He nails it with his insights, humor, and expertise, making this a book every salesperson, entrepreneur, and executive must read. Get ready to come away with more strategies and ideas and you ve ever found in one place. -- Mark Hunter The Sales Hunter author of High-Profit Selling: Win the Sale Without Compromising on Price The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now. - Don Mikes, Senior Vice President, Penske I have read literally hundreds of sales books and Fanatical Prospecting is among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you. John Spence, author of Awesomely Simple and one of the top 100 business thought leaders in the world. Prospecting is the core, the foundation, the heart of every successful sales effort. In Fanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade, provides answers for every aspect of successful prospecting. Blount explains core principles of prospecting in a story-telling style that begs you to write in the margins and put your own action plan into place. - Miles Austin, FillTheFunnel.comTable of ContentsForeword Mike Weinberg xi Special Note Free Prospecting Resources xv Chapter 1 The Case for Prospecting 1 Chapter 2 Seven Mindsets of Fanatical Prospectors 9 Chapter 3 To Cold Call or Not to Cold Call? 13 Chapter 4 Adopt a Balanced Prospecting Methodology 20 Chapter 5 The More You Prospect, the Luckier You Get 25 Chapter 6 Know Your Numbers: Managing Your Ratios 36 Chapter 7 The Three Ps That are Holding You Back 41 Chapter 8 Time: The Great Equalizer of Sales 49 Chapter 9 The Four Objectives of Prospecting 71 Chapter 10 Leveraging the Prospecting Pyramid 84 Chapter 11 Own Your Database: Why the CRM is Your Most Important Sales Tool 92 Chapter 12 The Law of Familiarity 96 Chapter 13 Social Selling 105 Chapter 14 Message Matters 132 Chapter 15 Telephone Prospecting Excellence 154 Chapter 16 Turning Around RBOs: Reflex Responses, Brush-Offs, and Objections 178 Chapter 17 The Secret Lives of Gatekeepers 193 Chapter 18 In-Person Prospecting 201 Chapter 19 E-Mail Prospecting 214 Chapter 20 Text Messaging 235 Chapter 21 Developing Mental Toughness 245 Chapter 22 Eleven Words That Changed My Life 264 Chapter 23 The Only Question That Really Matters 266 Notes 271 Acknowledgments 275 About the Author 278 Index 281

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Book SynopsisYou'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.

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Book SynopsisHow 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'.Table of Contents1. 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

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Book SynopsisThe 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&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&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.Table of ContentsApplying 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

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Book SynopsisDr Ediz Edip Akçay is a Senior Lecturer in Digital Marketing and BSc (Hons) Marketing Programme Leader at the Business School, Bournemouth University, UK. He has published work in publications including Journal of Customer Behaviour and Qualitative Market Research, across subject areas of digital advertising, cause-related marketing, user experience in mobile apps and branding.

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Book SynopsisGareth J Harvey lectures in Consumer Psychology at HEG Geneva, Switzerland. He is also a guest lecturer Lancaster University, UK and Bangor University, UK, where he was previously Professor in Consumer Psychology. In his previous role as the Director of the Laboratory of Consumer Psychology, he ran projects for the likes of Unilever, Cadbury and Aldi, applying principles of psychology to improve their marketing. He is a Chartered Psychologist and also the Director of Consumer Psychology for DECIDE, the UK's longest established independent marketing agency, and is regularly featured on radio and television, including BBC Radio.

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Book SynopsisSarah Montano is Professor of Retail Marketing at University of Birmingham. She leads the modules 'Services and Retail Marketing' and 'International Marketing Strategy' for the MSc Marketing. She is the BBC's retail expert, writes for the BBC website and often appears on the BBC news and radio channels to talk about a range of retail subjects.

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Book SynopsisSean Lane is a Founding Partner at BeaconGTM, host of the "Operations with Sean Lane" podcast, and is based in Boston, Massachusetts. He has spent more than a decade building Revenue Operations teams at fast-growing B2B software companies, including Drift and Upserve. Laura Adint is currently a partner and operations executive for a financial services company in Los Gatos, California. With over 25 years of experience, her prior roles included Vice President of Field Operations at Drift, and Vice President of Sales and Services Operations at Adaptive Insights (a Workday company).

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Book SynopsisAn easy to read training guide to becoming a successful sales person. Explained with humour and coloured illustrations

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Book SynopsisTable of Contents I: Understanding Marketing Management 1.Defining Marketing for the New Realities 2.Developing and Implementing Marketing Strategies and Plans 3.Capturing Marketing Insights and Forecasting Demand II: Connecting with Customers 4.Creating Long-term Loyalty Relationships 5. Analyzing Consumer and Business Markets III: Building Strong Brands 6.Identifying Market Segments and Targets 7.Crafting the Brand Positioning 8.Creating Brand Equity and Driving Growth IV: Shaping the Market Offerings 9. Setting Product Strategy and Introducing New Offerings 10. Designing and Managing Services 11. Developing Pricing Strategies and Programs V: Delivering Value 12. Designing and Managing Integrated Marketing Channels 13. Managing Retailing, Wholesaling, and Logistics VI: Communicating Value 14. Designing and Managing Integrated Marketing Communications 15. Managing Digital Communications 16. Managing Mass Communications 17. Managing Personal Communications VII: Managing the Marketing Organization for Long-Term Success 18. Conducting Marketing Responsibly in the Global Economy

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Book SynopsisThe practical, expert guide to reaching the new consumer Customer-Centric Marketing 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 intTable of ContentsPrelude ix Introduction The Shoemaker’s Story xi Chapter 1 The Age of the Customer 1 Chapter 2 Carpe Diem 11 Chapter 3 Customer Relationships Have Changed 25 Chapter 4 From Funnel to the Journey 45 Chapter 5 Brands Will Never Be the Same 57 Chapter 6 Customer Experience Strategy 71 Chapter 7 Building Relationships with the Advocate/Sharecaster 85 Chapter 8 Innovation in Demanding Times 117 Chapter 9 The New Agency 131 Concluding Thoughts 143 Notes 147 Index 151

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Book SynopsisNancy Harhut is 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&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&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.Trade Review"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 *"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 *"A tour de force. The most intelligent marketing book I have read in years." * Mark Schaefer, author of Marketing Rebellion *"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 *"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 *"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 *"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 & Co-Host of Behavioural Science Club *"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) *"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 *"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 & Associates, Author of Confessions of a Control Freak *"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 *"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 *"Marketers have a must read with Using Behavioral Science in Marketing. 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 *"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 *"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 *"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 *"Using Behavioral Science in Marketing 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 *"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 Using Behavioral Science in Marketing, 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 *"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 *"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 *"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 *"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 *Table of Contents Chapter - 01: Emotional and rational elements in decision making; Chapter - 02: Conveying customer benefits through loss aversion and the endowment effect; Chapter - 03: Achieving urgency and exclusivity through the scarcity principle; Chapter - 04: The reciprocity principle and the marketing value of give to get; Chapter - 05: Social proof - Harnessing the power of people like us, and the people we like; Chapter - 06: Storytelling - Increasing consumer involvement and engagement; Chapter - 07: Autonomy bias - Harnessing the human need for control; Chapter - 08: Encouraging sales and loyalty through the consistency principle and the Zeigarnik effect; Chapter - 09: Information gap theory - Prompting consumers to take action through curiosity and the need to know; Chapter - 10: Tapping into the authority principle to stand out and prompt responses; Chapter - 11: Choice architecture and status quo bias - How to use inertia to get things moving; Chapter - 12: Labeling and framing - Making people see things your way; Chapter - 13: Increasing action through automatic compliance triggers and reasons; Chapter - 14: Maximizing the impact of your marketing copy and language; Chapter - 15: Increasing desirability though triggering availability bias; Chapter - 16: Creating stand out marketing communications through context, rewards and unpredictability; Chapter - 17: Temporal discounting and temporal landmarks - The effects of time on behavior

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Book SynopsisPR Smith is a marketing consultant, bestselling business author and inspirational speaker. He has helped hundreds of businesses, from innovative start-ups to established blue-chip companies. He is founder of SOSTAC Planning framework, voted in the Top 3 Business Models worldwide by the Chartered Institute of Marketing's Centenary Poll, and created the Great Sportsmanship Programme.Ze Zook is an integrated marketing author, lecturer, producer and consultant specializing in helping the creative industries fulfil both their missions and business goals. He is a visiting academic at Regent's University London and consults on digital marketing for private-sector disruptive start-ups.

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Book SynopsisHelen Millward is a lecturer in Marketing at Keele Business School, Keele University. She leads the Principles of Responsible Management Education (PRME) at Keele Business School and is a Certified Management and Business Educator (CMBE). Millward teaches Marketing at both undergraduate and postgraduate level.

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Book SynopsisIf you want to be the best, you have to have the right skillset.From 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.Discover the main themes, key ideas and tools you need and bring it all together with practical exercises.This is your complete course in digital marketing.ABOUT THE SERIESULTIMATE 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

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Book SynopsisValue-based pricing pricing a product or service according to its value to the customer rather than its cost is the most effective and profitable pricing strategy. Value First, Then Price is an innovative collection that proposes a quantitative methodology to value pricing and road-tests this methodology through a wide variety of real-life industrial and B2B cases.This book offers a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, it provides students and researchers with a method by which to draw invaluable data-driven conclusions, and gives sales and marketing managers the theories and best practices they need to quantify the value of their products and services to industrial and B2B purchasers. The 2nd edition of this highly-regarded text has been updated in line with current research and practice, offering three new chapters covering new case studies and best practice examples oTrade Review"A ‘must read’ for any B2B marketer. These seminal cases not only illuminate the essentials of value based business marketing, but with detailed examples show you how to implement a value based approach in the turbulent world of today’s business market. Real, Good, Practical stuff from professionals who’ve done it."Ralph A. Oliva, Director, Institute for the Study of Business Markets and Professor of Marketing, Smeal College of Business, Penn State University, USA"By combining an impressive list of expert analysts with real-world case studies, Value First, Then Price gives businesses the latest strategies and tactics needed to improve company margins and profit performance. Because the focus here is on customer quantifiable values, the book correctly shifts emphasis from a producer’s features to an end-user’s benefits."Kevin Mitchell, President, The Professional Pricing Society, Inc."Todd Snelgrove’s description and measurement of a new view on Total Cost of Ownership (TCO), a more holistic measurement focused around Cost, Benefit, and Value called Total Profit Added™ (TPA) is a great step in the evolution of enabling both buyers and sellers to make the right decisions based on best value not lowest price."Thomas Choi, Professor, Arizona State University and Executive Director, Center for Advanced Procurement Studies"Recent research shows that far less value (and cost reduction) is achieved through traditional negotiation than can be gained through understanding markets, needs and opportunities for creative collaboration. If you care about business and personal success, value must be your priority."Tim Cummins, President, World Commerce and Contracting"The war for value is today’s biggest business challenge. Value First, Then Price is an invaluable, thought-provoking guide to this debate."Nigel Barlow, International Consultant on Innovation and Value"In our work with some of the world’s industrial manufacturers, we’ve seen that companies that focus on value from both the buy and sell side enjoy a competitive edge. Top-performing industrials are eight times more likely to take a value-based approach toward pricing, and companies that measure and buy based on total cost of ownership are 35% more profitable. Buyers have never been better informed on the total cost of ownership, and companies that are still talking about features and benefits are getting left behind."Stephen Gold, CEO of MAPI—Manufacturers Alliance for Productivity & Innovation"My own research confirms McKinsey’s, that only 5% of companies have value propositions. No wonder buyers have the upper hand! The world really needs this book and I congratulate Andreas Hinterhuber and Todd Snelgrove on putting together a truly fantastic piece of work."Malcolm McDonald, MA (Oxon) MSc PhD DLitt DSc, Emeritus Professor, Cranfield University School of Management, UK"In business-to-business markets, managers must bridge the gap between those who say that it is only by value that firms can thrive in the long term and those who suggest that buyers will buy on price. Value can be created and captured. The bad news is that it is extremely difficult, but the good news is that a systematic approach is likely to yield dividends. In this important book Andreas Hinterhuber and Todd Snelgrove have harnessed the world’s top value creation experts to provide an insightful and complete roadmap."John Roberts, Fellow, London Business School, UK and Professor, University of New South Wales, Australia"What a comprehensive way to present value. From the discussions to the articles, a must have guide for professionals and companies that want to buy, produce and sell any product or services based on value."João Ricciarelli, Executive President America's, Leadec"It’s not often you read a business book, learn from it and have fun doing so. Value First, Then Price by Hinterhuber and Snelgrove is one of those rare exceptions. I don’t care whether you are on the buy or sell side of the equation, this book is for you. It is a fantastic engaging read. The material is thought provoking with great integration of theory: from value, to ROI and results. It is simply a very practical business book."Stephen Kozicki is on the Advisory Panel for HBR and lectures at business schools including Macquarie University, University of Technology and The Australian Catholic University, Australia"Much has been said and written about value in industrial markets. But how to put the idea to practice? This book focuses on what matters most: to 'challenge' customers and help them rethink their assumptions, vendors need data and value quantification. The authors provide a practical, hands-on roadmap for value pricing that both buyers and sellers can follow for achieving better business results."Wolfgang Ulaga, Senior Affiliate Professor of Marketing, INSEAD, France"Value First, Then Price is a much-needed work and deserves a place in most CPO and sales offices."Keld Jensen, Author of ‘The Trust Factor—Negotiating in SMARTnership’, Professor and Advisor in Negotiations"SAMA research emphasizes that most companies are significantly lacking in internal processes for value-based negotiation, value creation, value-based pricing and value monetization. Snelgrove and Hinterhuber provide great insights and methodologies for companies to fill these gaps."Bernard Quancard, Retired President and CEO Strategic Account Management Association (SAMA)"Quantifying and understanding the value proposition is key to business success. This book gets directly to the bottom line by taking both a buyer and seller perspective and presenting value based purchasing in a way that all purchasing professionals need to understand."Wendy L. Tate, PhD, Associate Professor of Supply Chain Management, University of Tennessee, USA"Value First, Then Price is a timely and rare contribution, providing not only invaluable insights, but also a practical methodology of how to perceive, quantify and capture value. From the perspective of emerging and new market economies, it offers the ultimate answer on how to escape the enduring 'lower cost—lower price' trap, and how to shift towards a sustainable, value creation driven path that leads to business and economic development."Modestas Gelbūda, PhD in International Business, Aalborg University, Denmark; Managing Director, Baltic Institute for Leadership Development, Lithuania and Associate Professor, ISM University of Management and Economics, Lithuania"At a time when both customers and suppliers are over focused on product prices as a determinant of business transactions, this book offers a fresh way out by arguing for a new way of looking at the economics of exchange between buyers and sellers where price is just one element in determining the true value of what is bought and sold. More specifically, the book informs purchasing officers about the often ignored actual cost and inherent value (in total savings, returns on investment, etc.) of what they buy, and provides suppliers with tools to quantify and communicate the hidden value in what they sell. I highly recommend this book to professionals in procurement, sales and marketing, and general management."Kamran Kashani, IMD, Switzerland"The Editors and their authors have tackled a problem that has faced buyers and sellers for years: how to define the concept of value that aligns with two different views of the world. Sales claims to sell based on value, and purchasing claims to buy based on value, yet both parties view this concept from fundamentally different viewpoints. This book articulates these differences, and creates a framework that can help resolve the issues, creating a mutually compatible lens for understanding this often misunderstood concept."Robert Handfield, Bank of America, Distinguished Professor of Supply Chain Management and Director of Supply Chain Resource Cooperative, North Carolina State University, USATable of ContentsPart I: Introduction 1. Introduction Part 2: Selling Value: Value Quantification Capabilities 2. Value First, Then Price: The New Paradigm of B2B Buying and Selling 3. Interview: Processes and capabilities for value quantification 4. Muddling through on Customer Value in Business Markets? 5. Interview: Nurturing value quantification capabilities in Strategic Account Managers 6. Salesforce Confidence and Proficiency: The Main Cornerstone of Effective Customer Value Management Part III: Selling Value: Best Practices in Value Quantification 7. Value quantification: Processes and best practices to document and quantify value in B2B 8. Quantifying your value so customers are willing and able to pay for it 9. An inside-look at value quantification of competitive advantages: how industry leaders prove value to their customers 10. Value quantification for services 11. Quantifying intangible benefits: best practices to increase willingness to pay while creating longer-lasting customer relationships 12. Towards a shared understanding of value in B2B exchange: Discovering, selecting, quantifying, and sharing value Part IV: Buying on Value: Value Quantification and B2B Purchasing 13. Value first, cost later: Total Value Contribution as a new approach to sourcing decisions 14. Interview: Selling value to purchasing 15. Using Best Value to Get the Best Bottom Line 16. Value Selling: The crucial importance of access to decision makers from the procurement perspective 17. The Sourcing Continuum to Achieve Collaboration and Value Part V: Value Quantification and Organizational Change Management 18. Interview: Implementing value quantification in B2B 19. Interview: The ring of truth - value quantification in B2B services Part VI: Buying and Selling on Value: Value Quantification Tools 20. A Question of Value: Customer Value Mapping versus Economic Value Modeling 21. Why start-ups should consider using value propositions 22. Creating and Sustaining Competitive Advantage Through Documented Total Cost Savings Part VII: Epilogue 23. A call to action: value quantification in B2B buying and selling 24. Quotes and Statistics to Help you on Your Value Selling Journey 25. The Present and Future of Value Quantification

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Book SynopsisTable of ContentsPART 1: INTRODUCTION 1. Introduction to Global Marketing PART 2: THE GLOBAL MARKETING ENVIRONMENT 2. The Global Economic Environment 3. The Global Trade Environment 4. Social and Cultural Environments 5. The Political, Legal, and Regulatory Environments PART 3: APPROACHING GLOBAL MARKETS 6. Global Information Systems and Market Research 7. Segmentation, Targeting, and Positioning 8. Importing, Exporting, and Sourcing 9. Global Market-Entry Strategies: Licensing, Investment, and Strategic Alliances PART 4: THE GLOBAL MARKETING MIX 10. Brand and Product Decisions in Global Marketing 11. Pricing Decisions 12. Global Marketing Channels and Physical Distribution 13. Global Marketing Communications Decisions I: Advertising and Public Relations 14. Global Marketing Communications Decisions II: Sales Promotion, Personal Selling, and Special Forms of Marketing Communication 15. Global Marketing and the Digital Revolution PART 5: STRATEGY AND LEADERSHIP IN THE TWENTY-FIRST CENTURY 16. Strategic Elements of Competitive Advantage17. Leadership, Organization, and Corporate Social Responsibility

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Book SynopsisJavier Marcos is Professor of Strategic Sales Management and Negotiation at Cranfield School of Management, UK. He is co-author of Implementing Key Account Management, published by Kogan Page.Rodrigo Guesalaga is Professor of Marketing at Universidad Alberto Hurtado, Chile. He is co-author of Implementing Key Account Management, published by Kogan Page.Andrew Hough is Lecturer in Sales Leadership and Performance at Cranfield School of Management, UK and is founder of the Association of Professional Sales.Richard Vincent is Visiting Fellow, Cranfield School of Management, UK and is a founding Fellow of the Association of Professional Sales.

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Book SynopsisAn essential guide to contemporary marketing that demonstrates, via case studies, the move towards marketing techniques that better reflect consumer needs.As the effectiveness of traditional marketing techniques continues to diminish, contemporary marketing increasingly becomes the most reliable method of expanding outreach and reflecting the needs of the modern consumer. When implemented, these contemporary strategies offer the greatest support for their client base, with a product range that adapts to the desires of the target market. The channels used to underpin these strategies are also radically different from traditional methods placing emphasis upon platforms such as social media.Designed for both undergraduate and postgraduate students, as well as those in executive education and general business, The Essentials of Contemporary Marketing covers a wide range of themes, including:- Consumer behaviour- The latest marketing research- Services marketing- Brand manageTrade ReviewDispenses with the vast amount of marketing jargon and clearly lays out the foundations for marketing success. -- Matthew Housden, marketing consultant, author, academic and trainerOne of the most comprehensive marketing books that every student and practitioner should use to learn about the latest theories, tools and techniques to take their marketing potential to new heights. -- Ritchie Mehta, Founder and CEO, School of MarketingA straightforward, easy to understand marketing roadmap on how to thrive in our fast changing times. -- Hap Klopp, Founder and former CEO, The North FaceComprehensive yet concise and insightful, The Essentials of Contemporary Marketing is highly engaging and easy to read. Key concepts balanced with practical applications provide a valuable resource to students or those seeking to better understand marketing. -- John Bredican, Teaching Fellow in Marketing, King’s College London

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Book SynopsisMigrate your data to Salesforce and build low-maintenance and high-performing data integrations to get the most out of Salesforce and make it a go-to place for all your organization''s customer information.When companies choose to roll out Salesforce, users expect it to be the place to find any and all Information related to a customer-the coveted Client 360 view. On the day you go live, users expect to see all their accounts, contacts, and historical data in the system. They also expect that data entered in other systems will be exposed in Salesforce automatically and in a timely manner. This book shows you how to migrate all your legacy data to Salesforce and then design integrations to your organization''s mission-critical systems. As the Salesforce platform grows more powerful, it also grows in complexity. Whether you are migrating data to Salesforce, or integrating with Salesforce, it is important to understand how these complexities need to be reflected in your desiTable of Contents

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Book SynopsisHello. You’re a B2B SaaS marketer, right? Yeah, I thought I recognised you. What are you working on? What’s that? “Whatever the sales team needs to close the next deal?”It’s hard, right? The maniacal race to convert leads is an addiction for B2B tech companies. But such deal-driven focus means your marketing looks identical to that of your growing competitor set: complex, technical, boring, product-led sales messages spewed onto another whitepaper. It’s self-sabotage: ‘fail to differentiate, blend in, become invisible’.Sound familiar? Try being braver.Boring2Brave is a step-by-step guide to showing how B2B marketing done differently will increase your influence and ‘10X’ results. Stop being measured in metrics you’ve always known are meaningless and start building your company’s brand and value. Get off the treadmill. This book will equip you to inject audacity, invention and white-hot competitive advantage into your B2B marketing.Just by being brave.A former editor of Marketing Week Magazine, Mark Choueke’s 20-year career at the heart of global B2B marketing has seen him grow more than 50 B2B technology companies across the world.Trade ReviewBeing creative is important in any job. Being creative when you are in marketing is vital. This book is for those working in marketing and creative jobs, looking to brush up their creative stream and be brave. Very interesting and supportive. * NetGalley *A thought provoking read for B2B marketers at all levelsBoring2Brave is an illuminating read, throwing down the gauntlet to B2B marketers everywhere to raise their game and dare to be braver in their marketing activity. Brought to life by insightful – and amusing – examples from thought leaders across the industry, this is a great work that raises question we as marketers should all be asking ourselves: Do I want to spend my life writing ebooks? Are my creative skills really bringing genuine value to the business launching another inane newsletter? Or can I be better by being braver? A breath of fresh air in marketing strategy literature, Boring 2 Brave is a great way to reconsider your marketing activity and inspire new ways of thinkings for yourself, and across your wider business. * Amazon *Table of ContentsPrelimsAbout your author About this book ForewordMain text1) How The Hell Did We Get Here? View From Inside B2B’s Tech Marketing Bubble Shouldn’t "Technology Marketing" Be A Bit More Rock ’n’ Roll? Han Solo & C3PO: Only One Of Them Is 'B2B Tech Marketing'... Planet Earth 2016-2020 (and beyond): Why Your Customer Deserves More Why Are We B2B Marketers So Willing To Settle? B2C - Bravery2Creativity B2B - Boring2Brave The Boring2Brave Mindset: Be The Entrepreneur Within 2) Boring The ‘Safety’ Gamble: A Risky Game The Metrics Of Mediocrity Strategy And Tactics Without ‘Brand’ Winter Of Our Dissed Content The Five Boring Beasts of B2B Marketing The Sales Blog The White Paper The Webinar The E-BookThe Trade Event B2B Marketing’s Black Hole The Tale Of Two Daves Battery-Farmed “Creativity” 3) Brave Different Is Good Vive La Difference B2Beatles: Why John, Paul, George And Especially Ringo Should Be Your New Role Models ‘Fast And Slow’: How To Master Two-Speed Marketing True Impact vs Fake News: The Right And Wrong Analytics Grab A Spear: It’s Time To Slay Some Dragons Data vs Instinct And The Power Of Being Gutsy Trusting In Magic You Can’t Measure Learn To Brief Braver Making Bravery Profitable ‘Growth Two Ways’ - Personal and Organisational 4) Boring2Brave Don’t Look Before You Leap: Lessons To Apply Today Speaking Truth To Power (And Trying To Avoid Getting Punched By A Deputy Prime Minister) Frankensteins in Salt Lake City The Truth About Data Weaponise Your Instinct ROI: A Never-Ending, All-Out Sprint Brand Awareness: Growth While You Sleep Don’t Be A Marketer, Be A Go-To-Marketer ‘Brave’: A Happiness Mindset

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Book SynopsisPerfecting your pricing is fundamental to the success of your business. It affects how your customers perceive you, it can make or break a sale, and it’s the most powerful key to profitable and sustainable growth. But how do you know your pricing is right? How do you approach making this most crucial of decisions with confidence and clarity? In Pricing for Success, leading pricing expert Mark Peacock takes a fresh look at the power and psychology of pricing and walks you clearly through seven essential steps that will improve your pricing, delight your customers, and create a more profitable business. Through an illuminating and informative blend of straightforward examples, templates and real-life case-studies, presented alongside over fifty expert pricing tips, tools and tactics, you’ll discover: Why pricing is your biggest lever for profitable growth. The persuasive pricing techniques that have the biggest impact. How customer-driven approaches make it easier to boost your bottom line. The surprising truth about premium pricing and how it’s easier to sell. How to cleverly structure your offer so you can optimise your prices. How to avoid common pricing pitfalls and lose your fear of losing business. The time you spend on getting this right is the best investment you’ll make in your business. So, stop leaving money on the table, start taking control of your pricing and create a powerful new approach to pricing that will unlock higher profits and provide sustainable business growth.Trade Review"A must-read and accessible guide for any business concerned with delivering profitable growth." Nathan King, CEO, AddVantage Strategy"Relevant and practical! Packed with advice on why price matters and the importance of getting it right." David Pritchard, Managing Director, Sandler London East"Excellent! Makes a difficult subject simple and explains the true power of pricing." Roy Newey, Chairman, CEO and Author of Ready, Set, Grow – Make More Money and Keep It

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Book SynopsisRose Jia is an award-winning marketing and product leader based in the United States. She leads growth marketing at Amazon after previously working in marketing and product development at Twitch and American Express, as well as having worked as an investment banker at the start of her career at Citi. She has founded community-based platforms like RenaissanceMarketer.com, The Techseries Company, and Whiskey Me Up, been a keynote and guest speaker at major conferences like AdWeek and Marketing Offensive and appeared on podcasts including The CMO Whisperer, The CPG Guys, and Looking Outside.

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Book SynopsisUse 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.Table of ContentsForeword Neil Rackham ix Acknowledgments xiii Introduction xv Part I The Sales Hiring Formula 1 Chapter 1 Uncovering the Characteristics of a Successful Salesperson 3 Chapter 2 Five Traits Great Salespeople Have and How to Interview for Them 11 Coachability 12 Curiosity 16 Prior Success 19 Intelligence 20 Work Ethic 21 Chapter 3 Finding Top-Performing Salespeople 25 Build a Recruiting Agency within Your Company 26 Find Quality Passive Sales Candidates on LinkedIn 28 Find Quality Passive Sales Candidates through Your Team: The “Forced Referral” 33 Understand the Sales Talent Pool in Your Area 33 Chapter 4 The Ideal First Sales Hire 37 Part II The Sales Training Formula 45 Chapter 5 Setting up a Predictable Sales Training Program 47 Defining the Three Elements of the Sales Methodology: The Buyer Journey, Sales Process, and Qualifying Matrix 50 Create a Training Curriculum around the Sales Methodology 53 Adding Predictability to the Sales Training Formula 54 Constant Iteration on the Sales Process 57 Chapter 6 Manufacturing Helpful Salespeople Your Buyers Trust 59 Train Your Salespeople to Experience the Day-to-Day Job of Potential Customers 60 Enable Your Salespeople to Build Their Personal Brand with Potential Customers Using Social Media 62 Part III The Sales Management Formula 67 Chapter 7 Metrics-Driven Sales Coaching 69 Implementing a Coaching Culture throughout the Organization 71 Creating the Coaching Plan Together with the Salesperson 72 Examples of Metrics-Driven Skill Diagnosis and Coaching Plans 74 “Peeling Back the Onion” 79 Measure the Coaching Success 80 Chapter 8 Motivation through Sales Compensation Plans and Contests 83 Criteria to Evaluate a New Commission Plan 88 Involve the Sales Team in Compensation Plan Design 89 Promotion Tiers: Removing the Subjectivity from Promotions and Compensation Adjustments 90 Using Sales Contests to Motivate the Team 93 The Best Contest I Ever Ran 95 Chapter 9 Developing Sales Leaders—Advantages of a “Promote from Within” Culture 97 Prerequisites for Leadership Consideration 102 From the Classroom to the Real World 103 Common Potholes from New Sales Managers 104 Part IV The Demand Generation Formula 109 Chapter 10 Flip the Demand Generation Formula—Get Buyers to Find You 111 How Can Your Business Rank at the Top of Google? 113 This Does Not Happen Overnight 115 Create a Content Production Process 116 Complement Content Production with Social Media Participation 121 Long-Tail Theory 123 Chapter 11 Converting Inbound Interest into Revenue 127 Marketing’s Role in Converting Interest into Revenue 128 Sales’ Role in Converting Interest into Revenue 137 Chapter 12 Aligning Sales and Marketing—The SMarketing SLA 149 The Marketing Service Level Agreement (SLA) 151 The Sales Service Level Agreement (SLA) 154 Part V Technology and Experimentation 161 Chapter 13 Technology to Sell Better, Faster 163 Accelerate Lead Sourcing with Technology 165 Accelerate Sales Prospecting with Technology 167 Accelerate Lead Engagement with Technology 170 Automated Reporting with Technology 171 Chapter 14 Running Successful Sales Experiments 175 Generating Ideas for Experiments 176 Best Practices of Experiment Execution 178 Chapter 15 HubSpot’s Most Successful Sales Experiments 183 The HubSpot Value Added Reseller (VAR) Program 183 GPCT 186 Chapter 16 Conclusion: Where Do We Go from Here? 191 Index 195

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Book SynopsisRobert B Miller is co-founder of Miller-Williams Inc., which has developed patented research methods that provide accurate measurements of how customers think and behave. Their clients include blue-chip companies such as ARAMARK, Coors, General Motors, Rockwell Automation, Sabre and Sikorsky Aircraft. Miller is one of the original co-founders of Miller-Heiman.Stephen E Heiman is the former President, CEO and Chairman of Miller Heiman, and has worked in sales development for over 30 years, including as an IBM national account salesman, where he increased sales by over 35 per cent. Tad Tuleja is staff writer at Miller Heiman Inc, and has co-written five MHI books (published by Kogan Page) as well as many other books, including Beyond the Bottom Line, a study of business ethics. He also directed the School of Management writing programme at the University of Massachusetts at Amherst.Table of Contents Chapter - 00: If it ain’t broke: the ‘why’ behind the new Strategic Selling; Section - ONE: Strategic Selling; Chapter - 01: Successful selling in a world of constant change; Chapter - 02: Strategy and tactics defined; Chapter - 03: Your starting point: position; Chapter - 04: A glance at the strategy blueprint: the six key elements of Strategic Selling; Section - TWO: Building on bedrock: laying the foundation of strategic analysis; Chapter - 05: Key element 1: buying influences; Chapter - 06: Key element 2: red flags/leverage from strength; Chapter - 07: Buyer level of receptivity; Chapter - 08: Key element 3: the four response modes; Chapter - 09: The importance of winning; Chapter - 10: Key element 4: win-results; Section - THREE: Common problems, uncommon solutions; Chapter - 11: Getting to the economic buying influence: strategies and tactics; Chapter - 12: The coach: developing your prime information resource; Chapter - 13: What about the competition?; Section - FOUR: Strategy and territory: focusing on your Win-Win customers; Chapter - 14: Key element 5: ideal customer; Chapter - 15: Your ideal customer profile: demographics and psychographics; Section - FIVE: Strategy and territory: managing your selling time; Chapter - 16: Of time, territory and money; Chapter - 17: Key element 6: the sales funnel; Chapter - 18: Priorities and allocation: working the funnel; Section - SIX: From analysis to action; Chapter - 19: Your action plan; Chapter - 20: Strategy when you have no time; Chapter - 21: Strategic Selling: a lifetime approach

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Book SynopsisIf you want to be the best, you have to have the right skillset. From 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. Discover the main themes and key ideas, and bring it all together with practical exercises.This is your complete course in negotiation. ABOUT THE SERIESULTIMATE 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.

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Book SynopsisThis third edition of Contemporary Issues in Marketing and Consumer Behaviour has been revised and updated to reflect the fast-changing world we live in. The new state of the art chapter on digital marketing digs deeply into two new frontiers of marketing which have significant impact on contemporary social life: influencer marketing, and online gaming. Other new topics help us to understand how marketing can perpetuate local and global inequality through creating and sustaining hierarchies of knowledge and influencing norms of race, disability, gender and sexual orientation.Topics new to this edition include: Digital Markets and Marketing Hierarchies of Knowledge in Marketing Marketing Inequalities: Feminisms and intersectionalities The Ethics and Politics of Consumption New case studies include: Emerging Economy Brands The Fairtrade Brand Trade ReviewThis updated edition takes account of the significant changes that have impacted marketing and consumers in recent years. In covering a range of critical issues from ethics to inequalities, it prioritises perspectives that are not only relevant to marketing practice but also to society at large. It offers a very timely and thought-provoking resource that will be of use to anyone with an interest in marketing and consumer culture. I will definitely recommend this book to my students with the hope it will encourage and inspire them to rethink the role of marketing in society. -Kathy Hamilton, Professor of Marketing, Strathclyde Business School, UK Contemporary Issues in Marketing and Consumer Behaviour is a much-needed alternative to run-of-the-mill marketing textbooks that have failed to keep pace with global change. Acknowledging that marketers make markets, this text challenges students to understand how marketing impacts contemporary problems of climate change, social inequality, and digital surveillance. In the face of these and other wicked problems, marketers must develop new strategies through strong consumer insights. Through clear explanations of contemporary marketing theory, this text encourages students to understand the importance of these considerations, and to recognise their responsibilities as powerful intermediaries in meeting the challenges of 21st Century business practice. -Robin Canniford, Professor of Marketing, KEDGE Business School, France Table of ContentsChapter 1 Introduction: How Has Marketing Changed? Chapter 2 Building Brand Cultures Chapter 3 Digital Markets and Marketing Chapter 4 Ethical Debates in Marketing Management Chapter 5 The Ethics and Politics of Consumption Chapter 6 Marketing Inequalities: Feminisms and Intersectionalities Chapter 7 Psychoanalysis in Marketing Chapter 8 Hierarchies of Knowledge in Marketing Chapter 9 Marketing, Spaces and Places Chapter 10 The Globalised Marketplace

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a huge range and FREE tracked UK delivery on ALL orders.

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Book SynopsisTable of ContentsPreface The Power of Why xix CHAPTER ONE Preparing for the Cultural Evolution 1 What’s Your Business DNA? 1 Burn the Bridge of Mediocrity 2 Boardroom or Bored Room: Defining Corporate Culture 4 The Company Ecosystem 4 You’re Not Coaching Effectively 5 A 10-Year Coaching Study 7 Assessing Your Culture and the ROI of Coaching 8 34 Characteristics of a Coaching Culture 11 Preparing for Your Cultural Evolution 12 Preparing for Your Cultural Journey 14 Can’t Change Your Company’s Culture? Create a Subculture Instead 19 Stop Selling, Start Coaching 23 CHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27 Questions Are the Universal Language 29 A Universal Definition of Coaching 30 The Revised L.E.A.D.S. Model for Masterful Coaching 31 24 Types of Questions in the L.E.A.D.S. Coaching Framework 38 How to Coach in 10 Minutes or Less 45 Coaching Simplified: The Only Three Coaching Gaps You’ll Ever Uncover 47 CHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51 Directive Coaching Is Not a Thing 51 Using the L.E.A.D.S. Coaching Model 53 Ten-Minute Coaching Moments 53 The Cost of Not Coaching 57 Justifying Your Role as the Super Salesperson 58 Coaching versus Training: What’s the Difference? 61 CHAPTER FOUR How to Coach in 10 Minutes or Less 65 “Coaching Takes Too Long” 66 The Five Parts of the 60-Second Coaching Question 69 Ask for an Opinion, Not a Solution 71 Impromptu Situational Coaching—the ABCs of Leadership 72 Team Coaching or Team Meetings? 75 Your Meetings Suck: How Managers Facilitate Influential, Productive Meetings 76 Lead with Questions, Not Answers 78 Abandon Absolute Thinking and Embrace Dualities 82 CHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85 The Revised Coaching Prep Form 86 Capturing the Measurable Impact of Coaching 87 Are You Reviewing Results or Performance? 92 Enter the Coaching Action Plan 93 CHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97 The Hard Truth 97 Coach and Be Happy 98 Resign as Chief Problem Solver 99 Control Freak? A Case for Letting Go 102 Performance Coach or Chief Problem Solver? You Decide 103 An Eight-Minute Coaching Conversation 105 CHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113 What Is Enrollment? 114 Everyone Loves Confrontation 117 There’s No Such Thing as a Difficult Conversation 118 The Six Steps of Enrollment 120 Coaching versus Enrollment: The Difference and Synergy 123 How to Destroy Trust and Isolate Your Team 127 The Cost of Not Enrolling 129 Manage Expectations with Precision: A Different Kind of Conversation 131 CHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133 Prepare Your People for Change 134 A Subtle Distinction 150 CHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151 Conversation #1: Eliminating Departmental and Interpersonal Silos 151 Conversation #2: Inheriting an Existing Team 155 Conversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158 Conversation #4: The Revised 30-Day Turnaround Strategy for Underperformers 158 Conversation #5: The Evolution of the 30-Day Turnaround Strategy: The Success Acceleration Program 161 CHAPTER TEN Mindful Coaching: The Inner Game of Coaching Champions 163 Assumptions in Communication 164 Coach the Written Message 174 Coaching the Elusive Topic of Time Management and Personal Productivity 177 Coaching a Top Producer to Change Their Toxic Attitude and Behavior 180 Can You Coach Fear and Confidence? 184 CHAPTER ELEVEN Know Your Players: Transforming Talent Through Observation and Feedback 185 Three Ways to Uncover the Gap 186 Coach the Person, Not the Spreadsheet 188 Sharing an Observation versus Developing Someone: What’s the Difference? 197 CHAPTER TWELVE 15 Common Coaching Killers That Sabotage Coaching Success 201 Toxic Tactic #1: Nine Painfully Stupid, Disempowering Words to Stop Using 201 Toxic Tactic #2: Are You Coaching People or Closing Them? 203 Toxic Tactic #3: Coaching in Your Own Image 209 Toxic Tactic #4: Living Everywhere but Now 211 Toxic Tactic #5: Coaching Multiple Gaps at a Time 217 Toxic Tactic #6: Double-Dipping on Questions 219 Toxic Tactic #7: Coaching Is for Losers 220 Toxic Tactic #8: In Search of the Perfect Coaching Question 221 Toxic Tactic #9: Caring Too Much 222 Toxic Tactic #10: Is Everyone Truly Coachable? 222 Toxic Tactic #11: The Coachee Answers the Question—Not You! 223 Toxic Tactic #12: Getting Suckered by These Two Common Phrases 223 Toxic Tactic #13: Thinking You’re Super Coach 225 Toxic Tactic #14: Losing Patience in Coaching 226 A GPS for Your Patience 226 Toxic Tactic #15: Dishonoring the ABCs of Leadership 228 CHAPTER THIRTEEN Culture-Shift: Sustaining The Habit of Coaching 231 Six Strategies to Build and Maintain Your Coaching Culture 232 1. Peer-to-Peer Coaching 232 2. Cross-Team Coaching and Observation 234 3. Monthly Coaching Mindshare Sessions 234 4. Get Your Own Coach 235 5. Create Coaching Evangelists 235 6. Leverage Technology or Build Reciprocated Accountability 235 PART I YOUR JOURNEY BEGINS HERE 237 CHAPTER FOURTEEN The Final Transformation 239 16 Final Guidance Principles to Become a Coaching Prodigy 243 Appendix Seven Steps to Creating a Top Performing Coaching Culture 247 Become the Model of Exemplary Sales Leadership 251 Bring This Coaching Code into Your Company 251 Acknowledgments 253 About the Author 255 Index 257

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Book SynopsisTable of ContentsFORWARD ACKNOWLEDGEMENTS INTRODUCTION – Growth Is Good PART I: REVENUE OPERATIONS, A SYSTEM FOR GROWTH CHAPTER 1: A Bold Approach to Take Control of the Entire Revenue Cycle Introducing Revenue Operations, a New Way to Create Sustainable, Scalable Growth The Financial Link Between Firm Value and Growth The Challenges of Growth in the 21st Century: Customers, Disruptions and Fragmentation CHAPTER 2: The Value and Impact of Revenue Operations How Revenue Operations Creates Value Eight Ways Revenue Operations Creates Financial Value The Change Management Hurdle PART II: A MANAGEMENT SYSTEM TO ALIGN YOUR REVENUE TEAMS CHAPTER 3: The Six Pillars of the Management System Commercial Leadership that Unifies Marketing, Sales, and Service Consolidated Operations that Support All Growth-related Functions Commercial Architecture that Maximizes the Return on Selling Assets Commercial Insights Built upon Customer Engagement and Seller Activity Data Commercial Enablement Capabilities that Turn Your Technology into a “Force Multiplier” Best Practices for Managing Data, Technology, Content, and Intellectual Property Assets CHAPTER 4: Leadership That Aligns Sales, Marketing and Service Growth Levers across Executive Functions A New Generation of Growth Leader Emerges CHAPTER 5: Three Leadership Models: The Tsar, the Federation and the Chief of Staff The Tsar: Putting a “CXO” in Charge of Revenue Teams The Federation: An Alliance Among Leadership Functions The Chief of Staff: A Revenue Operations “Rock Star” CASE STUDY: Enhancing Value Across the Company at GHX PART III: AN OPERATING SYSTEM FOR CONECTING TECHNOLOGY, DATA, PROCESSES, AND TEAMS CHAPTER 6: Assemble the Nine Building Blocks of Revenue Operations What Does an Operating System for Business Look Like? The Building Blocks of the Revenue Operating System (ROS) The Team That Connects the Most Dots Wins CHAPTER 7: Connect Your Data, Technology and Channels to Acquire More Customers Building Block #1: Revenue Enablement: CRM, sales enablement, content and learning technologies that support selling Building Block #2: Channel Optimization: selling channels that engage customers in human interactions Building Block #3: Customer Facing Technology: the “owned” digital selling infrastructure that engage customers digitally CHAPTER 8: Blend Data into Insights that Inform Selling Actions, Conversations and Decisions in Real-Time Building Block #4: Revenue Intelligence: Manage and Measure Financial Value Building Block #5: Engagement Data Hub: Leverage Advanced Analytics to Connect Growth Assets to Value Building Block #6: Customer Intelligence: Use Customer Data to Inform Decisions, Actions and Conversations CHAPTER 9: Extract More Revenue and Margins from Your Teams and Resources Building Block #7: Talent Development: Attract, Develop and Retain Commercial Talent Building Block #8: Resource Optimization: Allocate People, Time and Effort Against Opportunities Building Block #9: Revenue Enhancement: Increase Revenue Yield with Packaging, Pricing and Personalized Offers CHAPTER 10: Tune the Operating System to Get Maximum Performance Digitize Planning Processes to Improve Agility in Deploying Your Resources Use Analytics to Make Better Predictions, Forecasts and Investment Decisions Adopt Advanced Modeling Techniques to Evaluate More Scenarios and to Build Consensus PART IV: HOW TO GET STARTED AND DRIVE IMPACT CHAPTER 11: Six Smart Actions to Deliver Growth Get Better Visibility into the Revenue Cycle Simplify The Selling Workflow Share Marketing Insights with Frontline Sellers Develop and Retain High Performing Selling Talent Make Selling Channels More Effective Streamline and Personalize the Selling Content Supply Chain CHAPTER 12: Big or Small: Tailor Revenue Operations to Work for Your Business How Revenue Operations Can Grow Revenues, Profits and Value in Your Business Actions Enterprise Leaders Should Be Prioritizing Achieving Hyper-growth for Small Companies CHAPTER 13: Activity to Impact: Make the Business Case for Your Growth System Prioritize the Actions that Will Generate Short- and Long-Term Value A Financially Valid Framework for Connecting Smart Actions to Firm Value: The Revenue Value Chain Use the Revenue Value Chain to Create Budgets, Earn Buy-In and Take Action APPENDIX: PRACTICAL TOOLS TO IMPLEMENT REVENUE OPERATIONS Glossary A Simple Way to Assess the Current Maturity of Your System of Growth Citations Index

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Book SynopsisBECOME A MASTER AT NEGOTIATION AND COMMUNICATIONNever go into an important conversation feeling unheard, unprepared, or uninformed again—apply the proven SISCO method for communication to become a master negotiator, trusted interviewer, and engaging conversationalist.   No matter the conversation, detecting honesty and persuading others to be honest are some of the most valuable skills you can learn. With these skills, you can master your daily conversations and interactions with others. The Strategic Interviewing Skills and Competencies (SISCO) Method will help you see the full picture, have all the facts, and make effective decisions.Former Navy interrogator, Lena Sisco, created this method during challenging investigative and information-gathering interviews. Her 5-step program focuses human-to-human interaction. When you can gain someone’s trust you can get truth in any scenario. She teaches readers how

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Book SynopsisThe essential guide to conversational selling the mindsets, knowledge and skills that every salesperson needs to master, and which every sales manager needs to be able to teach.

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Book SynopsisPaul Hague is founder of B2B International Ltd, a global market research company. Based in Manchester, UK, he is Fellow of the Market Research Society and the author of ten books, sharing 30 years of practical experience in market research and marketing. He is a visiting fellow at Manchester Metropolitan University and a guest lecturer at Manchester Business School. He is the author of Market Research in Practice and co-author of B2B Customer Experience, also published by Kogan Page.Trade Review"This exceptional handbook is a must-have for entrepreneurs and professionals. It provides detailed insights on each model including when to use it, how to use it, practical examples and key considerations. Having personally experienced the benefits of some of these models, I am thrilled to have this invaluable resource of additional tools at my disposal." * Helen Winter, Founder & Managing Director, Business Bullet and author of The Business Analysis Handbook *"An excellent guide from a trusted source, this book will fast-track knowledge for managers wishing to develop their strategy or indeed their strategic thinking." * Professor Stuart Roper, Associate Dean of Research Innovation and Knowledge Exchange, Huddersfield Business School *"Paul Hague has produced an excellent all-in-one handbook that covers a multitude of business models that are used every day by marketing professionals. The Business Models Handbook is a practical text that all marketing experts should read." * Jeroen Beukeboom, Financial Analysis Manager, Henkel Global Supply Chain B.V *Table of Contents Chapter - 01: Introduction – An overview of business and marketing models; Chapter - 02: 3C framework – Maximizing a company’s strength relative to the competition; Chapter - 03: The 4Ps – How to design your marketing mix; Chapter - 04: ADL matrix – Strengthening a product portfolio or strategic business units; Chapter - 05: AIDA – A business model for improving marketing communications; Chapter - 06: Ansoff matrix – How to grow your company; Chapter - 07: Balanced scorecard – Measures and targets for achieving a strategy or improving performance; Chapter - 08: Benchmarking – Setting targets for business and marketing KPIs; Chapter - 09: Blue ocean strategy – Kick-starting innovation and new product development; Chapter - 10: Boston Consulting Group (BCG) matrix – Planning a product portfolio or multiple strategic business units; Chapter - 11: Brand audit – Improving the strength of a brand; Chapter - 12: Bullseye for brand positioning – Finding the core values of a brand; Chapter - 13: Business model canvas – Looking at key building blocks to see where improvements can be made; Chapter - 14: Competitive advantage matrix – Working out requirements to obtain a competitive advantage; Chapter - 15: Competitive intelligence – Assessing market strengths and weaknesses; Chapter - 16: Conjoint analysis – Assessing optimum pricing and the value of component parts; Chapter - 17: Customer activity cycle – Determining opportunities to lock in customers and give them more value; Chapter - 18: Customer journey maps – Assessing the current performance of marketing and sales processes; Chapter - 19: Customer lifetime value – Estimating customer spend over their lifetime with the company; Chapter - 20: Customer value proposition – Creating a compelling purchase motive; Chapter - 21: Diffusion of innovation – Launching new products and services; Chapter - 22: Directional policy matrix – How to prioritize segments or new ideas; Chapter - 23: Disruptive innovation model – Identifying unique ways of beating the competition; Chapter - 24: Edward de Bono’s six thinking hats – Brainstorming problems and generating new ideas; Chapter - 25: EFQM excellence model – Improving an organization’s quality and performance; Chapter - 26: Four corners – Analysing competitor strategies; Chapter - 27: Gap analysis – Improving areas of weakness in a company; Chapter - 28: Greiner’s growth model – Recognition and transition through different phases of company growth; Chapter - 29: Importance-performance matrix – Improving the effectiveness of any business initiative; Chapter - 30: Kano model – Identifying purchase motivations; Chapter - 31: Kay’s distinctive capabilities – Adding value by identifying your distinctive capabilities; Chapter - 32: Kotler’s five product levels – Adding value to a product or service; Chapter - 33: Market sizing – Assessing the size and value of a served or potential market; Chapter - 34: Maslow’s hierarchy – Differentiating market positioning; Chapter - 35: McKinsey 7S – A company ‘health check’ audit tool; Chapter - 36: Mintzberg’s 5Ps for strategy – Devising a competitive strategy; Chapter - 37: MOSAIC – Setting objectives for current and potential opportunities and how to reach them; Chapter - 38: Net Promoter Score® – A tool for driving customer excellence; Chapter - 39: New product pricing (Gabor–Granger and van Westendorp) – Pricing new products; Chapter - 40: Personas – Improving the focus of marketing messages; Chapter - 41: PEST – Assessing four major macro factors that shape a company’s future; Chapter - 42: Porter’s five forces – Assessing five economic factors for competitive intensity; Chapter - 43: Porter’s generic strategies – Pinpointing the strongest competitive position; Chapter - 44: Price elasticity – Outlining opportunities for raising or lowering prices; Chapter - 45: Price quality strategy – Guiding a company’s pricing strategy; Chapter - 46: Product life cycle – Determining a long-term product strategy; Chapter - 47: Product service positioning matrix – Positioning products according to quality and service value; Chapter - 48: Segmentation – Using customer groups to gain competitive advantage; Chapter - 49: Service profit chain – Connecting employee satisfaction and performance with company profits; Chapter - 50: SERVQUAL – Aligning customer expectations and company performance; Chapter - 51: SIMALTO – Identifying the customer value placed on product or service improvements; Chapter - 52: Stage gate new product development – Planning the development and launch of new products and services; Chapter - 53: Strategy diamond – Entering new markets; Chapter - 54: SWOT analysis – Analysing growth opportunities at product, team or business level; Chapter - 55: System 1 and System 2 thinking – Identifying the emotional forces that drive decisions; Chapter - 56: Tipping point – How small changes to behaviour can result in big achievements; Chapter - 57: USP – Pinpointing the unique selling point of a product or service; Chapter - 58: Value chain – Identifying product or service value during the manufacturing process; Chapter - 59: Value equivalence line – Managing price and product benefits in a business strategy; Chapter - 60: Value net – How to benefit from competitor collaboration; Chapter - 61: Value-based marketing – Adding value to products and services to improve profitability; Chapter - 62: VMOST – Defining strategies and preparing a business plan; Chapter - 63: Weisbord’s six box model – Assessing the efficient functioning of an organization;

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Book SynopsisGreg 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. The 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! ATable of ContentsChapter 1: Marketing in Today’s Business Milieu Chapter 2: Marketing Foundations: Global, Ethical,Sustainable Chapter 3: Elements of Marketing Strategy, Planning, andCompetition Chapter 4: Market Research Essentials Chapter 5: CRM, Big Data, and Marketing Analytics Chapter 6: Understand Consumer and Business Markets Chapter 7: Segmentation, Target Marketing, and Positioning Chapter 8: Product Strategy and New Product Development Chapter 9: Build the Brand Chapter 10: Service as the Core Offering Chapter 11: Manage Pricing Decisions Chapter 12: Manage Marketing Channels, Logistics, and SupplyChain Chapter 13: Promotion Essentials: Digital and Social MediaMarketing Chapter 14: Promotion Essentials: Legacy Approaches andPersonal Selling

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Book SynopsisApplying the principles of marketing to nonprofit organisations and the fundraising sector is vital for the modern fundraiser who wants to increase profitability and diversify their fundraising efforts in this challenging industry. This comprehensive how-to guide provides a thorough grounding in the principles underpinning professional practices and critically examines the key issues in fundraising policy, planning and implementation. This new edition of Fundraising Management builds on the successful previous editions by including an integrated theoretical framework to help fundraisers develop a critical and reflective approach to their practice. Also new to this edition are how-tos on budgeting and making a strong and compelling case for investment, two vital core skills, as well as comprehensive coverage of digital fundraising and fundraising through social media. The new edition also accounts for recent changes in the fundraising environment, notably in the UK, the introduction of a new fundraising regulator and new thinking on professional ethics.Combining scholarly analysis with practical real-life examples, Fundraising Management has been endorsed by the Chartered Institute of Fundraising, and is mapped to the Certificate and Diploma in Fundraising, making it the definitive guide to best practice both in the UK and globally. This is a clear, problem-solving guide that no fundraising student or professional should be without.Trade Review "This book will help fundraisers become better practitioners by thinking differently. The blend of solid professional practice and academic rigour (including the latest research findings) are expertly woven together. That’s really what differentiates this book – it’s genuinely a fundraising textbook rather than a 'how-to' guide. The goal, shared by the Chartered Institute, is to help fundraisers apply rigorous critical thinking to their practice, to improve results and to improve the fundraising profession as a whole."Peter Lewis, Chief Executive of the Chartered Institute of Fundraising"Fundraising Management is updated and relevant for 2021. It remains a sound academic textbook, drawing on the latest research findings but it is also a really practical how-to guide. It draws on some of the most inspirational fundraising case studies of 2020 and pulls together some of that recent best practice and those theories that have stood the test of time. The structure and level of detail puts demands on the student to engage with the text and apply its theory to their donors, their stakeholders and their teams. In particular the new chapter on making the case for investment answers probably the most commonly asked question of fundraisers today. This edition sets a new standard of achieving fundraising greatness in a challenging environment and helps those studying to make the best decisions for their organisations. It is essential reading for the ambitious fundraising manager."Alan Clayton, Director of Philanthropy and Fundraising"Sargeant and George have achieved a really useful balance of fundraising practice and academic evidence. The chapter on legacy fundraising sets out practical tips on how to grow your legacy income as part of a long-term market opportunity and legacy marketing strategy. They make a compelling case for investment in fundraising activity and in the skills of fundraisers. This is a vital resource for fundraisers that want to improve their understanding of what motivates pledgers, donors and philanthropists to give. Recommended reading for all fundraisers seeking to improve their ability to assess current fundraising practice."Rob Cope, Director of Remember A CharityTable of Contents1. The History and Development of Fundraising Practice 2. Fundraising Planning: The Fundraising Audit 3. Marketing Research for Fundraising 4. Understanding Giving 5. Strategic Planning: The Fundraising Plan 6.Fundraising Reporting 7.Donor Recruitment 8. Making the Case for Investment 9. Donor Development 10. Major Giving Fundraising 11. Legacies and In-Memoriam Giving 12. Community Fundraising 13. Corporate Fundraising 14. Trust and Foundation Fundraising 15. Digital Fundraising 16. Fundraising in Social Media 17. Managing Fundraising Teams 18. Leading Fundraising Teams 19. Legal and Ethical Aspects of Fundraising Management

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Book SynopsisThis 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.Table of ContentsChapter 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 & Your Career. Chapter 20: Six Steps to Success. Chapter 21: Playing the Positioning Game.

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Book SynopsisGET OUT THERE, GIVE IT 110% AND ABSOLUTELY SMASH IT!Tom Skinner is a grafter. Born and bred in Romford, he?s spent a lifetime on market stalls and has always had an eye for opportunity. He?s sold everything from laughing monkeys to luxury mattresses! Like a magician, Tom can make something out of nothing, although he?s seen it all disappear just as quickly, too.Graft is a window into the world of a professional wheeler-dealer who knows exactly what it takes to stay afloat and keep your chin up when the going gets tough.Inside, Tom shares his story and the hilarious escapades he?s found himself involved in while trying to make a quick buck. He also reveals how you, too, can make your own luck using the simple mantras he abides by and how to bounce back off the ropes when it feels like you?re down and out.From fuelling yourself with a big breakfast (preferably down Dino?s Cafe) to the importance of making mistakes, Tom offers an entertaining, motivational read for anyone who wants to do bigger and better things ? or just wants a good laugh.This is how to smash life the Skinner way. BOSH!Trade Review‘The boshfather strikes again. A funny man and a funny book. I give it 5 boshes out of 5. Bosh’ Rob Beckett ‘This book could ruin my life, I've known this pest for too long’ Rylan ‘What a great addition to the literary canon. Tom Skinner is like the cockney Oscar Wilde.’ Jack Whitehall

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