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Sales and Marketing X

There's no one right way to sell. Salespeople get the best results by building on who they already are. This lively and liberating book will teach you to do just that. Strengths Based Selling gives salespeople practical, hands-on advice. It walks them through the sales process and shows them how to use
Strengths Based Selling

There's no one right way to sell. Salespeople get the best results by building on who they already are. This lively and liberating book will teach you to do just that. Strengths Based Selling gives salespeople practical, hands-on advice. It walks them through the sales process and shows them how to use

The tipping point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. Just as a single sick person can start an epidemic of the flu, so too can a small but precisely targeted push cause a fashion trend, the popularity of
The Tipping Point

The tipping point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. Just as a single sick person can start an epidemic of the flu, so too can a small but precisely targeted push cause a fashion trend, the popularity of

The dominant thinking of strategy work over the past 25 years has only focused on competition-based red ocean strategies. The result has been a fairly good understanding of how to compete skillfully in red oceans, with tools such as downsizing, differentiation, focus and benchmarking the competition. We rarely find any tools that
Blue Ocean Strategy

The dominant thinking of strategy work over the past 25 years has only focused on competition-based red ocean strategies. The result has been a fairly good understanding of how to compete skillfully in red oceans, with tools such as downsizing, differentiation, focus and benchmarking the competition. We rarely find any tools that

In the overcrowded world of goods, products and services, it’s far from an easy task to have your commodity stand out as the leader of the pack. In the marketplace today, everything is “better”; all foods ‘taste better’ all cars ‘drive better’ and all technologies are wired to ‘work better’. But
Overpromise and Overdeliver

In the overcrowded world of goods, products and services, it’s far from an easy task to have your commodity stand out as the leader of the pack. In the marketplace today, everything is “better”; all foods ‘taste better’ all cars ‘drive better’ and all technologies are wired to ‘work better’. But

 Three entrepreneurs, each president of their own company, came to my office to hire my company to create a series of ads for them. One sold insurance, another was an investment advisor, and the third did estate planning. They had decided to join forces and create one company. They held a
Your Marketing Sucks

Three entrepreneurs, each president of their own company, came to my office to hire my company to create a series of ads for them. One sold insurance, another was an investment advisor, and the third did estate planning. They had decided to join forces and create one company. They held a

Before you can think of selling anything to anyone, you must first make sure that they are listening to you. But the rule of thumb is that most people are not listening; most people are pre-occupied with their own thoughts, troubles, errands, commitments and the likes. Your objective here is to
Buying Trances

Before you can think of selling anything to anyone, you must first make sure that they are listening to you. But the rule of thumb is that most people are not listening; most people are pre-occupied with their own thoughts, troubles, errands, commitments and the likes. Your objective here is to

The word “covert” in covert persuasion might insinuate incorrect means to try to persuade someone. In actuality, it is totally correct and ethical, and only implies the use of skillful tactics that are not obvious to the person being persuaded. The ultimate goal is to move your target from the position
Covert Persuasion

The word “covert” in covert persuasion might insinuate incorrect means to try to persuade someone. In actuality, it is totally correct and ethical, and only implies the use of skillful tactics that are not obvious to the person being persuaded. The ultimate goal is to move your target from the position

By dictionary definition, a cold call is a telephone call or visit made to someone you don’t know who is not expecting a contact, often for the reason of selling a product or service. In plain English, that means a cold call is often nothing more than an interruption on peoples’
Never Cold Call Again!

By dictionary definition, a cold call is a telephone call or visit made to someone you don’t know who is not expecting a contact, often for the reason of selling a product or service. In plain English, that means a cold call is often nothing more than an interruption on peoples’

The tracking of top-seller lists is a national obsession. Our culture is a massive popularity contest. We are consumed by hits—making them, choosing them, talking about them, and following their rise and fall. No surprise that hits have become the lens through which we observe our own culture. We define our
The Long Tail

The tracking of top-seller lists is a national obsession. Our culture is a massive popularity contest. We are consumed by hits—making them, choosing them, talking about them, and following their rise and fall. No surprise that hits have become the lens through which we observe our own culture. We define our

Marketing and selling often represent about half of the costs incurred in any business. There is enormous, and largely unseen, opportunity in most business to improve the performance of marketing, selling and servicing. Yet this world is comprised of human beings where perceptions and emotions rule.
Introduction to Sales Process Improvement

Marketing and selling often represent about half of the costs incurred in any business. There is enormous, and largely unseen, opportunity in most business to improve the performance of marketing, selling and servicing. Yet this world is comprised of human beings where perceptions and emotions rule.

Every society needs a public sector to perform services that are critical to its interest that neither the private nor the nonprofit sectors want to handle.  Since such operations are carried on at a great cost to its citizens, they request them to be conducted efficiently and effectively.  Accordingly, the public
Marketing in the Public Sector

Every society needs a public sector to perform services that are critical to its interest that neither the private nor the nonprofit sectors want to handle.  Since such operations are carried on at a great cost to its citizens, they request them to be conducted efficiently and effectively.  Accordingly, the public

It’s not an accident that almost all the brands, products, and careers that have succeeded with New Marketing are brand-new and fresh. The New Marketing demands more than a meatball. It insists on reinvention of the entire organization and the products it creates. Marketing is now about a lot more than
Meatball Sundae

It’s not an accident that almost all the brands, products, and careers that have succeeded with New Marketing are brand-new and fresh. The New Marketing demands more than a meatball. It insists on reinvention of the entire organization and the products it creates. Marketing is now about a lot more than

Woo, simple enough to say, but not so simple to do. It is relationship-based persuasion, a strategic process for getting people’s attention, pitching your ideas, and obtaining approval for your plans and projects. In short, it’s one of the most important skills for any entrepreneur, employee, or professional manager whose work
The Art of Woo

Woo, simple enough to say, but not so simple to do. It is relationship-based persuasion, a strategic process for getting people’s attention, pitching your ideas, and obtaining approval for your plans and projects. In short, it’s one of the most important skills for any entrepreneur, employee, or professional manager whose work

This book is for the person in the trenches, who needs practical guidelines to get the very best deal possible with people and organizations that have very different backgrounds and experiences. This book is for the practitioner—for the person who faces an international negotiating challenge and who perhaps should have done
How to Negotiate Anything with Anyone Anywhere Around the World

This book is for the person in the trenches, who needs practical guidelines to get the very best deal possible with people and organizations that have very different backgrounds and experiences. This book is for the practitioner—for the person who faces an international negotiating challenge and who perhaps should have done

In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process
Pricing with Confidence

In Pricing with Confidence, pricing gurus Reed Holden and Mark Burton offer a radically different solution—one that actually builds revenues and profits without lowering prices. The key? Linking prices to the value delivered. The real trick is to bring people from marketing, product development, sales, and senior management into the process

Salespeople are like lions hunting for their prey; experienced lions do not waste their time and energy over many scattered opportunities. Rather, they focus on the prey that is worth their energy, such as zebras. Therefore, “zebras” are a metaphor for the “right” prospects because they are “unique” in the sense
Selling to Zebras

Salespeople are like lions hunting for their prey; experienced lions do not waste their time and energy over many scattered opportunities. Rather, they focus on the prey that is worth their energy, such as zebras. Therefore, “zebras” are a metaphor for the “right” prospects because they are “unique” in the sense

“Chaotics” provides business leaders with the system and tools to successfully navigate through the uncertain waters that will continue to confront all of their businesses in this new era “The Age of Turbulence”. The fact is that we are entering a new age of turbulence. But what is turbulence? We know
Chaotics

“Chaotics” provides business leaders with the system and tools to successfully navigate through the uncertain waters that will continue to confront all of their businesses in this new era “The Age of Turbulence”. The fact is that we are entering a new age of turbulence. But what is turbulence? We know

In Exceptional Service, Exceptional Profit insiders Leonardo Inghilleri and Micah Solomon reveal the secrets of providing online and offline customer service so superior it nearly guarantees loyalty.
Exceptional Service, Exceptional Profit

In Exceptional Service, Exceptional Profit insiders Leonardo Inghilleri and Micah Solomon reveal the secrets of providing online and offline customer service so superior it nearly guarantees loyalty.

If You're Not First, You're Last is about how to sell your products and services—despite the economy—and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins,
If You're Not First, You're Last

If You're Not First, You're Last is about how to sell your products and services—despite the economy—and provides the reader with ways to capitalize regardless of their product, service, or idea. Grant shares his proven strategies that will allow you to not just continue to sell, but create new products, increase margins,

Wake up, it's revolution time! Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. It's a real-time world now, and if you're not engaged, then you're on your way to marketplace irrelevance. http://eu.wiley.com/WileyCDA/WileyTitle/productCd-1118155998.html
Real-time Marketing and PR

Wake up, it's revolution time! Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. It's a real-time world now, and if you're not engaged, then you're on your way to marketplace irrelevance. http://eu.wiley.com/WileyCDA/WileyTitle/productCd-1118155998.html

In all bubbles, one constant always predicates a collapse. That is the optimistic assumption that someone else will always be willing to buy what you are selling, regardless of how irrationally high the price is relative to the bare facts of the product underlying value. Every bubble presents an appearance of
The Brand Bubble

In all bubbles, one constant always predicates a collapse. That is the optimistic assumption that someone else will always be willing to buy what you are selling, regardless of how irrationally high the price is relative to the bare facts of the product underlying value. Every bubble presents an appearance of

Chuck Martin takes readers on a journey from the creation of the first screen to the revolutionary third. Martin describes the cultural and social changes incurred by the first screen (the television) and the second screen (the personal computer), opening up his discussion of how the third screen—the mobile device—is redefining
The Third Screen

Chuck Martin takes readers on a journey from the creation of the first screen to the revolutionary third. Martin describes the cultural and social changes incurred by the first screen (the television) and the second screen (the personal computer), opening up his discussion of how the third screen—the mobile device—is redefining

As a kid I built my own Legoland at home. I slept on a bed constructed of Lego. I was well and truly hooked on a brand. I just never realized it. Today, I am witness to brand addiction at unprecedented levels. Cunning marketers using tricks and traps designed to serve one
Brandwashed

As a kid I built my own Legoland at home. I slept on a bed constructed of Lego. I was well and truly hooked on a brand. I just never realized it. Today, I am witness to brand addiction at unprecedented levels. Cunning marketers using tricks and traps designed to serve one

Imagine that you are standing in the middle of the cereal section of your local supermarket. Your job is to select a cereal you’ve never tried before, ideally one you’ll end up enjoying. How would you go about doing it? If you happen to be someone who has eaten cereal on a
Different

Imagine that you are standing in the middle of the cereal section of your local supermarket. Your job is to select a cereal you’ve never tried before, ideally one you’ll end up enjoying. How would you go about doing it? If you happen to be someone who has eaten cereal on a

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