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To Sell is Human: The Surprising Trut...
We're all in Sales now
Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn. We sell our bosses on giving us more money and more time off. And in astonishing numbers we go online to sell ourselves on Facebook, Twitter and online dating profiles.
Relying on science, analysis and his trademark clarity of thought, Daniel Pink shows that sales isn't what it used to be. Then he provides a set of tools, tips, and exercises for succeeding on each new terrain: six new ways to pitch your idea, three ways to understand another's perspective, five frames that can make your message clearer, and much more.
The Ultimate Question 2.0 : How Net P...
Brief Summary
In the first edition of this landmark book, business loyalty guru Fred Reichheld revealed the question most critical to your company’s future: Would you recommend us to a friend?” By asking customers this question, you identify detractors, who sully your firm’s reputation and readily switch to competitors, and promoters, who generate good profits and true, sustainable growth.
You also generate a vital metric: your Net Promoter Score. Since the book was first published, Net Promoter has transformed companies, across industries and sectors, constituting a game-changing system and ethos that rivals Six Sigma in its power.
In this thoroughly updated and expanded edition, Reichheld, with Bain colleague Rob Markey, explains how practitioners have built Net Promoter into a full-fledged management system that drives extraordinary financial and competitive results. With his trademark clarity, Reichheld:
- Defines the fundamental concept of Net Promoter, explaining its connection to your company’s growth and sustained success
- Presents the closed-loop feedback process and demonstrates its power to energize employees and delight customers
- Shares new and compelling stories of companies that have transformed their performance by putting Net Promoter at the center of their business
Uncommon Service: How to Win by Putti...
Brief Summary
Most companies treat service as a low-priority business operation, keeping it out of the spotlight until a customer complains. Then service gets to make a brief appearance – for as long as it takes to calm the customer down and fix whatever foul-up jeopardized the relationship.
In Uncommon Service, Frances Frei and Anne Morriss show how, in a volatile economy where the old rules of strategic advantage no longer hold true, service must become a competitive weapon, not a damage-control function. That means weaving service tightly into every core decision your company makes.
The authors reveal a transformed view of service, presenting an operating model built on tough choices organizations must make:
• How do customers define “excellence” in your offering? Is it convenience? Friendliness? Flexible choices? Price?
• How will you get paid for that excellence? Will you charge customers more? Get them to handle more service tasks themselves?
• How will you empower your employees to deliver excellence? What will your recruiting, selection, training, and job design practices look like? What about your organizational culture?
• How will you get your customers to behave? For example, what do you need to do to get them to treat your employees with respect? Do you need to make it easier for them to use new technology?
Practical and engaging, Uncommon Service makes a powerful case for a new and systematic approach to service as a means of boosting productivity, profitability, and competitive advantage.
Another Fabulous Year by Joyce Wakini
BOOK SUMMARY:
TITLE: ANOTHER FABULOUS YEAR ; AUTHOR: WAKINI JOYCE
This book focuses on how to build and develop your TALENTS. It was written detailing out a journey of best practises supporting individual's personal goals. A pillar for your next level of greater self leadership.
It is also best practice for those who seek to start working on some new things such as; now harnessing their talents profitably with or without unemployment. Some have a new business idea or want to heed their life calling into ministry, philanthropic work etc. The topics discussed herein are pillars towards your next level of work and career time.
Last but not least, ANOTHER FABULOUS YEAR is a manual that helps individuals map a way out of any kind of personal struggle. A pillar for setting up a new level of order from where they're right now.
Don't be surprised to find some activities for you to do in every chapter. Look out for them right at the start, for that's the beginning of the change.
CHAPTER HIGHLIGHTS:
The writer has systematically elaborated 8 pillars which you can use to start working on your next level. The following are the HIGHLIGHTS of each chapter;-
√ WHY you need to draft your wish list
√ Mental CLARITY and decision making
√ How to plan and why you need to conduct RESEARCH about your dreams
√ Ways to become a DOER and finally..
√ Make a commitment to SERVE globally with your gifts and talents.
This book ANOTHER FABULOUS YEAR will foster behaviour changes necessary for next level kind of performance. It shapes the character of its' readers way before they arrive on stage.
RECOMMENDATION:
What's behind the title ANOTHER FABULOUS YEAR? Time! It sets readers of the book to work from a schedule. That is, tie a time target to the change you want to see. While a one year challenge is sufficient for some kind of work or is even too much, for other scopes of work more time could be needed.
CONCLUSION:
Best practice for our next level, leaving no one behind.
BLURB (Inside): "Stepping into the present of who you have decided to be this year in order to appreciate your life even more and build a legacy."
Joyce Wakini | Author | Best Practices > ANOTHER FABULOUS YEAR
Marketing Automation: Practical Steps...
Brief Summary
In today's market, it takes more than good products and services to succeed.
Successful marketing requires more precise segmentation and more sophisticated communications with customers--the lifeblood of every business--than ever before. Expertly explaining the components of marketing automation and their application and benefit to the marketing process, Marketing Automation shows you how to develop more effective and targeted direct marketing campaigns, from the planning and execution of promotions to the complete leveraging of marketing to increase your profits.
- Designed to get you quickly up to speed, you will discover:
- How to evolve complex, yet agile, customer communication strategies
- Ways to focus already limited marketing resources on the right opportunities
- Advice on viewing, tracking, and measuring results
- How to optimally use current software applications to empower you to effect stronger, more responsive marketing programs
Secrets of closing the sale by Zig Zi...
Brief Summary
Doctors, housewives, ministers, parents, teachers … everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on the most essential part of the sale—how to make them say "Yes, I will!" Zig Ziglar lets you in on the secrets of his own sure-fire, tested methods:
- Over 100 successful closings for every kind of persuasion
- Over 700 questions that will open your eyes to new possibilities you may have overlooked
- How to paint word pictures and use your imagination to get results
- Professional tips from America's 100 most successful salespeople
Pitch Anything by Oren Klaff
Brief Summary
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal.
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million--and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.
Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, "Pitch Anything "will transform the way you position your ideas.
According to Klaff, creating and presenting a great pitch isn't an art--it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.
"Pitch Anything" introduces the exclusive STRONG method of pitching, which can be put to use immediately:
- Setting the Frame
- Telling the Story
- Revealing the Intrigue
- Offering the Prize
- Nailing the Hookpoint
- Getting a Decision
Perfect Pitch The Art of Selling Idea...
Brief Summary
A professional “pitching coach” for one of the world’s largest marketing conglomerates, Jon Steel shares his secrets and explains how you can create presentations and pitches that win hearts, minds, and new business.
He identifies the dos and don’ts and uses real-world examples to prove his points. If you make pitches for new business, this is the perfect book for you.
Selling to Win by Richard Denny
Brief Summary
Updated and revised, this third edition of Selling to Win is even more effective, highlighting the important changes needed to sell and win business in an evermore sophisticated and competitive marketplace. It gives practical advice on how to:
- Get a sale when your service is not the cheapest
- Turn your customer into an ambassador
- Build a positive attitude
- Beat the competition
- Close a sale
This is a valuable book, recognized as an effective and powerful sales-improvement guide.
How to Sell Anything to Anybody by Jo...
Brief Summary
In his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school -- instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. He insists that by building on basic principles of trust and hard work, anyone can do what he did.
This bestselling classic has helped millions of readers meet their goals -- and you will too. Joe will show you how to make the final sale every time, using the techniques he has perfected in his record career. You too can:
- Turn one sale into 250 more
- Create a winning game plan from losing sales
- Know the five ways to turn a prospect into a buyer
- Move past the customer's last hurdle to close the sale
- Sell at a loss and make a fortune
Selling in Tough Times Secrets to Sel...
Brief Summary
Tough Times can be brought on by any number of factors: a down economy, Mother Nature, shifts in customers' needs, national tragedy--the list goes on and on. These types of changes can be extremely disruptive, even paralyzing, when we're not prepared for them. While many see no other option than to "sit tight" and "ride things out" when crisis strikes, true career professionals in selling understand that the only way to deal with adversity is to meet it head-on.
That's why a positive attitude and a proactive approach to problem-solving are two of the most essential ingredients for success in selling--and why those who embrace them not only to survive but thrive, even in the most difficult of circumstances.
Now, in his latest book, Selling in Tough Times, world-renowned selling expert Tom Hopkins puts his real-world , in-the-trenches experience to work and shares his plan to reverse the momentum of tough times--and even capitalize on them. With exercises to help you discover previously overlooked opportunities and eliminate waste, along with out-of-the-box methods for recruiting new customers and key tips on how to solidify your existing business, Hopkins gives you powerful ways to spur sales now and for years to come.
Learn how to: Mine your client list to generate new leads Keep--and reward--your current customers so that they're loyal for life. Reduce the sales resistance that plagues tough times with tactics that overcome consumers' fears.
Woo clients from your competition with 12 new strategies specially tailored for tough times. Cycles will come and go, but the principles of great selling and those who live by them stand firm. Find out how you can achieve your maximum selling potential, whatever the business climate, in Selling in Tough Times today.
Marketing 4.0 Moving from Traditional...
Brief Summary
Marketing 4.0: Moving from Traditional to Digital is the much-needed handbook for next-generation marketing. Written by the world's leading marketing authorities, this book helps you navigate the increasingly connected world and changing consumer landscape to reach more customers, more effectively. Today's customers have less time and attention to devote to your brand―and they are surrounded by alternatives every step of the way. You need to stand up, get their attention, and deliver the message they want to hear. This book examines the marketplace's shifting power dynamics, the paradoxes wrought by connectivity, and the increasing sub-culture splintering that will shape tomorrow's consumer; this foundation shows why Marketing 4.0 is becoming imperative for productivity, and this book shows you how to apply it to your brand today.
Marketing 4.0 takes advantage of the shifting consumer mood to reach more customers and engage them more fully than ever before. Exploit the changes that are tripping up traditional approaches, and make them an integral part of your methodology. This book gives you the world-class insight you need to make it happen.
- Discover the new rules of marketing
- Stand out and create WOW moments
- Build a loyal and vocal customer base
- Learn who will shape the future of customer choice
Little Red Book of Selling 12.5 Princ...
This is Marketing You Cant Be Seen Un...
A game-changing approach to marketing, sales, and advertising.
Seth Godin has taught and inspired millions of entrepreneurs, marketers, leaders, and fans from all walks of life, via his blog, online courses, lectures, and bestselling books. He is the inventor of countless ideas that have made their way into mainstream business language, from Permission Marketing to Purple Cow to Tribes to
The Dip.
Now, for the first time, Godin offers the core of his marketing wisdom in one compact, accessible, timeless package. This is Marketing shows you how to do work you're proud of, whether you're a tech startup founder, a small business owner, or part of a large corporation.
Great marketers don't use consumers to solve their company's problem; they use marketing to solve other people's problems. Their tactics rely on empathy, connection, and emotional labor instead of attention-stealing ads and spammy email funnels.
No matter what your product or service, this book will help you reframe how it's presented to the world, in order to meaningfully connect with people who want it. Seth employs his signature blend of insight, observation, and memorable examples to teach you:
• How to build trust and permission with your target market.
• The art of positioning--deciding not only who it's for, but who it's not for.
• Why the best way to achieve your goals is to help others become who they want to be.
• Why the old approaches to advertising and branding no longer work.
• The surprising role of tension in any decision to buy (or not).
• How marketing is at its core about the stories we tell ourselves about our social status.
You can do work that matters for people who care. This book shows you the way.
Value Proposition Design: How to Crea...
If you liked "Business Model Generation," you'll love "Value Proposition Design." The sequel builds on the same visual format and practical tools that made the first one so useful. It shows you how to use the Value Proposition Canvas, a practical business tool to design, test, create, and manage products and services customers want.
It compliments and perfectly integrates with the Business Model Canvas from "Business Model Generation" so you can succeed with great value propositions embedded in scalable and profitable business models.
Practical exercises, process illustrations, and workshop suggestions help you immediately apply the tools in the book to your daily work. The book includes an online access to Strategyzer.com to complete and assess exercises interactively, learn from peers, and download pdfs, checklists, and more.
You'll love "Value Proposition Design" if you've been overwhelmed by the task of true customer value creation, frustrated by unproductive product meetings and misaligned teams, involved in bold shiny projects that blew up, or simply disappointed by the failure of a good idea.
"Value Proposition Design" will help you successfully understand the patterns of value creation, leverage the experience and skills of your team, avoid wasting time with ideas that won't work, and guide you through the design and test of products and services that customers want.
Author: Alexander Osterwalder, Yves Pigneur, Patricia Papadakos, Gregory Bernarda and Alan Smith
Influence: The Psychology of Persuasi...
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. Dr. Robert Cialdini is the seminal expert in the rapidly expanding field of influence and persuasion.
His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book.
You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
The Psychology of Selling Increase Yo...
Brief Summary
The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible.
Double and triple your sales-in any market.
The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.
It's a promise of prosperity that sales Guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
The 100 Absolutely Unbreakable Laws o...
Brian Tracy has traveled and worked in more than 30 countries, studying business, economics, philosophy, psychology, history, and entrepreneurship. The 100 Absolutely Unbreakable Laws of Business Success is based on those years of study and provides a wide-ranging view of the things that make some businesses -- and lives -- work, and others fail.
The author provides a wealth of practical advice distilled into 100 easy-to-follow laws covering the major areas of work and business, such as leadership, money, economics, selling, negotiating, and time management.
He includes numerous examples to show how each law functions in the real world and practical guidance on applying it to one's life and work.
Guerilla Marketing: Easy and Inexpens...
Guerilla Marketing: Easy and Inexpensive Strategies for Making Big Profits from Your Small Business.
When Guerrilla Marketing was first published in 1983, Jay Levinson revolutionized marketing strategies for the small-business owner with his take-no-prisoners approach to finding clients. Based on hundreds of solid ideas that really work, Levinson’s philosophy has given birth to a new way of learning about market share and how to gain it. In this completely updated and expanded fourth edition, Levinson offers a new arsenal of weaponry for small-business success including
• strategies for marketing on the Internet (explaining when and precisely how to use it)
• tips for using new technology, such as podcasting and automated marketing
• programs for targeting prospects and cultivating repeat and referral business
• Management lessons in the age of telecommuting and freelance employees
Guerrilla Marketing is the entrepreneur’s marketing bible -- and the book every small-business owner should have on his or her shelf.