Sales and marketing Books

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Book SynopsisTHE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLDMatthew Dixon and Brent Adamson share the secret to sales success: don''t just build relationships with customers. Challenge them!What''s the secret to sales success?If you''re like most business leaders, you''d say it''s fundamentally about relationships - and you''d be wrong. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.Their conclusion? The best salespeople don''t just build relationships with customers. They challenge them.Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.______________''If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!'' Amazon Reader Review''Read it, think about it, implement it. You, and your organization, will be glad you did'' Professor Neil Rackham, author of SPIN SellingTrade ReviewRead it, think about it, implement it. You, and your organization, will be glad you did * Professor Neil Rackham, author of SPIN Selling *"The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery * Dan James, former chief sales officer, DuPont *'This is a must-read book for every sales professional. The authors' groundbreak­ing research explains how the rules for selling have changed-and what to do about it. If you don't want to be left behind, don't miss this innovative book that provides the new formula for selling success * Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing *'Groundbreaking, timely, and disciplined research presented in a way that is both intuitive and completely actionable. It has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training and deployment * Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services *'The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering and yourself in the mind of the customer' * Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals *'There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales orga­nization, The Challenger Sale is a must-read' * Tom Meek, vice president, sales, Henkel Adhesives Technologies *The most important advance in selling for many years. -- Neil Rackham, author of SPIN Selling

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Book Synopsis''Excerpts from Experts - Marketing'' is a compendium of insight, advice and anecdotes from more than 200 of the leading names in marketing. These wonderful people have generously contributed their time and wisdom to raise money in aid of NHS Charities Together. Whether you''re an aspiring graduate, experienced professional, marketing guru, or just vaguely interested in the magical world of brands and marketing, this book is a must read.

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Book SynopsisRory Sutherland is the Vice Chairman of Ogilvy UK and the founder of the behavioural science practice. He writes the Spectator's Wiki Man' column, presents series for BBC Radio 4, serves on the advisory board of The Evolution Institute, and is former President of the IPA (Institute of Practitioners in Advertising). The IDM (Institute of Direct and Digital Marketing) awarded Sutherland an Honorary Life Fellowship. His TED talks have over 6.5 million views. He authored a collection of blog posts, interviews, tweets and reference materials, The Wiki-Man, in 2011, and his first book Alchemy was published in 2019.Trade ReviewThis is a breakthrough book: Mother Reality makes sense in her own way. She yields her secrets to practitioners, almost never to academics - something psychologists, economists and non-skin in the game people, no matter what they say, are functionally unable to grasp. And the book is funny as hell: I smiled and laughed at every paragraph. Furthermore, this is the first such treatise written by someone who had true contact with reality via something called a P/L.And this is wonderfully applicable to about everything in life, from how to announce airplane delays to how to handle unsold opera tickets.Buy two copies of this book in case one is stolen. * Nassim Nicholas Taleb, scholar and former trader; author of the Incerto. *Revelatory and entertaining * The Sunday Times *Reading Alchemy was, as its title promised, the process of turning paper and print into gold. Veins of wisdom regarding human functioning emerge regularly and brilliantly from the pages. Don't miss this book. * Robert Cialdini, bestselling author of Influence, Yes!, The Small BIG and Pre-suasion *Deeply original * Robert Trivers, evolutionary biologist and author of Deceit and Self-Deception *Sutherland’s book touches on many facets of life, but all come down to the importance of “psycho-logic”, or non-rational factors, in how we make decisions and how problems can be solved * CAMPAIGN magazine *

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Book SynopsisNew York Times best-selling author Donald Miller uses the seven universal elements of powerful stories to teach listeners how to dramatically improve how they connect with customers and grow their businesses.

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Book SynopsisTrade Review“Robert Cialdini has done the impossible: he has improved a masterpiece. The new version of Influence is a marvelously rich and engaging account of the subtle power that people exert on each other.” — Daniel Kahneman, Nobel Prize laureate and author of Thinking, Fast and Slow and Noise “If there is only one book you’ll ever read, if there is only one expert whose advice you’ll trust, it should be this book and this author, Robert Cialdini.” — Angela Duckworth, author of Grit and founder and CEO of Character Lab “This is the most important book ever written about the science of persuasion, and it just keeps getting better. I can’t imagine a more fascinating, more practical read.” — Adam Grant, New York Times bestselling author of Think Again and Originals and host of the TED podcast WorkLife "Anyone who wants their abilities in communication or negotiation to be at their highest level has to read Robert Cialdini's book Influence. Your knowledge base is simply incomplete without it." — Chris Voss, author of the Wall Street Journal bestseller Never Split the Difference “Influence is now even more practical and powerful. The new principle of unity alone is a game changer. Bravo!” — BJ Fogg, Ph.D., founder of Stanford’s Behavior Design Lab “The clouds have parted for everyone who wants to dent the universe. A new edition of what is already indispensable just got more so.” — Guy Kawasaki, chief evangelist of Canva and creator of the Remarkable People podcast "In this update of his classic book, the world's most practical social psychologist shares his wisdom and reveals his charm. There's dynamite here. Please use what you learn with care!" — Richard Thaler, Nobel Prize laureate and author of Nudge and Misbehaving “If you could read just one book on how to be more effective in business and life, I’d pick Influence. It’s a tour de force that Cialdini has somehow made more marvelous.” — Katy Milkman, professor at the Wharton School, host of the Choiceology podcast, and author of How to Change “A phenomenal book! Whether you seek to boost sales, strike a better deal, or improve your relationships, Influence offers scienti?cally tested principles that can change your life.” — Daniel L. Shapiro, Ph.D., founder and director of the Harvard International Negotiation Program and author of Negotiating the Nonnegotiable “Influence richly deserves its status as the de?nitive book on the subject. I learned so much from this revised edition, and so will you.” — Tim Harford, author of The Data Detective (US)/How to Make the World Add Up (UK) “Prepare to be dazzled. Bob Cialdini is the godfather of in?uence, and the original version of this book is already a classic. Whether you’re trying to in?uence or understand how others in?uence you, this book will show you how.” — Jonah Berger, professor at the Wharton School and author of Contagious and The Catalyst “A remarkable effort and achievement. Influence remains the brilliantly written treatise on fundamental principles of human behavior, with the addition of a timely new principle.” — Jeffrey Pfeffer, Thomas D. Dee II Professor of Organizational Behavior at the Stanford Graduate School of Business and author of Power: Why Some People Have It—and Others Don’t “Influence is a modern business classic that has profoundly shaped the ?elds of marketing and psychology. Robert Cialdini’s new edition makes a brilliant book even better, with robust new insights and examples.” — Dorie Clark, author of Reinventing You and executive education faculty, Duke University Fuqua School of Business “The new Influence is nothing short of a masterpiece. The writing is both timeless and worth reading immediately.” — Joe Polish, founder of Genius Network “Influence is a must-read for anyone who wants to understand the decision-making process. It is simply essential reading in the canon of psychology and behavioral ?nance.” — Barry Ritholtz, chairman and chief investment of?cer of Ritholtz Wealth Management “Cialdini has made a classic even better. This updated edition of Influence af?rms its place as one of the most important books on business and behavior of the last ?fty years. The new additions are terri?c.” — Daniel H. Pink, author of When, Drive, and To Sell Is Human "Influence is the only book I’ve assigned to my organizational behavior students at Stanford for the last twenty-?ve years. Students love it, and, years later, rave about how helpful it is has been throughout their careers. The new version is even more useful and nuanced— and even more fun to read." — Robert I. Sutton, professor at the Stanford Graduate School of Business and author of seven books, including New York Times bestsellers The No Asshole Rule and Good Boss, Bad Boss “Like every psychologist I know (and like many thousands of others who are curious about how the world works), I got my start learning about persuasion with Bob Cialdini’s Influence. This revised edition builds so meaningfully on the worn ?rst edition sitting next to my desk—Influence will continue to clarify and inspire the art and science of persuasion for years to come.” — Betsy Levy Paluck, professor of psychology and public affairs, deputy director of the Kahneman-Treisman Center for Behavioral Science and Public Policy, Princeton University "Robert Cialdini is a pioneer in translating complex scientific work into a fun and digestible form that the rest of us can understand and benefit from. In this updated version of Influence, Cialdini updates what was already a powerhouse book with the latest, cutting edge research and new narratives to masterfully draw the reader in. Influence was always a must read and, now, it is even more so." — Annie Duke, author of Thinking in Bets and How to Decide

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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 SynopsisTHE INTERNATIONAL BESTSELLER WITH OVER 500,000 COPIES SOLD WORLDWIDE.IN HOOKED', NIR EYAL REVEALS HOW SUCCESSFUL COMPANIES CREATE PRODUCTS PEOPLE CAN''T PUT DOWN.Hooked changed my life. It''s essential reading for anyone who wants to better understand their actions and habits.'' Steven Bartlett, investor, BBC Dragon and host of The Diary of a CEO podcast*****Why do some products capture our attention while others flop? What makes us engage with certain things out of sheer habit? Is there an underlying pattern to how technologies hook us?Nir Eyal answers these questions (and many more) with the Hook Model a four-step process that, when embedded into products, subtly encourages customer behaviour. Through consecutive hook cycles, these products bring people back again and again.Eyal provides readers with practical insights to create user habits that stick; actionablTrade ReviewA must-read for everyone who cares about driving customer engagement -- Eric Ries, author of The Lean StartupThe most high bandwidth, high octane, and valuable presentation I have ever seen on this subject -- Rory Sutherland, Vice Chairman, Ogilvy & MatherThe book everyone in Silicon Valley is talking about -- Boris Veldhuijzen van Zanten, founder of The Next WebHooked gives you the blueprint for the next generation of products. Read Hooked or the company that replaces you will -- Matt Mullenweg, Founder of WordpressYou'll read this. Then you'll hope your competition isn't reading this. It's that good. -- Stephen P. Anderson, Author of 'Seductive Interaction Design'Nir's work is an essential crib sheet for any startup looking to understand user psychology. -- Dave McClure, Founder 500 StartupsWhen it comes to driving engagement and building habits, Hooked is an excellent guide into the mind of the user. -- Andrew Chen, Technology Writer and InvestorI've learned a great deal from Nir, and you will too. He'll help you design habits to benefit your users, and your company. -- Dr Stephen Wendel, author of 'Designing for Behaviour Change'If you're serious about designing seductive products that sell, Hooked is the only psychological toolkit you'll need -- Nathalie Nahai, Web Psychologist and best-selling author of Webs Of Influence: The Psychology Of Online Persuasion (Pearson)Draws on behavioural economics and neuroscience to examine why some products, games and television shows become habits, while others sink. This is useful knowledge for entrepreneurs, marketers and designers ... crucial to generating followers, viewers, consumers and revenues. It is also of wider significance * Financial Times Business Education *Gives an overview of one of the most interesting battles in modern business: the intense competition to create new digital products that monopolise people's attention -- Schumpeter * The Economist *Principles derived from behavioral science play an increasing role in software design ... Among the most influential is Nir Eyal, an entrepreneur turned user-­experience guru who has become Silicon Valley's most visible advocate of habit-forming technology * MIT Technology Review *A must read for anyone looking to start a company or develop a product. It provides four actionable steps to attract users and to ensure that they continue to come back. -- Firas Kittaneh * Entrepreneur *

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Book SynopsisAs industries turn increasingly hostile, it is clear that strong brand-building skills are needed to survive and prosper. In David Aaker's pathbreaking book, MANAGING BRAND EQUITY, managers discovered the value of a brand as a strategic asset and a company's primary source of competitive advantage. Now, in this compelling new work, Aaker uses real brand-building cases from Saturn, General Electric, Kodak, Healthy Choice, McDonald's, and others to demonstrate how strong brands have been created and managed. A common pitfall of brand strategists is to focus on brand attributes. Aaker shows how to break out of the box by considering emotional and self-expressive benefits and by introducing the brand-as-person, brand-as-organisation, and brand-as-symbol perspectives. A second pitfall is to ignore the fact that individual brands are part of a larger system consisting of many intertwined and overlapping brands and subbrands. Aaker shows how to manage the "brand system" to achieve clarity and synergy, to adapt to a changing environment, and to leverage brand assets into new markets and products. As executives in a wide range of industries seek to prevent their products and services from becoming commodities, they are recommitting themselves to brands as a foundation of business strategy. This new work will be essential reading for the battle-ready.

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Book SynopsisMaster the art of what to say in your funnels to convert your online visitors into lifelong customers in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels.Your business is a calling. You’ve been called to serve a group of people with the products, services, and offers that you’ve created. The impact that the right message can have on someone at the right time in their life is immeasurable. Your message could help to save marriages, repair families, change someone’s health, grow a company, or more. . . .But only if you know how to get it into the hands of the people whose lives you have been called to change.By positioning yourself as an expert and telling your story in a way that gets people to move, you will be able to guide people through your value ladder, offer solutions to their problems, and give them the results they are looking for. This is how you change the lives of your customers, and this is how you grow your company.In this updated edition of Expert Secrets, Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, gives you the step-by-step strategies you need to turn your expertise into a carefully crafted sales message that will attract your dream customers.Don’t hide inside your business. Implement these story selling techniques now so you can find your voice and gain the confidence to become a leader, build a movement of people whose lives you can change, and make this calling a career.

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Book SynopsisMaster the science of funnel building to grow your company online with sales funnels in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels.DotCom Secrets is not just another "how-to" book on internet marketing.This book is not about getting more traffic to your website--yet the secrets you'll learn will help you to get exponentially more traffic than ever before.This book is not about increasing your conversions--yet these secrets will increase your conversions more than any headline tweak or split test you could ever hope to make.Low traffic or low conversion rates are symptoms of a much greater problem that's a little harder to see (that's the bad news), but a lot easier to fix (that's the good news).What most businesses really have is a "funnel" problem. Your funnel is the online process that you take your potential customers through to turn them into actual customers. Everyone has a funnel (even if they don't realize it), and yours is either bringing more customers to you, or repelling them.In this updated edition, Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, reveals his greatest secrets to generating leads and selling products and services after running tens of thousands of his own split tests.Stop repelling potential customers. Implement these processes, funnels, frameworks, and scripts now so you can fix your funnel, turn it into the most profitable member of your team, and grow your company online.

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

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

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Book SynopsisMaster the evergreen traffic strategies to fill your website and funnels with your dream customers in this timeless book from the $100M entrepreneur and co-founder of the software company ClickFunnels.The biggest problem that most entrepreneurs have isn't creating an amazing product or service; it's getting their future customers to discover that they even exist. Every year, tens of thousands of businesses start and fail because the entrepreneurs don't understand this one essential skill: the art and science of getting tra­ffic (or people) to find you.And that is a tragedy.Traffic Secrets was written to help you get your message out to the world about your products and services. I strongly believe that entrepreneurs are the only people on earth who can actually change the world. It won't happen in government, and I don't think it will happen in schools.It'll happen because of entrepreneurs like you, who are crazy enough to build products and services that will actually change the world. It'll happen because we are crazy enough to risk everything to try and make that dream become a reality.To all the entrepreneurs who fail in their first year of business, what a tragedy it is when the one thing they risked everything for never fully gets to see the light of day.Waiting for people to come to you is not a strategy.Understanding exactly WHO your dream customer is, discovering where they're congregating, and throwing out the hooks that will grab their attention to pull them into your funnels (where you can tell them a story and make them an offer) is the strategy. That's the big secret.Traffic is just people. This book will help you find YOUR people, so you can focus on changing their world with the products and services that you sell.

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Book SynopsisExplore all aspects of digital marketing with this accessible guide which blends theory, research, practice and application and includes a wide range of international case studies.

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Book SynopsisAllan Pease reveals groundbreaking techniques in Network Marketing to help you achieve unprecedented success. Learn simple skills and strategies to elevate your networking business and income. This book transforms your approach to negotiation and persuasion, offering valuable insights for all readers.

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Book SynopsisGrowth is now the first thing that investors look for in assessing and valuing companies. HACKING GROWTH is a method for growth that involves cross-functional teams and continuous testing and iteration. It focuses on customers - how to attain them, retain them, engage them, and monetize them - rather than product. This book deals with this topic.Trade ReviewIn an increasingly erratic business landscape, where new competition can emerge overnight, customers’ loyalties can shift unexpectedly, and markets are constantly being disrupted, finding growth solutions fast is crucial for survival. Hacking Growth provides a compelling answer to this urgent need for speed, offering companies a methodology for finding and optimizing new strategies to increase their market share and quickly. -- Eric Ries, bestselling author of THE LEAN STARTUPIt used to be that designers and engineers were responsible for developing new products, data teams were responsible for number-crunching reports, and marketers were responsible for acquiring and monetizing as many customers as possible. But today’s companies can’t afford to be slowed down by organizational silos. Here, growth hacking pioneers Ellis and Brown show how to break down those traditional barriers and marry powerful data analysis, technical know-how, and marketing savvy to quickly devise and test ways to fuel breakout growth. * Nir Eyal, bestselling author of HOOKED *Ellis and Brown have accomplished what we’ve been talking about for twelve years, which is to compile and organize an accurate view into the inner workings of an emerging discipline. Their wisdom plus the anecdotes and stories have rarely been discussed outside a small circle of people, and they give real insight into how digital-growth hacking is done at the highest levels. As all companies become digital, this is a must-read for anyone in business. * James Currier, managing partner, NFX Guild *There is nothing more important for any business than attracting users and customers to your products. The tools to do this in today’s online-driven world are very different from the past. Hacking Growth will teach you how to think like a marketer of tomorrow. You will learn to do deep data analysis, and how to think about developing features into your products that drive growth directly. * Josh Elman, partner, Greylock Partners *Marketers realize that marketing as we’ve known it will be replaced by growth hacking. So what is it, how do you do it, and why do you need to? Morgan Brown and Sean Ellis help you ask and answer those questions in this brilliant book, made for those new to the art and science on how to hack growth. * Geoffrey Colon, Communications Designer at Microsoft and Author of Disruptive Marketing *

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Book SynopsisJoe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as ''the world''s greatest salesman'' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.Trade Review"Joe Girard is the number-one positive thinker, and can help you. I know, for he helped me." -- Dr. Norman Vincent Peale, author of The Power of Positive Thinking"Joe Girard is the Michelangelo and Tiger Woods of sales." -- Harry Beckwith, author of Selling the Invisible"The world's greatest salesperson offers the world's greatest selling techniques." -- Chip R. Bell, coauthor of Beep! Beep! Competing in the Age of the Road Runner"World's Greatest Salesman" -- The Guinness Book Of World Records

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Book SynopsisWhen it comes to persuasion, success can begin before you say a word.‘An instant classic.’ Forbes‘Utterly fascinating.’ Adam Grant, author of Originals and Give and Take‘Shockingly insightful.’ Chip Heath, co-author of Switch and Made to Stick NEW YORK TIMES BESTSELLERIn his global bestseller Influence, Professor Robert Cialdini transformed the way we think about the craft of persuasion. Now he offers revelatory new insights into the art of winning people over: it isn’t just what we say or how we say it that counts, but also what goes on in the moments before we speak.This is the world of ‘pre-suasion’, where subtle turns of phrase, seemingly insignificant visual cues, and apparently unimportant details of location can prime people to say ‘yes’ even before they are asked. And as Cialdini reveals, it’s a world you can master. If you understand the tools of pre-suasion, you will better placed to win a debate, get support for an idea or cause, promote a campaign – even persuade yourself to do something you find difficult.Drawing on the latest research, and packed with fascinating case studies, Pre-Suasion is a masterclass in enhancing your powers of influence.‘Mind-blowing.’ Management Today‘Accessible and intellectually rigorous.’ Books of the Year, The Times‘Fascinating, fluent and original.’ Tim Harford, author of The Undercover Economist Strikes BackTrade ReviewAn essential tool for anyone serious about science based business strategies. Pre-Suasion is well worth the long wait, and is destined to be an instant classic. The book belongs on the shelf of anyone in business, from the CEO to the newest salesperson. * Forbes *A fascinating, fluent and original book from one of the giants of behavioural science. -- Tim Harford, author of The Undercover Economist Strikes BackIt's a book that is guaranteed to be a bestseller among marketeers, but it should also be a must-read for any professional or consumer – in other words, all of us. -- David Halpern, CEO, the Behavioural Insights Team, author of Inside the Nudge UnitCialdini is no foubt the godfather of persuasion, and I wouldn't be surprised if Pre-Suasion causes another revolution in the influence arena … it is mind-blowing * Management Today *The great social psychologist Robert Cialdini has written another timeless and indispensable book about the psychology of influence. I'll be recommending it for years and years. -- Amy Cuddy, author of PresenceAn utterly fascinating read on how the most important drivers of persuasion aren't the words we choose in the moment, but how we set the stage beforehand. Robert Cialdini is the world's foremost expert on influence, and you will never look at it the same way again. -- Adam Grant, author of Originals and Give and TakeCialdini collates an impressive array of studies suitable for academic and general readers. -- Books of the Year * Times Higher Education *No social psychologist's research has been used more often or successfully than that of Robert Cialdini, who literally "wrote the book" on influence. Now, he's done it again, showing us the power of the moment before an attempt to persuade. This is classic Cialdini - authoritative, original, and immediately practical. -- Richard H. Thaler, co-author of Nudge and author of MisbehavingRobert Cialdini's Influence is, by a wide margin, the book that I recommend most often. Pre-Suasion may be even more shockingly insightful. -- Chip Heath, co-author of Switch and Made to StickBoth accessible and intellectually rigorous -- Books of the Year * The Times *No stone is left unturned … Cialdini builds a convincing and lushly written case * People Management *His trove of findings and case studies covers how our focal points determine who we see as influential * Nature *[Cialdini] argues that the content of an advertisement or selling strategy is less important than the context. You can try to improve your core pitch as much as you like, but if you haven’t paid attention to background circumstances (such as the film people were watching at the time), you won’t get anywhere. -- Matthew Syed * The Times *Cialdini, author of the best-selling Influence, returns with a book that points out how setting the scene for your audience — “pre-suading” them — is as important as the message itself. -- Best Books of 2016 * Financial Times *Cialdini's classic work, Influence, added some real science to the art of sales and marketing. In this sequel, he extends his original work and reveals how the human mind works in buying situations. Essential stuff. -- Best Sales and Marketing Book of the Year * Inc. *Builds on [Cialdini's] pioneering text Influence, which was released in 1984 and sold three million copies worldwide . . . Introduces the idea of timing to the ideas of Influence and pushes them into the digital age. * Independent *Pre-Suasion is packed with new research, tactics and insights . . . An instant classic. * Entrepreneur *Exhaustively reviews the research not on how to influence others but on how to make people ready to be influenced . . . Compelling. * Wall Street Journal *Robert Cialdini is perhaps the foremost expert on effective persuasion . . . The book provides a vast catalogue of research and techniques, many of them marketing related. * Harvard Business Review *[Both a] work of cutting-edge scholarship and an insightful guide to the strange working of the human mind, Pre-Suasion packs a good punch for business leaders who want to understand their customers. * Belfast Book Review *Table of Contents i: Acknowledgments ii: Author's Note Part 1: PRE-SUASION: THE FRONTLOADING OF ATTENTION 1: PRE-SUASION: An Introduction 2: Privileged Moments 3: The Importance of Attention . . . Is Importance 4: What's Focal Is Casual 5: Commanders of Attention 1: The Attractors 6: Commanders of Attention 2: The Magnetizers Part 2: PROCESSES: THE ROLE OF ASSOCIATION 7: The Primacy of Associations: I Link, Therefore I Think 8: Persuasive Georgraphies: All The Right Places, All the Right Traces 9: The Mechanics of Pre-Suasion: Causes, Constraints, and Correctives Part 3: BEST PRACTICES: THE OPTIMIZATION OF PRE-SUASION 10: Six Main Roads to Change: Broad Boulevards as Smart Shortcuts 11: Unity 1: Being Together 12: Unity 2: Acting Together 13: Ethical Use: A Pre-Pre-Suasive Consideration 14: Post-Suasion: Aftereffects iii: References iv: Notes v: Index

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Book SynopsisThis volume offers a critical, cross-disciplinary, and international overview of emerging scholarship addressing the dynamic relationship between race and markets. Chapters are engaging and accessible, with timely and thought-provoking insights that different audiences can engage with and learn from. Each chapter provides a unique journey into a specific marketplace setting and its sociopolitical particularities including, among others, corner stores in the United States, whitening cream in Nigeria and India, video blogs in Great Britain, and hospitals in France. By providing a cohesive collection of cutting-edge work, Race in the Marketplace contributes to the creation of a robust stream of research that directly informs critical scholarship, business practices, activism, and public policy in promoting racial equity.Table of ContentsTable of Content Chapter 1: Introduction Co-Editors Section 1 - Space and Time Chapter 2: Making the mass white: how racial segregation shaped consumer segmentation Marcel Rosa-Salas Chapter 3: Race, markets, and digital technologies: historical and conceptual frameworks W. Trevor Jamerson Chapter 4: (Re)visiting the corner store: black youth, gentrification, and food sovereignty Naya Jones Chapter 5: Beyond whiteness: perspectives on the rise of the pan-asian beauty ideal. Jeaney Yip et al. Section 2– Racialization and Intersectionality Chapter 6: Shopping while veiled: an exploration of the experiences of veiled muslim consumers in france Ranam Alkayyli Chapter 7: Constructing and critiquing interracial couples on youtube Francesca Sobande Chapter 8: Marketing marriage and colorism in india Komal Dhillon-Jamerson Chapter 9: ‘Dirty braids’: how hair is disrupting dominant racial narratives in puerto rico post-hurricane maria Jess Vega-Centeno Section 3 – Voices and Modes of Understanding Chapter 10: Are black consumers a bellwether for the nation?: how research on blacks can foreground our understanding of race in the marketplace Cassi Pittman Claytor Chapter 11: A loan at last? Race and racism in mortgage lending Vanessa Gail Perry Chapter 12: Crowd-based markets: technical progress, civil and social regression Lauren Rhue Section 4 – Neoliberalism, Markets and Marketization Chapter 13: Cultural justice and collecting: challenging the underrecognition of african american artists Patricia A. Banks Chapter 14: The new economics of colorism in the skin whitening industry: case of india and nigeria Ramya M. Vijaya Chapter 15: Race as a currency? Profitability and racialization in french healthcare institutions Dorothée Prud’homme Chapter 16: Development by markets: an essay on the continuities of colonial development and racism in africa Samuel Kwaku Bonsu Chapter 17: Afterword Rokhaya Diallo (Journalist – France)

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Book SynopsisA lively and practical guide to selling anything''Ryan is not only charming and hilarious, he could sell milk to a cow. This book is going to be very helpful and humorous to a lot of people looking to up their business game'' Andy Cohen, host of Watch What Happens Live... and New York Times bestselling author of SuperficialRyan Serhant was a shy, jobless hand model when he entered the real estate business in September 2008. Just nine years later, he has emerged as one of the top salespeople in the world and a co-star on Bravo''s hit series Million Dollar Listing New York, as well as the star of Sell It Like Serhant. He has become an authority on the art of selling. Whether you are selling a property or a hot tub, golf balls or life insurance, Serhant shares the secrets behind how to close more deals than anyone else, expand your business, and keep clients coming back to you for more.Sell It Like Serhant is the

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Book SynopsisMarty Neumeier's professional mission is to incite business revolution by unleashing the power of design thinking. He does this by writing books, conducting workshops, and speaking internationally about the power of brand, innovation, and design. His bestselling whiteboard books include THE BRAND GAP, ZAG, and THE DESIGNFUL COMPANY. His video, MARTY NEUMEIER'S INNOVATION WORKSHOP, combines highlights from all three books into a hands-on learning experience. Marty serves as Director of Transformation at Liquid Agency, and divides his writing time between California and southwest France.Trade Review“The surprise book of the year!” — JOHN MOORE, EDITOR AT FAST COMPANY “The first book on brand that seems fresh and relevant.” — RIC GREFE, EXECUTIVE DIRECTOR OF AIGA, THE PROFESSIONAL ASSOCIATION FOR DESIGN “A pleasure to read. THE BRAND GAP consistently provides deep, practical advice in a light, visual way. Learn about the power of imagery and the role of research in building a heavy-duty brand—without the heavy-duty reading.” — DAVID A. AAKER, AUTHOR OF BRAND PORTFOLIO STRATEGY AND BUILDING STRONG BRANDS “Finally, a book that cuts to the heart of what brand is all about—connecting the rational and the emotional, the theoretical and the practical, the logical and the magical to create a sustainable competitive advantage.” — SUSAN ROCKRISE, WORLDWIDE CREATIVE DIRECTOR, INTEL “A well-managed brand is the lifeblood of any successful company. Read this book before your competitors do!” — TOM KELLEY, GENERAL MANAGER, IDEO, AND CO-AUTHOR OF THE ART OF INNOVATION “In THE BRAND GAP, Neumeier reminds us that the ultimate moment of truth for all brands is the customer experience. Customer perceptions trump our own perceptions.” — KURT KUEHN, SENIOR VP OF WORLDWIDE MARKETING AND SALES, UPS “This is not just another book on brand. This is the ONLY book you’ll need to read in business, engineering, and design school.” — CLEMENT MOK, design entrepreneur “Must-reading for anyone who wants to understand how their business strategy will succeed or fail when put to the ultimate test: ‘Do customers perceive a difference that’s desirable?’” — STEVE HARRINGTON, DIRECTOR OF STRATEGY AND OPERATIONS, HEWLETT-PACKARD “The book slices like a hot knife through all the turgid, pseudo-academic nonsense that surrounds branding. It’s now on the course list for my graduate students, and new members of my team at Ogilvy get a copy with their training materials.” — BRIAN COLLINS, EXECUTIVE CREATIVE DIRECTOR, OGILVY Table of Contents Introduction Discipline 1: Differentiate Discipline 2: Collaborate Discipline 3: Innovate Discipline 4: Validate Discipline 5: Cultivate Take Home Lessons Brand Glossary Acknowledgments Recommended Reading

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Book SynopsisKatherine Melchior Ray lectures on international marketing and leadership at UC Berkeley Hass School of Business, CA. She has over twenty-five-years experience building the world's best consumer brands at companies including Nike, Nordstrom, Louis Vuitton, Gucci, Hyatt, Shiseido and Babbel across the world including in the USA, Japan and Europe. She has guest lectured at Stanford, Wharton, Brown and Portland State University. Nataly Kelly is Chief Marketing Officer at Zappi, based in Boston, MA. Previously she served at HubSpot as Vice President of Marketing, Vice President of International Operations and Strategy, and Vice President of Localization.

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Book SynopsisTrade ReviewSeth Godin is a superstar in the marketing world. This is Marketing is interesting and useful for anyone who wants an insight into how, and why, we buy things or change our habits in any way -- The Financial Times Book of the Month * The Financial Times *

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Book SynopsisThis book provides evidence-based answers to the key questions asked by marketers every day. Tackling issues such as how brands grow, how advertising really works, what price promotions really do and how loyalty programs really affect loyalty, How Brands Grow presents decades of research in a style that is written for marketing professionals to grow their brands. It is the first book to present these laws in context and to explore their meaning and application. The most distinctive element to this book is that the laws presented are tried and tested; they have been found to hold over varied conditions, time and countries. This is contra to most marketing texts and indeed, much information provides evidence that much modern marketing theory is far from soundly based.Trade ReviewAn excellent, and detailed discussion of the true factors of Brand growth. Highly recommended for any class on Brand Marketing or Brand Management. * Philip Sugai, Professor of Marketing, Doshisha University *More than anything else, however, I'm just plain envious. It's a book I wish I had the intelligence to write... Reading Sharp's critique of the cult of differentiation made me smile. And I laughed out loud at his characterisation of supposedly committed consumers as "uncaring cognitive misers". * Marketing Week *...marketers need to move beyond the psycho-babble and read this book... or be left hopelessly behind. * Joseph Tripodi, The Coca-Cola Company *Until every marketer applies these learnings, there will be a competitive advantage for those who do. * Mitch Barnes, The Nielsen Company. *A scientific journey that reveals and explains with great rigour the Laws of Growth. * Bruce McColl Mars Incorporated *This book puts marketing's myth-makers, of which there are many, in their proper place. * Thomas Bayne, MountainView Learning *A truly thought-provoking book. * Timothy Keiningham, IPSOS Loyalty *The evidence in this book should make any marketer think hard about how they manage their brands. * Kevin Brennan, General Manager Snacks and Marketing Director, Kellogg UK *This book should be required reading on any marketing course. * Colin McDonald, the 'father' of Single-Source analysis and author of Tracking Advertising & Monitoring Brands *There is competitive advantage here for those who understand and follow this book's lessons. * Jack Wakshlag, Chief Research Officer, Turner Broadcasting Systems, Inc. *Table of ContentsEPILOGUE

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Book SynopsisPhilip Kotler is S. C. Johnson & Son Distinguished Professor of International Marketing at the Kellogg Graduate School of Management, Northwestern University. Gary Armstrong is a Crist W. Blackwell Distinguished Professor Emeritus of Undergraduate Education in the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill. Lloyd C. Harris is Head of the Marketing Department and Professor of Marketing at Birmingham Business School, University of Birmingham. His research has been widely disseminated via a range of marketing, strategy, retailing and general management journals. Hongwei He is a Professor of Marketing at Alliance Manchester Business School, University of Manchester, and an Associate Editor for the Journal of Business Research.Table of ContentsPreface About the authors Acknowledgements Part 1: Defining Marketing and the Marketing Process Marketing: creating customer value and engagement Company and marketing strategy: partnering to build customer engagement, value and relationships Part 2: Understanding the marketplace and consumers Analysing the marketing environment Managing marketing information to gain customer insights Consumer markets and buyer behaviour Business markets and business buyer behaviour Part 3: Designing a customer value-driven strategy and mix Customer-driven marketing strategy: creating value for target customers Products, services and brands: building customer value Developing new products and managing the product life cycle Pricing: understanding and capturing customer value Pricing strategies: additional considerations Marketing channels: delivering customer value Retailing and wholesaling Engaging consumers and communicating customer value: integrated marketing communications strategy Advertising and public relations Personal selling and sales promotion Direct, online, social media and mobile marketing Part 4: Extending Marketing Creating competitive advantage The global marketplace Social responsibility and ethics Appendix 1: Marketing plan Appendix 2: Marketing by numbers Glossary Index

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Book SynopsisBreak your revenue records with Silicon Valley's growth bible This book makes very clear how to get to hyper-growth and the work needed to actually get there Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn't about magic. It's not about privileges, luck, or working harder. There's a template that the world's fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like Hubspot, Salesforce.com (the fastest growing multibillion dollar software company), and EchoSignaka Adobe Document Services (which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. Pinpoint why you aren't growing fasterUnderstand what it takes to get to hypergrowthNail a niche (the #1 missing growth ingredient)What every revenue leader needs to know about building a scalable sales team There's no time like the present to surpass plateaus and get off of the up-and-down revenue rollercoaster. Find out how now!Table of ContentsPreface: Systematizing Success xiii Lessons from the World’s Fastest-Growing Companies xiii Part I Nail a Niche 1 “Niche” Doesn’t Mean Small 2 Are You Sure You’re Ready to Grow Faster? 2 How to Know If You’ve Nailed a Niche 4 Achieve World Domination One Niche at a Time 6 The Arc of Attention 7 2 Signs of Slogging 12 Are You a Nice-to-Have? 12 Big Companies Suffer, Too 15 Case Study: Where Aaron Went Wrong 16 Your Current Strength Can Be a Future Weakness 21 3 How to Nail It 23 Where Can You Be a Big Fish in a Small Pond? 23 Work through the Niche Matrix 25 Case Study: How Twilio Nailed a Billion-Dollar Niche by Walking in Its Customers’ Shoes 31 The 20-Interview Rule 36 4 Your Pitch 39 If You Were a Radio Station, Would Anyone Tune In? 39 Elevator Pitches Are Always Frustrating 41 They Don’t Care about “You”: Three Simple Questions 43 Part II Create Predictable PipelineIntroduction: Lead Generation Absolves Many Sins 46 5 Seeds—Customer Success 50 How to Grow Seeds Predictably 51 Case Study: How Gild Dropped Monthly Churn from 4 to 1 56 Case Study: Customer Service Excellence at Topcon 58 6 Nets—Marketing 61 Three Uncommon Approaches of Hypergrowth CMOs 63 The Forcing Function Your Marketing Leader Needs: A “Sales Qualified Lead Commit” 70 Corporate Marketing versus Demand Generation 71 How Inbound Changed in 10 Years Between Scaling Marketo to $100M+ and Founding Engagio 72 Heroic Marketing: When You Have No Money and Little Time 76 7 Spears—Outbound Prospecting 80 Where Outbound Works Best—and Where It Fails 83 Outbound Lessons Learned Since Predictable Revenue Was Published 85 Case Study: Outbound’s Role in Acquia’s $100 Million Trajectory 87 Case Study: How Sagemount Triples the Value of a Company in Three Years 89 Case Study: How Zuora Drives 60%-Plus of Its Growth by Outbound, Even When Accounts Need Nurturing for Years 97 Build an Outbound Program Right the First Time 104 Have You Been Too Successful at Inbound? 110 8 What Executives Miss 114 Pipeline Creation Rate: Your #1 Leading Metric 114 The 15/85 Rule: Early Adopters and Mainstream Buyers 116 Why You’re Underestimating Customer Lifetime Value 119 Part III Make Sales Scalable 9 Learn from Our Mistakes 123 Growth Creates More Problems Than It Solves—But They Are Better Problems 123 Top 12 Mistakes in Building Sales Teams 124 Advice from the VP Sales behind LinkedIn and EchoSign 126 10 Specialization: Your #1 Sales Multiplier 129 Why Salespeople Shouldn’t Prospect 129 Case Study: How Clio Restructured Sales in Three Months 132 Can You Be Too Small, or Too Big, to Specialize? 134 Specialization: Two Common Objections 136 Specialization Snapshot at Acquia 137 11 Sales Leaders 139 The #1 Mis-Hire Is the VP/Head of Sales 139 The Right VP Sales for Your Stage 140 Ten Favorite Interview Questions 143 12 Hiring Best Practices for Sales 146 If You’re a Startup: Four Phases of Hiring Your First Sales Team 146 Simple Hiring Tricks 149 When Doing Something New, Start with Two 150 The $100 Million HubSpot Sales Machine: Recruiting and Coaching Essentials 152 Case Study: How to Cut Down on Wasted Interviewing 154 13 Scaling the Sales Team 157 If You’re Churning More Than 10% of Your Salespeople, They Aren’t the Problem 157 Three Ways to Cut Churn and Increase Sales Motivation While You Scale 160 Advice to CEOs: Put Nonsales Leaders on Variable Comp Plans, Too 164 Are Your Enterprise Deals Taking Forever? 166 Five Key Sales Metrics (with a Twist) 168 14 For Startups Only 171 Every Tech Company Should Offer Services 171 What Jason Invests In, and Do You Need to Raise Money to Scale? 173 What the Headcount of a 100-Person SaaS Company Looks Like 176 Part IV Double Your Deal Size 15 Deal Size Math 182 You Need 50 Million Users to Make Freemium Work 182 Small Deals Get You Started, Big Deals Drive Growth 184 16 Not Too Big, Not Too Small 188 When You Can’t Turn Small Deals into Big Ones 188 If You Have Customers of All Sizes 189 17 Going Upmarket 194 If You Don’t Want Salespeople . . . 194 Add Another Top Pricing Tier 196 Pricing Is Always a Pain 199 Going Fortune 1000 202 Part V Do the Time 18 Embrace Frustration 209 Are You Sure You’re Ready for This? 209 Everyone Has a Year of Hell 215 Comfort Is the Enemy of Growth 217 Motivation: How Aaron Reached Escape Velocity 219 19 Success Isn’t a Straight Line 220 The Anxiety Economy and Entrepreneur Depression 220 Mark Suster’s Question: “Should a Person Learn or Earn?” 224 When a Straight Line Isn’t the Shortest Path to Success 228 Change Your World, Not the World 230 Part VI Embrace Employee Ownership 20 A Reality Check 234 Dear Executives (From an Employee) 234 Dear Employee (From the Executives) 235 P.S.: “Dear Senior Executives, Don’t Get Left Behind” (From the CEO and Board) 237 Are Your People Renting or Owning? 238 21 For Executives: Create Functional Ownership 243 A Simple Survey 243 “No Surprises” 245 Functional Ownership 248 Case Study: How a Struggling Team Turned into a Self-Managing Success 255 To Turn Things Around 256 22 Taking Ownership to the Next Level 259 Financial Ownership 259 Move People Around 260 The Four Types of Employees 262 Part VII Define Your Destiny 23 Are You Abdicating Your Opportunity? 268 Your Opportunity Is Bigger Than You Realize 268 How to Expand Your Opportunity at Work 270 You Need Some Humdrum Passions 272 Your Company Isn’t Your Mommy or Daddy 276 Forcing Functions: How to Motivate Yourself to Do Things You Don’t Feel Like Doing 277 Sales Is a Life Skill 282 Sales Is a Multistep Process 285 24 Combining Money and Meaning 289 Meaning Gone Wrong 289 What’s Your Unique Genius? 291 Ignoring Real Life Doesn’t Make It Go Away 295 Aaron, How the Hell Do You Juggle 10 Kids and Work? 297 A Thank You . . . 303 About the Authors 304 Index 305

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Book SynopsisPhilip Kotler is one of the world's leading authors in Marketing. He is the S.C. Johnson & 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 member of many advisory boards. Kevin Lane Keller is the E. B. Osborn Professor of Marketing at the Tuck School of Business at Dartmouth College in New Hampshire, USA. He teaches MBA courses on marketing management and strategic brand management and lectures in executive programmes on those topics. Mairead Brady is an Associate Professor at the Trinity Business School and the Director for Joint Honours Degrees (Law & Business and Computer Science & Business). She is also an Adjunct Professor at the Warwick Business School, London. Malcolm Goodman is act

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

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Anders Parment isan award-winning researcher and author. He is a Senior Lecturer and Researcherin Marketing at Stockholm University School of Business. He has won severalprizes for his books and teaching, and is a well-known speaker andconsultant. 

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Book SynopsisHow to Keep the Dream Alive!Network marketing is one of the fastest-growing career opportunities in the United States. Millions of people just like you have abandoned dead-end jobs for the chance to achieve the dream of growing their own businesses. What many of them find, however, is that the first year in network marketing is often the most challenging—and, for some, the most discouraging. Here, Mark Yarnell and Rene Reid Yarnell, two of the industry''s most respected and successful professionals, offer you strategies on how to overcome those first-year obstacles and position yourself for lifelong success. The Yarnells provide you with a wealth of savvy advice on everything you need to know to succeed in network marketing, such as proven systems for recruiting, training, growing and supporting your downline, and much more. In an easy, step-by-step approach, you will learn how to: ·Deal with rejection ·Recruit and train ·Avoid overmanaging your downline ·Remain focused ·Stay enthusiastic ·Avoid unrealistic expectations ·Conduct those in-home meetings ·Ease out of another professionYou owe it to yourself to read this inspiring book! 'This will be the Bible of Network Marketing.'— Doug Wead, former special assistant to the president, the Bush Administration

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Book SynopsisA revised and updated version of the classic book on what it takes for small brands to eat the big tuna Since Wiley first published Eating the Big Fish in 1999, the concept of the challenger brand has become a mainstream idea among marketers and advertisers.Trade Review"Eating the Big Fish is a lucid, well organized and well executed analysis of successful Challenger strategies...Highly recommended." (TheBookBag.co.uk, April 23rd 2009) ‘…a must read for anyone in marketing.' (Admap, January 2011).Table of ContentsPreface xiii Foreword by Antonio Lucio xxi Part 1 The Size and Nature of the Big Fish 1 1 The Law of Increasing Returns 3 The task facing a Challenger in competing strongly against a Market Leader is more intimidating than we might have imagined. This chapter explores the scale of the advantages their superior size—and the fact of leadership—brings, and points to why we need as Challengers to consider a different kind of strategic approach in order to succeed. 2 The Consumer Isn’t 13 Marketeers step into this new business world equipped with a set of basic assumptions about their business that have by now become dangerously flawed. The fundamental premises underlying everyday marketing vocabulary such as consumer, audience, and category require careful reexamination, and the implications of their weaknesses need to be understood—in particular, the consequent need for ideas, rather than communications, as the new currency of growth. 3 What Is a Challenger Brand? 24 This chapter offers an entirely new kind of brand model for second-rank brands finding themselves threatened by the Brand Leader—the model of the Challenger brand. A Challenger brand is defined through three attributes: a state of market, a state of mind, and a rate of success. This chapter concludes by explaining how the core brands considered in Part 2 came to be chosen, and gives an example of how the book attempts to turn each significant Challenger case history into a relevant exercise that can be valuably applied to the marketeer’s own brand. Part 2 The Eight Credos of Successful Challenger Brands 33 What marketing characteristics do the great Challenger brands and companies of the past 15 years share? If we could identify those characteristics, how could we apply them to our own situation to generate a source of personal business advantage? This section identifies and discusses the common marketing strands these brands have shared and devotes eight chapters to discussing each in turn. 4 The First Credo: Intelligent Naivety 35 The great wave makers in any category are those who are new to it—like Jeff Bezos, who came out of finance to change the way books were sold, or Eric Ryan of method, who left advertising to reinvent the household cleaning business. This chapter looks at the need for marketeers to break free from the clutter of little pieces of knowledge that are the basis of their strategic thinking in order to see the real opportunities for radical growth. It also offers ways for those already deeply experienced in a category to achieve this vital innocence. 5 Monsters and Other Challenges: Gaining Clarity on the Center 61 Once you have explored the potential opportunities available to you as a Challenger, it is time to be clear about what your challenge to the category or another category player is going to be. This chapter explores a structure for thinking about that central challenge and discusses the key options open to us; this clarity is also a key part of laying the foundations for the strategic thinking that follows. 6 The Second Credo: Build a Lighthouse Identity 80 Success as a Challenger comes through developing a very clear sense of who or what you are as a brand/business and why—and then projecting that identity intensely, consistently, and saliently to the point where, like a lighthouse, consumers notice you (and know where you stand) even if they are not looking for you. This chapter looks at the roots, source, and nature of such identities and how successful Challengers have built them. 7 The Third Credo: Take Thought Leadership of the Category 109 Marketeers tend to talk as if there is one Brand Leader in every category. In fact, there are two: the Market Leader (the brand with the biggest share and the biggest distribution) and the Thought Leader—the brand that, while it may not be the largest, is the one that everyone is talking about, that has the highest ‘‘sensed momentum’’ in the consumer’s mind. In this chapter the nature of Thought Leadership is analyzed, and the methods of achieving it are explored. 8 The Fourth Credo: Create Symbols of Re-evaluation 134 Successful Challengers are brands in a hurry: they desire (and need) to puncture the consumer’s autopilot and create reappraisal of themselves and their category swiftly and powerfully. To do so, they create big, impactful acts or marketing ideas that capture the indifferent consumer’s imagination and bring about a rapid re-evaluation of their image in the consumer’s mind, and role in the consumer’s life. This chapter discusses some of the most striking of these symbols, what specifically it was about them that achieved the results they did, and what set them apart them from being just another publicity stunt. 9 The Fifth Credo: Sacrifice 156 Challengers have fewer resources in almost every aspect of the business and marketing mix than do the Big Fish—what they choose not to do, that is, what they choose to Sacrifice, is therefore as important to their success as what they choose to do. The nature of this Sacrifice and some of its key dimensions are the focus of this chapter. 10 The Sixth Credo: Overcommit 171 The converse of Sacrifice is Overcommitment: the idea that, following the process of Sacrifice, if the marketeer or businessperson has chosen to drive success through one or two key activities, then these must be successful—and to achieve that success the marketeer must not just commit but overcommit. This chapter looks at examples of Overcommitment, and how we can reframe our own thinking and approach to key activities to ensure their success. 11 The Seventh Credo: Using Communications and Publicity to Enter Social Culture 189 For a Challenger, who is outgunned and outresourced in almost every other area by the Market Leader, the use of communications to create genuine salience in the world around us remains one of the very few remaining sources of competitive advantage open—but only if systematically embraced as such within the company. In this chapter, what it means to treat communication ideas and publicity as high-leverage assets in this way is discussed, as well as the changes in the communications development process that are required. 12 The Eighth Credo: Become Idea-Centered, Not Consumer-Centered 218 Success is a very dangerous thing—it causes brands and people to stop behaving in the way that made them initially successful. The eighth credo, then, encompasses how a Challenger maintains its momentum once it has become successful, in particular moving the organization from being consumer-dependent to focusing on the generation and implementation of ideas—ideas that constantly refresh and renew the relationship with the consumer. Part 3 Applying the Challenger Program 241 13 Writing the Challenger Program: The Two-Day Off-Site 243 For the marketeer interested in beginning a Challenger Program, this chapter offers an outline of a two-day Challenger workshop, designed not to supplant a more rigorous and longer-term strategic process, but to kick-start it with a core group of colleagues. Using cases discussed in the book, it builds a series of exercises that can be powerfully applied to the marketeer’s own business to reveal the opportunities and potential that will allow it to compete aggressively against the Brand Leader. 14 The Scope of the Lighthouse Keeper 270 This chapter looks at what it means to be the person building and protecting a Lighthouse Identity, particularly in a new media world. After discussing who is the real ‘‘Lighthouse Keeper’’ in a new kind of consumer relationship where your users’ blogs can be as influential as your own media campaigns, it questions much of the misleading sound-bite journalism about the new marketing world, in particular the notion that the consumer is in charge and that new media is electronic and social media. It notes the four key vectors of change in modern brand building that are driven by our Lighthouse Identity— convenience and instant gratification, polysensual product experience, interactive participation, and social and environmental responsibility, and how the new breed of Challengers is leaning into one or more of these to further delineate their unique position in the world. Part 4 Mind-Set, Culture, and Risk 291 15 Challenger as a State of Mind: Staying Number One Means Thinking Like a Number Two 293 Being a Challenger is not a series of actions in and of themselves—it is as much as anything else a state of mind. Therefore, although the book is primarily geared toward the particular needs of Challenger brands, this chapter pauses to consider the possible broader relevance of Challenger thinking and behavior in the marketplace. In particular, it looks at the lessons to be gained from a new generation of Brand Leaders and how they illustrate the way in which the rules of Brand Leadership have fundamentally changed—namely, why staying Number One now means thinking and behaving like a Number Two. 16 Risk, Will, and the Circle of Rope 303 The book concludes by discussing the more intangible characteristics of Challengers—luck, emotion, and the preparedness to embrace risk. References and Sources 315 Acknowledgments for the Second Edition 321 Photo Credits 323 Index 325

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Book SynopsisIn Traction, serial entrepreneurs Gabriel Weinberg and Justin Mares give startups the tools for generating explosive customer growth''Anyone trying to break through to new customers can use this smart, ambitious book''Eric Ries, author of The Lean StartupMost startups don''t fail because they can''t build a product. Most startups fail because they can''t get traction.Building a successful company is hard. Smart entrepreneurs know that the key to success isn''t the originality of your offering, the brilliance of your team, or how much money you raise. It''s how consistently you can grow and acquire new customers. Traction will teach you the nineteen channels you can use to build a customer base, and offers a three-step framework to figure out which ones will work best for your business. No matter how you apply them, the lessons and examples in Traction will help you create and sustain the growth your business desperately needs. ''Here is the inside scoop, the latest, most specific tactics from the red-hot centre of the Internet marketing universe. From someone who has done it. Twice''Seth Godin, author of LinchpinTrade ReviewAnyone-founders, managers, and executives-trying to break through to new customers can use this smart, ambitious book -- Eric Ries, author of The Lean StartupThe question every founder asks after shipping is always: how do I get traction? This book actually answers it -- Alexis Ohanian, cofounder of redditThe entrepreneurs who walk out of our offices with term sheets walk into them with Traction. It's a pragmatic guide to solving the entrepreneur's number one challenge -- Fred Wilson, partner at USVTraction is a critical guide for entrepreneurs looking to grow and scale their businesses * Patrick Vlaskovits, bestselling author of The Lean Entrepreneur *This is a must-have, essential book if you want to be good at growth * Aaron Ginn, Growth at StumbleUpon *Traction is an absolute must. The Bullseye Framework Gabe and Justin layout is probably the greatest tool in my catalog over the past year. Whether you are a seasoned entrepreneur or just getting started, Traction offers a framework that creates efficiency, clarity, and focus. Traction is equal to and should be read alongside The Lean Startup * Adam Kearney, Founder & CEO, Saunter *Traction belongs on every startup founder's bookshelf. I'm buying copies for the CEOs of my current angel investments * Kevin Dewalt, Angel Investor *A common question I get is: 'How do I know if my business is getting traction, or how do I get traction for my business, or how do I get users?' Traction answers all of these questions and more -- James Altucher, author of Choose Yourself.

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Book SynopsisNetnography has become an essential tool for qualitative research in the dynamic, complex, and conflicted worlds of contemporary technoculture. Shaped by academic fields, industries, national contexts, technologies and platforms, and languages and cultures for over two decades, netnography has impacted the research practices of scholars around the world. In this volume, 34 researchers present 19 chapters that examine how they have adapted netnography and what those changes can teach us. Positioned for students and researchers in academic and professional fields, this book examines how we can better use netnographic research to understand the many ways networked technologies affect every element of contemporary business life and consumer existence. Netnography Unlimited provides an unprecedented new look at netnography. From COVID-19 to influencer empathy, gambling and the Dark Web to public relations and the military, AI and more-than-human netnography to video-streaming and auto-netnography, there has never been a wider or deeper treatment of technocultural netnographic research in one volume. Readers will learn what kind of work they can do with netnography and gain an up-to-date understanding of the most pressing issues and opportunities. This book is a must-read for those interested in technology, research methods, and contemporary culture. Table of ContentsSection 1. Netnography mobilized. 1. Netnography today: a call to evolve, embrace, energize, and electrify (Robert V. Kozinets). 2. Netnography to uncover cryptomarkets (Alexia Maddox). 3. Netnography to explore gambling practices: situating and advancing discourse and method (Killian O’Leary). 4. In the public interest: netnography to impel policy and regulatory change (Robert V. Kozinets, Rossella Gambetti, Ulrike Gretzel, Maribel Suarez and Caroline Renzulli). Section 2. Netnography territorialized. 5. Netnography in the healthcare and nursing sector (Martin Salzmann-Erikson and Henrik Eriksson). 6. Netnography in a military context: ethical considerations (Donna Schuman, Donald Schuman, Natalie Pope and Amy Johnson). 7. Political netnography: a method for the study of power and ideology in social media (Dino Villegas). 8. Netnography in public relations (Margalit Toledano). 9. Netnography in tourism beyond Web 2.0: a critical assessment (Rokhshad Tavakoli and Paolo Mura). Section 3. Netnography industrialized. 10. Netnography applied: five key lessons learned from sixteen years of field experience (Michael Bartl and Constance Casper). 11. Netnography in the banking sector (José-Serafin Clemente-Ricolfe and Roberto Cervelló Royo). 12. The best of both worlds: methodological insights on combining human and AI labor in netnography (Anna Marchuk, Stefan Biel, Volker Bilgram and Signe Worning Løgstrup Jensen). 13. Global beautyscapes: an innovation-centered netnography of Chinese skin care and cosmetics consumers (Rossella Gambetti, Robert V. Kozinets, Ulrike Gretzel, Pierfranco Accardo and Luisella Bovera). Section 4. Netnography humanized. 14. Auto-netnography in education: unfettered and unshackled (Elizabeth Howard). 15. Getting up, close and personal with influencers: the promises and pitfalls of intimate netnography (Anthony Patterson and Rachel Ashman). Section 5 - Netnography theorized. 16. Netnography in human and non-human networked sociality (Sarah Quinton and Nina Reynolds). 17. Online ethnography and social phenomena on the move: time construction in netnography and mobile ethnography (Birgit Muskat). 18. Netnography in live video streaming (Yi-Sheng Wang). 19. Netnography, digital habitus, and technocultural capital (Rossella Gambetti).

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Book SynopsisThe Sales Bible softbound NEW EDITION WITH SOCIAL MEDIA ANSWERS Global sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work every day, in real-world selling situations.Table of ContentsPart 1 The Rules. The Secrets. The Fun. 35 Part 2 Preparing to WOW! the Prospect 93 Part 3 Please Allow Me to Introduce Myself 115 Part 4 Making a Great Presentation 137 Part 5 Objections, Closing, and Follow-up. Getting to YES! 153 Part 6 Woes and Foes 203 Part 7 All Hail the King .. Customer 213 Part 8 Spreading the Gospel 221 Part 9 Networking Success by Association(s) 243 Part 10 Prophets and Profits 257 Part 11 Up Your Income! 267 Part 12 Social Media 273 Part 13 Can I Get an Amen?! 287

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Book SynopsisThe book will analyze the psychological tactics that the world's most impressive brands use to power their marketing success.

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Book SynopsisAbout our authors Kenneth C. Laudon was a professor of information systems at New York University School of Business. He held a BA in economics from Stanford and a PhD from Columbia University. He authored 12 books dealing with electronic commerce, information systems, organizations, and society. Professor Laudon wrote more than 40 articles concerning social, organizational, and management impacts of information systems, privacy, ethics, and multimedia technology. At NYU's Stern School of Business, Ken Laudon taught courses on Managing the Digital Firm, Information Technology and Corporate Strategy, Professional Responsibility (Ethics), and Electronic Commerce and Digital Markets. Ken Laudon's hobby was sailing. Carol Guercio Traver is a graduate of Yale Law School and Vassar College. She has many years of experience representing major corporations, as well as small and medium-sized businesses, as an attorney with NYC law firmTable of ContentsPART I: INTRODUCTION TO E-COMMERCE The Revolution is Just Beginning E-commerce Business Models and Concepts PART II: TECHNOLOGY INFRASTRUCTURE FOR E-COMMERCE E-commerce Infrastructure: The Internet, the Web, and the Mobile Platform Building an E-commerce Presence: Websites, Mobile Sites, and Apps E-commerce Security and Payment Systems PART III: BUSINESS CONCEPTS AND SOCIAL ISSUES E-commerce Marketing and Advertising Concepts Social, Mobile, and Local Marketing Ethical, Social, and Political Issues in E-commerce PART VI: E-COMMERCE IN ACTION Online Retail and Services Online Content and Media Social Networks, Auctions, and Portals B2B E-commerce: Supply Chain Management and Collaborative Commerce Index

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Book SynopsisZeithaml/Bitner/Gremler, Services Marketing introduces readers to the vital role that services play in the economy and its future. Services dominate the advanced economies of the world, and virtually all companies view services as critical to retaining their customers.    Managerial focused approach emphasizing the knowledge needed to implement service strategies for competitive advantage across industries.  New chapter on Artificial Intelligence and Service Robotics and the implications for service marketing.  New research references and examples in every chapter of new business models such as Airbnb and Uber along with greater emphasis on technology, digital and social marketing, Big Data, and data analytics as a service.  McGraw Hill's Connect provides personalized reading experience with Smartbook, variety of test bank questions and Application-Based Activities supporting criTable of ContentsTable of ContentsPart 1: Foundations for Service Marketing1. Introduction to Services2. Conceptual Framework of the Book: The Gaps Model of Service QualityPart 2: Focus on the Customer3. Customer Expectations of Service4. Customer Perceptions of ServicePart 3: Understanding Customer Requirements5. Listening to Customers through Research6. Managing Customer Relationships7. Service RecoveryPart 4: Aligning Service Design and Standards8. Service Innovation and Design9. Customer-Defined Service Standards10. Physical Evidence and the ServicescapePart 5: Delivering and Performing Service11. Employees’ Roles in Service12. Customers’ Roles in Service13. Managing Demand and CapacityPart 6: Managing Service Promises14. Integrated Service Marketing Communications15. Pricing of ServicesPart 7: Service Trends: AI, Robotics, and the Bottom Line16. Artificial Intelligence and Robotics in Service17. The Financial and Economic Impact of Service

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Book SynopsisWhat is behind the phenomenal success of entertainment businesses such as Warner Bros., Marvel Enterprises and Manchester United - along with such stars as Jay-Z and Lady Gaga? Which strategies give leaders in film, television, music, publishing, and sports an edge over their rivals? Anita Elberse, Harvard Business School''s expert on the entertainment industry, has done pioneering research on the worlds of media and sports for more than a decade. Now, in this groundbreaking book, she explains a powerful truth about the fiercely competitive world of entertainment: building a business around blockbuster products - the movies, television shows, songs and books that are hugely expensive to produce and market - is the surest path to long-term success. Along the way, she reveals why entertainment executives often spend outrageous amounts of money in search of the next blockbuster, why superstars are paid unimaginable sums and how digital technologies are transformi

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