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A groundbreaking paradigm that takes a scientific approach to marketing practice Top executives at the renowned Zyman Marketing Group introduce a revolutionary new method for marketing managers—Enterprise Marketing Management (EMM). EMM systematicall…
A groundbreaking paradigm that takes a scientific approach to marketing practice Top executives at the renowned Zyman Marketing Group introduce a revolutionary new method for marketing managers—Enterprise Marketing Management (EMM). EMM systematicall…
Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone…
Two Silicon Valley insiders reveal the emerging Sales 2.0 trend and how companies can profit from it Sales 2.0 explores the emerging Sales 2.0 phenomenon, how it is characterized, why it is imperative for a company’s long-term success, and how anyone…
Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite. Find an entirely sound appr…
Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite. Find an entirely sound appr…
Praise for Winning At Retail «Winning at Retail offers the most effective strategies available for retailers. At McDonald's, the 'Quick-EST' model is crucial, because being close and convenient to where our customers live, work, and shop helps us cre…
Praise for Winning At Retail «Winning at Retail offers the most effective strategies available for retailers. At McDonald's, the 'Quick-EST' model is crucial, because being close and convenient to where our customers live, work, and shop helps us cre…
A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that resp…
A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that resp…
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll…
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll…
Praise for How to Sell at Margins Higher Than Your Competitor «This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitor…
Praise for How to Sell at Margins Higher Than Your Competitor «This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitor…
HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are gettin…
HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are gettin…
Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s tr…
Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s tr…
"No matter what your industry, no matter what your product, if you want to sell in the big leagues, this book is a revelation." —Steve Carlson, Publisher and Editor, Marketing Options «David Cowper is not just one of the world's most successful life …
"No matter what your industry, no matter what your product, if you want to sell in the big leagues, this book is a revelation." —Steve Carlson, Publisher and Editor, Marketing Options «David Cowper is not just one of the world's most successful life …
This refreshingly simple, practical guide demonstrates how brand management can boost business performance. It is the ideal inspiration for creating growth in today's tough economic times. Following the template of the highly successful original vers…
This refreshingly simple, practical guide demonstrates how brand management can boost business performance. It is the ideal inspiration for creating growth in today's tough economic times. Following the template of the highly successful original vers…
The Sponsorship Handbook is a practical guide to sponsorship aimed at practitioners both working for sponsoring companies and those searching for sponsorship. Using the tools, techniques, advice and best practice advocated in this book both sponsors …
The Sponsorship Handbook is a practical guide to sponsorship aimed at practitioners both working for sponsoring companies and those searching for sponsorship. Using the tools, techniques, advice and best practice advocated in this book both sponsors …
Written to celebrate the Institute's centenary, The Marketing Century explains: how the key elements of marketing have developed; how the various aspects of marketing contribute to performance; what it is that great marketers do; and how the discipli…
Written to celebrate the Institute's centenary, The Marketing Century explains: how the key elements of marketing have developed; how the various aspects of marketing contribute to performance; what it is that great marketers do; and how the discipli…
Now in its 7th edition, Marketing Plans is a highly renowned international bestseller. The book has been thoroughly revised, and every chapter has been carefully updated with special attention to the latest developments in marketing. To accomplish th…
Now in its 7th edition, Marketing Plans is a highly renowned international bestseller. The book has been thoroughly revised, and every chapter has been carefully updated with special attention to the latest developments in marketing. To accomplish th…
In the marketing world, communication ideas are revered for their magical ability to affect how consumers behave towards brands. Despite this, they are poorly understood. How many types are there? What are their characteristics? How should you use th…
In the marketing world, communication ideas are revered for their magical ability to affect how consumers behave towards brands. Despite this, they are poorly understood. How many types are there? What are their characteristics? How should you use th…
A guide to reaching and profiting from China's expanding luxury consumer class China's growing consumer base and expanding economy means more disposable income for more Chinese citizens. The Chinese market for luxury goods is expected to expand from …
A guide to reaching and profiting from China's expanding luxury consumer class China's growing consumer base and expanding economy means more disposable income for more Chinese citizens. The Chinese market for luxury goods is expected to expand from …
As pressure continues to build on organisations to achieve more with less, partnering offers tremendous promise as a strategic solution. However, up to 70% of such initiatives fail to meet their objectives. In this book, alliance expert Mark Darby ar…
As pressure continues to build on organisations to achieve more with less, partnering offers tremendous promise as a strategic solution. However, up to 70% of such initiatives fail to meet their objectives. In this book, alliance expert Mark Darby ar…
Levels of 'employer brand awareness' are rising fast across Europe, North America and Asia-Pacific, as leading companies realise that skilled, motivated employees are as vital to their commercial success as profitable customers and apply the principl…
Levels of 'employer brand awareness' are rising fast across Europe, North America and Asia-Pacific, as leading companies realise that skilled, motivated employees are as vital to their commercial success as profitable customers and apply the principl…
Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unpr…
Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unpr…
Return on Ideas is a practical guide to getting more from the resources you put into your innovation process. David Nichols clearly shows why current innovation funnel models stifle rather than encourage new ideas, and offers a new methodology, ‘rock…
Return on Ideas is a practical guide to getting more from the resources you put into your innovation process. David Nichols clearly shows why current innovation funnel models stifle rather than encourage new ideas, and offers a new methodology, ‘rock…