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Mennesker i den virkelige verden opfører sig nemlig ikke som de mennesker, vi bygger vores alle vore sædvanlige strategier til. Morten Münster omsætter de seneste 40 års forskning i menneskers adfærd til en lettilgængelig metode i fire trin – en helt konkret håndsrækning til alle ledere og medarbejdere, som leder efter alternativer til de gængse virkemidler.
I GURUBOGEN har 100 af verdens førende iværksættere og ledere ordet. De skriver jordnært og uhøjtideligt om innovation, iværksætteri og autentisk ledelse.Du kan bl.a. blive klogere på, hvorfor idéer slet ikke er så vigtige, som vi går og tror, og hvorfor vi skal droppe snakken om at være forandringsparate og i stedet blive forandringsskabende. Derudover er der konkrete råd til organisationer i alle faser af deres udvikling, en palet af måder at sikre innovation og innovationskulturen på samt kvalificerede forslag til, hvordan du arbejder med din autenticitet.Glæd dig til at blive inspireret af 100 artikler skrevet af Airbnb-stifter Brian Chesky, Årets Leder i 2014 lakridsmageren Johan Bülow, Nobelprismodtager Daniel Kahneman, kvinden bag Endomondo Mette Lykke, restaurant Nomas direktør Peter Kreiner, ledelsesguruerne Otto Scharmer og Robin Sharma og mange, mange flere.GURUBOGEN rummer ikke sandheden, én klar pointe eller rød tråd. I stedet er håbet, at du finder glæde og inspiration ved at lytte til bogens artikler og finde de tanker og idéer, som giver mening for lige netop dig. Så uanset om du er en enmandsvirksomhed, vækstiværksætter, udviklingskonsulent, leder eller blot interesserer dig for bogens temaer, så er du inviteret med til at innovere, skabe vækst og ændre verden.
Manden bag Listen Louder er den succesfulde iværksætter og innovationsekspert Jonathan Løw. Jonathan har startet fire virksomheder, bl.a. den prisbelønnede engodsag.dk, og er kåret blandt Danmarks 100 mest lovende ledere af Berlingske Nyhedsmagasin. Derudover er han modtager af e-handelsprisen, Computerworld’s Edison Award og nomineret som Årets Idealist i 2013. Jonathan har en baggrund som marketingchef hos Bog&Idé og KaosPiloterne og lever i dag af foredrag og rådgivning af små og store virksomheder og kommunale organisationer.Listen Louder samler den nyeste og vigtigste viden om succesfuld innovation og iværksætteri. Bogen er en lille rap sag på 92 sider, der hverken tager sig selv eller emnet for alvorligt. Derimod er den fyldt med konkrete værktøjer og indsigter i, hvordan du, uanset om du er iværksætter eller innovationschef, kan lykkes med dine mål og drømme.Filosofien bag Listen Louder er på et mere abstrakt plan at leve sit liv opmærksomt, nysgerrigt og autentisk. Derudover er Listen Louder en meget konkret og handlingsorienteret tilgang til innovation, iværksætteri og autentisk kommunikation.Baseret på få og nøje udvalgte værktøjer sikrer Listen Louder, at:• individet bliver mere innovativt, entreprenant og autentisk i sit daglige arbejde• teams gøres i stand til at etablere ægte innovationskulturer• organisationer forbedrer deres evne til at lytte højere til omverden"En ung iværksætterguru." – Børsen
Toller Ratgeber für serviceorientierte Unternehmer!Ein gutes, ausgefeiltes Qualitätsmanagement-System ist für ein erfolgreiches Unternehmen unerlässlich. Das haben in den vergangenen Jahren auch viele Unternehmen erkannt. Doch was ist, wenn die Unternehmen sich durch ihre Systeme mehr und mehr gleichen? Das Autoren-Trio Klaus Kobjoll, Rolf Widmer und Roland Berger geben in ihrem Buch TUNE – Wege zu Kundengewinnung und -bindung die Antwort. Entscheidend für den Erfolg ist nämlich nicht nur ein gutes Qualitätsmanagement-System, sondern auch die Stimmung unter den Mitarbeitern. TUNE zeigt auf, wie sich die Stimmung eines Unternehmens ändert und was Führungskräfte tun können, um den Sound (die Stimmung) ihrer Mitarbeiter zu verbessern."Kaufen! Und zwar gleich alle, die im Dienstleistungssektor tätig sind. Wieso? Weil das Dreigestirn Kobjoll/Berger/Widmer ein starkes Buch hingefedert hat." - Marketing- und Werbeexperte Dr. Werner T. Fuchs auf AmazonKlaus Kobjoll ist als Unternehmer mit seinem weit über die Grenzen Deutschlands hinaus bekannten und mehrfach ausgezeichneten Tagungshotel "Schindlerhof" Leader in Sachen Servicequalität. Kobjoll betreibt den Schindlerhof seit 1984 und wurde im Jahr 1990 als erster Hotelier überhaupt mit dem Branchenaward "Hotelier des Jahres" ausgezeichnet. Rolf Widmer arbeitet mit Menschen, Teams und Gremien bei der Weiterentwicklung ihrer Unternehmen und Organisationen. Seine Arbeitsschwerpunkte liegen dabei im Support für Strategieentwicklung und-Umsetzung, in der Qualitätsmanagement-Entwicklung sowie in Trainings- und Lehrveranstaltungen. Roland Berger wurde 1937 in Berlin geboren und ist Unternehmer und Unternehmens- und Politikberater. Berger ist Gründer und Ehrenvorsitzender des Aufsichtsrates der Unternehmensberatung Roland Berger. 2008 gründete er die Roland Berger Stiftung mit Sitz in München, die welteit Menschen und Organisationen auszeichnet, die sich erfolgreich für Menschenrechte einsetzen.
"Kein Verkauf ohne Verkäufer", "Kunden sind treu", "Den typischen Verkäufer gibt es nicht": Wenn drei Vertriebsprofis auf einer Zugfahrt ihre Erfahrungen austauschen, kommt so manche Vertriebsweisheit auf den Tisch. Aber was ist dran an den sogenannten Wahrheiten, für die selbst Spitzenverkäufer ihre Hand ins Feuer legen würden? Die Unternehmensberater und Vertriebsspezialisten Wolfgang Schur und Günter Weick haben 20 solcher klassischer Faustregeln mit dem Alltag und den Anforderungen im Verkauf konfrontiert und als Irrtum entlarvt. Das Ergebnis ist verblüffendes und pointiertes Wissen für Profis - packend erzählt und direkt aus der Praxis.Günter Weick hat ein Studium zum Diplom-Kaufmann absolviert sowie mehrere Coaching- und Meditationsausbildungen abgeschlossen. Seit Jahren bietet er Coaching für Führungskräfte und Mitarbeiter an. Wolfgang Schur ist Fachkaufmann für Marketing und Organisation. Er arbeitet als Unternehmensberater sowie mit Coaching von Projekt- und Vertriebsmitarbeitern. Zusammen haben Günter Weick und Wolfgang Schur mehrere Bücher zu den Themen Karriere, Unternehmensberatung und Verkaufsstrategien veröffentlicht.
Ratschläge und Tipps zum Thema: Verkaufen leicht gemacht!Verkaufen ist hart, denn nicht jeder Kunde springt auf die Ratschläge und Tipps eines Verkäufers gleich gut an. Trotzdem fordern Unternehmen und Verkaufsleiter gleichermaßen immer und immer wieder, auch in schwierigen Zeiten die Verkaufszahlen zu steigern.Dieses Hörbuch beweist: Wer es sich leichter macht, ist ein guter Verkäufer. Weniger Fachkenntnis und Fleiß entscheiden über den Erfolg, sondern vor allem Menschenkenntnis."Für Verkäufer, die sich entwickeln und ein nachhaltiges Verhältnis zu Ihren Kunden wünschen, kann die Umsetzung desssen was Stöger & Stöger schreiben zu einem besseren Miteinander führen. Das gilt sowohl in der Kundenbeziehung als auch in anderen Lebensbreichen." – Amazon-KundeDiplom Pädagoge Hans Stöger und Diplom Sozialwissenschaftlerin Gabriele Stöger entwickelten 1988 erste Konzepte einer Schulungsreihe für ein international aktives Industrie-Unternehmen. Diese Schulungsreihe wurde so erfolgreich, dass der Auftraggeber vorgab, dass dieses nicht von Einzelpersonen geleistet werden kann, sondern von einem Unternehmen umzusetzen sei. Dem entsprechend gründeten Gabriele und Hans Stöger ihr eigenes Trainingsunternehmen in Markt Schwaben und verstärkten dieses um weitere Trainer: Stöger & Partner war geboren. Seit 2012 befindet sich der Sitz des Unternehmens in München. Beide coachen seit Jahren Führungskräfte und Mitarbeiter in allen Fragen des beruflichen und privaten Erfolgs.
In sechs Stufen zu besseren Verkaufsergebnissen.Wer seinem Kunden wie einem Gegner begegnet, darf sich über seine Verkaufsergebnisse nicht wundern. Heuchler verkaufen schlechter.Gabriele Stöger und Hans Stöger zeigen in diesem Buch, dass es auch anders geht. Die Dienstleistung kann in vielen Bereichen optimiert und verbessert werden. Produkte und Dienstleistungen gut zu verkaufen, bedeutet nicht, mit Tricks zu arbeiten, sondern Service und Verkauf kundenfreundlicher zu gestalten. Mit positiver Einstellung und Sympathie werden nicht nur die Verkaufsergebnisse besser, auch die Kunden werden zufriedener.Hier haben Praktiker für Menschen geschrieben, die sich tagtäglich in der betrieblichen Praxis behaupten und bewähren müssen." – Amazon-KundeDiplom Pädagoge Hans Stöger und Diplom Sozialwissenschaftlerin Gabriele Stöger entwickelten 1988 erste Konzepte einer Schulungsreihe für ein international aktives Industrie-Unternehmen. Diese Schulungsreihe wurde so erfolgreich, dass der Auftraggeber vorgab, dass dieses nicht von Einzelpersonen geleistet werden kann, sondern von einem Unternehmen umzusetzen sei. Dem entsprechend gründeten Gabriele und Hans Stöger ihr eigenes Trainingsunternehmen in Markt Schwaben und verstärkten dieses um weitere Trainer: Stöger & Partner war geboren. Seit 2012 befindet sich der Sitz des Unternehmens in München. Beide coachen seit Jahren Führungskräfte und Mitarbeiter in allen Fragen des beruflichen und privaten Erfolgs.
A game-changing approach to marketing, sales, and advertising, by bestselling author and renowned business thinker Seth GodinOver the past quarter century, 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 and phrases 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, and 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 an executive at 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. When done right, marketing seeks to make change in the world.No matter what your product or service, this book will teach you how to reframe how it's presented to the world, in order to meaningfully connect with the 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 marketing 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.
J. Douglas Edwards is the man who first introduced Tom Hopkins to professional selling. He was THE sales trainer of the 1950s, 1960s, and 1970s. He trained over 200,000 salespeople a year for over 20 years. Hired by corporations around the world, Mr. Edwards began a crusade to change the image of the stereotypical salesperson, and Tom Hopkins carries the mission forward today. In The Real Mad Men of Sales, you'll learn:Assumptive tie-down test closes that let you know if they're moving toward the sale or notHow to properly handle a situation where there is a time lag with no way to close the product sale on the first visitThe power of written instructions in sales7 advanced closing strategiesStrategies for enlisting the aid of others in the final closeThe most powerful single closing method used by Top Pros around the worldHow to get the approval when you hear, "e;I need to talk it over with..."e;
Talk Triggers is the definitive, practical guide on how to use bold operational differentiators to create customer conversations, written by best-selling authors and marketing experts Jay Baer and Daniel Lemin.Word of mouth is directly responsible for 19% of all purchases, and influences as much as 90%. Every human on earth relies on word of mouth to make buying decisions. Yet even today, fewer than 1% of companies have an actual strategy for generating these crucial customer conversations. Talk Triggers provides that strategy in a compelling, relevant, timely book that can be put into practice immediately, by any business.The key to activating customer chatter is the realization that same is lame. Nobody says "e;let me tell you about this perfectly adequate experience I had last night."e; The strategic, operational differentiator is what gives customers something to tell a story about. Companies (including the 30+ profiled in Talk Triggers) must dare to be different and exceed expectations in one or more palpable ways. That's when word of mouth becomes involuntary: the customers of these businesses simply MUST tell someone else.Talk Triggers contains: * Proprietary research into why and how customers talk * More than 30 detailed case studies of extraordinary results from Doubletree Hotels by Hilton and their warm cookie upon arrival, The Cheesecake Factory and their giant menu, Five Guys Burgers and their extra fries in the bag, Penn & Teller and their nightly meet and greet sessions, and a host of delightful small businesses * The 4-5-6 learning system (the 4 requirements for a differentiator to be a talk trigger; the 5 types of talk triggers; and the 6-step process for creating talk triggers) * Surprises in the text that are (of course) word of mouth propellantsConsumers are wired to discuss what is different, and ignore what is average. Talk Triggers not only dares the reader to differentiate, it includes the precise formula for doing it. Combining compelling stories, inspirational examples, and practical how-to, Talk Triggers is the first indispensable book about word of mouth. It's a book that will create conversation about the power of conversation.
The business of book marketing has changed! The traditional rules longer apply, and a new era of marketing books is upon us-an approach in which authors are authentically engaging their audiences. But where do you start?Today's megasuccess authors are not only writers but entrepreneurs who expertly work a strategy that leverages the power of social media, search engine optimization, advertising, speaking, bookstore signings, and a combination of other programs that are incredibly rewarding to the author.Every author wants a road map or step-by-step guide for a successful book launch. To book marketing professionals in large publishing houses, this is the holy grail, so they can repeat the success of their last launch campaign.With this system, you will no longer have the guesswork associated with choosing which marketing programs to run for a successful launch. Bryan Heathman has managed hundreds of book marketing campaigns and created a repeatable fifteen-week system to promote nonfiction books.Bryan's approach to book marketing was inspired by running massively successful campaigns that have resulted in New York Times bestsellers, Wall Street Journal bestsellers, and Amazon #1 bestsellers for famous authors, including professional speaker Chris Widener, America's #1 sales trainer Tom Hopkins, US Olympian Johnny Quinn, and three-time World Series champion Todd Stottlemyre.Unlike other works, which list a hundred things to do when marketing a book, this approach is distilled into a manageable fifteen-week burst of activity-individual actions that, when done in a scheduled time frame, are proven to produce the results you desire for your book launch.
In today's world, customers don't want to hear sales pitches, but many salespeople still rely on them. In this breakthrough audiobook, Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. His advice: "e;Tear up your sales pitch and instead improvise persuasive conversations."e;Ditch the Pitch is an essential read for salespeople, business managers, and anyone wishing to persuade those around them. Organized into six habits, each consisting of three practices necessary for mastery, Ditch the Pitch is designed to teach Yastrow's approach to fresh, spontaneous, persuasive conversations. These new skills will show the reader how to identify the details that make each customer unique and subsequently navigate a conversation that focuses on the right message for the right customer at the right time.Throughout the book, the author quotes well-known improv comedians and musicians and translates the techniques these artists use when improvising to create persuasive situations with customers. With the new confidence Ditch the Pitch offers, you will become master of the art of on-the-spot, engaging, and effective customer interactions. Let go of prewritten scripts and embrace Yastrow's guidelines for effortlessly enabling spontaneous conversations that persuade customers to say "e;yes."e;
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?It's not easy for any salesperson to execute a competitive displacement--or, in other words, "e;eat their lunch."e; You might think this requires a bloodthirsty "e;whatever it takes"e; attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: * ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. * understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. * developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
In this presentation by sales legend Tom Hopkins, Tom approaches the principles of success in relation to sales, persuasion, and even parenting using broad strokes to paint a picture of what it looks like to be a champion! In this audio, you will learn toMaster the art of persuasion through proven strategies used for decades,Handle objections and easily overcome them to make every call a "e;yes,"e; andDevelop exciting strategies and new ways to close the sale and reap the benefits of being a master closer!
Sidney Friedman has selected key scenes from "The Wizard of OZ" to offer inspiration, encouragement and instruction to aspiring sales stars. Follow the yellow brick road with Dorothy, the scarecrow, and the little dog Toto too - they all have wisdom to share for achieving sales success.
Prospecting for new business is the number one aspect of selling that most salespeople fear. They're so afraid of it that they never learn how to do it well. In reality, it's just another skill to acquire when you're committed to achieving success.Once you learn the many strategies for finding people who are likely to be interested in your product, you'll develop a funnel of leads for business. Whether you're new to sales or a time-tested veteran, this program will give your prospecting efforts a tremendous boost. In this audio program and accompanying PDF workbook, you will learn the words to say to get the attention of buyers, to get through gatekeepers, and to network in such a way as to beat the competition to the market.In Power Prospecting Strategies you will learn how to turn cold calls into warm leads with powerful prospecting strategies,become a more strategic networker to gain a greater quantity of qualified leads for business, andmaster the strategies to get through to VIP clients with ease.Contents include:Prospecting Defined Part 1Prospecting Defined Part 2Networking Part 1Networking Part 2Getting In Part 1Getting In Part 2Getting In Part 3Getting In Part 4Very Important Persons Part 1Very Important Persons Part 2The InternetPerseverance and EnthusiasmPOWER PROSPECTING STRATEGIES PDF WORKBOOK
An intimate and profound reckoning with the changes buffeting the $2 trillion global advertising and marketing business from the perspective of its most powerful players, by the bestselling author of GoogledAdvertising and marketing touches on every corner of our lives, and is the invisible fuel powering almost all media. Complain about it though we might, without it the world would be a darker place. And of all the industries wracked by change in the digital age, few have been turned on its head as dramatically as this one has. We are a long way from the days of Don Draper; as Mad Men is turned into Math Men (and womenthough too few), as an instinctual art is transformed into a science, the old lions and their kingdoms are feeling real fear, however bravely they might roar. Frenemies is Ken Auletta's reckoning with an industry under existential assault. He enters the rooms of the ad world's most important players, some of them business partners, some adversaries, many frenemies, a term whose ubiquitous use in this industry reveals the level of anxiety, as former allies become competitors, and accusations of kickbacks and corruption swirl. We meet the old guard, including Sir Martin Sorrell, the legendary head of WPP, the world's largest ad agency holding company; while others play nice with Facebook and Google, he rants, some say Lear-like, out on the heath. There is Irwin Gotlieb, maestro of the media agency GroupM, the most powerful media agency, but like all media agencies it is staring into the headlights as ad buying is more and more done by machine in the age of Oracle and IBM. We see the world from the vantage of its new powers, like Carolyn Everson, Facebook's head of Sales, and other brash and scrappy creatives who are driving change, as millennials and others who disdain ads as an interruption employ technology to zap them. We also peer into the future, looking at what is replacing traditional advertising. And throughout we follow the industry's peerless matchmaker, Michael Kassan, whose company, MediaLink, connects all these players together, serving as the industry's foremost power broker, a position which feasts on times of fear and change. Frenemies is essential reading, not simply because of what it says about this world, but because of the potential consequences: the survival of media as we know it depends on the money generated by advertising and marketingrevenue that is in peril in the face of technological changes and the fraying trust between the industry's key players.
How would your company act if every customer were your mom?How do we cut through the rigmarole of business to give customers the treatment they desire, and employees the ability to deliver it? Customer experience expert Jeanne Bliss recommends makingbusiness personalto get the traction you need by focusing on one deceptively simple question: "e;Would you do that to your mother?"e;Picture your mom struggling through an 800 number menu for assistance, deciphering the terms of her phone contract, or waiting hours for a doctor's appointment. Imagine her joy when she finally reaches someone to discuss her warranty claim, and then her frustration when her claim is turned down three days out of warranty.Bliss shows how to turn "e;gotcha"e; moments into "e;we've got your back"e; moments by rethinking business practices, and by enabling employees to fix the frustrations that make customers feel like they're sinking. The result is a playbook to help you #MakeMomProud.Its 32 case studies offer lessons from some of the most impressive and inspiring leaders in their industries, as well as tools you can start applying immediately. For instance:*Vail resorts, the world's largest ski resort operator, banned the three words "e;Our policy is..."e; from their vocabulary, freeing employees to take spirited actions to deliver "e;the experience of a lifetime."e;*Virgin Hotels, named #1 U.S. hotel by Conde Nast Reader's Choice Awards, walked away from price gouging at the mini bar, so you'll never pay more for that Snickers bar than what you'd pay at the corner market.*Canada's Mayfair Diagnostics spent over a year studying the emotions of patients entering an imaging clinic, so they could redesign their welcome to deliver warmth and caring over procedure and process. The newly designed clinic achieved profitability in record time.Whether you're contemplating your company's returns policy, its social media presence, or its big-picture strategy, this approach helps pinpoint causes of customer unrest and opportunities to deliver joy, so your company can anticipate needs, extend patience, and show respect at all times.*Includes a Bonus PDF witha #MakeMomProud Quiz to advance customer experience and culture transformation.
With virtually nonexistent oversight, the Internet can easily become the judge, jury, and executioner for anyone's reputation. Digital attacks and misinformation can cost you a job, a promotion, your marriage, even your business. Whether you've done something foolish yourself, are unfairly linked to another's misdeeds, or are simply the innocent victim of a third-party attack, most of us have no idea how to protect our online reputation.How to Protect (or Destroy) Your Reputation Online will show you how to:Remove negative content from search results,React and respond to an online attack,Understand and manage online reviews, andUse marketing strategies to both improve your online reputation and bolster your bottom line.How to Protect (or Destroy) Your Reputation Online is an indispensable guidebook for individuals and businesses, offering in-depth information about popular review sites like Yelp, TripAdvisor, and Angie's List. John P. David also shows you how to deal with revenge porn, hate blogs, Google's "e;right to be forgotten"e; in Europe, the business of online complaint sites, even the covert ops of reputation management.
Knowing how to negotiate price, terms, and product delivery are some of the most essential steps toward getting to "e;yes"e; in a selling situation. This multi-session audio program from seasoned sales experts offers negotiation training from a variety of viewpoints.Discover how to master your voice inflection, understand how to be assertive without being pushy, and learn the secrets to mastering price negotiations. Powered with these skills, sales professionals are proven to move complex deals forward in less time.For sales personnel in any industry, mastering negotiation skills is the ticket to earning more in your profession-and getting what you want!
Can a book actually help you close more sales? Yes it can! Sales Success is the book that shapes sales careers. With this sales fable, listeners will learn sales strategies used and recommended by members of the sales Hall of Fame, including Zig Ziglar, Tom Hopkins, and Scott McKain. Discover why sales success happens for the earnest student ... and why it doesn't for the rest.Come along with master storyteller Mark Bowser as he takes you on a journey of discovering ultimate sales success. In Sales Success, you will meet Digger Jones, the mentor we all wished we had. Follow along as Digger teaches, motivates, and inspires his young protege from failure to the heights of sales achievement ... and how you can apply these lessons to your own sales journey.
Have you discovered the power of the one-call close? Sell It Today, Sell It Now Audio Seminar by sales champion, Tom Hopkins, is a supplemental training program which complements the Sell It Today, Sell It Now book. This audio program, along with the accompanying workbook, is your ultimate reference guide to planning and perfecting the art of one-call close. Whether you are an established sales professional with a long track record of achievement or a newcomer yet to make that first sale, you will find this seminar an incredible resource for new techniques, surprising insights, and continual inspiration.You will discover how easy it is to:Employ the fifteen keys of overcoming objectionsOvercome your fear of closingManage the four concepts that control all salesLet your customers answer their own objectionsMaster, use, and perfect the art of the one-call closeOnce you get a taste of this easy-going, soft-selling, results-only system, you'll absolutely love it and never want to sell any other way! This step-by-step sales training audio seminar holds the key to your successful sales career. Keep it on your desk, in your car, in your office. Refer to it often.
How do you grow your business when you dont have a marketing budget? How do you stand out in a busy world? And what if the answer is right in front of you? For me, the newsletter is the most important tool I have in building a global denim brand. Second only to the sewing machine. So writes entrepreneur David Hieatt who has based his entire marketing strategy around a simple email newsletter. And its worked. His company has grown into a creative global jeans business with a fiercely loyal community. Now, David shares his insight, strategy and methodology so you can do the same. In Do Open you will discover: Why giving is your secret to success How to get peoples attention when time is your biggest competitor Why creating beats sharing How a small team can win Build community. Build your brand. Build long-term growth. Discover why the humble newsletter is pure and utter gold. Dont be fooled by its pocket-sized appearance, this book is full of transformative tools from entrepreneur and founder of Howies and Hiut Denim, David Hieatt. Packs in some great advice for business-minded folk! Nathan @ngngdesign Big admirer of David Hieatt...Now he shares how a newsletter can have a great impact on your business. Couldnt agree more. Full of practical, helpful tips. Tina Roth Eisenberg
The most important brands in the world make us feel something. They do that because they have something they want to change. And as customers, we want to be part of that change. These companies have a reason to exist over and above making a profit: They have a Purpose. Yes, we love the product they make. But the thing we love most about them is the change they are making. Purpose is an incredibly powerful thing. It provides the strength to fight the impossible. It tells your story, it builds your teams and it defines your culture. In Do Purpose, David Hieatt offers insights on how to build one of these purpose-driven companies. You know, those rare brands we all fall in love with. The crazy ones that dont just make something, but change something as well. David Hieatt is the man who proved to a world full of shallow brands the benefits of having a real purpose. There is no greater expert on the matter. Richard Reed, co-founder Innocent Drinks A wonderful book that reveals one of the secrets of business: do something you love and youll never have to work another day in your life. Michael Acton Smith, CEO Mind Candy
Consumers create a data trail by tapping their phones; businesses can tap into this trail to harness the power of the more than three trillion dollar mobile economy. According to Anindya Ghose, a global authority on the mobile economy, this two-way exchange can benefit both customers and businesses. In Tap, Ghose welcomes us to the mobile economy of smartphones, smarter companies, and value-seeking consumers.Drawing on his extensive research in the United States, Europe, and Asia, and on a variety of real-world examples from companies including Alibaba, China Mobile, Coke, Facebook, SK Telecom, Telefnica, and Travelocity, Ghose describes some intriguingly contradictory consumer behavior: people seek spontaneity, but they are predictable; they find advertising annoying, but they fear missing out; they value their privacy, but they increasingly use personal data as currency. When mobile advertising is done well, Ghose argues, the smartphone plays the role of a personal concierge--a butler, not a stalker.Ghose identifies nine forces that shape consumer behavior, including time, crowdedness, trajectory, and weather, and he examines how these forces operate, separately and in combination. With Tap, he highlights the true influence mobile wields over shoppers, the behavioral and economic motivations behind that influence, and the lucrative opportunities it represents. In a world of artificial intelligence, augmented and virtual reality, wearable technologies, smart homes, and the Internet of Things, the future of the mobile economy seems limitless.
A businesss greatest asset is its experience combined with the innovative. According to estimates by the US Department of Labor, Millennials will represent roughly almost 50% of the workforce in less than 10 years. A flood of blogs, articles, and books are already trying to help professionals and executives understand how the clash of Millennial, Generation X, and Boomer preferences will impact their business and personal careers.The Multigenerational Sales Team focuses on the increasing need for sales organizations to more effectively leverage talent from generational groups who think, sell, and buy in vastly different ways. It addresses the challenges that many organizations are facing right now:How can generations with different perspectives find ways to successfully work together?How should you recruit, train, and deploy different generations of salespeople to build an effective sales team?How can sellers identify and address the generational silent killers within the sales process?You will learn how to overcome these obstacles by adjusting internal practices including recruitment, development, and management of salespeople. You will also learn how to improve client-facing activities for better diagnosis and accommodation of buyers preferences. With The Multigenerational Sales Team as a guide, sales professionals and teams who begin this transformation will learn to leverage each generations unique strengths to drive improvements in both individual and organizational performance.
The best companies in the world discover what their customers desireand then deliver it in memorable and deeply human experiences. How well do you know your customers?What Customers Crave examines how the hyper-connected economy is radically changing consumer expectations, and reveals what companies need to do to stay on top. The solution rests on two simple questions: What do your customers love? What do they hate? Find the answers, and youre well on your way to success.Jam-packed with tools and examples, What Customers Crave helps you reinvent how you engage with customers (both digitally and non-digitally) and:Gain invaluable insights into who they are and what they care about Use listening posts and Contact Point Innovation to refine customer types Engineer experiences for each micromarket that are not only exceptional, but insanely relevant Connect across the five most important touchpoints Co-create with your customers And much moreWhen you learn to provide your customers with exactly what they want, they not only buythey come back again and againand bring their friends.
Marketing in todays digital age has become overwhelmingly complexbut it doesnt have to be. Success lies in stepping above of the clutter and understanding the new principles of digital marketing.To this complicated and fast-moving world, bestselling author, renowned marketer, and award-winning entrepreneur Shama Hyder brings her uniquely Zen approachseparating out the critical from the trivial and the foundational rules from the ephemeral gimmicks. Offering five essential principles that crack the code on marketing successfully in todays ecosystem, Momentum: How to Propel Your Marketing and Transform Your Brand in the Digital Age will help you not only regain your sanity, but learn how to spot opportunities to grow your organization and brand in the midst of marketplace chaos.In Momentum, Shama draws on her experience guiding clients ranging from small businesses to Fortune 100s to demystify the marketing landscape and provide you with the digital foresight you need to operate effectively in an increasingly digital world. Using key principles, she demonstrates how to transform your current approach into an effective, struggle-free, ROI-driven strategy.Before you invest in another marketing strategy, take a step back. Dont waste enormous amounts of time, energy, and money on the wrong strategies and approach for your customers, industry, and market. Whether youre a young business or an established company, let Momentum teach you how to thrive.
For many marketing professionals, "e;science"e; is a four-letter word. They see brand-building as an unteachable art guided by their intuition and experience. But at its core, marketing aims to seed ideas into people's minds, make them feel a certain way, and, ultimately, get them to act.In Brand Seduction, Daryl reveals the latest psychological and neuroscientific discoveries about how our minds process brand information and make decisions, and the important roles our emotions and unconscious play in our selections.Welcome to the new world of neuromarketing.Through simple language, engaging stories, and real-world examples, Brand Seduction shows you how to decode, build, and use these hidden brand fantasies to grow your brand and business. You'll learn: The surprising unconscious side of brands. The biggest myths about consumer psychology. The real role of emotions in building brands. Practical tools to use neuroscience to inspire better marketing.Everyone seems to have a different idea of what brands are, how they work, and how they are built. Brand Seduction digs deeper into the nature of brands, how they exist and behave in the mind, and how marketers and business leaders can use this understanding to "e;seduce"e; customers and grow their businesses.
The landscape is littered with the corpses of great products and strong companies that died because of crappy marketing.Why do so many companies fail so miserably? Why do high-priced ad agencies and marketing firms keep spitting out stupid campaigns?Too many in business have failed to recognize the shift that has happened right under their noses. It's not so much that people have changed; it's that the business landscape has changeddramatically. For the first time in human history, we have no unmet needs. Every problem has a solution, and many companies now find themselves creating solutions that appear to be looking for a problem.In his provocative and enlightening new book, Visibility Marketing, David Avrin shows what marketing approaches work, which don't, and why. You will learn how to uncover your true competitive advantages and a process to craft messages and tactics that achieve tangible results.A remarkably accessible, relatable, thought-provoking reference book, Visibility Marketing speaks directly to business owners, entrepreneurs, marketing managers, and sales professionals.With wisdom gleaned from hundreds of presentations and workshops and conversations with tens of thousands of company leaders, Visibility Marketing will forever change how businesses and professionals look at the competitive landscape and how they promote themselves.