Marketing / Sales – Let's Read

The Challenger Customer

52

Recommendation The primary decision maker in corporate purchasing no longer exists. Today, groups of diverse individuals – with conflicting agendas and representing varied organizational interests – make buying decisions, so previously effective...

Guerrilla Marketing

55

RECOMMENDATION When it comes to marketing, small businesses must adapt or die. In the face of a constantly changing media landscape, you’ll know exactly what to do to grow your business when you understand the foundational principles behind...

Gap Selling

58

RECOMMENDATION Selling B2B products or services is difficult. Customers have a million reasons not to buy. Salespeople may devote months to closing a deal, only to lose out at the last minute over a minor issue or a few dollars in price. Thus...

The Street Savvy Sales Leader

63

RECOMMENDATION Amid increased competition and commodification of commercial offerings, the only way B2B salespeople and sales managers can succeed is by mastering and executing sales fundamentals. Companies must develop a strong sales...

Building A Story Brand

48

RECOMMENDATION Run your marketing message through Donald Miller’s framework to create a superstar narrative. His approach casts your brand in the fundamentally human language of a story. He offers a sharp, clear process for finding a story to...

Sales Growth

119

RECOMMENDATION Sales leaders are ambitious, aggressive, goal-driven professionals. Their mission in life is to climb to the top of the mountain and to earn respect and a healthy paycheck. For these goals to become reality, meeting monthly quotas...

The Lost Art of Closing

117

Sales impresario Anthony Iannarino believes many salespeople don’t know how to have productive conversations with clients, even though sellers’ words make or break sales. The typical salesperson might say, “What’s it going to take to get you to...

Bargaining for Advantage

121

Negotiating is one of the most basic yet complex social interactions that people undertake. These sessions can be straightforward or highly strategic, and can involve the exchange of everything from sheep to global conglomerates. Since...

What’s the Future of Business?

101

People talk about your business. In restaurants, on transcontinental flights and in the aisles of big-box retailers, customers share experiences on social media in real time. Depending on how they react to the experiences you offer, consumers can...

On Purpose

108

Recommendation Consumers want the companies they patronize to be worthy corporate citizens that make positive contributions to society. Customers also expect and demand top-quality products, services and buying experiences. Strategy consultants...

X

128

According to consultant Brian Solis, companies that provide truly outstanding consumer service can harness powerful word-of-mouth advertising and gain competitive advantage. Starbucks, Apple and Disney thrive because they carefully design the...

The Outcome Generation

112

Three entrepreneurs approach a hungry man. The first asks what the man wants. He replies, “a sandwich,” so the entrepreneur opens a sandwich shop. The second entrepreneur asks the man what his problem is. He says he’s hungry. So the entrepreneur...