Sales and marketing Books
John Wiley & Sons Inc Objections
Book SynopsisTable of ContentsForeword The Democracy of Objections by Mark Hunter ix Introduction It Wasn’t Supposed To Be This Book 1 Chapter 1 Asking—The Most Important Discipline in Sales 5 Chapter 2 How to Ask 11 Chapter 3 The Four Objections You Meet in a Deal 21 Chapter 4 The Science of Resistance 27 Chapter 5 Objections Are Not Rejection, But They Feel That Way 49 Chapter 6 The Science Behind the Hurt 55 Chapter 7 The Curse of Rejection 59 Chapter 8 Rejection Proof 65 Chapter 9 Avoiding Objections Is Stupid 85 Chapter 10 Prospecting Objections 99 Chapter 11 Yes Has a Number 119 Chapter 12 Red Herrings 129 Chapter 13 Micro-Commitment Objections 145 Chapter 14 Buying Commitment Objections 159 Chapter 15 Bending Win Probability in Your Favor 183 Chapter 16 The Relentless Pursuit of Yes 195 Notes 203 Acknowledgments 207 About the Author 209 Training, Workshops, and Speaking 211 Index 213
£18.70
Profile Books Ltd No Bullsht Change
Book SynopsisSHORTLISTED FOR THE BUSINESS BOOK AWARDS - CHANGE & SUSTAINABILITY 2024'An inspiring guide for all leaders' Justine Roberts, Founder and CEO of Mumsnet'Highly recommended' Jack Parsons, CEO of The Youth GroupA practical, enjoyable and proven manual for leading transformational change - by the award-winning author of No Bullsh*t Leadership.Drawing on an international career of leading successful change programmes, Chris Hirst cuts through the bullsh*t to reveal uncomplicated strategies for transformation - no matter the size of your organisation or the nature of the challenge. Leading change is about: Being honest and clear Building teams full of thriving people Finding your point of maximum impact Most importantly, it's about taking action - and this book will show you how.
£10.44
Oxford University Press Branding A Very Short Introduction Very Short
Book SynopsisBranding is possibly the most powerful commercial and cultural force on the planet. Iconic names such as Coca-Cola, Nike, Manchester United, Harry Potter, and Google are known and recognized by millions of people worldwide. As the market economy spreads across the world, brands are becoming ever more prevalent. The Apple brand has been valued at $98 billion - more than the GDP of Slovakia. Every day, we''re exposed to more than 3500 brand messages. And even though people are increasingly brand-aware and brand-sceptical, they are nevertheless seduced by brands. We may reject the whole brand system, but we still wouldn''t be parted from our Apple Macs. Brands are impossible to escape.In this Very Short Introduction Robert Jones discusses the rising omnipresence of brands, and analyses how they work their magic. He considers the incredible potency of brands as a commercial, social, and cultural force, and looks at the many different kinds of brands that exist - from products, services, and artistic properties, to companies, charities, sports clubs, and political parties. Defining what we mean by the word ''brand'', he explores both the positive and negative aspects of brands. Finally Jones considers the business of branding, and asks whether the idea of brands and branding is starting to decline, or whether it has a long future ahead.ABOUT THE SERIES: The Very Short Introductions series from Oxford University Press contains hundreds of titles in almost every subject area. These pocket-sized books are the perfect way to get ahead in a new subject quickly. Our expert authors combine facts, analysis, perspective, new ideas, and enthusiasm to make interesting and challenging topics highly readable.Trade ReviewRobert Jones brilliantly covers why brands are so powerful, and why branding is so interesting, in this gem of a book. Buy, read, and be enlightened! A must have introduction, - as well as food for thought for the advanced reader. * Tilde Heding, author, brandscaper, lecturer Copenhagen Business School *Thoroughly researched ideas, practical wisdom, a wealth of example and solid advice â a true master of branding. * Mary Jo Hatch, author of Organization: A Very Short Introduction and co-author of Taking Brand Initiative *The clearest and truest explanation of branding youâre likely to encounter anywhere. * Marty Neumeier, author of The Brand Gap *An excellent introduction loaded with insights, very well conceived and superbly written by a much respected expert. * Professor Leslie de Chernatony, Aston Business School *Table of ContentsREFERENCES; FURTHER READING; INDEX
£9.49
Oxford University Press Fundamentals of Marketing
Book Synopsis
£44.99
Pearson Education Marketing Across Cultures
Book SynopsisTable of Contents PART I: THE CULTURAL VARIABLE IN INTERNATIONAL MARKETING 1. The cultural process 2. Cultural dynamics 1: time and space 3. Cultural dynamics 2: interactions, mindsets and behaviours PART II: THE INTEGRATION OF LOCAL CONSUMPTION IN A GLOBAL MARKETING ENVIRONMENT 4. Cross-cultural consumer Behaviour 5. Local consumers and the globalisation of consumption 6. Cross-cultural market research PART III: MARKETING DECISIONS FOR THE INTERCULTURAL ENVIRONMENT 7. Intercultural marketing strategy 8. Product policy 1: physical, service and symbolic attributes 9. Product policy 2: managing meaning 10. The critical role of price in relational exchange 11 .International distribution and sales promotion PART IV: INTERCULUTURAL MARKETING COMMUNICATIONS 12. Language, culture and communication 13. Intercultural marketing communications 1: advertising 14. Intercultural marketing communications 2: personal selling, networking and public relations
£70.99
John Wiley & Sons Inc Mastering the Complex Sale
Book SynopsisKey strategies for long-term, sustainable customerrelationships With nearly every sector of the marketplace challenged likenever before, sales professionals are under pressure now more thanever. Success demands superior strategies and precise execution.Table of ContentsForeword Wayne Hutchinson, Shell International ix Acknowledgments xxi Introduction to the Second Edition xxv I the World in Which We Sell 1 1 Caught between Complexity and Commoditization 3 If Our Solution Is So Complex, Why Is It Treated as a Commodity? 2 Avoiding the Traps of Self-Commoditization 31 Challenge Your Assumptions and Set Yourself Apart 3 A Proven Approach to Winning Complex Sales 49 You’re Either Part of Your System or Somebody Else’s II the Four Phases of Diagnostic Business Development 87 4 Discover the Prime Customer 89 Entering at the Level of Power and Influence 5 Diagnose Complex Problems 117 The Ultimate Source of Credibility and Differentiation 6 Design the Value-Rich Solution 145 Creating the Confidence to Invest 7 Deliver the Value 169 Creating Competitor-Proof Customer Relationships III Driving Predictable and Profitable Organic Growth 187 Building a Diagnostic Business Development Capability 8 Building a Value-Driven Sales Organization 189 Getting Paid for the Value You Create 9 Prevent Value Leakage 217 Capture Your Value with Diagnostic Business Development Epilogue: The Era 3 Sales Future 241 You Can Watch It Happen to You or You Can Make It Happen for You About Prime Resource Group 249 Notes 255 Index 259
£17.81
John Wiley & Sons Inc If Youre Not First Youre Last
Book SynopsisDuring economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition.Table of ContentsIntroduction v Chapter 1 Four Responses to Economic Contractions 1 Chapter 2 Power Base Reactivation 23 Chapter 3 Past Client Reactivation 33 Chapter 4 The Most Effective Call to Advance and Conquer 45 Chapter 5 Converting the Unsold 57 Chapter 6 Multiply through Existing Clients 71 Chapter 7 Delivering at “Wow” Levels 81 Chapter 8 The Importance of Price 89 Chapter 9 Activate Second Sale to Boost Profits 97 Chapter 10 The Value-Added Proposition 105 Chapter 11 Act Hungry 113 Chapter 12 Expand Acceptable Client Profile 121 Chapter 13 Effective Marketing Campaigns 127 Chapter 14 Repackaging for Increased Profits 137 Chapter 15 The Power Schedule to Advance and Conquer 147 Chapter 16 An Advance-and-Conquer Attitude 161 Chapter 17 Your Freedom Financial Plan 175 Chapter 18 The Most Important Skill Needed to Advance and Conquer 185 Chapter 19 The Unreasonable Attitude 199 Conclusion How to Guarantee Your Position 209 Afterword 215 Glossary 219 Index 249
£17.85
Berklee Press Publications Music Marketing Press Promotion Distribution and
Book Synopsis
£18.99
John Wiley & Sons Inc Marketing Analytics
Book SynopsisHelping tech-savvy marketers and data analysts solve real-world business problems with Excel Using data-driven business analytics to understand customers and improve results is a great idea in theory, but in today's busy offices, marketers and analysts need simple, low-cost ways to process and make the most of all that data.Table of ContentsIntroduction xxiii I Using Excel to Summarize Marketing Data 1 1 Slicing and Dicing Marketing Data with PivotTables 3 Analyzing Sales at True Colors Hardware 3 Analyzing Sales at La Petit Bakery 14 Analyzing How Demographics Affect Sales 21 Pulling Data from a PivotTable with the GETPIVOTDATA Function 25 Summary 27 Exercises 27 2 Using Excel Charts to Summarize Marketing Data 29 Combination Charts 29 Using a PivotChart to Summarize Market Research Surveys 36 Ensuring Charts Update Automatically When New Data is Added 39 Making Chart Labels Dynamic 40 Summarizing Monthly Sales-Force Rankings 43 Using Check Boxes to Control Data in a Chart 45 Using Sparklines to Summarize Multiple Data Series 48 Using GETPIVOTDATA to Create the End-of-Week Sales Report 52 Summary 55 Exercises 55 3 Using Excel Functions to Summarize Marketing Data 59 Summarizing Data with a Histogram 59 Using Statistical Functions to Summarize Marketing Data 64 Summary 79 Exercises 80 II Pricing 83 4 Estimating Demand Curves and Using Solver to Optimize Price 85 Estimating Linear and Power Demand Curves 85 Using the Excel Solver to Optimize Price 90 Pricing Using Subjectively Estimated Demand Curves 96 Using SolverTable to Price Multiple Products 99 Summary 103 Exercises 104 5 Price Bundling 107 Why Bundle? 107 Using Evolutionary Solver to Find Optimal Bundle Prices 111 Summary 119 Exercises 119 6 Nonlinear Pricing 123 Demand Curves and Willingness to Pay 124 Profit Maximizing with Nonlinear Pricing Strategies 125 Summary 131 Exercises 132 7 Price Skimming and Sales 135 Dropping Prices Over Time 135 Why Have Sales? 138 Summary 142 Exercises 142 8 Revenue Management 143 Estimating Demand for the Bates Motel and Segmenting Customers 144 Handling Uncertainty 150 Markdown Pricing 153 Summary 156 Exercises 156 III Forecasting .159 9 Simple Linear Regression and Correlation 161 Simple Linear Regression 161 Using Correlations to Summarize Linear Relationships 170 Summary 174 Exercises 175 10 Using Multiple Regression to Forecast Sales 177 Introducing Multiple Linear Regression 178 Running a Regression with the Data Analysis Add-In 179 Interpreting the Regression Output 182 Using Qualitative Independent Variables in Regression 186 Modeling Interactions and Nonlinearities 192 Testing Validity of Regression Assumptions 195 Multicollinearity 204 Validation of a Regression 207 Summary 209 Exercises 210 11 Forecasting in the Presence of Special Events 213 Building the Basic Model 213 Summary 222 Exercises 222 12 Modeling Trend and Seasonality 225 Using Moving Averages to Smooth Data and Eliminate Seasonality 225 An Additive Model with Trends and Seasonality 228 A Multiplicative Model with Trend and Seasonality 231 Summary 234 Exercises 234 13 Ratio to Moving Average Forecasting Method 235 Using the Ratio to Moving Average Method 235 Applying the Ratio to Moving Average Method to Monthly Data 238 Summary 238 Exercises 239 14 Winter’s Method 241 Parameter Definitions for Winter’s Method 241 Initializing Winter’s Method 243 Estimating the Smoothing Constants 244 Forecasting Future Months 246 Mean Absolute Percentage Error (MAPE) 247 Summary 248 Exercises 248 15 Using Neural Networks to Forecast Sales 249 Regression and Neural Nets 249 Using Neural Networks 250 Using NeuralTools to Predict Sales 253 Using NeuralTools to Forecast Airline Miles 258 Summary 259 Exercises 259 IV What do Customers Want? 261 16 Conjoint Analysis 263 Products, Attributes, and Levels 263 Full Profile Conjoint Analysis 265 Using Evolutionary Solver to Generate Product Profiles 272 Developing a Conjoint Simulator 277 Examining Other Forms of Conjoint Analysis 279 Summary 281 Exercises 281 17 Logistic Regression 285 Why Logistic Regression Is Necessary 286 Logistic Regression Model 289 Maximum Likelihood Estimate of Logistic Regression Model 290 Using StatTools to Estimate and Test Logistic Regression Hypotheses 293 Performing a Logistic Regression with Count Data 298 Summary 300 Exercises 300 18 Discrete Choice Analysis 303 Random Utility Theory 303 Discrete Choice Analysis of Chocolate Preferences 305 Incorporating Price and Brand Equity into Discrete Choice Analysis 309 Dynamic Discrete Choice 315 Independence of Irrelevant Alternatives (IIA) Assumption 316 Discrete Choice and Price Elasticity 317 Summary 318 Exercises 319 19 Calculating Lifetime Customer Value 327 Basic Customer Value Template 328 Measuring Sensitivity Analysis with Two-way Tables 330 An Explicit Formula for the Multiplier r 331 Varying Margins 331 DIRECTV, Customer Value, and Friday Night Lights (FNL) 333 Estimating the Chance a Customer Is Still Active 334 Going Beyond the Basic Customer Lifetime Value Model 335 Summary 336 Exercises 336 20 Using Customer Value to Value a Business 339 A Primer on Valuation 339 Using Customer Value to Value a Business 340 Measuring Sensitivity Analysis with a One-way Table 343 Using Customer Value to Estimate a Firm’s Market Value 344 Summary 344 Exercises 345 21 Customer Value, Monte Carlo Simulation, and Marketing Decision Making 347 A Markov Chain Model of Customer Value 347 Using Monte Carlo Simulation to Predict Success of a Marketing Initiative 353 Summary 359 Exercises 360 22 Allocating Marketing Resources between Customer Acquisition and Retention 347 Modeling the Relationship between Spending and Customer Acquisition and Retention 365 Basic Model for Optimizing Retention and Acquisition Spending 368 An Improvement in the Basic Model 371 Summary 373 Exercises 374 VI Market Segmentation 375 23 Cluster Analysis 377 Clustering U.S. Cities 378 Using Conjoint Analysis to Segment a Market 386 Summary 391 Exercises 391 24 Collaborative Filtering 393 User-Based Collaborative Filtering 393 Item-Based Filtering 398 Comparing Item- and User-Based Collaborative Filtering 400 The Netflix Competition 401 Summary 401 Exercises 402 25 Using Classification Trees for Segmentation 403 Introducing Decision Trees 403 Constructing a Decision Tree 404 Pruning Trees and CART 409 Summary 410 Exercises 410 26 Using S Curves to Forecast Sales of a New Product 415 Examining S Curves 415 Fitting the Pearl or Logistic Curve 418 Fitting an S Curve with Seasonality 420 Fitting the Gompertz Curve 422 Pearl Curve versus Gompertz Curve 425 Summary 425 Exercises 425 27 The Bass Diffusion Model 427 Introducing the Bass Model 427 Estimating the Bass Model 428 Using the Bass Model to Forecast New Product Sales 431 Deflating Intentions Data 434 Using the Bass Model to Simulate Sales of a New Product 435 Modifications of the Bass Model 437 Summary 438 Exercises 438 28 Using the Copernican Principle to Predict Duration of Future Sales 439 Using the Copernican Principle 439 Simulating Remaining Life of Product 440 Summary 441 Exercises 441 29 Market Basket Analysis and Lift 445 Computing Lift for Two Products 445 Computing Three-Way Lifts 449 A Data Mining Legend Debunked! 453 Using Lift to Optimize Store Layout 454 Summary 456 Exercises 456 30 RFM Analysis and Optimizing Direct Mail Campaigns 459 RFM Analysis 459 An RFM Success Story 465 Using the Evolutionary Solver to Optimize a Direct Mail Campaign 465 Summary 468 Exercises 468 31 Using the SCAN*PRO Model and Its Variants 471 Introducing the SCAN*PRO Model 471 Modeling Sales of Snickers Bars 472 Forecasting Software Sales 475 Summary 480 Exercises 480 32 Allocating Retail Space and Sales Resources 483 Identifying the Sales to Marketing Effort Relationship 483 Modeling the Marketing Response to Sales Force Effort 484 Optimizing Allocation of Sales Effort 489 Using the Gompertz Curve to Allocate Supermarket Shelf Space 492 Summary 492 Exercises 493 33 Forecasting Sales from Few Data Points 495 Predicting Movie Revenues 495 Modifying the Model to Improve Forecast Accuracy 498 Using 3 Weeks of Revenue to Forecast Movie Revenues 499 Summary 501 Exercises 501 34 Measuring the Effectiveness of Advertising 505 The Adstock Model 505 Another Model for Estimating Ad Effectiveness 509 Optimizing Advertising: Pulsing versus Continuous Spending 511 Summary 514 Exercises 515 35 Media Selection Models 517 A Linear Media Allocation Model 517 Quantity Discounts 520 A Monte Carlo Media Allocation Simulation 522 Summary 527 Exercises 527 36 Pay per Click (PPC) Online Advertising 529 Defining Pay per Click Advertising 529 Profitability Model for PPC Advertising 531 Google AdWords Auction 533 Using Bid Simulator to Optimize Your Bid 536 Summary 537 Exercises 537 X Marketing Research Tools 539 37 Principal Components Analysis (PCA) 541 Defining PCA 541 Linear Combinations, Variances, and Covariances 542 Diving into Principal Components Analysis 548 Other Applications of PCA 556 Summary 557 Exercises 558 38 Multidimensional Scaling (MDS) 559 Similarity Data 559 MDS Analysis of U.S. City Distances 560 MDS Analysis of Breakfast Foods 566 Finding a Consumer’s Ideal Point 570 Summary 574 Exercises 574 39 Classification Algorithms: Naive Bayes Classifier and Discriminant Analysis 577 Conditional Probability 578 Bayes’ Theorem 579 Naive Bayes Classifier 581 Linear Discriminant Analysis 586 Model Validation 591 The Surprising Virtues of Naive Bayes 592 Summary 592 Exercises 593 40 Analysis of Variance: One-way ANOVA 595 Testing Whether Group Means Are Different 595 Example of One-way ANOVA 596 The Role of Variance in ANOVA 598 Forecasting with One-way ANOVA 599 Contrasts 601 Summary 603 Exercises 604 41 Analysis of Variance: Two-way ANOVA 607 Introducing Two-way ANOVA 607 Two-way ANOVA without Replication 608 Two-way ANOVA with Replication 611 Summary 616 Exercises 617 XI Internet and Social Marketing 619 42 Networks 621 Measuring the Importance of a Node 621 Measuring the Importance of a Link 626 Summarizing Network Structure 628 Random and Regular Networks 631 The Rich Get Richer 634 Klout Score 636 Summary 637 Exercises 638 43 The Mathematics Behind The Tipping Point 641 Network Contagion 641 A Bass Version of the Tipping Point 646 Summary 650 Exercises 650 44 Viral Marketing 653 Watts’ Model 654 A More Complex Viral Marketing Model 655 Summary 660 Exercises 661 45 Text Mining 663 Text Mining Definitions 664 Giving Structure to Unstructured Text 664 Applying Text Mining in Real Life Scenarios 668 Summary 671 Exercises 671 Index 673
£33.59
Pearson Education Global Marketing Global Edition
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
£72.99
Barcharts, Inc Digital Marketing
Book Synopsis
£7.59
John Murray Press Small Data
Book SynopsisThe New York Times Bestseller named one of the Most Important Books of 2016 by Inc, and a Forbes 2016 Must Read Business Book''If you love ''Bones'' and ''CSI'', this book is your kind of candy'' Paco Underhill, author of Why We Buy''Martin''s best book to date. A personal, intuitive, powerful way to look at making an impact with your work'' Seth Godin, author of Purple CowMartin Lindstrom, one of Time Magazine''s 100 Most Influential People in The World and a modern-day Sherlock Holmes, harnesses the power of small data in his quest to discover the next big thing.In an era where many believe Big Data has rendered human perception and observation ''old-school'' or passé, Martin Lindstrom shows that mining and matching technological data with up-close psychological insight creates the ultimate snapshot of who we really are and what we really want. He works like a modern-day Sherlock Holmes, accumulating Trade ReviewSuch research borrows from anthropology and ethnography. Like its academic cousins, it provokes some interesting reflections about enduring human difference in an increasingly homogenised world. -- Andrew Hill * The Telegraph *
£11.69
Sage Publications Ltd Brand Management
Book SynopsisThis popular textbook introduces students to contemporary brand management and innovation with a focus on how companies and consumers are interacting and co-creating brands today. The latest edition continues to provide equal focus on theory and practice with all new case studies and examples from brands around the globe to help show the wide range and diversity of brands and consumers today. These include Glossier, Lovehoney, Whisper, Shinola Detroit, Trung Nguyen, Shatta Wale, Tony's Chocolonely. Also included are updated research references and online resources, as well as a brand-new chapter on the creative aspects of branding from naming to logos and experiences. This textbook is essential reading for all students studying branding and brand management at university level. Michael Beverlandis Professor of Brand Marketing at University of Sussex Business School. Pinar Cankurtaranis Assistant Professor of Brand Strategy at the Faculty of Industrial Design Engineering, Delft University of Technology.
£44.64
Practical Inspiration Publishing Attractive Thinking: The five questions that
Book SynopsisForget everything you’ve been told about maximizing Lifetime Customer Value. To take your business to the next level, you need a brand strategy that’s focused on attracting new customers, not exploiting existing ones. In this transparent digital age, smart business leaders know that profitable growth comes from helping customers, not exploiting them. Attractive Thinking sets out a ground-breaking methodology, developed during 30 years’ experience transforming brands for Pepsi, Mars, Miracle Gro and many high-end service businesses, to achieve exactly that. Discover the five key questions you must answer to create a better brand strategy and the tools to deliver it: clarity on what matters to customers; products and services that customers love; marketing that attracts them; and a team that is committed to delivering it. Attractive Thinking is a practical handbook for CEOs, managing directors and marketers who want to make the big-brand techniques work for them.Trade ReviewEngaging and easy to read book about building strong brand with a customer in mind. Attractive Thinking is about providing something that is just what the customer needs at that time. The art of doing this by answering five simple questions is described in the book. Although the questions are pretty simple, the way your business answers them determines future success in this competitive world. * NetGalley *Chris's book cuts through all the marketing mumbo jumbo and provides a clear road map for anyone putting together a brand or business strategy. A disciple of Byron Sharp’s marketing science, Chris explains in plain English how to create winning propositions that will attract more customers. Properly followed, the approach delivers buy-in across all levels and disciplines, so everyone feels involved and committed to the plan. That’s a winning combination; super clear strategy and cross company commitment. If you are faced with a growth challenge, especially in a new role, you should adopt some 'Attractive Thinking'. * amazon.co.uk *I loved this book. It had so many unusual insights in it. It introduced me to authors like Byron Sharp, who have produced important insights that are not readily understandable. Chris does a brilliant job of turning those ideas into prose that anyone can understand. This is a highly recommended book for anyone wanting to know more about marketing and branding. * amazon.co.uk *
£12.79
Practical Inspiration Publishing Boring2Brave: The ‘bravery-as-a-strategy’ mindset
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
£12.59
Cornerstone Emotion by Design: Creative Leadership Lessons
Book Synopsis'The marketing genius behind Nike . . . Greg Hoffman has inspired me tremendously' Steven Bartlett, author of Happy Sexy Millionaire How did Nike go from being a small sneaker brand to the world's most revered company? Why do its campaigns - from 'Just do it' to the famous Nike swoosh - capture the imaginations of millions worldwide? And what can any founder or marketer learn from them? Greg Hoffman joined Nike as 22-year-old design intern. Over the next thirty years, he would help craft some of the most iconic campaigns in history - for Ronaldo and Serena, Olympic Games and World Cup finals. Now, he unveils a transformative method that will make any brand more creative: emotion by design.'Great story, amazing career, so inspirational . . . I couldn't put it down' Chris Evans'The ultimate playbook to unleash creativity in any team' Jake Humphrey, author of High Performance'An unforgettable account of a man and a business that never had to try to be someone else's idea of cool - because they had already defined it themselves' Rory Sutherland, Vice-Chairman of Ogilvy and author of Alchemy'Brilliant . . . Hoffman draws on a lifetime of experience at Nike to reveal how any team can make brand connections stronger' Nir Eyal, author of Hooked'This book made me smile in my soul' Mary Portas'Remarkable . . . A distinctive framework that will help marketers and creatives connect with their audiences like never before' Jonah Berger, author of ContagiousTrade ReviewA brand isn't a logo, it's a story. In this guidebook-plus-memoir, Greg helps us see how a commitment to our creative practice can make any story better. -- Seth GodinA transformative and intensely personal journey building one of the world's most important, groundbreaking brands . . . A must-read. -- Laszlo Bock, author of WORK RULES!A gripping insight into the creation of some of the most iconic marketing in history. -- Bruce Daisley, author of THE JOY OF WORKThe marketing genius behind Nike . . . Greg Hoffman has inspired me tremendously. -- Steven Bartlett, author of HAPPY SEXY MILLIONAIRESo inspirational . . . I couldn't put it down. -- Chris EvansThis is the ultimate playbook to unleash creativity in any team - and in turn effect real, transformative change for you and your company. -- Jake Humphrey, author of HIGH PERFORMANCEAn unforgettable account of a man and a business that never had to try to be someone else's idea of cool - because they had already defined it themselves. -- Rory Sutherland, Vice-Chairman, Ogilvy and author of ALCHEMYIn this brilliant book, Greg Hoffman draws on a lifetime of experience at Nike to reveal how any team can make brand connections stronger . . . A must-read for any marketer, businessperson or creative. -- Nir Eyal, author of HOOKED and INDISTRACTABLEReading this book made me smile in my soul, proving that creativity, community and empathy has created one of the greatest brands of our lifetime. -- Mary PortasFilled with remarkable stories . . . A distinctive framework that will help marketers and creatives connect with their audiences like never before. -- Professor Jonah Berger, Wharton Business School, author of CONTAGIOUS
£10.44
John Wiley & Sons Inc Implementing Value Pricing
Book Synopsis* The overwhelming majority of professional firms price their services by the antiquated hourly billing method, a method with many flaws * This new book demonstrates there is a superior model to price for professional services, a business model change from "We sell time," to "We sell intellectual Capital.Table of ContentsForeword xvii Preface xxi About This Book xxiii About the Web Site xxiv About the Words Used in This Book xxv Acknowledgments xxvii About the Author xxxi PART I A RADICAL BUSINESS MODEL CHAPTER 1 The Firm of the Past 3 CHAPTER 2 The Firm of the Future 7 The Business Model of the Firm of the Future 8 Revenue Is Vanity—Profit Is Sanity 8 Businesses Have Prices, Not Hourly Rates 8 Why Intellectual Capital Is the Chief Source of Wealth 9 Negative Intellectual Capital 11 Why Effectiveness Trumps Efficiency 11 What, Exactly, Is Productivity? 12 There’s No Such Thing as Generic “Efficiency” 13 Where Do Profi ts Come From? 15 If Only I Knew Then What I Know Now 17 Summary and Conclusions 18 PART II FOUNDATIONS OF CREATING VALUE CHAPTER 3 Why Are We in Business? 21 The Economist’s Definition of Profit 21 The Marketing Concept and Total Quality Service 23 Summary and Conclusions 24 CHAPTER 4 A Tale of Two Theories 25 The Labor Theory of Value 26 Karl Marx, False Prophet 26 The Marginalist Revolution of 1871 28 Why Are Diamonds More Expensive Than Water? 29 Wrong Theory, Suboptimal Results 30 CHAPTER 5 Four Ps and Five Cs 31 The Five Cs of Value 34 You Are What You Charge 36 CHAPTER 6 What People Buy 37 The Dynamics of Customer Expectations 38 CHAPTER 7 How People Buy 41 Relative, Not Absolute, Price Matters 42 Price Psychology 43 Search, Experience, and Credence Attributes 44 Understanding Customer Risk 45 The Four Ways to Spend Money 47 CHAPTER 8 Your Firm’s Value Proposition 49 Moments of Truth 51 What Is Beyond Total Quality Service? 52 CHAPTER 9 The Consumer Surplus and Price Discrimination 55 Price Elasticity 56 Consumer Surplus 57 Price Discrimination 58 Requirements to Price Discriminate 59 CHAPTER 10 Macro Pricing Strategies 65 Skim Pricing 66 Penetration Pricing 66 Neutral Pricing 67 Two More Curves for Value 67 Implications of the Curve 71 CHAPTER 11 Price the Customer, Not the Service 73 Ten Factors of Price Sensitivity 73 CHAPTER 12 There Is No Such Thing as a Commodity 77 The Perils of Benchmarking 80 Purging the Commodity Word 80 CHAPTER 13 Baker’s Law: Bad Customers Drive Out Good Customers 83 Customer Grading Criteria 83 The Adaptive Capacity Model 87 Firing Customers 89 The Forced Churn 90 CHAPTER 14 Value Pricing and Self-Esteem 95 There Is No Standard Price for Intellectual Capital 98 CHAPTER 15 Ethics, Fairness, and Value Pricing 101 The Morality of Price Discrimination 106 Prospect Theory 108 Is Hourly Billing Ethical? 109 PART III THE GENESIS AND CONSEQUENCES OF HOURLY BILLING AND TIMESHEETS CHAPTER 16 A Brief History of Hourly Billing and Timesheets 113 The Father of the Billable Hour and Timesheet— in the Legal Profession 115 Summary and Conclusions 117 CHAPTER 17 The Deleterious Effects of Hourly Billing 119 The Advantages of Hourly Billing 119 What about the Customer? 123 The Disadvantages of Hourly Billing 124 Summary and Conclusions 138 PART IV WHAT REPLACES HOURLY BILLING AND TIMESHEETS CHAPTER 18 Why Carthage Must Be Destroyed 143 What, Exactly, Replaces Hourly Billing and Timesheets? 147 CHAPTER 19 Price-Led Costing Replaces Hourly Billing 149 Wisdom Is Timeless 151 Summary and Conclusions 153 CHAPTER 20 The Wrong Mistakes 155 The Almighty Hourly Rate 156 Making the Wrong Mistakes 157 CHAPTER 21 Who Is in Charge of Value? 163 The World’s First CVO 164 Leadership 167 Attitude 168 Commitment 168 Experimentation 169 Youth 170 Not Final Thoughts 170 CHAPTER 22 Measure What Matters to Customers 173 The McKinsey Maxim 174 Developing a Theory 175 Pantometry versus Theory 176 A Gedanken 177 CHAPTER 23 Firm-wide Key Predictive Indicators 181 KPIs for a Professional Knowledge Firm 181 KPIs Equal Customer Accountability 188 CHAPTER 24 Knowledge Worker Key Predictive Indicators 191 A Model for Knowledge Worker Effectiveness 192 Key Predictive Indicators for Knowledge Workers 196 CHAPTER 25 After Actions Reviews 205 We Know More Than We Can Tell 206 The Economics of Structural Capital 207 Knowledge Lessons from the U.S. Army 210 Summary and Conclusions 214 CHAPTER 26 O’Byrne & Kennedy: A Firm of the Future 215 PART V EIGHT STEPS TO IMPLEMENTING VALUE PRICING CHAPTER 27 The Eight Steps at a Glance 231 Three Different Kinds of Problems 232 Eight Steps to Implementing Value Pricing 233 CHAPTER 28 Step One: Conversation 235 The Conversation 236 Naïve Listening 236 Focus on Wants, Not Needs 238 Starting the Conversation 238 Conversations Lower Asymmetrical Information and Adverse Selection 240 Questions You Should Ask the Customer 241 Ordinal Value, Not Cardinal Value 243 Discussing Risk with the Customer 243 Summary and Conclusions 244 CHAPTER 29 Step Two: Pricing the Customer: Questions for the Value Council 245 Questions to Ask before Establishing a Price 246 Factors of Price Sensitivity 250 Pricing Questions 251 CHAPTER 30 Step Three: Developing and Pricing Options 257 The Psychology of Price 258 Seven Generic Customer Segmentation Strategies 259 Pricing Options 263 Pricing Complex Projects 264 FORD—A Model for Consulting 273 Dipping Your Toe in the Water 275 Formula for Calculating Reservation Price 276 Summary and Conclusions 278 CHAPTER 31 Step Four: Presenting Options to the Customer 281 Handling Price Objections 282 Summation: Presenting Your Price to the Customer 287 CHAPTER 32 Step Five: Customer Selection Codified into the Fixed Price Agreement 289 Date of the FPA 289 Professional Services 291 Unanticipated Services 295 Service and Price Guarantee 295 Payment Terms 296 Revisions to the FPA 296 Termination Clause 297 Other Issues Regarding the FPA 297 CHAPTER 33 Step Six: Proper Project Management 299 CHAPTER 34 Step Seven: Scope Creep and Change Orders 311 CHAPTER 35 Step Eight: Pricing After Action Reviews 317 PART VI INFLECTION POINT CHAPTER 36 No One Can Forbid Us the Future 321 Business Model Innovation 322 The Diffusion of Theories 325 Firm of the Future or Firm of the Past? 328 CHAPTER 37 Declaration of Independence 331 Bibliography 337 Index 351
£71.10
Pearson Education (US) Presentation Zen
Book Synopsis Garr Reynolds is the bestselling author of Presentation Zen, Presentation Zen Design, and The Naked Presenter, and a leading authority on presentation design and delivery. A sought-after speaker and consultant, his clients include many in the Fortune 500. An award-winning writer, designer, and musician, he is currently Professor of Management and Communication Design at Kansai Gaidai University in Japan. Garr is a former corporate trainer for Sumitomo Electric, Inc. and worked as the Manager for Worldwide User Group Relations at Apple, Inc. His popular website can be found at presentationzen.com. He lives with his family in the countryside of Nara, Japan.Table of ContentsForeword by Guy Kawasaki INTRODUCTION Presenting in Today's World PREPARATION Creativity, Limitations, and Constraints Planning Analog Crafting the Story DESIGN Simplicity: Why It Matters Presentation Design: Principles and Techniques Sample Visuals: Images & Text DELIVERY The Art of Being Completely Present Connecting with an Audience The Need for Engagement NEXT STEP: The Journey Begins
£27.54
Pearson Education Limited Strategic Brand Management Building Measuring and
Book SynopsisTable of Contents PART I: STRATEGIC BRAND MANAGEMENT: AN INTRODUCTION 1. Brands and Brand Management PART II: DEVELOPING A BRAND STRATEGY 2. Customer-Based Brand Equity and Brand Positioning 3. Brand Resonance and Brand Value Chain PART III: DESIGNING AND IMPLEMENTING BRAND MARKETING PROGRAMS 4. Choosing Brand Elements to Build Brand Equity 5. Designing Marketing Programs to Build Brand Equity 6. Integrating Marketing Communications to Build Brand Equity 7. Branding in the Digital Era 8. Leveraging Secondary Brand Associations to Build Brand Equity PART IV: MEASURING AND INTERPRETING BRAND PERFORMANCE 9. Developing a Brand Equity Measurement and Management System 10. Measuring Sources of Brand Equity: Capturing Customer Mind-Set 11. Measuring Outcomes of Brand Equity: Capturing Market Performance PART V: GROWING AND SUSTAINING BRAND EQUITY 12. Designing and Implementing Brand Architecture Strategies 13. Introducing and Naming New Products and Brand Extensions 14. Managing Brands Over Time 15. Managing Brands Over Geographic Boundaries and Market Segments PART VI: CLOSING PERSPECTIVES 16. Closing Observations
£73.14
Figure 1 Publishing Reengineering Retail: The Future of Selling in a
Book SynopsisSince the release of Doug Stephens’ first book, The Retail Revival, change in the global retail sector has accelerated beyond even the boldest forecasts. As predicted, online giants like Amazon and Alibaba.com are growing at a dizzying pace. Hundreds of well-known brick and mortar retailers have closed their doors, and brands and retailers across categories are struggling to understand the shifting needs and expectations of a new consumer. Picking up where The Retail Revival left off, Reengineering Retail explores the coming revolution in the global retail and consumer goods market, offering sales and marketing executives a roadmap to the future. Author and internationally renowned consumer futurist, Doug Stephens, paints a bold vision of the future where every aspect of the retail experience as we know it, will be radically transformed. From online to bricks and mortar, the very concept of what stores are, how consumers shop them, and even the core economic model for revenue, will be will be profoundly reinvented; changes sure to affect not only retailers large and small but any business with a stake in the global retail industry. Infused with real world examples and interviews with industry disruptors, Reengineering Retail illustrates the vast opportunities at play for bold brands and business leaders. Stephens’ strategies will provide businesses with the foresight required to move quickly and effectively into the future.Trade Review“Ten years ago, walking into a cool boutique to see a DJ spinning was novel. Today, it’s about the least a store can do to keep up with the times. Brands and retailers that are standing out are pulling out the stops to turn shopping into a rich and immersive experience that leverages technology. Doug’s book sets out a roadmap for how to best compete in this new retail world” —Harley Finkelstein, COO, Shopify“Doug Stephens sounds the alarm for brick-and-mortar retailers (and their landlords), and those who do not heed his advice do so at their own peril. Reengineering Retail is a survival guide for those of us navigating a sea change in physical retail.” —Mark Toro, Founder and Managing Partner, North American Properties–Atlanta, Ltd.“Disruption is facing every business. Retail is feeling the brunt of it. Technology changes everything. Software eats retail in a one-click and swipe-right world. Retailers talk about omnichannel and customer-centricity, but look at the landscape. It's hard to be optimistic. Still, big thinkers like Doug Stephens and his latest book, Reengineering Retail, draw the map and demonstrate what retailers need to think and do in this landscape. If you sell stuff, this is a must-read.” —Mitch Joel, President, Mirum. Author of Six Pixels of Separation and CTRL ALT Delete.“Retail is no longer linear—it doesn’t live in a protected tower—and it’s arguably facing its greatest disruption ever! Doug Stephens’ latest book, Reengineering Retail, shines the spotlight on the new ecosystem, one that feeds off innovation, the redefinition and refinement of customer experience, authenticity, value, excitement and experimentation. Doug’s book challenges us to look at disruption more than by assuming that one form of retail will win over another—simply put, the book forces us to understand the power of personalization and customer engagement—the lifeblood of our new retail world.” —Diane J. Brisebois, President & CEO, Retail Council of Canada“Doug Stephens paints a vivid picture of the massive disruption and reinvention that is occurring in the retail landscape. Reengineering Retail offers valuable insights into how the physical and the digital retailing worlds will augment each other and combine to create customer experiences that we can only imagine today. This book is a must-read and a wakeup call to any retailers that have been technological laggards.” —Ramesh Venkat, Ph.D., Director, David Sobey Centre for Innovation in Retailing, Saint Mary’s University
£18.04
Hay House UK Ltd Launch (Updated & Expanded Edition): How to Sell
Book SynopsisFrom the creator of Product Launch Formula, an expanded edition of the #1 New York Times best-selling guide that’s helped countless entrepreneurs make millions—now in paperback."What Jeff Walker teaches in LAUNCH is vital for modern marketing success. You don't need more tactics or tools; you need smart strategy, and that's exactly what this book delivers." — Marie Forleo, #1 New York Times best-selling author of Everything Is Figureoutable The revised and updated edition of the #1 New York Times bestseller Launch will build your business—fast. Whether you've already got an online business or you're itching to start one, this is a recipe for getting more traction and a fast start. Think about it: What if you could launch like Apple or the big Hollywood studios? What if your prospects eagerly counted down the days until they could buy your product? And you could do it no matter how humble your business or budget? Since 1996, Jeff Walker has been creating hugely successful online launches. After bootstrapping his first Internet business from his basement, he quickly developed a process for launching new products and businesses with unprecedented success. And once he started teaching his formula to other entrepreneurs, the results were simply breathtaking. Tiny, home-based businesses started doing launches that brought in tens of thousands, hundreds of thousands, and even millions of dollars. Whether you have an existing business or you're starting from scratch, this is how you start fast. This formula is how you engineer massive success. Now the question is this: Do you want to start slow, and fade away from there? Or are you ready for a launch that will change the future of your business and your life?
£15.29
Taylor & Francis Ltd Material Matters
Book SynopsisOur planet is a closed system with limited material resources, yet our current economic model is designed in a one-way direction from resource extraction to disposal, leading to resource depletion. This book proposes a new economic model, offering an alternative to this linear âtake-make-wasteâ economy.Material Matters shows a way of creating a circular economy by using the unlimited resources we have: renewable energy, data and intelligence. It describes a system based on circular business models centred on selling performance rather than ownership, designing products and buildings as resource banks and equipping products with a âmaterial passportâ to ensure their usability for future generations. Businesses thereby become custodians of materials, rather than consumers of materials and sellers of products. The book evokes the vision of a radically new economic model based on a compelling narrative, supported with cases that have been developed in conjunction with major companies, for example, convincing Philips to sell light instead of lamps, saving energy and materials by creating a whole new business model, a case which has become iconic for the circular economy.Material Matters is not a somber analysis of the state of the planet but a concrete and comprehensive agenda for change, offering perspectives for taking action for business and individual consumers alike.Trade Review"This is a book that gives an accessible and practical vision of the circular economy, viewed through the eyes of two people who have played and continue to play a key role in its realisation." Dame Ellen MacArthur, Founder, Ellen MacArthur Foundation"This book is a bold vision and a manual for a 21st century economy. A wake-up call." Prof. Dr. Martin R. Stuchtey, University of Innsbruck; Founder, Managing Partner, SYSTEMIQ "A very inspiring and relevant book. We live in times of scepticism, doubt, negativism and populism. But only an agenda of hope takes us further. This is an important contribution to this agenda."Prof. Dr. Jan Peter Balkenende, Former Dutch Prime Minister"The products of today are the resources of tomorrow if we use them intelligently. This book shows us how."Prof. Dr. Walter R. Stahel, Leading expert on circular economy; Member of the Club of Rome; Founder -Director, The Product-Life Institute, GenevaTable of Contents1. The product-as-problem 2. The linear economy or the end of the line 3. Spaceship Earth – a closed system 4. Permanent temporality 5. Changing the rules of the game 6. The Material Passport 7. Madaster - a registry for materials 8. UDMR, The Universal Declaration of Material Rights 9. Material-as-a-Service – rethinking material ownership 10. Completing the Copernican Revolution
£25.99
HarperCollins Focus Selling 101
Book SynopsisHere in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
£10.44
HarperCollins Publishers Inc Jab Jab Jab Right Hook
Book SynopsisWhen managers and marketers outline their social media strategies, they often plan for the right hook - their next highly anticipated sale or campaign that's going to put the competition out for the count. Right hooks, after all, convert traffic to sales. This book offers a blueprint to social media marketing strategies that really works.
£21.25
HarperCollins Publishers Social Media
Book SynopsisThe social media secrets that experts and top professionals use.Get results fast with this quick, easy guide to the fundamentals of social media for business.Includes how to: Plan Promote Post Position Monitor Be real Be ethical
£6.99
Ebury Publishing Velocity
Book SynopsisHow can you win when the only certainty is change? Highly accessible, lively and inspiring, Velocity draws upon the authors' unique perspectives and experiences to present seven timeless new laws for businesses and individuals in a world that is dominated by rapid change and digital technology. Written as a fascinating and enjoyable conversation between the authors Stefan Olander, Vice President of Digital Sport from Nike and Ajaz Ahmed founder and Chairman AKQA Velocity''s up-to-date examples illustrate key lessons, together with insights, ideas and inspiration that individuals and businesses should adopt to thrive in the digital age. Velocity shares the vision and values required to succeed with the untold backstories to influential and iconic innovation. Fast paced, useful, provocative and highly motivating, Velocity is a management book that will arm you with actionable ideas to define your future. Features: - 4 Velocity principTrade ReviewThere's no waste, no flowery prose - only an intelligent flow of insights, advice, stories and illumination ... I defy you to read it without a highlighter pen in your hand. * Contagious magazine *Velocity is the best ‘industry’ book I have read since The Tipping Point * FWA Network *A game-changing book on management philosophy * Books for Breakfast *A blueprint for winning * Forbes *Seven ‘laws’ to keep us on the digital pace * Evening Standard *
£15.29
Penguin Books Ltd The Challenger Customer
Book SynopsisFrom the authors of the internationally-bestselling business classic The Challenger Sale''A handbook of practices that will help you get into your customers'' heads, deliver good value, and win the sale'' Daniel H. Pink, author of To Sell is Human and Drive---------------------------------------------------------------In The Challenger Sale, Matthew Dixon and Brent Adamson overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don''t focus on friendly, attentive customers. Instead, they target challenger customers.Challenger customers are sceptical, less interested in meeting and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier tTrade ReviewA handbook of practices that will help you get into your customers' heads, deliver good value and win the sale * Daniel H. Pink, author of To Sell is Human and Drive *I love it. This book will set the tone for years of work to come. The CEB team has just added the HOW to the WHAT that we have all been searching for since we launched into the Challenger journey * Mitch Little, vice president, worldwide sales and applications, Microchip Technology Inc. *An essential new way to think about the sale * Seth Godin, author, Linchpin *Lays out a blueprint for how sales and marketing departments must rethink their approach to winning more business. What worked in the past is clearly having diminishing returns today and will likely lead to failure in the future * John Graff, vice president, corporate marketing, National Instruments *'Provides evidence-based insights and practical guidance for solving one of today's most pressing commercial challenges: complex decision making within customer organizations. It clearly shows what distinguishes the best sellers and marketing organizations from the rest * Pinder Sahota, general manager, Smith & Nephew *
£15.29
Little, Brown Book Group The Sell
Book Synopsis''With The Sell, Fredrik Eklund has created the modern day How to Win Friends and Influence People. If you''re looking for how to achieve success in the 21st century, the answer is in your hands'' Tom Doctoroff, CEO, J. Walter Thompson, and author of Twitter is Not a StrategyJust over a decade ago, Fredrik Eklund moved to New York City from his native Sweden with nothing but a worn-out pair of sneakers and a dream: to make it big in the city that never sleeps. Despite having no experience in real estate and no contacts, Fredrik transformed himself into the best seller in the most competitive real estate market on the planet, brokering multimillion-dollar deals for celebrities, selling out properties all over the city and charming TV audiences as one of the stars of Million Dollar Listing New York.Blending personal stories and the expertise he''s gained from his meteoric rise, The Sell is the modern guide to becoming successfuTrade ReviewFredrik is one of the most fun and talented people in real estate sales today. He always delivers with undeniable charisma and this book is no exception -- Ivanka Trump, assistant to President Trump, VP of real estate development and acquisitions at the Trump Organization and bestselling author of The Trump CardFredrik could sell ice to an Eskimo. I can't do a high kick, but I'm excited to learn his other tricks! -- Andy Cohen, television host and producer, and author of New York Times bestseller The Andy Cohen DiariesThe number one trait I always looked for when I was hiring someone for my company and what I look for now when I'm investing in entrepreneurs on Shark Tank is passion, a need to succeed. Someone who'd rather die than not be the best. That's Fredrik, and after reading this book, that will be you, too -- Barbara Corcoran, founder of the Corcoran Group, ABC's Shark Tank investor, and author of Shark TalesWith The Sell, Fredrik Eklund has created the modern day How to Win Friends and Influence People. If you're looking for how to achieve success in the 21st century, the answer is in your hands -- Tom Doctoroff, CEO, J. Walter Thompson, and author of Twitter is Not a Strategy
£11.69
John Wiley & Sons Inc Critical Marketing
Book SynopsisCritical Marketing, edited by Tadajewski and Brownlie, brings together both the historical context and recent developments in critical marketing in a single concise text which includes seminal journal articles by leading experts. Critical Marketing is publishing at a time when there is an increasing emphasis on the need to view marketing practice in its wider political, cultural and social context and the desirability of studying the impact of marketing from multiple perspectives. Critical Marketing is essential reading for students and scholars in marketing, consumer research, cultural studies, sociology and psychology.Table of ContentsAcknowledgements xi Chapter 1 Critical Marketing: A Limit Attitude 1 Mark Tadajewski and Douglas Brownlie Chapter 2 Rethinking the Development of Marketing 29 Mark Tadajewski and Douglas Brownlie Chapter 3 Prejudice V. Marketing? An Examination of some Historical Sources 33 Donald F. Dixon Chapter 4 Early Development of the Philosophy of Marketing Thought 45 D.G. Brian Jones and David D. Monieson Chapter 5 Consumer Sovereignty, Democracy, and the Marketing Concept: A Macromarketing Perspective 67 Donald F. Dixon Chapter 6 Critical Reflections on Consumer Research 85 Mark Tadajewski and Douglas Brownlie Chapter 7 Remembering Motivation Research: Toward an Alternative Genealogy of Interpretive Consumer Research 91 Mark Tadajewski Chapter 8 Evolution, Biology and Consumer Research: What Darwin Knew that We’ve Forgotten 131 Elizabeth C. Hirschman Chapter 9 Ethnopsychology: A Return to Reason in Consumer Behaviour 157 John O’Shaughnessy Chapter 10 Marketing and Society 183 Mark Tadajewski and Douglas Brownlie Chapter 11 Marketing, the Consumer Society and Hedonism 187 John O’Shaughnessy and Nicholas Jackson O’Shaughnessy Chapter 12 Antiglobal Challenges to Marketing in Developing Countries: Exploring the Ideological Divide 211 Terrence H. Witkowski Chapter 13 On Negotiating the Market? 245 Mark Tadajewski and Douglas Brownlie Chapter 14 Sustainable Marketing 253 Ynte K. van Dam and Paul A.C. Apeldoorn Chapter 15 An Ecofeminist Analysis of Environmentally Sensitive Women Using Qualitative Methodology: The Emancipatory Potential of an Ecological Life 271 Susan Dobscha and Julie L. Ozanne Chapter 16 Past Postmodernism? 301 Mark Tadajewski and Douglas Brownlie Chapter 17 Introspection as Critical Marketing Thought, Critical Marketing Thought as Introspection 311 Stephen J. Gould Chapter 18 The Function of Cultural Studies in Marketing: A New Administrative Science? 329 Adam Arvidsson Chapter 19 Thinking through Theory: Materialising the Oppositional Imagination 345 Pauline Maclaran and Lorna Stevens Chapter 20 Postcolonialism and Marketing 363 Gavin Jack Index 385
£38.24
Penguin Books Ltd The Icarus Deception How High Will You Fly
Book SynopsisIn The Icarus Deception, Seth Godin''s most inspiring book, he challenges readers to find the courage to treat their work as a form of artEveryone knows that Icarus''s father made him wings and told him not to fly too close to the sun; he ignored the warning and plunged to his doom. The lesson: Play it safe. Listen to the experts. It was the perfect propaganda for the industrial economy. What boss wouldn''t want employees to believe that obedience and conformity are the keys to success?But we tend to forget that Icarus was also warned not to fly too low, because seawater would ruin the lift in his wings. Flying too low is even more dangerous than flying too high, because it feels deceptively safe.The safety zone has moved. Conformity no longer leads to comfort. But the good news is that creativity is scarce and more valuable than ever. So is choosing to do something unpredictable and brave: Make art. Being an artist isn''t a genetic disposition Trade ReviewIf Seth Godin didn't exist, we'd need to invent him * Fast Company *Seth Godin is a demigod on the web, a bestselling author, highly sought-after lecturer, successful entrepreneur, respected pundit and high-profile blogger * Forbes *A wonderful manifesto in the author's characteristic style - pathological honesty, ruthless scepticism and generous intellect. The Icarus Deception turns society upside-down in order to awaken the reader's rebellious spirit and encourage him to create * Management Today *
£15.29
Harriman House Publishing Run with Foxes
Book SynopsisPaul Dervan has spent 20 years in marketing, working for high-profile brands, creating new ones and helping to rescue those that have got in trouble. He was also given the unique opportunity to build a marketing lab where he undertook hundreds of experiments to see what really worked and what didn''t.He's been up close with some of the world's finest marketers, and seen both successes and failures sometimes on a colossal scale.Run With Foxes is a blistering, must-read collection of real-life stories from this fascinating world, revealing the messy reality of decision-making in marketing and the secrets of making better decisions.The fact is, most marketing lessons that get shared come from successful campaigns; marketers are too afraid to be honest about mistakes. But everyone makes mistakes in marketing: and there are hugely valuable and unique lessons to be learned from taking a closer look at failures big and small.Breaking open marketing triumphs and disasters with brutal honesty, as well as sharing exclusive first-hand interviews with some of the world's most respected marketers, this is the ultimate insider's guide to being a better marketer.
£13.49
Harriman House Publishing Go Luck Yourself
Book SynopsisLuck is a four-letter-word in business circles. But the truth is that fortune plays a part in every success story Рand every failure.In Go Luck Yourself, one of the world's leading brand strategists explains how a hunting trip led to the invention of VELCRO®. How a little mermaid inspired a famous campaign for Amazon. How a stolen rabbit spurred on Walt Disney. And more importantly, how you can stack the odds in your brand's favour.Andy Nairn draws on everything from architecture to zoology, as well as almost 30 years working with some of the most successful companies on the planet, to provide a series of thought-provoking strategies that will help anyone responsible for building a brand.He'll show you how to uncover your organisation's hidden treasures. How to spot opportunities in unexpected places. How to turn misfortune into good fortune. And how to practise being lucky, every day.Written in a very accessible and entertaining style, this is the book you need to improve your brand's fortunes, in these turbulent times.Now Go Luck Yourself . . .
£13.49
Taylor & Francis Courage at Work
Book SynopsisCourage can shape our lives, as well as the workplace and business outcomes. Willingness and ability to take risks make space for major decisions. And itâs more than something to admire in others: courage can be learned, and this book will teach you.Building on examples from a 30-year international career in marketing, coaching, and political activism, Florence Guesnet introduces the pioneering concept of the âœcourage zone.â This shifts courage from an unattainable heroism to a competence that can be built with five steps: recognize fear, perceive your heart's desires, analyze reality, make a decision, and take the step. The book begins by strengthening the readerâs courage as an individual, inspiring a bold mindset and vision and including hands-on exercises. The book then goes on to show readers how to carry their courage into organizations and inspire others, addressing questions of governance, strategy, and everyday team encouragement against the backdrop of 21st century
£34.19
Taylor & Francis Marketing Strategy for the Arts
a huge range and FREE tracked UK delivery on ALL orders.
£40.84
John Wiley & Sons Inc The Art of Selling to the Affluent
Book SynopsisAttract and retain affluent customers and clients Much has changed since the original The Art of Selling to the Affluent was published. The financial crisis has affected the affluent as well as the less affluent.Table of ContentsChapter 1 The World of Today’s Affluent 1 Profile of Today’s Affluent 5 Affluent Macro Shifts 7 About This Book 8 The Research behind This Book: 2012 and 2013 Affluent Purchasing Decision Research 12 Summary 13 Chapter 2 The Affluent Mind-Set Shift 15 Pre- and Postcrisis Decision Making 21 Pre- and Postcrisis Lifestyles 23 Summary 24 Chapter 3 Wowing Today’s Affluent 27 Your “Wow” Service Experience 30 Surprise and Delight: A Simple Way to Wow Affluent Clients 31 The Law of Reciprocity 32 Uncovering Client Information 34 Summary 39 Chapter 4 Affluent Buzz Factor 41 Hosting an Intimate Client Event 45 Reasons to Avoid Large-Scale Client Events 46 Three Objectives 48 Five Steps to Activate Affluent Buzz via Intimate Events 50 Intimate Event Planning Form 55 Social Media 58 Visibility Campaign 61 Getting Involved 62 Social Prospecting 64 Revisiting Past Opportunities 66 Beware! Top Five Ways Salespeople Appear Salesy 67 Summary 70 Chapter 5 Building Personal Relationships 73 Referrals versus Introductions 77 Professional Alliances 81 Getting Personal 83 Becoming Social 85 Cultivate Personal Relationships 87 The Digital Impact 88 Keep It Simple and Personal 91 Summary 93 Chapter 6 Creating the Right First Impression 95 The Great Recession’s Impact 97 The Impact of Environment 99 The Power of Personal Presence 100 Exuding Gravitas (Power Pose) 101 How to Make a Good First Impression 103 A Handful of Simple Tips 105 Summary 112 Chapter 7 Today’s Affluent Female 115 Teachable Moments 118 Paradise Lost 121 The Affluent Female’s “Gift of Gab” 124 Top Turnoffs 125 Five Steps to Strengthen Your Relationships with Affluent Women 126 Female to Female 127 Connecting 128 Summary 129 Chapter 8 The Emerging Affluent 131 The Generational Divide 133 Word-of-Mouth Power through Social Media 135 Decision Making 136 Communication 139 Generational Similarities 141 Summary 142 Chapter 9 The Amazon Effect 145 The Apple Experience 150 Online Research 151 Summary 158 Chapter 10 How to Move Upmarket 161 America on $250,000 a Year 166 The Working Affluent 168 Mind-Set 169 Knowledge 170 Opportunity 171 P.S.: Create Opportunities 171 Worst Fear Exercise 172 Summary 174 Chapter 11 Overcoming Affluent Sales Reluctance 175 Thou Shalt Overcome 178 Is This a Problem? 179 Taking Action 180 Controlling the Devilish Voice of Doubt 183 Summary 190 Chapter 12 Maximizing Your Affluent Sales Opportunities 193 Can You Envision Your Affluent Future? 197 Closing the Gaps 199 Activating Your Achievement Cycle 201 Achievements of the Past 202 Staying on Your Critical Path 206 Four Key Traits of Top Affluent Sales Professionals 212 Summary 216 Appendix: The 12 Commandments of Affluent Selling 219 Index 235
£19.55
John Wiley & Sons Inc Monetizing Innovation
Book SynopsisSurprising rules for successful monetization Innovation is the most important driver of growth. Today, more than ever, companies need to innovate to survive. But successful innovation measured in dollars and cents is a very hard target to hit.Table of ContentsForeword xi Acknowledgments xiii Part One: The Monetizing Innovation Problem 1 Chapter 1 How Innovators Leave Billions on the Table: A Tale of Two Cars 3 Chapter 2 Feature Shocks, Minivations, Hidden Gems, and Undeads: The Four Flavors of Monetizing Innovation Failure 15 Chapter 3 Why Good People Get It Wrong 33 Part Two: Nine Surprising Rules for Successful Monetization 37 Chapter 4 Have the “Willingness-to-Pay” Talk Early: You Can’t Prioritize without It 39 Chapter 5 Don’t Default to a One-Size-Fits-All Solution: Like It or Not, Your Customers Are Different 53 Chapter 6 When Designing Products, Configuration and Bundling is More Science Than Art 63 Chapter 7 Go beyond the Price Point: Five Powerful Monetization Models 79 Chapter 8 Price Low for Market Share or High for Premium Branding? Pick the Winning Pricing Strategy 97 Chapter 9 From Hoping to Knowing: Build an Outside-In Business Case 111 Chapter 10 The Innovation Won’t Speak for Itself: You Must Communicate the Value 121 Chapter 11 Use Behavioral Pricing Tactics to Persuade and Sell: Sometimes Your Customers Will Behave Irrationally 135 Chapter 12 Maintain Your Price Integrity: Avoid Knee-Jerk Repricing 149 Part Three: Success Stories and Implementation 161 Chapter 13 Learning from the Best: Successful Innovations Designed around the Price 163 The Porsche Story—Veering Off the Sports Car Track to Create Two Winning Vehicles 164 LinkedIn—Monetizing the World’s Largest Professional Network 170 Dräger—Collecting the Specs for Successful Industrial Products before Engineering 174 Uber—Monetizing a Disruptive Innovation through Innovative Price Models 182 Swarovski—The Payoff from Crystal-Clear Ideas on What Consumers Will Pay 188 Optimizely—How to Price Breakthrough Innovation 194 Innovative Pharma—How a Customer Value Driven R&D Approach Boosts Success 200 Chapter 14 Implementing the “Designing the Product around the Price” Innovation Process 207 Notes 219 Index 227
£20.40
John Wiley & Sons Inc Sales EQ
Book SynopsisThe New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history.Table of Contents Foreword Anthony Iannarino xiii Chapter 1 The Mysterious Brown Bag 1 The Lesson of a Lifetime 2 A Front-Row Seat into the Mind of a UHP 4 Chapter 2 A Perfect Sales Storm 7 Meet the Ultra-High-Performance Sales Professional 9 Chapter 3 The Irrational Buyer 11 Nail-Biting Suspense 12 The Answer 12 The Reason 13 To Buy Is Human 14 The Secret Ingredient 17 Approach Buyers the Way They Buy 18 Chapter 4 Pattern Painting, Cognitive Biases, and Heuristics 20 Pattern Monster 21 Pattern Painting 22 Mental Shortcuts 23 People Act on Emotion and Justify with Logic 24 Chapter 5 The Four Levels of Sales Intelligence 28 Innate Intelligence 29 Acquired Intelligence 30 A Thirst for Knowledge 31 Technological Intelligence 32 Emotional Intelligence 33 IQ + AQ + TQ + EQ—A Powerful Combination 33 Chapter 6 Shaping Win Probability 35 Poetry 36 Win Probability Is the First Rule of Ultra-High Sales Performance 36 Fanatical Prospecting 38 The Law of Replacement 39 Disciplined Qualifying 40 Mapping Stakeholders 40 Aligning the Three Processes of Sales 41 Sales EQ and Human Influence Frameworks 42 Chapter 7 Dual Process 44 Sales EQ Balances the Scales 45 Four Pillars of Sales-Specific Emotional Intelligence 46 Chapter 8 Empathy 48 The Foundation of Sales EQ 50 Empathy Scale 50 Intentional Empathy 52 Regulating Empathy 54 Chapter 9 Self-Awareness 56 Self-Awareness Is the Mother of High Sales EQ 57 Psychometric Assessments 58 Get a Coach or Mentor 59 Ask for Feedback 60 Write Down Your Goals and Plans 60 360-Degree Review 60 Self-Reflection 62 Chapter 10 Sales Drive 64 Developing Drive 66 Physical Fitness 68 Develop Mental Toughness 70 Chapter 11 Self-Control 72 Managing Disruptive Emotions 73 Genesis of Disruptive Emotions 74 Fight or Flight 77 Cognitive Biases 80 Developing Self-Control 84 Rise Above Emotion and Choose Your Behaviors 93 Chapter 12 Shaping Win Probability Begins with Qualification 95 Chasing Ugly Deals 96 Define the Strike Zone 97 Qualifying Methodologies and Shortcuts 97 Nine-Frame Qualification Matrix 101 Measure Every Prospect against Your Ideal Qualified Prospect Profile 104 Murder Boarding 107 Chapter 13 Engagement and Micro-Commitments 109 Testing Engagement 110 Tune In to Emotions 111 Micro-Commitments 113 Leveraging the Value Bias and Consistency Principle 114 Getting Caught Up in Emotion 115 Chapter 14 Stalled Deals and Next Steps 118 The Bane of Sales Organizations 119 The Cardinal Rule of Sales Conversations 120 Getting Past the Next-Step Brush-Off 122 Ledge 123 Disrupt 124 Ask 126 Chapter 15 Sales Process 128 Disruptive Emotions Disrupt the Sales Process 129 Winging It 130 Complexity Is the Enemy of Execution 133 No Sales Process 133 Aligning the Three Processes of Sales 137 Chapter 16 Buying Process 139 Mapping the Buying Process 140 The Danger of Getting Out of Sync 140 Average Salespeople Dance 143 Shaping the Buying Process 143 Get There First 145 Leverage 147 Average Salespeople Become Buying Process Puppets 148 Chapter 17 The Five Stakeholders You Meet in a Deal 150 The Higher the Risk, the More Stakeholders Involved 151 Know Your Audience 152 Hearts Before Minds 154 Basic 155 The One Question Ultra-High Performers Never Ask 157 BASIC Mapping 159 Chapter 18 Decision Process 160 Influencing the Decision Process 162 Aligning the Three Processes of Sales 163 The Five Questions That Matter Most in Sales 163 Aligning Decision Making with Social Proof 164 Chapter 19 Do I Like You? 166 No Second Chances with First Impressions 167 Likability: The Gateway to Emotional Connections 168 Connect 168 Pitch Slapping 170 Ten Keys to Being More Likable 172 Connecting Is the Gateway to Lowering Emotional Walls and Discovery 173 Chapter 20 Flexing to Complement the Four Primary Stakeholder Personas 175 Four Predominant Stakeholder Personas 176 Director (DISC Equivalent: Dominant) 177 Analyzer (DISC Equivalent: Conscientious) 178 Socializer/Energizer (DISC Equivalent: Influential) 179 Consensus Builder (DISC Equivalent: Steady) 180 Style Personas Shift 181 Chapter 21 Sales Call Agenda Framework 183 Greeting 184 Call Objective 187 Check Your Stakeholder’s Agenda 188 Frame the Conversation 192 Emotional Contagion: People Respond in Kind 194 Chapter 22 Do You Listen to Me? 197 Why People Don’t Listen 198 Four Principles of Effective Sales Conversations 199 The Fine Art of Listening 201 Active Listening 202 Listen Deeply 203 Activating the Self-Disclosure Loop 204 Chapter 23 Discovery: Sales Is a Language of Questions 207 The Tour 209 Alpha and Omega 211 Joe the Interrogator 212 Ask Easy Questions First 214 The Power of Open-Ended Questions 216 Avoid the Pump and Pounce 217 Fluid Dual Process Discovery 218 Developing Go-To Questions 221 Chapter 24 Do You Make Me Feel Important? 225 The Most Insatiable Human Need 226 How to Make People Feel Important 227 The Law of Reciprocity 229 Obligation and Win Probability 231 Chapter 25 Do You Get Me and My Problems? 232 You Can’t Differentiate When Everything Looks the Same 234 The Age of Transparency 235 Do You Get Me? 236 People Buy for Their Reasons, Not Yours 237 The Power of Language 238 Message Matters 240 The “So What?” Smell Test 241 The Fine Art of Bridging 242 The Three-Step Bridging Framework 244 Chapter 26 Asking: The Most Important Sales Discipline 248 Closing 249 Afraid to Ask 250 The Assumptive Ask 252 Shut Up 254 Chapter 27 Turning Around Objections 258 How Salespeople Create Objections 259 Status Quo Bias and Why Buyers Object 260 You Cannot Argue Stakeholders Out of an Objection 263 Five-Step Objection Turnaround Framework 263 Chapter 28 Do I Trust and Believe You? 270 Emotional Baggage 271 You Are Always on Stage 272 One Brick at a Time 273 Chapter 29 Amache 275 Notes 281 Training and Workshops 288 About the Author 290 Acknowledgments 292 Index 294
£18.70
John Wiley & Sons Inc Revenue Operations
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
£21.24
Pearson Education Ltd Selling and Sales Management
Book Synopsis
£69.34
Pearson Education Marketing An Introduction Global Edition
Book SynopsisAbout our authors Gary Armstrong is Crist W. Blackwell Distinguished Professor Emeritus in the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill. He holds undergraduate and master's degrees in business from Wayne State University in Detroit, and he received his PhD in marketing from Northwestern University. Dr. Armstrong has contributed numerous articles to leading business journals. As a consultant and researcher, he has worked with many companies on marketing research, sales management, and marketing strategy. But Professor Armstrong's first love has always been teaching. His long-held Blackwell Distinguished Professorship is the only permanent endowed professorship for distinguished undergraduate teaching at the University of North Carolina at Chapel Hill. Throughout his career, he has been very active in the teaching and administration of Kenan-Flagler's undergraduate program. His administrative posts have included Chair of Marketing, Associate Director of the Undergraduate Business Program, Director of the Business Honors Program, and many others. Through the years, he has worked closely with business student groups and has received several UNC campuswide and Business School teaching awards. He is the only repeat recipient of the school's highly regarded Award for Excellence in Undergraduate Teaching, which he received three times. Most recently, Professor Armstrong received the UNC Board of Governors Award for Excellence in Teaching, the highest teaching honor bestowed by the 16-campus University of North Carolina system. Philip Kotler is Professor Emeritus of Marketing at the Kellogg School of Management, Northwestern University. He received his master's degree at the University of Chicago and his Ph.D. at M.I.T., both in economics. Dr. Kotler is the co-author of Marketing Management (Pearson), now in its 17th edition and the most widely used marketing textbook in graduate schools of business worldwide. He has authored more than 60 other successful books and has published more than 150 articles in leading journals. He is the only three-time winner of the coveted Alpha Kappa Psi award for the best annual article in the Journal of Marketing. Professor Kotler was named the first recipient of four major awards: the Distinguished Marketing Educator of the Year Award and the William L. Wilkie Marketing for a Better World Award, both given by the American Marketing Association; the Philip Kotler Award for Excellence in Health Care Marketing presented by the Academy for Health Care Services Marketing; and the Sheth Foundation Medal for Exceptional Contribution to Marketing Scholarship and Practice. He is a charter member of the Marketing Hall of Fame, was voted the first Leader in Marketing Thought by the American Marketing Association, and was named the Founder of Modern Marketing Management in the Handbook of Management Thinking. His numerous other major honors include the Sales and Marketing Executives International Marketing Educator of the Year Award; the European Association of Marketing Consultants and Trainers Marketing Excellence Award; the Charles Coolidge Parlin Marketing Research Award; and the Paul D. Converse Award, given by the American Marketing Association to honor outstanding contributions to science in marketing. A recent Forbes survey ranked Professor Kotler in the top 10 of the world's most influential business thinkers. And in a Financial Times poll of 1,000 senior executives across the world, Professor Kotler was ranked as the fourth most influential business writer/guru of the twenty-first century. He is considered by many to be the father of modern marketing. Dr. Kotler has served as chairman of the College on Marketing of the Institute of Management Sciences, a director of the American Marketing Association and a trustee of the Marketing Science Institute. He has consulted with many major US and international companies in the areas of marketing strategy and planning, marketing organization, and international marketing. He has traveled and lectured extensively throughout Europe, Asia, and South America, advising companies and governments about global marketing practices and opportunities. Sridhar Balasubramanian is the Roy & Alice H. Richards Bicentennial Distinguished Scholar, Professor of Marketing and Marketing Concentration Chair at the University of North Carolina at Chapel Hill's Kenan-Flagler Business School. He holds a Bachelor of Technology (Honors) degree from the Indian Institute of Technology (Kharagpur), an MBA from the Indian Institute of Management (Bangalore) and MA, M.Phil and Ph.D. degrees from Yale University. Leading business education publication Poets&Quants ranked him one of the Top 50 Business Professors in the World. Professor Balasubramanian, commonly referred to as Dr. B, is an award-winning researcher, teacher and academic administrator. He has served as Senior Associate Dean for MBA programs at UNC-CH. His research and teaching interests are in the areas of market strategy and technology strategy, innovation and growth strategy, customer focus, globalization and sustainability, and managing competition. He also specializes in bringing tools and concepts related to innovation, market focus and customer focus into other functional areas, including the management of human resources. He has published pioneering, award-winning research on the impact of the internet, other technology-intensive channels, and social media on marketing. His research has been cited more than 13,140 times on Google Scholar. Professor Balasubramanian also excels in teaching. He has won best teacher awards eight times across different programs at UNC and was awarded the Kenan-Flagler Weatherspoon award for distinguished PhD teaching. He specializes in toolkit-based teaching, transforming cutting-edge knowledge into useful and usable toolkits that can be applied the next day. He also engages extensively with the corporate world and has worked with more than 50 organizations spread across North America, South America, Africa, Asia, and Europe.
£63.64
John Wiley & Sons Inc Redefining Retail
Book SynopsisTable of ContentsIntroduction: Change Is the Only Constant xv Retail: A Different Perspective xvii Post- Digital: When Hype Meets Reality xxi How We Got to Retail 5.0 xxviii The Journey to Come xxxiv Part I the Post- Digital Era 1 1 Running Backwards 3 Speed of Change 8 Reflection Summary Questions 10 2 Purpose, People, Planet—Therefore Profit 11 The Economic Imperative 14 Reflection Summary Questions 18 3 The Direct- to- Consumer (D2C) Revolution: A Double- Edged Sword 21 An Opportunity for Incumbent Brands 27 The Benefits of the Hybrid Model 32 In Summary 34 Reflection Summary Questions 36 4 Experiential Benchmarks 37 The Ever- Higher Bar of Expectations 41 Un(Fair) Competition 42 A New Market Modus Operandi? 45 Reflection Summary Questions 47 5 Making People Want Things Isn’t Enough 49 Making Sense of Data 54 The Privacy–Trust Equation 56 Reflection Summary Questions 58 6 Omnichannel Is Dead. Long Live Optichannel. 61 From Multichannel to Omnichannel 65 From Omnichannel to Optichannel 72 Reflection Summary Questions 74 7 The Post- Digital Customer Journey 75 A Hybrid Journey 80 It’s All Real 83 Reflection Summary Questions 87 8 High Tech + High Touch 89 Behind the Scenes 95 Reflection Summary Questions 100 9 Shopping Malls Apocalypse? 101 Regional Differences 104 Mixed- Use Developments 107 Reflection Summary Questions 109 10 The Perfect Storm 111 Where Do We Go from Here? 116 Part II THE 10 BEs OF POST- DIGITAL RETAIL 119 11 Be Humbitious 125 Different Leaders for Different Corporate Cultures 130 Reflection Summary Questions 135 12 Be Purposeful 137 The Benefits of Being Purposeful 142 A Difficult Harmony 145 Toward a Common Standard 147 The Business Correlation 150 Public/Private Collaboration Required 156 Reflection Summary Questions 158 13 Be Ambidextrous 161 Overcoming the Obstacles 170 Reflection Summary Questions 174 14 Be Onlife 175 Facing the Most Common Threats 179 Embracing an Onlife Optichannel Strategy 187 Reflection Summary Questions 192 15 Be Personal 195 The Benefits 201 The Flip Side 204 Reflection Summary Questions 208 16 Be Human 211 Unity Is Strength 217 Reflection Summary Questions 224 17 Be a Destination 225 Redefining Brick- and- Mortar Stores 231 Common Traits 237 Reflection Summary Questions 240 18 Be Exponential 241 Different Types of Business Ecosystems 245 Unity Is Strength 253 Make, Buy, or Ally 257 Reflection Summary Questions 261 19 Be Invisible 263 Five Significant Benefits of Invisible Technologies 269 Or: Not So Fast 275 Reflection Summary Questions 277 20 Be Loyal 279 Stakeholders’ Loyalty 284 Decoding Customer Loyalty and Churn 287 Loyalty, Habit, and Communities 293 Reflection Summary Questions 298 Conclusion: Embracing the Post- Digital Retail 5.0 Journey 299 Notes 305 Acknowledgments 341 Index 345
£16.99
John Wiley & Sons Inc Mastering Marketing Data Science
Book SynopsisUnlock the Power of Data: Transform Your Marketing Strategies with Data Science In the digital age, understanding the symbiosis between marketing and data science is not just an advantage; it''s a necessity. In Mastering Marketing Data Science: A Comprehensive Guide for Today''s Marketers, Dr. Iain Brown, a leading expert in data science and marketing analytics, offers a comprehensive journey through the cutting-edge methodologies and applications that are defining the future of marketing. This book bridges the gap between theoretical data science concepts and their practical applications in marketing, providing readers with the tools and insights needed to elevate their strategies in a data-driven world. Whether you''re a master''s student, a marketing professional, or a data scientist keen on applying your skills in a marketing context, this guide will empower you with a deep understanding of marketing data science principles and the competence to apply these prin
£72.00
Kogan Page CultureLed Brands
Book SynopsisLeila Fataar is a globally renowned brand-builder and leader in delivering cultural relevance for some of the world's biggest brands, previously of Diageo and Adidas before founding her own agency Platform13. Based in London, UK, she has experience across lifestyle, FMCG and sportswear companies at both big brands and boutique agencies. A regular keynote speaker at international conferences and a thought leader, she imparts a vision for branding that is as socially conscious as it is commercially successful.
£30.39
Kogan Page B2B Content Marketing Strategy
Book SynopsisDevin Bramhall, based in New York, NY, is a seasoned B2B marketing expert with over 15 years of experience spanning startups, agencies and large corporations. As the former CEO of the leading content marketing agency for B2B SaaS companies, she worked with top tech clients including Google, Amazon, Slack and Spotify. Now she is a B2B Marketing advisor and host of the Don't Say Content podcast, as well as a speaker at events such as MarketingProfs B2B Forum and INBOUND.
£25.64
Bloomsbury Publishing PLC Using Social Media for Work
Book SynopsisEssential reading for anyone who has to work with social media in a professional capacity, from using networking sites to marketing their businesses or employers.Many people use social media every day - and it can be a vital tool in professional life. Whether you''re polishing an online CV, contributing to a chat group relating to your industry sector, or using Instagram to highlight goods and services, the professional face you present needs to be strategically different to the ''social'' posts that you may make outside of work.Using Social Media at Work is an easy to read, pocket-sized guide that can be dipped into for advice, tips and guidance - perfect for reading in a lunch break or on a commute. It is the ultimate etiquette guide for anyone nervous about using social media in professional settings, including: top tips, common mistakes and advice on how to avoid them, summaries of key points, and lists of the best sources of further help.
£8.99
John Murray Press The Ultimate Marketing PR Book
Book SynopsisIf you want to be the best, you have to have the right skillset. From strategy, mobile and ecommerce to social media, SEO and PR, THE ULTIMATE MARKETING & PR BOOK is a dynamic collection of tools, techniques, and strategies for success. Discover the main themes, key ideas and tools you need and bring it all together with practical exercises.This is your complete course in modern 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.
£12.74
John Murray Press FUSION: How Integrating Brand and Culture Powers
Book Synopsis'Leaders everywhere are trying to build great brands, but few realise how powerfully brands are shaped by the cultures of their organizations. This compelling book shows how.' -Adam Grant, New York Times bestselling author of Originals and Give and TakeIn FUSION, Denise Lee Yohn examines some of the world's greatest organizations and reverse-engineers their greatness - specifically how they've integrated what's on the inside (culture) with what's on the outside (brand) for remarkable results.Through detailed case studies, interviews with industry leaders, findings from respected academic research and drawing on her own experience working with extraordinary brands across a broad range of sectors, Denise shows how great companies achieve the brand-culture fusion that creates extraordinary results and growth. FUSION is for those with responsibility and oversight for the core operations of their business (C-Suite and line managers) who also set the tone and direction for their companies. The book includes access to Denise's proprietary online assessment for determining how close to or how far from brand/culture integration a company is and a blueprint for achieving brand-culture fusion.Trade ReviewLeaders everywhere are trying to build great brands, but few realise how powerfully brands are shaped by the cultures of their organizations. This compelling book shows how. -- Adam Grant, New York Times bestselling author of ORIGINALS and GIVE AND TAKEDenise Lee Yohn hit a home run with her first book, What Great Brands Do. Now she's written FUSION and it is just as provocative. Denise proves beyond a shadow of a doubt that great companies are powered by brand-culture fusion. I highly recommend this book! -- Ken Blanchard, Coauthor of THE NEW ONE MINUTE MANAGER, Coeditor of SERVANT LEADERSHIP IN ACTIONDenise Lee Yohn's FUSION should be on every business leader's reading list. It provides the much-needed antidote to the culture and leadership crisis. -- Marshall Goldsmith, Thinkers50 #1 Leadership Thinker in the WorldDenise Lee Yohn's extensive research, insightful analysis, and gift of storytelling make FUSION a practical and inspiring guide to building a great brand and a great culture. -- Philip Kotler, S.C.Johnson & Son Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern UniversityDenise Lee Yohn is back with another breakthrough! Her first book, What Great Brands Do, challenged us to think differently about brand-building. Now FUSION cracks the code on culture-building and reveals how outstanding companies use their corporate cultures as a competitive advantage. It's a must-read! -- Verne Harnish, Founder, Entrepreneurs’ Organization (EO), Author of SCALING UPEveryone wants to their company to be a great place to work, but few really know how to create an outstanding corporate culture. Denise Lee Yohn takes you behind the scenes at some of the world's greatest organizations and pulls the curtain back on the strategies that enable them to attract and motivate the best talent. -- Tiffani Bova, Growth and Innovation Evangelist, SalesforceI have spent a lifetime creating and building brands based on Ideas-based leadership cultures. FUSION explains it all. Bravo Denise. -- Kevin Roberts, author of LOVEMARKSThe relationship between internal and external brands and culture is a relevant topic which Denise Lee Yohn has thoroughly explored. FUSION presents great ideas and examples that can provide any leader or company an opportunity to rethink the way they go to market. -- Mark Levy, former global head of Employee Experience, AirbnbDenise Lee Yohn has an uncanny knack for pulling the curtain back on the strategies that enable today's most-successful companies to consistently produce market-leading results. If you're an executive or leader who wants to take your organization to the very top, then you owe it to yourself to read this book and then share the lessons you learn with your team. -- Peter Economy, Inc.com's The Leadership GuyFUSION, tackles one of the most important and surprising aspects of a strong brand: company culture. Yohn builds a compelling case that will make leaders everywhere want to achieve brand-culture fusion. Highly-recommended! -- Skip Prichard, Author of THE BOOK OF MISTAKES and Leadership Insights blogger
£10.44
Hay House UK Ltd Overdeliver: Build a Business for a Lifetime
Book Synopsis‘If you want to learn from one of the greatest marketing minds alive, read this book.’Joe Polish, founder, Genius NetworkMarketing isn’t everything, according to Brian Kurtz. It’s the only thing. If you have a vision or a mission in life, why not share it with millions instead of dozens? And while you are sharing it with as many people as possible and creating maximum impact, why not measure everything and make all of your marketing accountable. That’s what this book is all about.In the world of direct marketing, Brian Kurtz has seen it all and done it all over four decades. He lives by the philosophy ‘Those who did it have a responsibility to teach it.’ Here’s a small sample of what you’ll learn:· The Four Pillars of Being Extraordinary· The Five Principles of why ‘Original Source’ matters· The Seven Characteristics of world-class copywriters· Multiple ways to track the metrics that matter· That the most important capital you own has nothing to do with moneyWhether you’re new to marketing or a seasoned pro, this book gives you a crystal-clear roadmap to grow your business, make more money, maximize your impact in your market and love what you’re doing while you’re doing it. Kurtz takes you inside the craft to help you use all the tools at your disposal so you can succeed wildly, exceed all your expectations and overdeliver every time.
£19.92
