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22 Immutable Laws of Marketing: Violate Them at Your Own Risk!, The

Al Ries, Jack Trout

1994    143 pages    (HarperBusiness)

ISBN 13: 9780887306662    ISBN 10: 0887306667

There are laws of nature, so why shouldn't there be laws of marketing?As Al Ries and Jack Trout—the world-renowned marketing consultants and bestselling authors of Positioning—note, you can build an impressive airplane, but it will never leave the ground if you ignore the laws of physics, especially gravity. Why then, they ask, shouldn't there also be laws of marketing that must be followed to launch and maintain winning brands? In The 22 Immutable Laws of Marketing, Ries [...]

There are laws of nature, so why shouldn't there be laws of marketing?As Al Ries and Jack Trout—the world-renowned marketing consultants and bestselling authors of Positioning—note, you can build an impressive airplane, but it will never leave the ground if you ignore the laws of physics, especially gravity. Why then, they ask, shouldn't there also be laws of marketing that must be followed to launch and maintain winning brands? In The 22 Immutable Laws of Marketing, Ries and Trout offer a compendium of twenty-two innovative rules for understanding and succeeding in the international marketplace. From the Law of Leadership, to The Law of the Category, to The Law of the Mind, these valuable insights stand the test of time and present a clear path to successful products. Violate them at your own risk. [less]

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Advantage: Why Organizational Health Trumps Everything Else In Business, The

Patrick M. Lencioni

2012    240 pages    (Jossey-Bass)

ISBN 13: 9780470941522    ISBN 10: 0470941529

There is a competitive advantage out there, arguably more powerful than any other. Is it superior strategy? Faster innovation? Smarter employees? No, New York Times best-selling author, Patrick Lencioni, argues that the seminal difference between successful companies and mediocre ones has little to do with what they know and how smart they are and more to do with how healthy they are. In this book, Lencioni brings together his vast experience and many of the themes cultivated in his other best- [...]

There is a competitive advantage out there, arguably more powerful than any other. Is it superior strategy? Faster innovation? Smarter employees? No, New York Times best-selling author, Patrick Lencioni, argues that the seminal difference between successful companies and mediocre ones has little to do with what they know and how smart they are and more to do with how healthy they are. In this book, Lencioni brings together his vast experience and many of the themes cultivated in his other best-selling books and delivers a first: a cohesive and comprehensive exploration of the unique advantage organizational health provides.Simply put, an organization is healthy when it is whole, consistent and complete, when its management, operations and culture are unified.  Healthy organizations outperform their counterparts, are free of politics and confusion and provide an environment where star performers never want to leave. Lencioni’s first non-fiction book provides leaders with a groundbreaking, approachable model for achieving organizational health—complete with stories, tips and anecdotes from his experiences consulting to some of the nation’s leading organizations. In this age of informational ubiquity and nano-second change, it is no longer enough to build a competitive advantage based on intelligence alone. The Advantage provides a foundational construct for conducting business in a new way—one that maximizes human potential and aligns the organization around a common set of principles. [less]

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Art of Pricing, New Edition: How to Find the Hidden Profits to Grow Your Business, The

Rafi Mohammed

2017    216 pages    (Charles River Business)

ISBN 13: 9780692875131    ISBN 10: 0692875131

Want to make a bad year better or turn a good year into a blockbuster? Improve your pricing strategy and discover the untapped gold mine that exists in your products and services. Whether you are in marketing, a manager, on the salesforce, in finance, or the CEO/CFO, pricing your products matters to you. The Art of Pricing is a practical guide for solving one of the most important dilemmas in business: how to use price to uncover hidden profits and find new opportunities for growth. This roadmap [...]

Want to make a bad year better or turn a good year into a blockbuster? Improve your pricing strategy and discover the untapped gold mine that exists in your products and services. Whether you are in marketing, a manager, on the salesforce, in finance, or the CEO/CFO, pricing your products matters to you. The Art of Pricing is a practical guide for solving one of the most important dilemmas in business: how to use price to uncover hidden profits and find new opportunities for growth. This roadmap to pricing illustrates and explains: The financial windfall that can be reaped from small changes in price Methods to derive the “right price” for your product or service How a series of easy-to-implement strategies enables companies to serve and profit from the largest possible customer base How new pricing strategies can activate dormant customers Why the key to better pricing is to provide customers with options – different prices, versions, and opportunities to purchase – to best meet their needs. Using a range of examples, from small businesses to big companies like Ford, Rafi shows how expanding your vision of pricing can accelerate profits and growth at your company.   Critical Reviews When The Art of Pricing first came out, The New York Times named it among those business books that “should have been best sellers” but got lost “in the shuffle.” “The key to getting that additional profit, Mr. Mohammed contends in a clear, conversational tone, is to offer customers a variety of pricing options and allow them to pick the one that works best for them…What is clear from Mr. Mohammed’s book is that it might be easier to produce greater margins by concentrating on the numerator (price) – what you charge – instead of obsessing about costs.” The New York Times “The Art of Pricing is an entertaining primer on how to unlock ‘hidden profits’ and growth by aligning your product’s price with the value customers place on it.” BusinessWeek SmallBiz “This conversational, easy and informative read is worth paying attention to.” Entrepreneur Magazine “Here is a book that is really ‘where the rubber meets the road’ pricing…I enjoyed this book because the author wrote a book full of real world examples.” A Jack Covert Monthly Selection,  800CEOREAD Included in the Forbes’ Entrepreneurial Library (10 books that no entrepreneur should be without). “Pricing products and services is one of the most crucial, and difficult, decisions that an entrepreneur will make…he (Mohammed) finds psychological and macroeconomic rules to help readers set prices effectively as they enter the marketplace.” Forbes.com   Testimonials “A lighthearted, anecdotal, but theoretically sophisticated primer on pricing, highly personal and readable, with abundant illustrations.” Alfred E. Kahn, Robert Julius Thorne Professor of Political Economy, Emeritus, at Cornell University, and former chairman of the Civil Aeronautics Board “The Art of Pricing is a ‘must read’ for every manager; it will help you better serve your customers as well as make you more money.” Irving Azoff, CEO of TicketMaster and CEO of Frontline Management “This book is richly illustrated with stories that show how pricing is as much disciplined science as art, and that masters of this discipline can reap profit while delighting customers. Rafi Mohammed is the da Vinci of pricing!” Robert G. Cross, Chairman and CEO of Revenue Analytics [less]

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Art of Profitability, The

Adrian Slywotzky

2003    272 pages    (Business Plus)

ISBN 13: 9780446692274    ISBN 10: 0446692271

An extraordinarily new business slant on how companies can generate greater profits. Presented in 23 compact lessons, "The Art of Profitability" features an ongoing tutorial between two fictitious individuals.

An extraordinarily new business slant on how companies can generate greater profits. Presented in 23 compact lessons, "The Art of Profitability" features an ongoing tutorial between two fictitious individuals. [less]

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Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry

Marc Benioff, Carlye Adler

2009    304 pages    (Jossey-Bass)

ISBN 13: 9780470521168    ISBN 10: 0470521163

How did salesforce.com grow from a start up in a rented apartment into the world's fastest growing software company in less than a decade? For the first time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dotcom implosion of 2001, but went on to define itself as the leader of [...]

How did salesforce.com grow from a start up in a rented apartment into the world's fastest growing software company in less than a decade? For the first time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dotcom implosion of 2001, but went on to define itself as the leader of the cloud computing revolution and spark a $46-billion dollar industry, Benioff's story will help business leaders and entrepreneurs stand out, innovate better, and grow faster in any economic climate.In Behind the Cloud, Benioff shares the strategies that have inspired employees, turned customers into evangelists, leveraged an ecosystem of partners, and allowed innovation to flourish. [less]

Strategy
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Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant

W. Chan Kim, Renée Mauborgne

2015    256 pages    (Harvard Business Review Press)

ISBN 13: 9781625274496    ISBN 10: 1625274491

The global phenomenon that has sold 3.5 million copies, is published in a record-breaking 43 languages and is a bestseller across five continents—now updated and expanded with new contentThis global bestseller, embraced by organizations and industries worldwide, challenges everything you thought you knew about the requirements for strategic success. Now updated with fresh content from the authors, Blue Ocean Strategy argues that cutthroat competition results in nothing but a bloody red ocean of [...]

The global phenomenon that has sold 3.5 million copies, is published in a record-breaking 43 languages and is a bestseller across five continents—now updated and expanded with new contentThis global bestseller, embraced by organizations and industries worldwide, challenges everything you thought you knew about the requirements for strategic success. Now updated with fresh content from the authors, Blue Ocean Strategy argues that cutthroat competition results in nothing but a bloody red ocean of rivals fighting over a shrinking profit pool. Based on a study of 150 strategic moves (spanning more than 100 years across 30 industries), the authors argue that lasting success comes not from battling competitors but from creating “blue oceans”—untapped new market spaces ripe for growth.Blue Ocean Strategy presents a systematic approach to making the competition irrelevant and outlines principles and tools any organization can use to create and capture their own blue oceans. This expanded edition includes:• A new preface by the authors: Help! My Ocean Is Turning Red• Updates on all cases and examples in the book, bringing their stories up to the present time• Two new chapters and an expanded third one—Alignment, Renewal, and Red Ocean Traps—that address the most pressing questions readers have asked over the past 10 yearsA landmark work that upends traditional thinking about strategy, this bestselling book charts a bold new path to winning the future. Consider this your guide to creating uncontested market space—and making the competition irrelevant.To learn more about the power of blue ocean strategy, visit blueoceanstrategy.com. There you’ll find all the resources you need—from ideas in practice and cases from government and private industry, to teaching materials, mobile apps, real-time updates, and tips and tools to help you make your blue ocean journey a success. [less]

Strategy
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Brick by Brick: How LEGO Rewrote the Rules of Innovation and Conquered the Global Toy Industry

David Robertson, Bill Breen

2014    320 pages    (Crown Business)

ISBN 13: 9780307951618    ISBN 10: 0307951618

Brick by Brick takes you inside the LEGO you've never seen. By following the teams that are inventing some of the world's best-loved toys, it spotlights the company's disciplined approach to harnessing creativity and recounts one of the most remarkable business transformations in recent memory. Brick by Brick reveals how LEGO failed to keep pace with the revolutionary changes in kids' lives and began sliding into irrelevance. When the company's leaders implemented some [...]

Brick by Brick takes you inside the LEGO you've never seen. By following the teams that are inventing some of the world's best-loved toys, it spotlights the company's disciplined approach to harnessing creativity and recounts one of the most remarkable business transformations in recent memory. Brick by Brick reveals how LEGO failed to keep pace with the revolutionary changes in kids' lives and began sliding into irrelevance. When the company's leaders implemented some of the business world's most widely espoused prescriptions for boosting innovation, they ironically pushed the iconic toymaker to the brink of bankruptcy. The company's near-collapse shows that what works in theory can fail spectacularly in the brutally competitive global economy. It took a new LEGO management team – faced with the growing rage for electronic toys, few barriers to entry, and ultra-demanding consumers (ten-year old boys) – to reinvent the innovation rule book and transform LEGO into one of the world's most profitable, fastest-growing companies.  Along the way, Brick by Brick reveals how LEGO:- Became truly customer-driven by co-creating with kids as well as its passionate adult fans- Looked beyond products and learned to leverage a full-spectrum approach to innovation- Opened its innovation process by using both the "wisdom of crowds" and the expertise of elite cliques- Discovered uncontested, "blue ocean" markets, even as it thrived in brutally competitive red oceans- Gave its world-class design teams enough space to create and direction to deliver built a culture where profitable innovation flourishes Sometimes radical yet always applicable, Brick by Brick abounds with real-world lessons for unleashing breakthrough innovation in your organization, just like LEGO. Whether you're a senior executive looking to make your company grow, an entrepreneur building a startup from scratch, or a fan who wants to instill some of that LEGO magic in your career, you'll learn how to build your own innovation advantage, brick by brick. [less]

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Broad Band

Claire L. Evans

2018    288 pages    (Penguin Publishing Group)

ISBN 13: 9780735211759    ISBN 10: 0735211752

If you loved Hidden Figures or The Rise of the Rocket Girls, you'll love Claire Evans' breakthrough book on the women who brought you the internet--written out of history, until now. "This is a radically important, timely work," says Miranda July, filmmaker and author of The First Bad Man. The history of technology you probably know is one of men and machines, garages and riches, alpha nerds and brogrammers--but from Ada Lovelace, who wrote the first computer program in the Victorian Age, to the [...]

If you loved Hidden Figures or The Rise of the Rocket Girls, you'll love Claire Evans' breakthrough book on the women who brought you the internet--written out of history, until now. "This is a radically important, timely work," says Miranda July, filmmaker and author of The First Bad Man. The history of technology you probably know is one of men and machines, garages and riches, alpha nerds and brogrammers--but from Ada Lovelace, who wrote the first computer program in the Victorian Age, to the cyberpunk Web designers of the 1990s, female visionaries have always been at the vanguard of technology and innovation. In fact, women turn up at the very beginning of every important wave in technology. They may have been hidden in plain sight, their inventions and contributions touching our lives in ways we don't even realize, but they have always been part of the story. VICE reporter and YACHT lead singer Claire L. Evans finally gives these unsung female heroes their due with her insightful social history of the Broad Band, the women who made the internet what it is today. Seek inspiration from Grace Hopper, the tenacious mathematician who democratized computing by leading the charge for machine-independent programming languages after World War II. Meet Elizabeth "Jake" Feinler, the one-woman Google who kept the earliest version of the Internet online, and Stacy Horn, who ran one of the first-ever social networks on a shoestring out of her New York City apartment in the 1980s. Join the ranks of the pioneers who defied social convention to become database poets, information-wranglers, hypertext dreamers, and glass ceiling-shattering dot com-era entrepreneurs. This inspiring call to action shines a light on the bright minds whom history forgot, and shows us how they will continue to shape our world in ways we can no longer ignore. Welcome to the Broad Band. You're next. [less]

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Built to Last: Successful Habits of Visionary Companies (Harper Business Essentials)

Jim Collins, Jerry I. Porras

1994    368 pages    (HarperBusiness)

ISBN 13: 9780060516406    ISBN 10: 0060516402

Drawing upon a six-year research project at the Stanford University Graduate School of Business, James C. Collins and Jerry I. Porras took eighteen truly exceptional and long-lasting companies and studied each in direct comparison to one of its top competitors. They examined the companies from their very beginnings to the present day -- as start-ups, as midsize companies, and as large corporations. Throughout, the authors asked: "What makes the truly exceptional companies different from the [...]

Drawing upon a six-year research project at the Stanford University Graduate School of Business, James C. Collins and Jerry I. Porras took eighteen truly exceptional and long-lasting companies and studied each in direct comparison to one of its top competitors. They examined the companies from their very beginnings to the present day -- as start-ups, as midsize companies, and as large corporations. Throughout, the authors asked: "What makes the truly exceptional companies different from the comparison companies and what were the common practices these enduringly great companies followed throughout their history?" Filled with hundreds of specific examples and organized into a coherent framework of practical concepts that can be applied by managers and entrepreneurs at all levels, Built to Last provides a master blueprint for building organizations that will prosper long into the 21st century and beyond. [less]

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Buyer Personas: How to Gain Insight into your Customer's Expectations, Align your Marketing Strategies, and Win More Business

Adele Revella

2015    240 pages    (Wiley)

ISBN 13: 9781118961506    ISBN 10: 1118961501

See your offering through the buyer's eyes for more effectivemarketing Buyer Personas is the marketer's actionable guide tolearning what your buyer wants and how they make decisions. Writtenby the world's leading authority on buyer personas, this bookprovides comprehensive coverage of a compelling new way to conductbuyer studies, plus practical advice on adopting the buyer personaapproach to measurably improve marketing outcomes. Readers willlearn how to segment their customer [...]

See your offering through the buyer's eyes for more effectivemarketing Buyer Personas is the marketer's actionable guide tolearning what your buyer wants and how they make decisions. Writtenby the world's leading authority on buyer personas, this bookprovides comprehensive coverage of a compelling new way to conductbuyer studies, plus practical advice on adopting the buyer personaapproach to measurably improve marketing outcomes. Readers willlearn how to segment their customer base, investigate each customertype, and apply a radically more relevant process of messageselection, content creation, and distribution through the channelsthat earn the buyers' trust. Rather than relying on generic data orguesswork to determine what the buyer wants, the buyer personaapproach allows companies to ask the buyer directly and obtain moreprecise and actionable guidance. Buyer personas are composite pictures of the people who buysolutions, services or products, crafted through a unique type ofinterview with the people the marketer wants to influence. Thisbook provides step-by-step guidance toward implementing the buyerpersona approach, with the advice of an internationally-respectedexpert. * Learn who buys what, and why * Understand your buyer's goals and how you can address them * Tailor your marketing activities to your buyer'sexpectations * See the purchase through the customer's eyes A recent services industry survey reports that 52 percent oftheir marketers have buyer personas, and another 28 percent expectto add them within the next two years but only 14.6 percentknow how to use them. To avoid letting such a valuable tool go towaste, access the expert perspective in Buyer Personas, andcraft a more relevant marketing strategy. [less]

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Captivate

Vanessa Van Edwards

2017    320 pages    (Penguin Publishing Group)

ISBN 13: 9780399564482    ISBN 10: 0399564489

Do you feel awkward at networking events? Do you wonder what your date really thinks of you? Do you wish you could decode people? You need to learn the science of people.   As a human behavior hacker, Vanessa Van Edwards created a research lab to study the hidden forces that drive us. And she's cracked the code. In Captivate, she shares shortcuts, systems, and secrets for taking charge of your interactions at work, at home, and in any social situation. These aren't the people skills you [...]

Do you feel awkward at networking events? Do you wonder what your date really thinks of you? Do you wish you could decode people? You need to learn the science of people.   As a human behavior hacker, Vanessa Van Edwards created a research lab to study the hidden forces that drive us. And she's cracked the code. In Captivate, she shares shortcuts, systems, and secrets for taking charge of your interactions at work, at home, and in any social situation. These aren't the people skills you learned in school. This is the first comprehensive, science backed, real life manual on how to captivate anyone--and a completely new approach to building connections.   Just like knowing the formulas to use in a chemistry lab, or the right programming language to build an app, Captivate provides simple ways to solve people problems. You'll learn, for example...   #65533; How to work a room: Every party, networking event, and social situation has a predictable map. Discover the sweet spot for making the most connections. #65533; How to read faces: It's easier than you think to speed-read facial expressions and use them to predict people's emotions. #65533; How to talk to anyone: Every conversation can be memorable--once you learn how certain words generate the pleasure hormone dopamine in listeners. When you understand the laws of human behavior, your influence, impact, and income will increase significantly. What's more, you will improve your interpersonal intelligence, make a killer first impression, and build rapport quickly and authentically in any situation--negotiations, interviews, parties, and pitches. You'll never interact the same way again. [less]

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Confessions of the Pricing Man: How Price Affects Everything

Hermann Simon

2015    221 pages    (Copernicus)

ISBN 13: 9783319203997    ISBN 10: 3319203991

The world’s foremost expert on pricing strategy shows how this mysterious process works and how to maximize value through pricing to company and customer.In all walks of life, we constantly make decisions about whether something is worth our money or our time, or try to convince others to part with their money or their time. Price is the place where value and money meet. From the global release of the latest electronic gadget to the bewildering gyrations of oil futures to markdowns at the [...]

The world’s foremost expert on pricing strategy shows how this mysterious process works and how to maximize value through pricing to company and customer.In all walks of life, we constantly make decisions about whether something is worth our money or our time, or try to convince others to part with their money or their time. Price is the place where value and money meet. From the global release of the latest electronic gadget to the bewildering gyrations of oil futures to markdowns at the bargain store, price is the most powerful and pervasive economic force in our day-to-day lives and one of the least understood.The recipe for successful pricing often sounds like an exotic cocktail, with equal parts psychology, economics, strategy, tools and incentives stirred up together, usually with just enough math to sour the taste. That leads managers to water down the drink with hunches and rules of thumb, or leave out the parts with which they don’t feel comfortable. While this makes for a sweeter drink, it often lacks the punch to have an impact on the customer or on the business.It doesn’t have to be that way, though, as Hermann Simon illustrates through dozens of stories collected over four decades in the trenches and behind the scenes. A world-renowned speaker on pricing and a trusted advisor to Fortune 500 executives, Simon’s lifelong journey has taken him from rural farmers’ markets, to a distinguished academic career, to a long second career as an entrepreneur and management consultant to companies large and small throughout the world. Along the way, he has learned from Nobel Prize winners and leading management gurus, and helped countless managers and executives use pricing as a way to create new markets, grow their businesses and gain a sustained competitive advantage. He also learned some tough personal lessons about value, how people perceive it, and how people profit from it.In this engaging and practical narrative, Simon leaves nothing out of the pricing cocktail, but still makes it go down smoothly and leaves you wanting to learn more and do more―as a consumer or as a business person. You will never look at pricing the same way again. [less]

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Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales, The

Chris Smith

2016    192 pages    (Wiley)

ISBN 13: 9781119211884    ISBN 10: 1119211883

"If you need more traffic, leads and sales, you need The Conversion Code."Neil Patel co-founder Crazy Egg"We've helped 11,000+ businesses generate more than 31 million leads and consider The Conversion Code a must read."Oli Gardner co-founder Unbounce"We'd been closing 55% of our qualified appointments. We increased that to 76% as a direct result of implementing The Conversion Code."Dan Stewart CEO Happy Grasshopper"The strategies in The Conversion Code are highly effective and immediately [...]

"If you need more traffic, leads and sales, you need The Conversion Code."Neil Patel co-founder Crazy Egg"We've helped 11,000+ businesses generate more than 31 million leads and consider The Conversion Code a must read."Oli Gardner co-founder Unbounce"We'd been closing 55% of our qualified appointments. We increased that to 76% as a direct result of implementing The Conversion Code."Dan Stewart CEO Happy Grasshopper"The strategies in The Conversion Code are highly effective and immediately helped our entire sales team. The book explains the science behind selling in a way that is simple to remember and easy to implement." Steve Pacinelli CMO BombBombCapture and close more Internet leads with a new sales script and powerful marketing templatesThe Conversion Code provides a step-by-step blueprint for increasing sales in the modern, Internet-driven era. Today's consumers are savvy, and they have more options than ever before. Capturing their attention and turning it into revenue requires a whole new approach to marketing and sales. This book provides clear guidance toward conquering the new paradigm shift towards online lead generation and inside sales. You'll learn how to capture those invaluable Internet leads, convert them into appointments, and close more deals. Regardless of product or industry, this proven process will increase both the quantity and quality of leads and put your sales figures on the rise.Traditional sales and marketing advice is becoming less and less relevant as today's consumers are spending much more time online, and salespeople are calling, emailing, and texting leads instead of meeting them in person. This book shows you where to find them, how to engage them, and how to position your company as the ideal solution to their needs. Engage with consumers more effectively online Leverage the strengths of social media, apps, and blogs to capture more leads for less money Convert more Internet leads into real-world prospects and sales appointments Make connections on every call and learn the exact words that close more sales The business world is moving away from "belly-to-belly" interactions and traditional advertising. Companies are forced to engage with prospective customers first online--the vast majority through social media, mobile apps, blogs, and live chat--before ever meeting in person. Yesterday's marketing advice no longer applies to today's tech savvy, mobile-first, social media-addicted consumer, and the new sales environment demands that you meet consumers where they are and close them, quickly. The Conversion Code gives you an actionable blueprint for capturing Internet leads and turning them into customers. [less]

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Conversion Fanatic: How To Double Your Customers, Sales and Profits With A/B Testing

Justin Christianson

2015    152 pages    (CreateSpace Independent Publishing Platform)

ISBN 13: 9781517383183    ISBN 10: 1517383188

Get more out of your marketing and make more money! Millions of new advertisers are coming online daily. Competition is fierce. Click costs are inching up every quarter. Customers’ attention spans are getting shorter and shorter as they are inundated with more and more ads from more and more advertisers. As a result, digital ad costs are rising and their effectiveness is dropping. Companies who fail to adapt will face eroding profit margins, month after month, year after year. To combat this [...]

Get more out of your marketing and make more money! Millions of new advertisers are coming online daily. Competition is fierce. Click costs are inching up every quarter. Customers’ attention spans are getting shorter and shorter as they are inundated with more and more ads from more and more advertisers. As a result, digital ad costs are rising and their effectiveness is dropping. Companies who fail to adapt will face eroding profit margins, month after month, year after year. To combat this and stay ahead of your competition it’s critically important you apply continuous optimization strategies. You need to find and test breakthrough marketing ideas faster and more adeptly than your competition can keep up with, so you convert more website visitors into paying customers faster and at a lower cost than they can. Conversion Fanatic is based on years of experience running thousands of split tests on hundreds of campaigns and is the definitive guide to getting more out of your marketing efforts. [less]

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Crossing the Chasm, 3rd Edition: Marketing and Selling Disruptive Products to Mainstream Customers

Geoffrey A. Moore

2014    288 pages    (HarperBusiness)

ISBN 13: 9780062292988    ISBN 10: 0062292986

The bible for bringing cutting-edge products to larger markets—now revised and updated with new insights into the realities of high-tech marketingIn Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle—which begins with innovators and moves to early adopters, early majority, late majority, and laggards—there is a vast chasm between the early adopters and the early majority. While early adopters are willing to sacrifice for the advantage of [...]

The bible for bringing cutting-edge products to larger markets—now revised and updated with new insights into the realities of high-tech marketingIn Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle—which begins with innovators and moves to early adopters, early majority, late majority, and laggards—there is a vast chasm between the early adopters and the early majority. While early adopters are willing to sacrifice for the advantage of being first, the early majority waits until they know that the technology actually offers improvements in productivity. The challenge for innovators and marketers is to narrow this chasm and ultimately accelerate adoption across every segment. This third edition brings Moore's classic work up to date with dozens of new examples of successes and failures, new strategies for marketing in the digital world, and Moore's most current insights and findings. He also includes two new appendices, the first connecting the ideas in Crossing the Chasm to work subsequently published in his Inside the Tornado, and the second presenting his recent groundbreaking work for technology adoption models for high-tech consumer markets. [less]

Marketing
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Crucial Conversations Tools for Talking When Stakes Are High, Second Edition

Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler

2011    288 pages    (McGraw-Hill)

ISBN 13: 9780071771320    ISBN 10: 0071771328

The New York Times and Washington Post bestseller that changed the way millions communicate “[Crucial Conversations] draws our attention to those defining moments that literally shape our lives, our relationships, and our world. . . . This book deserves to take its place as one of the key thought leadership contributions of our time.”—from the Foreword by Stephen R. Covey, author of The 7 Habits of Highly Effective People “The quality of your life comes out of the quality [...]

The New York Times and Washington Post bestseller that changed the way millions communicate “[Crucial Conversations] draws our attention to those defining moments that literally shape our lives, our relationships, and our world. . . . This book deserves to take its place as one of the key thought leadership contributions of our time.”—from the Foreword by Stephen R. Covey, author of The 7 Habits of Highly Effective People “The quality of your life comes out of the quality of your dialogues and conversations. Here’s how to instantly uplift your crucial conversations.”—Mark Victor Hansen, cocreator of the #1 New York Times bestselling series Chicken Soup for the Soul® The first edition of Crucial Conversations exploded onto the scene and revolutionized the way millions of people communicate when stakes are high. This new edition gives you the tools to: Prepare for high-stakes situations Transform anger and hurt feelings into powerful dialogue Make it safe to talk about almost anything Be persuasive, not abrasive [less]

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Culture Book, The

Weeva.com (Produced by), Culturati (Presented by), Kim Gorsuch (Executive Producer), Josh Jones-Dilworth (Executive Producer), Eugene Sepulveda (Executive Producer, Introduction by), Rachel Feferman (Editor-In-Chief), Michael Feferman (Editor-In-Chief), Margaret Collins (Editor), Cassidy Reynolds (Designed by)

2018    224 pages    (Weeva)

ISBN 13: 9780996796095    ISBN 10: 0996796096

The Culture Book is a practical guide to building incredible corporate cultures. It is for everyone who believes in the power of culture, and anyone who wants to affect positive change wherever they work.Within its pages you'll find the best stories that we've encountered in years of hands-on fieldwork, paired with proven, practical frameworks that you can get started with right now.

The Culture Book is a practical guide to building incredible corporate cultures. It is for everyone who believes in the power of culture, and anyone who wants to affect positive change wherever they work.Within its pages you'll find the best stories that we've encountered in years of hands-on fieldwork, paired with proven, practical frameworks that you can get started with right now. [less]

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Customer Experience 3.0: High-Profit Strategies in the Age of Techno Service

John A. Goodman

2014    256 pages    (AMACOM)

ISBN 13: 9780814433881    ISBN 10: 081443388X

With developments like smart phones, social media, mobile connectivity, big data, and speech analytics, businesses have more opportunities to enhance the customer experience than ever before. Not only that ...customers expect more. Unfortunately, many companies fail to take advantage of and properly manage the tools that now exist, delivering a series of frustrating, disjointed transactions that drive people away. Customer Experience 3.0 provides firsthand guidance on what works, what doesn' [...]

With developments like smart phones, social media, mobile connectivity, big data, and speech analytics, businesses have more opportunities to enhance the customer experience than ever before. Not only that ...customers expect more. Unfortunately, many companies fail to take advantage of and properly manage the tools that now exist, delivering a series of frustrating, disjointed transactions that drive people away. Customer Experience 3.0 provides firsthand guidance on what works, what doesn't - and the revenue and word-of-mouth payoff of getting it right. The book contains an innovative customer-experience framework and step-by-step roadmap, showing readers how to: design and deliver flawless services and products while setting honest customer expectations; create and implement an effective customer access strategy; capture and leverage the voice of the customer to set priorities and improve products, services and marketing; and use CRM systems, cutting-edge metrics, and other tools to deliver customer satisfaction. Great companies provide seamless experiences, seeming to know what customers want before they know it themselves ...while others set up fancy Facebook pages and then drop the ball. This groundbreaking guide reveals how to delight customers using the best tools available. [less]

Customer Success
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Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue

Nick Mehta, Dan Steinman, Lincoln Murphy

2016    256 pages    (Wiley)

ISBN 13: 9781119167969    ISBN 10: 1119167965

Your business success is now forever linked to the success of your customers Customer Success. is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often 'stuck' after purchasing. Therefore, all of the 'post-sale' experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per [...]

Your business success is now forever linked to the success of your customers Customer Success. is the groundbreaking guide to the exciting new model of customer management. Business relationships are fundamentally changing. In the world B.C. (Before Cloud), companies could focus totally on sales and marketing because customers were often 'stuck' after purchasing. Therefore, all of the 'post-sale' experience was a cost center in most companies. In the world A.B. (After Benioff), with granular per-year, per-month or per-use pricing models, cloud deployments and many competitive options, customers now have the power. As such, B2B vendors must deliver success for their clients to achieve success for their own businesses. Customer success teams are being created in companies to quarterback the customer lifecycle and drive adoption, renewals, up-sell and advocacy. The Customer Success philosophy is invading the boardroom and impacting the way CEOs think about their business. Today, Customer Success is the hottest B2B movement since the advent of the subscription business model, and this book is the one-of-a-kind guide that shows you how to make it work in your company. From the initial planning stages through execution, you'll have expert guidance to help you: Understand the context that led to the start of the Customer Success movement Build a Customer Success strategy proven by the most competitive companies in the world Implement an action plan for structuring the Customer Success organization, tiering your customers, and developing the right cross-functional playbooks. Customers want products that help them achieve their own business outcomes. By enabling your customers to realize value in your products, you're protecting recurring revenue and creating a customer for life. Customer Success shows you how to kick start your customer-centric revolution, and make it stick for the long term. [less]

Customer Success
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Death by Meeting: A Leadership Fable...About Solving the Most Painful Problem in Business

Patrick Lencioni

2004    260 pages    (Jossey-Bass)

ISBN 13: 9780787968052    ISBN 10: 0787968056

Casey McDaniel had never been so nervous in his life.In just ten minutes, The Meeting, as it would forever be known, would begin.  Casey had every reason to believe that his performance over the next two hours would determine the fate of his career, his financial future, and the company he had built from scratch.“How could my life have unraveled so quickly?” he wondered.In his latest page-turning work of business fiction, best-selling author Patrick Lencioni provides readers [...]

Casey McDaniel had never been so nervous in his life.In just ten minutes, The Meeting, as it would forever be known, would begin.  Casey had every reason to believe that his performance over the next two hours would determine the fate of his career, his financial future, and the company he had built from scratch.“How could my life have unraveled so quickly?” he wondered.In his latest page-turning work of business fiction, best-selling author Patrick Lencioni provides readers with another powerful and thought-provoking book, this one centered around a cure for the most painful yet underestimated problem of modern business: bad meetings.  And what he suggests is both simple and revolutionary.Casey McDaniel, the founder and CEO of Yip Software, is in the midst of a problem he created, but one he doesn’t know how to solve.  And he doesn’t know where or who to turn to for advice.  His staff can’t help him; they’re as dumbfounded as he is by their tortuous meetings.Then an unlikely advisor, Will Peterson, enters Casey’s world.  When he proposes an unconventional, even radical, approach to solving the meeting problem, Casey is just desperate enough to listen.As in his other books, Lencioni provides a framework for his groundbreaking model, and makes it applicable to the real world.  Death by Meeting is nothing short of a blueprint for leaders who want to eliminate waste and frustration among their teams, and create environments of engagement and passion. [less]

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Effective Executive: The Definitive Guide to Getting the Right Things Done, The

Peter F. Drucker

2017    240 pages    (HarperBusiness)

ISBN 13: 9780062574343    ISBN 10: 0062574345

A handsome, commemorative edition of Peter F. Drucker’s timeless classic work on leadership and management, with a foreword by Jim Collins.What makes an effective executive?For decades, Peter F. Drucker was widely regarded as "the dean of this country’s business and management philosophers" (Wall Street Journal). In this concise and brilliant work, he looks to the most influential position in management—the executive. The measure of the executive, Drucker reminds us, is the ability to "get [...]

A handsome, commemorative edition of Peter F. Drucker’s timeless classic work on leadership and management, with a foreword by Jim Collins.What makes an effective executive?For decades, Peter F. Drucker was widely regarded as "the dean of this country’s business and management philosophers" (Wall Street Journal). In this concise and brilliant work, he looks to the most influential position in management—the executive. The measure of the executive, Drucker reminds us, is the ability to "get the right things done." This usually involves doing what other people have overlooked as well as avoiding what is unproductive. Intelligence, imagination, and knowledge may all be wasted in an executive job without the acquired habits of mind that mold them into results.Drucker identifies five practices essential to business effectiveness that can—and must—be mastered:Managing time;Choosing what to contribute to the organization;Knowing where and how to mobilize strength for best effect;Setting the right priorities;Knitting all of them together with effective decision-makingRanging across the annals of business and government, Drucker demonstrates the distinctive skill of the executive and offers fresh insights into old and seemingly obvious business situations. [less]

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Effortless Experience, The

Matthew Dixon, Nick Toman, Rick DeLisi

2013    256 pages    (Portfolio Hardcover)

ISBN 13: 9781591845812    ISBN 10: 1591845815

Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its [...]

Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head.  The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality:  Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver.  The rewards are there for the taking, and the pathway to achieving them is now clearly marked. [less]

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Elements of User Experience: User-Centered Design for the Web and Beyond (2nd Edition) (Voices That Matter), The

Jesse James Garrett

2010    192 pages    (New Riders)

ISBN 13: 9780321683687    ISBN 10: 0321683684

From the moment it was published almost ten years ago, Elements of User Experience became a vital reference for web and interaction designers the world over, and has come to define the core principles of the practice. Now, in this updated, expanded, and full-color new edition, Jesse James Garrett has refined his thinking about the Web, going beyond the desktop to include information that also applies to the sudden proliferation of mobile devices and applications. Successful interaction design [...]

From the moment it was published almost ten years ago, Elements of User Experience became a vital reference for web and interaction designers the world over, and has come to define the core principles of the practice. Now, in this updated, expanded, and full-color new edition, Jesse James Garrett has refined his thinking about the Web, going beyond the desktop to include information that also applies to the sudden proliferation of mobile devices and applications. Successful interaction design requires more than just creating clean code and sharp graphics. You must also fulfill your strategic objectives while meeting the needs of your users. Even the best content and the most sophisticated technology won't help you balance those goals without a cohesive, consistent user experience to support it.   With so many issues involved—usability, brand identity, information architecture, interaction design— creating the user experience can be overwhelmingly complex. This new edition of The Elements of User Experience cuts through that complexity with clear explanations and vivid illustrations that focus on ideas rather than tools or techniques. Garrett gives readers the big picture of user experience development, from strategy and requirements to information architecture and visual design. [less]

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Escape Velocity: Free Your Company's Future from the Pull of the Past

Geoffrey A. Moore

2011    240 pages    (HarperBusiness)

ISBN 13: 9780062040893    ISBN 10: 0062040898

“Readthis book to learn how to create a company as powerful as Apple.”—Guy Kawasaki,former chief evangelist of AppleInEscape Velocity Geoffrey A. Moore, author of the marketing masterwork Crossingthe Chasm, teaches twenty-first century enterprises how to overcome thepull of the past and reorient their organizations to meet a new era ofcompetition. The world’s leading high-tech business strategist, Moore connectsthe dots between bold strategies and effective execution, [...]

“Readthis book to learn how to create a company as powerful as Apple.”—Guy Kawasaki,former chief evangelist of AppleInEscape Velocity Geoffrey A. Moore, author of the marketing masterwork Crossingthe Chasm, teaches twenty-first century enterprises how to overcome thepull of the past and reorient their organizations to meet a new era ofcompetition. The world’s leading high-tech business strategist, Moore connectsthe dots between bold strategies and effective execution, with an action planthat elucidates the link between senior executives and every other branch of acompany. For readers of Larry Bossidy’s Execution,Clay Christensen’s Innovator’s Solution, and Gary Vaynerchuck’sCrush It!, and for anyone aiming for the pinnacle of business success, EscapeVelocity is an irreplaceable roadmap to the top. [less]

Marketing
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Everybody Writes: Your Go-To Guide to Creating Ridiculously Good Content

Ann Handley

2014    320 pages    (Wiley)

ISBN 13: 9781118905555    ISBN 10: 1118905555

Finally a go-to guide to creating and publishing the kind of content that will make your business thrive. Everybody Writes is a go-to guide to attracting and retaining customers through stellar online communication, because in our content-driven world, every one of us is, in fact, a writer. If you have a web site, you are a publisher. If you are on social media, you are in marketing. And that means that we are all relying on our words to carry our marketing messages. We are all writers. Yeah, [...]

Finally a go-to guide to creating and publishing the kind of content that will make your business thrive. Everybody Writes is a go-to guide to attracting and retaining customers through stellar online communication, because in our content-driven world, every one of us is, in fact, a writer. If you have a web site, you are a publisher. If you are on social media, you are in marketing. And that means that we are all relying on our words to carry our marketing messages. We are all writers. Yeah, but who cares about writing anymore? In a time-challenged world dominated by short and snappy, by click-bait headlines and Twitter streams and Instagram feeds and gifs and video and Snapchat and YOLO and LOL and #tbt. . . does the idea of focusing on writing seem pedantic and ordinary? Actually, writing matters more now, not less. Our online words are our currency; they tell our customers who we are. Our writing can make us look smart or it can make us look stupid. It can make us seem fun, or warm, or competent, or trustworthy. But it can also make us seem humdrum or discombobulated or flat-out boring. That means you've got to choose words well, and write with economy and the style and honest empathy for your customers. And it means you put a new value on an often-overlooked skill in content marketing: How to write, and how to tell a true story really, really well. That's true whether you're writing a listicle or the words on a Slideshare deck or the words you're reading right here, right now... And so being able to communicate well in writing isn't just nice; it's necessity. And it's also the oft-overlooked cornerstone of nearly all our content marketing. In Everybody Writes, top marketing veteran Ann Handley gives expert guidance and insight into the process and strategy of content creation, production and publishing, with actionable how-to advice designed to get results. These lessons and rules apply across all of your online assets — like web pages, home page, landing pages, blogs, email, marketing offers, and on Facebook, Twitter, LinkedIn, and other social media. Ann deconstructs the strategy and delivers a practical approach to create ridiculously compelling and competent content. It's designed to be the go-to guide for anyone creating or publishing any kind of online content — whether you're a big brand or you're small and solo. Sections include: How to write better. (Or, for "adult-onset writers": How to hate writing less.) Easy grammar and usage rules tailored for business in a fun, memorable way. (Enough to keep you looking sharp, but not too much to overwhelm you.) Giving your audience the gift of your true story, told well. Empathy and humanity and inspiration are key here, so the book covers that, too. Best practices for creating credible, trustworthy content steeped in some time-honored rules of solid journalism. Because publishing content and talking directly to your customers is, at its heart, a privilege. "Things Marketers Write": The fundamentals of 17 specific kinds of content that marketers are often tasked with crafting. Content Tools: The sharpest tools you need to get the job done. Traditional marketing techniques are no longer enough. Everybody Writes is a field guide for the smartest businesses who know that great content is the key to thriving in this digital world. [less]

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Experience Required: How to become a UX leader regardless of your role (Voices That Matter)

Robert Hoekman Jr.

2015    272 pages    (New Riders)

ISBN 13: 9780134398273    ISBN 10: 0134398270

For all the resources on great design, there is almost nothing on how to be a great design professional. For all the schools and classes and workshops on what constitutes a good user experience, there is not one bit of formalized education on how to earn the respect of your team and get your recommendations out the door. Sure, they’ll teach you how to do user research and testing and interaction design. They’ll teach you about process. But where’s the book on how to convince people you’ [...]

For all the resources on great design, there is almost nothing on how to be a great design professional. For all the schools and classes and workshops on what constitutes a good user experience, there is not one bit of formalized education on how to earn the respect of your team and get your recommendations out the door. Sure, they’ll teach you how to do user research and testing and interaction design. They’ll teach you about process. But where’s the book on how to convince people you’re right? On what skills will make you the most valuable? How to fend off the bad ideas and fight for the good ones? How to move from junior to senior? How to become a UX leader? In Experience Required, veteran UX strategist Robert Hoekman Jr reveals the following and much more:• the pros and cons of generalists, specialists, and “unicorns”• the art and imperative of forming a good argument• why communication may be your biggest obstacle• the qualities and actions of effective design leaders• why being unreasonable might be the key to your success Whatever your role, Experience Required teaches you to become the UX leader you’ve always wanted to be. Take charge of your next project starting right now. [less]

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Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

Jeb Blount

2015    304 pages    (Wiley)

ISBN 13: 9781119144755    ISBN 10: 1119144752

Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of [...]

Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good! [less]

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Farm Don't Hunt: The Definitive Guide to Customer Success

Guy Nirpaz

2016    140 pages    (Guy Nirpaz)

ISBN 13: 9780692620939    ISBN 10: 0692620931

Across entire verticals of the economy the new normal is the recurring revenue business. Charging customers on a monthly basis, firms with this model have to play by an entirely new set of rules, rules which generally favor the customer over the seller. But this new model also opens up fantastic opportunities to provide and extract more value from the relationship as well. To create that value business needs to move away from a hunting mindset to a farming mindset. That change is the new [...]

Across entire verticals of the economy the new normal is the recurring revenue business. Charging customers on a monthly basis, firms with this model have to play by an entirely new set of rules, rules which generally favor the customer over the seller. But this new model also opens up fantastic opportunities to provide and extract more value from the relationship as well. To create that value business needs to move away from a hunting mindset to a farming mindset. That change is the new paradigm of Customer Success. Many business leaders have heard of Customer Success but few understand what it really means to run their business from the Customer Success standpoint. Even fewer have the experience to build the Customer Success function and optimize its performance. As a pioneer in the field of Customer Success, Guy Nirpaz is acknowledged as one of the earliest proponents of this business realignment. In “Farm Don’t Hunt” Guy breaks down the intellectual underpinnings of Customer Success as a theory and quickly moves to providing pragmatic, actionable advice for orienting your business around this new model. [less]

Customer Success
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Five Dysfunctions of a Team: A Leadership Fable, The

Patrick Lencioni

2002    229 pages    (Jossey-Bass)

ISBN 13: 9780787960759    ISBN 10: 0787960756

In The Five Dysfunctions of a Team Patrick Lencioni once again offers a leadership fable that is as enthralling and instructive as his first two best-selling books, The Five Temptations of a CEO and The Four Obsessions of an Extraordinary Executive. This time, he turns his keen intellect and storytelling power to the fascinating, complex world of teams.Kathryn Petersen, Decision Tech's CEO, faces the ultimate leadership crisis: Uniting a team in such disarray that it threatens to bring down [...]

In The Five Dysfunctions of a Team Patrick Lencioni once again offers a leadership fable that is as enthralling and instructive as his first two best-selling books, The Five Temptations of a CEO and The Four Obsessions of an Extraordinary Executive. This time, he turns his keen intellect and storytelling power to the fascinating, complex world of teams.Kathryn Petersen, Decision Tech's CEO, faces the ultimate leadership crisis: Uniting a team in such disarray that it threatens to bring down the entire company. Will she succeed? Will she be fired? Will the company fail? Lencioni's utterly gripping tale serves as a timeless reminder that leadership requires as much courage as it does insight.Throughout the story, Lencioni reveals the five dysfunctions which go to the very heart of why teams even the best ones-often struggle. He outlines a powerful model and actionable steps that can be used to overcome these common hurdles and build a cohesive, effective team. Just as with his other books, Lencioni has written a compelling fable with a powerful yet deceptively simple message for all those who strive to be exceptional team leaders. [less]

ChangeGeneralOperationsScaling
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Five Temptations of a CEO, Anniversary Edition: A Leadership Fable, The

Patrick Lencioni

2008    160 pages    (Jossey-Bass)

ISBN 13: 9780470267585    ISBN 10: 0470267585

A commemorative edition of the landmark book from Patrick LencioniWhen it was published ten years ago, The Five Temptations of a CEO was like no other business book that came before. Highly sought-after management consultant Patrick Lencioni deftly told the tale of a young CEO who, facing his first annual board review, knows he is failing, but doesn't know why. Refreshingly original and utterly compelling, this razor-sharp novelette plus self-assessment (written to be read in one sitting) [...]

A commemorative edition of the landmark book from Patrick LencioniWhen it was published ten years ago, The Five Temptations of a CEO was like no other business book that came before. Highly sought-after management consultant Patrick Lencioni deftly told the tale of a young CEO who, facing his first annual board review, knows he is failing, but doesn't know why. Refreshingly original and utterly compelling, this razor-sharp novelette plus self-assessment (written to be read in one sitting) serves as a timeless and potent reminder that success as a leader can come down to practicing a few simple behaviors?behaviors that are painfully difficult for each of us to master. Any executive can learn how to recognize the mistakes that leaders can make and how to avoid them.The lessons of The Five Temptations of a CEO, are as relevant today as ever, and this special anniversary edition celebrates ten years of inspiration and enlightenment with a brand new introduction and reflections from Lencioni on the new challenges in business and leadership that have occurred in the past ten years. [less]

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Founder’s Mentality: How to Overcome the Predictable Crises of Growth, The

Chris Zook, James Allen

2016    256 pages    (Harvard Business Review Press)

ISBN 13: 9781633691162    ISBN 10: 1633691160

Three Principles for Managingand Avoidingthe Problems of GrowthWhy is profitable growth so hard to achieve and sustain? Most executives manage their companies as if the solution to that problem lies in the external environment: find an attractive market, formulate the right strategy, win new customers. But when Bain & Company’s Chris Zook and James Allen, authors of the bestselling Profit from the Core, researched this question, they found that when companies fail to achieve their growth [...]

Three Principles for Managingand Avoidingthe Problems of GrowthWhy is profitable growth so hard to achieve and sustain? Most executives manage their companies as if the solution to that problem lies in the external environment: find an attractive market, formulate the right strategy, win new customers. But when Bain & Company’s Chris Zook and James Allen, authors of the bestselling Profit from the Core, researched this question, they found that when companies fail to achieve their growth targets, 90 percent of the time the root causes are internal, not externalincreasing distance from the front lines, loss of accountability, proliferating processes and bureaucracy, to name only a few. What’s more, companies experience a set of predictable internal crises, at predictable stages, as they grow. Even for healthy companies, these crises, if not managed properly, stifle the ability to grow furtherand can actively lead to decline.The key insight from Zook and Allen’s research is that managing these choke points requires a founder’s mentality”behaviors typically embodied by a bold, ambitious founderto restore speed, focus, and connection to customers: An insurgent’s clear mission and purpose An unambiguous owner mindset A relentless obsession with the front lineBased on the authors’ decade-long study of companies in more than forty countries, The Founder’s Mentality demonstrates the strong relationship between these three traits in companies of all kindsnot just start-upsand their ability to sustain performance. Through rich analysis and inspiring examples, this book shows how any leadernot only a foundercan instill and leverage a founder’s mentality throughout their organization and find lasting, profitable growth. [less]

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Four Steps to the Epiphany: Successful Strategies for Products that Win, The

Steven Gary Blank

2005    275 pages    (Cafepress.com)

ISBN 13: 9780976470700    ISBN 10: 0976470705

The essential book for anyone bringing a product to market, writing a business plan, marketing plan or sales plan. Step-by-step strategy of how to successfully organize sales, marketing and business development for a new product or company. The book offers insight into what makes some startups successful and leaves others selling off their furniture. Packed with concrete examples, the book will leave you with new skills to organize sales, marketing and your business for success.

The essential book for anyone bringing a product to market, writing a business plan, marketing plan or sales plan. Step-by-step strategy of how to successfully organize sales, marketing and business development for a new product or company. The book offers insight into what makes some startups successful and leaves others selling off their furniture. Packed with concrete examples, the book will leave you with new skills to organize sales, marketing and your business for success. [less]

Strategy
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Freakonomics: A Rogue Economist Explores the Hidden Side of Everything

Steven; Dubner, Stephen J. Levitt

2005    256 pages    (William Morrow & Co)

ISBN 13: 9780713998061    ISBN 10: 0713998067

Stephen J. Levitt has gathered the greatest hits mix of his research. Freakonomics is available to people who don't understand regression analysis, the procedure statisticians who used to sort through the data.

Stephen J. Levitt has gathered the greatest hits mix of his research. Freakonomics is available to people who don't understand regression analysis, the procedure statisticians who used to sort through the data. [less]

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From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue

Aaron Ross, Jason Lemkin

2016    320 pages    (Wiley)

ISBN 13: 9781119166719    ISBN 10: 1119166713

Impossible Goals, Inevitable Successes Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. It’s not about privileges, luck, or working harder. There’s a template that the world’s fastest growing companies follow to achieve and sustain much, much [...]

Impossible Goals, Inevitable Successes Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even growing ten times larger isn’t about magic. It’s not about privileges, luck, or working harder. There’s a template that the world’s fastest growing companies follow to achieve and sustain much, much faster growth. From Impossible to Inevitable details the hypergrowth playbook of companies like the record-breaking Zenefits (which skyrocketed from $1 million to $100 million in two years), Salesforce.com (the fastest growing multibillion dollar software company), and EchoSign—aka Adobe Document Services—(which catapulted from $0 to $144 million in seven years). Whether you have a $1 billion or a $100,000 business, you can use the same insights as these notable companies to learn what it really takes to break your own revenue records. For instance, one of the authors shows how he grew his income from $67,000 to $720,000 in four years while maintaining a 20-30 hour work week and welcoming a new child—nine times. This book shows you how to surpass plateaus and get off of the up-and-down revenue rollercoaster by answering three questions about growing revenue to tens times its size: Why aren’t you growing faster? What does it take to get to hypergrowth? How do you sustain growth? This powerful, effective book provides a template for you to kick off your biggest growth spurt yet. This template includes The 7 Ingredients Of Hypergrowth: You’re not ready to grow until you Nail a Niche. Overnight success is a fairy tale. You’re not going to be magically discovered. You need sustainable systems that Create Predictable Pipeline. Growth exposes your weaknesses and it will cause more problems than it solves—until you Make Sales Scalable. It’s hard to build a big business out of small deals. Figure out how to Double Your Dealsize. It’ll take years longer than you want, but don’t quit too soon. Make sure you can Do the Time. Your people are renting, not owning their jobs. Develop a culture of initiative, not adequacy by Embracing Employee Ownership. Employees, you are too accepting of “reality” and too eager to quit. You can Define Your Destiny to make a difference, for yourself and your company, no matter what you do or where you work. The authors take each ingredient and break it down into specific steps to guide you through implementation. From Impossible to Inevitable helps you take impossible goals and turn them into inevitable successes for your business and team. You will achieve success even bigger than you can imagine from where you’re sitting today.  [less]

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Good to Great: Why Some Companies Make the Leap... and Others Don't

Jim Collins

300 pages    (HarperBusiness)

ISBN 13: 9780066620992    ISBN 10: 0066620996

The Challenge:Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the verybeginning. But what about the company that is not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness? The Study: For years, this question preyed on the mind of Jim Collins. Are there companies that defy gravity and [...]

The Challenge:Built to Last, the defining management study of the nineties, showed how great companies triumph over time and how long-term sustained performance can be engineered into the DNA of an enterprise from the verybeginning. But what about the company that is not born with great DNA? How can good companies, mediocre companies, even bad companies achieve enduring greatness? The Study: For years, this question preyed on the mind of Jim Collins. Are there companies that defy gravity and convert long-term mediocrity or worse into long-term superiority? And if so, what are the universal distinguishing characteristics that cause a company to go from good to great? The Standards:Using tough benchmarks, Collins and his research team identified a set of elite companies that made the leap to great results and sustained those results for at least fifteen years. How great? After the leap, the good-to-great companies generated cumulative stock returns that beat the general stock market by an average of seven times in fifteen years, better than twice the results delivered by a composite index of the world's greatest companies, including Coca-Cola, Intel, General Electric, and Merck. The Comparisons: The research team contrasted the good-to-great companies with a carefully selected set of comparison companies that failed to make the leap from good to great. What was different? Why did one set of companies become truly great performers while the other set remained only good? Over five years, the team analyzed the histories of all twenty-eight companies in the study. After sifting through mountains of data and thousands of pages of interviews, Collins and his crew discovered the key determinants of greatness -- why some companies make the leap and others don't. The Findings: The findings of the Good to Great study will surprise many readers and shed light on virtually every area of management strategy and practice. The findings include: Level 5 Leaders: The research team was shocked to discover the type of leadership required to achieve greatness. The Hedgehog Concept: (Simplicity within the Three Circles): To go from good to great requires transcending the curse of competence. A Culture of Discipline: When you combine a culture of discipline with an ethic of entrepreneurship, you get the magical alchemy of great results. Technology Accelerators: Good-to-great companies think differently about the role of technology. The Flywheel and the Doom Loop: Those who launch radical change programs and wrenching restructurings will almost certainly fail to make the leap. “Some of the key concepts discerned in the study,” comments Jim Collins, "fly in the face of our modern business culture and will, quite frankly, upset some people.” Perhaps, but who can afford to ignore these findings? [less]

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Great by Choice: Uncertainty, Chaos, and Luck--Why Some Thrive Despite Them All

Jim Collins, Morten T. Hansen

2011    320 pages    (HarperBusiness)

ISBN 13: 9780062120991    ISBN 10: 0062120999

Ten years after the worldwide bestseller Good to Great, Jim Collins returns withanother groundbreaking work, this time to ask: why do some companies thrive inuncertainty, even chaos, and others do not? Based on nine years of research,buttressed by rigorous analysis and infused with engaging stories, Collins andhis colleague Morten Hansen enumerate the principles for building a truly greatenterprise in unpredictable, tumultuous and fast-moving times. This book isclassic Collins: contrarian, data- [...]

Ten years after the worldwide bestseller Good to Great, Jim Collins returns withanother groundbreaking work, this time to ask: why do some companies thrive inuncertainty, even chaos, and others do not? Based on nine years of research,buttressed by rigorous analysis and infused with engaging stories, Collins andhis colleague Morten Hansen enumerate the principles for building a truly greatenterprise in unpredictable, tumultuous and fast-moving times. This book isclassic Collins: contrarian, data-driven and uplifting. [less]

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