Call Centre Management
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Marketing Communications: Integrating Online and Offline, Customer Engagement and Digital Technologies
Full marketing integration is vital in establishing effective marketing initiatives. This newly updated, clear and accessible textbook provides students and practitioners with the skills they need to deliver successful campaigns for the modern consumer.
The 8th edition of Marketing Communications continues to be a core resource covering all aspects of marketing from the planning stages and implementation to measuring data and campaign performance. Explore how to navigate buyer behaviour, social selling, PR campaigns, big data, marketing automation and more with this complete textbook.
Learn through current, real-world case studies from global companies such as TikTok and Spotify and explore what it takes to build a truly integrated, successful marketing plan. Incorporating branding, customer journey, advertising and more, Marketing Communications also provides in depth content on the legal requirements you need to develop your strategy including all you need to know about new GDPR rules and 3rd party data.
New to this edition, it includes information on the ongoing impact of AI in all aspects of marketing communications ensuring that you have all the tools necessary to reach the modern consumer while utilizing the latest industry technologies.
This book will give readers the confidence to work in an environment of constant technological transformation and build the core skills they need as marketers to create fully integrated strategies and successful campaigns.
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£156.80 -
Mastering Technical Sales: The Sales Engineer’s Handbook, Fourth Edition (Artech House Technology Management and Professional Development Library)
This bestselling book — now in its Fourth Edition – has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale.
Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment – or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. You’ll find actionable hints, case studies, and anecdotes illustrating the topics with lessons learned, both positive and negative.
The book helps you: understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; effectively integrate global practices into your day-to-day activities; increase your ability think on a more strategic level; become a trusted advisor to executive customers.
With this completely updated and expanded edition of Mastering Technical Sales in hand, you will achieve a better win rate, experience higher customer satisfaction, hit revenue targets, and feel greater job satisfaction. Newly added and revised chapters guide you through today’s challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer’s world.
This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.
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£72.50£80.80 -
Marketing
How does Samsung use data to improve customers’ omnichannel shopping experiences?How does Ipsos MORI develop cross-cultural market research insights to inform innovation at Unilever?
How do Swedish retail giants collaborate rather than compete in the fight for more sustainable consumption?
With insights from leading practitioners and exploration of the latest issues to affect consumers and businesses alike, Marketing, fifth edition, answers these questions and more, providing the skills vital to successfully engage with marketing across all areas of society.
The fifth edition sees a broader range of examples and Market Insights within each chapter, with contributions from academics and specialists. Companies as diverse as Dolce and Gabbana, Groupon, and KBC Bank, and issues as topical as showrooming, microtargeting in US presidential elections, fast fashion, and ‘femvertising’ illustrate the theoretical frameworks, models, and concepts outlined in each chapter, giving a fully integrated overview of not just what marketing theory looks like in practice but how it can be used to promote a company’s success.
Video interviews with those in the industry offer a truly unique insight into the fascinating world of a marketing practitioner. The authors speak to marketing professionals from a range of companies, from Ipsos MORI to Adnams, Akestam Holst to H&M, who talk through how they dealt with a marketing problem facing their company and what career advice they would offer to those starting out in the industry.
Review and discussion questions conclude each chapter, prompting readers to examine the themes discussed in more detail and encouraging them to engage critically with the theory. Links to seminal papers throughout each chapter also present the opportunity to take learning further; with a suite of online resources designed to stimulate, assess, and consolidate learning, Marketing is the complete package for any introductory marketing module.
This book is accompanied by the following online resources.
For everyone:
Case insight videos
Industry foresight videos
Library of video linksFor students:
Author audio podcasts
Multiple-choice questions
Flashcard glossary
Internet activities
Research insights
Web linksFor lecturers:
VLE content
PowerPoint slides
Test bank
Essay questions
Tutorial activities
Discussion question pointers
Figures and tables from the book
Case insight video transcriptsRead more
£52.20Marketing
£52.20 -
Marketing
How does Google support organizations in their transformation to digital marketing?How does the International Food Waste Coalition influence more sustainable behaviour?
How did a producer of Thai herbal toothpaste amend their marketing mix to maintain sales during COVID-19?
With insights from leading practitioners and exploration of the latest issues to affect consumers and businesses alike, Marketing answers these questions and more to provide students with the skills they need to successfully engage with marketing across all areas of society.
Founded on rigorous research, this critical text presents a current, complete guide to marketing success and explores topical issues such as sustainability and digital transformation. Its broadest ever range of examples, Practitioner Insights and Market Insights also give readers a unique view into the fascinating worlds of marketing professionals. Individuals from Arch Creative, Klarna, eDreams Odigeo and Watson Farley & Williams are just a few of the practitioners that join the authors to offer real-life insights and career advice to those starting out in the industry.
Review and discussion questions conclude each chapter, prompting readers to examine the themes discussed in more detail, and encouraging them to engage critically with the theory. New critical thinking questions also accompany the links to seminal papers throughout each chapter, presenting the opportunity for students to take their learning further.
An exciting development for this new edition, the enhanced e-book offers an even more flexible and engaging way to learn. It features a select range of embedded, digital resources designed to stimulate, assess, and consolidate learning, including practitioner videos to offer further glimpses into the professional world, multiple-choice questions after each key section of the chapter to offer regular revison and understanding checkpoints, and a flashcard glossary at the end of each chapter to test retention of key terms and concepts.
Marketing is the complete package for any introductory marketing module.
This book is accompanied by the following online resources.
For everyone:
Bank of case studies
Practitioner insight videos
Career insight videos
Library of video linksFor students:
Key concept videos
Author audio podcasts
Multiple-choice questions
Flashcard glossary
Internet activities
Research insights
Web linksFor lecturers:
PowerPoint slides
Test bank
Essay questions
Tutorial activities
Discussion question pointers
Figures and tables from the bookRead more
£52.20Marketing
£52.20 -
Principles of Marketing
Create market value through innovative customer connections and engagement
Principles of Marketing, 8th European Edition, by Kotler et al. admirably covers a wide range of theoretical concepts and practical issues and accurately reflects the fast-moving pace of marketing in the modern world – examining traditional aspects of marketing and blending them with modern and future concepts. The authors of this European Edition present fundamental marketing information within an innovative customer-value framework, to help you understand how to create value and build customer relationships.
In a fast-changing, increasingly digital and social marketplace, it is more vital than ever for marketers to develop meaningful connections with their customers. Principles of Marketing, 8th European Edition, helps you master today’s key marketing challenge: to create vibrant, interactive communities of consumers who make products and brands an integral part of their daily lives.
New to this edition
Thoroughly revised to reflect the major trends impacting contemporary marketing, the 8th Edition is packed with examples illustrating how companies use new digital technologies to maximize customer engagement and shape brand conversations, experiences, and communities.
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New coverage and fresh examples throughout the text addressing the latest developments in customer engagement tools, practices and developments including real time research and customer co-creation product development
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Updated coverage of emergent online, mobile and social media technologies including real-time listening and social selling
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Improved learning design with chapter-opening stories, clear learning outcomes and explanatory author comments on major chapter sections
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New end-of-chapter case studies and video cases to apply learning to actual companies.
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Increased coverage of sustainable marketing and global marketing
This is a key text for both undergraduate and postgraduate marketing programmes.
Philip Kotler is S. C. Johnson & Son Distinguished Professor of International Marketing at the Kellogg Graduate School of Management, Northwestern University.
Gary Armstrong is Crist W. Blackwell Distinguished Professor Emeritus of Undergraduate Education in the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill.
Lloyd C. Harris is Head of the Marketing Department and Professor of Marketing at Birmingham Business School, University of Birmingham. His research has been widely disseminated via a range of marketing, strategy, retailing and general management journals.
Hongwei He is Professor of Marketing at Alliance Manchester Business School, University of Manchester, and as Associate Editor for Journal of Business Research.
Pearson, the world’s learning company.
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£50.30Principles of Marketing
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Marketing Management: European Edition
The classic Marketing Management is an undisputed global best-seller – an encyclopedia of marketing considered by many as the authoritative book on the subject. This fourth European edition keeps the accessibility, theoretical rigour and managerial relevance – the heart of the book – and adds:
· A structure designed specifically to fit the way the course is taught in Europe.
· Fresh European examples which make students feel at home.
· The inclusion of the work of prominent European academics.
· A focus on the digital challenges for marketers.
· An emphasis on the importance of creative thinking and its contribution to marketing practice.
· New in-depth case studies, each of which integrates one of the major parts in the book.
This textbook covers admirably the wide range of concepts and issues and accurately reflects the fast-moving pace of marketing in the modern world, examining traditional aspects of marketing and blending them with modern and future concepts.
A key text for both undergraduate and postgraduate marketing programmes.
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£47.90£55.10Marketing Management: European Edition
£47.90£55.10 -
Marketing Communications: A European Perspective
Learn the techniques and applications of marketing communications in a European context
Marketing Communications: A European Perspective, 7th Edition, by De Pelsmacker, Geuens and Van Den Bergh provides an extensive overview of the key concepts, techniques and applications of marketing communications within a European context. This book provides in-depth coverage of consumer behaviour and branding foundations of marketing communications, and all elements of the communications mix, including advertising, public relations, sponsorship, brand activation, direct marketing and exhibitions. Building on the success of the last edition, the 7th edition uses examples, case studies and research results from various countries, industries and markets to make the concepts more practice orientated and help you grasp essential facts. Extensive case material on global brands like Snickers, Libresse, Guinness, Costco, Baunat, Trooper and Lego have been added to reflect the recent developments in marketing communications.
Pearson, the world’s learning company.
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£40.80£54.10Marketing Communications: A European Perspective
£40.80£54.10 -
Marketing Plans: Profitable Strategies in the Digital Age
The latest edition of the leading and internationally bestselling text on marketing planning
In the newly revised ninth edition of Marketing Plans, a team of renowned marketing strategists and professors delivers a fully updated version of the gold standard in marketing planning textbooks. The book contains a proven, start-to-finish approach to planning your firm’s marketing and is complemented by brand-new content on digital marketing and sustainable marketing.
The authors have also included best-practice guidance on omnichannel management, integrated marketing communications, key account management, and customer experience management. The book provides:
- A best-practice, step-by-step process for coordinating marketing strategy and planning
- Methods to create powerful, differentiated value propositions
- Tools to prioritise marketing efforts on segments and strategies that will deliver the greatest returns in growth and profits
- Lessons from the leaders on how to embed world-class marketing within the organisation.
Perfect for students and executives alike in marketing, sales, strategy, and general management, Marketing Plans, 9th edition remains the world’s leading resource on the critical topic of marketing strategy and planning.
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£35.00£38.00 -
The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies
Learn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman – the global lead in sales and development.
Strategic Selling presented the idea of selling as a joint venture, introducing the influential concept of ‘win-win’ and making it one of the bestselling books on sales ever published. The response to ‘win-win’ was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list in the industry.
Now, learn from the latest, third edition of this genuine business classic with The New Strategic Selling which confronts the rapidly changing world of B2B sales including:
– Real-world examples
– Strategies for confronting the competition
– New content on the most common challenges and questions from the Miller Heiman workshopThe New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry.
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£25.70£27.50 -
THE GO TO MARKET HANDBOOK FOR B2B SaaS LEADERS: HOW TO STACK THE ODDS IN YOUR FAVOUR WHEN SCALING YOUR SOFTWARE BUSINESS
There are few people we admire more than the Founders and Leaders of software companies who have the courage, determination and, some might say, sheer madness to put their livelihoods and reputation on the line, to leave their own ‘dent in the universe’. It’s a day to day, up at dawn, pride swallowing siege to lead such a business. And we know this for a fact because we’ve walked in your shoes many times.Over the last 25 years, we’ve been involved in the start-up, scale up and exit of several successful technology businesses, that between them have realized close to billion dollars of shareholder value. But along the way we’ve also had more than our fair share of disappointments and have the mental scars and bruising to prove it. We’ve made mistakes and fallen in what felt like bottomless pits. But fascinatingly enough, we learned as much from the ones that didn’t work, as we did from the successes. It’s these lessons which we thought we’d share in this book.
So, who is this book for? We think there are three use cases here, so let’s expand.
Firstly, you could be a Founder who has raised seed money or achieved a Series A and who set off like a rocket in the early years, conquering all before them. But something has happened.
For some reason the business is not growing as fast as you’d once hoped. Without perhaps knowing why, sales have started to slow, and some air has come out of the tyres amongst key stakeholders. Renewals are harder to achieve, once automatically accepted upsells are being rejected and pricing is being squeezed. There’s a sense that the business needs a re-set and perhaps fresh ideas, and energy are needed to get the team back to smashing targets
What we’ve learned is that if things have started to slow, especially from a sales point of view, it’s generally down to one of two things. Either the core value proposition has become lost somewhere in the heat of battle and has shifted with or without your knowledge. Or the sales team have lost their way and need some fresh inspiration. We’ll address both these issues (and many more) in this book. Sometimes it’s a combination of both, sometimes it’s something different, but these are two most common reasons we’ve found. If this is you, we hope this book will provide some fresh inspiration.
The second use case would be a Technical Founder who has created some brilliant software but is unsure about how to go to market. Without trying to sound too like Liam Neeson, creating a highly effective sales and marketing plan requires a particular set of skills and experience.
You might well be thinking it’s time to invest in an expensive sales team, and that might be the right answer. But before you do that, it might be worth reading this book because it contains a set of workbooks that will significantly stack the odds in your favour of gaining repeatable sales traction.
Finally, this book is for Founders who are starting out on the SaaS journey and thinking about where to begin. You’ve come up with a great idea on how you might change the world for the better, but before you go all in, feel like you’d like to understand the Go to Market process more.
This book is made up of ten workbooks which we recommend you follow sequentially and take time at the end of each chapter to reflect and then take action. We’ll teach you how to prepare your pain statement and then test it on personas within your target market. We’ll discuss how to uncover your perfect customer and what an Economic Buyer looks like. We’ll build Market Maps and debate the best ways you can become famous in your chosen field. We’ll look at Product Messaging, packaging, and pricing and at the very end we’ll show you how to put together an exciting Investor Proposition for when you need to raise capital. At its heart, this book is a Go to Market Handbook for SaaS Leaders because there’s nothing more important than hitting your sales targets.
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£23.70 -
Fundamentals of Marketing
How did the start-up dating app, CLikD, quickly rise to become an award-winning competitor to Tinder and Bumble? How should organizations incorporate social media into their communication campaigns? What can you learn from these practices and how could it help you in your future career?Combining the most essential theories and offering a global range of cases and practitioner insights, Fundamentals of Marketing is the most relevant, concise guide to marketing. Based on the bestselling Marketing by Baines, Fill, Rosengren and Antonetti, this text will take you on a journey from the traditional marketing mix to the cutting-edge trends of the discipline such as sustainability, ethics, and digitalization. Along the way, cases and market insights featuring international companies and organisations such as Tesla, Brompton Bicycles, and Cambridge Analytica will take you beyond the theory to understand marketing at work in the business world, making sure you are equipped with the knowledge you need to promote a company’s success in the future.
In addition to the case studies within the book, a fully integrated companion website allows you to learn from real-life marketers whose video interviews offer a more in-depth view of their world. From Ammon Zeus to Aircall, The Guardian to Spotify, Fundamentals of Marketing highlights up and coming start-up businesses as well as household names, discussing the real-life marketing dilemmas they have faced and discovering how they navigated their way to a positive outcome.
Review and discussion questions conclude each chapter, acting as a checkpoint to examine the themes discussed in more detail and critically engage with the theory. Links to seminal papers throughout each chapter also present the opportunity for you to take your learning further and read selected topics in more depth.
Fundamentals of Marketing has all you need to begin your journey into the fascinating world of marketing.
Digital formats and resources
The second edition is available for students and institutions to purchase in a variety of formats, and is supported by online resources.
– The e-book offers a mobile experience and convenient access along with self-assessment activities, hyperlinked further reading, and links that offer extra learning support: www.oxfordtextbooks.co.uk/ebooks
– The book is accompanied by the following online resources:For everyone:
Case insight videos
Library of video links
WorksheetsFor students:
Employability guidance and marketing careers insights
Author audio podcasts
Multiple choice questions
Flashcard glossaries
Internet activities
Research insights
Web linksFor lecturers:
VLE content
PowerPoint slides
Test bank
Essay questions
Tutorial activities
Marketing resource bank
Pointers on answering the discussion question at the end of each chapter of the book
Figures and tables from the book in electronic format
Transcripts of the case insight videosRead more
£22.00£42.70Fundamentals of Marketing
£22.00£42.70 -
Principles of Marketing, Global Edition
For principles of marketing courses that require a comprehensive text.
Learn how to create value through customer connections and engagement
In a fast-changing, increasingly digital and social marketplace, it’s more vital than ever for marketers to develop meaningful connections with their customers. Principles of Marketing helps students master today’s key marketing challenge: to create vibrant, interactive communities of consumers who make products and brands an integral part of their daily lives. To help students understand how to create value and build customer relationships, Kotler and Armstrong present fundamental marketing information within an innovative customer-value framework. Thoroughly revised to reflect the major trends impacting contemporary marketing, the 18th Edition is packed with stories illustrating how companies use new digital technologies to maximise customer engagement and shape brand conversations, experiences, and communities.Read more
£21.40£69.30Principles of Marketing, Global Edition
£21.40£69.30 -
Doing Discovery: The Single Most Important Element of Software Sales and Buyer Enablement Processes
A head of sales commented, “80% of my team believes they do a good job with discovery, but sadly they do not – they don’t know what they don’t know…!”Where do you stand with your discovery skills?
- Level 1: Uncovers statements of pain;
- Level 2: Uncovers pain and explores more deeply;
- Level 3: Uncovers pain, explores deeply, broadens the pain and investigates the impact;
- Level 4: Uncovers pain, explores and broadens, investigates impact and quantifies;
- Level 5: Uncovers pain, explores and broadens, investigates impact, quantifies and reengineers vision;
- Level 6: Applies these skills to the broad range of prospects represented across the Technology Adoption Curve, “burn victims”, disruptive and new product categories, transactional sales cycles, and other scenarios;
- Level 7: Integrates and aligns the skills above into a cohesive discovery methodology.
Most sales, presales, and customer-facing teams are operating at Level 2 or 3, with a few at Level 4 – this leaves a lot of room for improvement!
And, as Cohan notes, “the vendor who is perceived by the prospect as doing a superior job in discovery is in a competitively advantageous position.”
Reading and following the exercises in Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.
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£19.50 -
Sales Development: Cracking the Code of Outbound Sales
Sales development is one of the fastest growing careers in the United States. It is fast-paced, often on the leading edge of technology, and people in the role have the possibility of making a ton of money!Unlike accounting, medicine, or law, most salespeople do not study their profession in college. Instead, they are tossed into the fray without much training, context, or support, and are left to sink or swim. This method proves neither efficient nor effective for the individual or the company.
Sales Development is written specifically for the job seeker or individual contributor who has aspirations of success in a sales development role, and beyond. This is your personal guidebook to the how, why, and what-to-do’s of the sales development profession. Written practically and tactically, this book shows you how to get the job, how to perform, and how to position yourself for advancement. Based upon ten years of teaching sales development representatives in the fastest-growing companies in the United States, this book will launch you on your path to becoming a rock star.
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£19.20 -
Sales Playbooks: The Builder’s Toolkit
A well-designed, relevant, and highly utilized sales playbook creates teams that engage with more prospects, produce more pipeline, and close more deals. A playbook creates more consistent top performers, more quickly. It will also close the gap between your top performers and everyone else.Playbooks are living tools that must continue to be developed, revised, and curated over time. Growing companies are constantly hiring new people, promoting internally, entering into new markets, and facing direct or unforeseen competition. In order to drive success, an understanding of how the business operates, what has worked in the past, what is presently working, and what is anticipated to work in the future is required.
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£19.20 -
Sales Engagement: How The World’s Fastest Growing Companies are Modernizing Sales Through Humanization at Scale
Engage in sales―the modern way
Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies.
This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way.
• Find common factors holding your sales back―and reverse them through channel optimization
• Humanize sales with personas and relevant information at every turn
• Understand why A/B testing is so incredibly critical to success, and how to do it right
• Take your sales process to the next level with a rock solid, modern Sales Engagement strategy
This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.
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Sales Revolution: Explode Your Sales Within 21 Days!
Sales Revolution! (The Ultimate Sales Technique Book)You’re Only 4 Hours Away From Understanding Secrets That Most People Will Never Know on Making a Fortune in the Sales Industry That’s how long it takes to put the strategies in this sales training guide to work. Learn how to:Double or Even Triple Your Current Commissions or Salary By Using This Easy To Use Step-by-Step GuideStudies show that 97% of salespeople quit the sales industry within their first 6 months due to earning poor money. This is because the sales industry is TOUGH if you don’t have a strategy and you don’t know the secrets that are shared in this system. The collective wisdom in this sales advice guide took 4 years of solid study to amass, and you’re going to get it all for the price of a lunch ticket…How I stumbled Upon A Secret That Had Me Become One of The TOP Sales Earners in The Country Within 6 Months… Yes that’s right, my commission checks and closing rate were so high, that the company made me the sales trainer for the whole of the UK.And you can too with my step-by-step guide in just 4 hours or less, just simply copy the instructions within! Create A Powerful Sales Presentation In Just A Few Hours And Start Earning More Money – THIS WEEK!”But Neil, earning the money you’re talking about, it must be complicated and time consuming, right?” Well… not exactly. Inside this sales training guide, I spill ALL of my secrets, and teach you step-by-step how you can do the same in less than 4 hours of reading.For a complete Table of Contents, click the “Look Inside” button at the top left of the page. This guide is only for people that want to:earn more money, right away – THIS WEEK!Increase their conversion rate.Create a KILLER sales presentation, that Prospects love! Learn what it is that your prospects are looking for and how to make sure you hit all their desires. Discover how to get 300% more referrals.Discover the ‘SECRET’ questions that have your prospects tell you all of their objections! Learn the top sales mistakes that rookies make, and how you can avoid them Start your successful sales journey TODAY. You’re within 4 hours of mastering your sales success and earning more money! Scroll up & click the buy button straight away.Tags: sales training, sales book, sales technique, sales management, sales funnel, sales tips, sales training programs, sales training ideas, sales training courses, sales training seminars, sales training exercises, sales training books, sales training and development, sales training basics, sales training b2c, sales training b2b, sales training help, sales training advice, sales training guide, sales training tips, sales training kindle,Read more
£19.00 -
No Forms. No Spam. No Cold Calls.: The Next Generation of Account-Based Sales and Marketing
Unlock the full potential of modern marketing and sales
In the newly revised and updated edition of No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, celebrated speaker, writer, and Chief Market Officer of 6sense, Latané Conant, delivers an eye-opening and engaging guide for salespeople and marketers to use technology to identify prospects and put them at the center of everything they do.
You’ll learn how to prioritize which accounts to work, engage the entire buying team, uncover hidden intent signals, and measure real success. You’ll also discover:
- Strategies for building a tech-stack that prioritizes your customers
- Ways for chief marketing officers to stop playing defense and go on offense
- Insights for the modern sales leader, including how to sellers up to win, design successful territories, and hire and retain top sellers
- How the modern era of marketing and sales is different from what it used to be and how to capitalize on your new capabilities
A can’t-miss handbook for marketers, salespeople, and team leads, No Forms. No Spam. No Cold Calls. is an original and thought-provoking journey through the techniques and strategies made possible by modern revenue technologies.
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£18.70£23.70 -
The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly
The new eighth edition of the pioneering guide to generating attention for your idea or business, jam-packed with new and updated techniques
As the ways we communicate continue to evolve, keeping pace with the latest trends in social media, including social audio like Clubhouse, the newest online video tools such as TikTok, and all the other high-tech influences, can seem an almost impossible task. How can you keep your product or service from getting lost in the digital clutter? The eighth edition of The New Rules of Marketing and PR provides everything you need to speak directly to your audience, make a strong personal connection, and generate attention for your business.
An international bestseller with nearly half a million copies sold in twenty-nine languages, this revolutionary guide gives you a proven, step-by-step plan for leveraging the power of technology to get your message seen and heard by the right people at the right time. You will learn the latest approaches for highly effective public relations, marketing, and customer communications―all at a fraction of the cost of traditional advertising!
The latest edition of The New Rules of Marketing and PR has been completely revised and updated to present the most innovative methods and cost-effective strategies. The most comprehensive update yet shows you details about the pros and cons of AI and machine learning to automate routine tasks. Your life is already AI-assisted. Your marketing should be too, but there are challenges to be aware of.
The definitive guide on the future of marketing, this must-have resource will help you:
- Incorporate the new rules that will keep you ahead of the digital marketing curve
- Make your marketing and public relations real-time by incorporating techniques like newsjacking to generate instant attention when your audience is eager to hear from you
- Gain valuable insights through compelling case studies and real-world examples
The eighth edition of The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly is the ideal resource for entrepreneurs, business owners, marketers, PR professionals, and managers in organizations of all types and sizes.
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£18.20£21.90 -
Mastering the Complex Sale: How to Compete and Win When the Stakes are High!
Praise for Mastering the Complex Sale“Jeff Thull’s process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives.”
―Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin“This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a ‘selling process’―it is a survival guide―a truly outstanding approach to bringing all the pieces of the puzzle together.”
―Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc.“Mastering the Complex Sale brilliantly sets up value from the customer’s perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment.”
―Samik Mukherjee, Vice President, Onshore Business, Technip“Customers need to know the value they will receive and how they will receive it. Thull’s insights into the complex sale and how to clarify and quantify this value are remarkable―Mastering the Complex Sale will be required reading for years to come!”
―Lee Tschanz, Vice President, North American Sales, Rockwell Automation“Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn’t a given, it’s a choice. This is a proven alternative to the price-driven sale. We’ve spoken to his clients. This stuff really works, folks.”
―Dave Stein, CEO and Founder, ES Research Group, Inc.“Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels.”
―Sven Kroneberg, President, Seminarium Internacional“Jeff’s main thesis―that professional customer guidance is the key to success―rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth.”
―Jon T. Lindekugel, President, 3M Health Information Systems, Inc.“Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today’s competitive marketplace. It’s no longer about selling; it’s about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference.”
―Carol Pudnos, Executive director, Healthcare Industry, Dow Corning CorporationRead more
£17.20£19.90 -
No B.S. Direct Marketing: The Ultimate No Holds Barred Kick Butt Take No Prisoners Direct Marketing for Non-Direct Marketing Businesses
The Millionaire Maker has done it once again! Dan S. Kennedy revisits little-known, profit-proven direct mail strategies that continue to be effective for ANY business.
In this updated and revised edition of No B.S. Direct Marketing, Dan builds on and re-affirms all the essential direct marketing strategies in the original edition, and adds new material addressing online, social and viral marketing media.
Strategies in the book are illustrated by updated case history examples from an elite team of consultants—all phenomenally successful at borrowing direct marketing strategies from the world of online sales, infomercials, etc., to use in ’ordinary’ businesses including retail stores, restaurants, and sales.
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£17.10 -
More ProActive Sales Management: Avoid the Mistakes Even Great Sales Managers Make And Get Extraordinary Results
Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their peo ple. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, up ward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself.This book shows sales managers at every level how to manage for great results!
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£17.00 -
Six-Figure Sales Secrets: The Ultimate Guide to Overfilling Your Pipeline, Closing More, and Earning in the Top 1% of Salespeople
Simple Strategies, Remarkable ResultsMastering sales is one of the fastest ways to fortune and freedom. Sara Blakely (founder of Spanx) and Zig Ziglar (author, motivational speaker) started their careers doing direct sales and went on to build billion dollar and multi-million dollar empires, respectively.
Marcus Chan, one of the world’s leading sales experts, has followed in their footsteps to launch a highly profitable business of his own. Now, he’s bringing you Six-Figure Sales Secrets, a proven framework for taking your sales results to the next level.
Whether you’re new to sales or ready to accelerate and maximize your potential, this book will propel you toward extraordinary success. Marcus reveals simple but powerful strategies, high-performance habits, and field-tested frameworks that you can implement today. You’ll learn to work smarter, not harder, and you’ll discover how to turn your dials into dollars—without the burden of burnout.
You’ll learn:
- How “The Whisper Test” will have your prospects begging to buy from you
- Why sending thousands of emails is the wrong way to prospect
- How to land bigger deals and bring home more commissions
- The scripts you need to overfill your calendar with qualified prospects
- Why sales is not a numbers game
- The system to cut your sales cycle in half, regardless of industry or product
- How to become a wildly efficient sales machine
… and much more.
Six-Figure Sales Secrets will show you exactly how to earn an additional $50K to $100K in commissions this year without working 60+ hours per week, making thousands of cold calls, or using sleazy sales tactics—even if you have zero experience.
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£16.30 -
Coffee’s for Closers: The Best Real Life Sales Book You’ll Ever Read
Practical, real-world sales advice you can apply immediately to improve your numbers
In Coffee’s For Closers: The Best Real Life Sales Book You’ll Ever Read, veteran sales leader and coach Tony Morris delivers a can’t-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories – rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.
In the book, you’ll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You’ll also find:
- Expert tips on gaining commitment and closing, as well as advice on how to handle prospects’ objections and stalling tactics
- Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely
- Strategies for handling rejection – a frequently encountered experience for every salesperson
A practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee’s For Closers will become one of those essential resources you rely on to inform your everyday approach to sales.
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£16.20£18.00 -
Advertising Secrets of the Written Word: The Ultimate Resource on How to Write Powerful Advertising Copy from One of America’s Top Copywriters and Mail Order Entrepreneurs
The Ultimate Resource on How to Write Powerful Advertising Copy from One of America’s Top Copywriters and Mail Order EntrepreneursRead more
£15.20 -
Ignite Your Sales Hero: Unique sales insights and strategies that will turn your life around.
Ignite Your Sales Hero
‘Ignite Your Sales Hero’ is the ultimate guide to mastering the art of authentic ‘one on one’, Business to Consumer, (B2C) and human to human” selling. This is not a sales book full of fanciful notions and theories. It is jam packed with battle tested sales strategies, tactics and methods that have been successfully deployed in one of the world’s most competitive industry sectors.
Whether you are a sales newcomer, an experienced seller looking for a refresh, a sales manager or a business leader struggling for revenue, this book will literally supercharge your results and transform your life. Don’t settle for mediocrity, unleash your full potential and become the hero of your own sales story.
Ignite Your Sales Hero is divided into three parts:
Part One – A Career in Sales
It’s about the top two inches
Part One delves into how you can gain a deeper understanding of your own psychological state and mental strength. It gives insight into how to pinpoint areas for self-improvement, and overcome obstacles, challenges and limiting beliefs that may be standing between yourself and the future you aspire to.
Part Two – Sales Insights
Stuff you need to know
Part Two clarifies why yesterday’s sales methods no longer work and gives insight into today’s world, where buyers control their own purchasing journey. It covers topics such as how to activate buyers, how to speak their language, and how to build your own buyer driven sales process. It also details how, with a few minor tweaks to the velocity of your existing sales process, you can dramatically increase your revenue without increasing your closing ratio.
Part Three – The Sales Closers playbook
From pitch to close
This part of the book is all about closing more deals – a lot more! The focus is on the pointed end of the sales process, the tip of the spear. It is a comprehensive reference and learning guide to preparing, pitching, and closing deals in real time sales situations. Look out for the chapters on single session selling and the art of negotiation. In this part of the book, you will find frameworks, winning tactics, and scripts for nearly every sales closing situation.Read more
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Sales Tactics & Strategies (Super Guides)
Master the art of selling How do you create a winning sales strategy? What tactics can bring you closer to your customers while steering clear of high-pressure sales that might endanger existing relationships? These are some of the crucial questions every salesperson and business owner face.
The Super Guide: Sales Tactics & Strategies is specifically written for entrepreneurs, salespeople, marketers, and business model analysts. The guide thoroughly explores the significance of a sales strategy, outlines successful sales strategies, and provides guidance on the avoidance of detrimental high-pressure sales tactics.
This book is a treasure trove of knowledge regardless of whether you’re involved in a startup or an established corporation. It provides unique insights and tools that will assist you in maximizing the effectiveness of your efforts.
For the solo entrepreneur or small business, these strategies and tactics can transform your sales approach and maximize your revenue. For those running larger teams, learn these insights without hiring an expensive consultant, and ensure you’re well-equipped when you do.
With the Super Guide: Sales Tactics & Strategies, you’ll do more than just meet your targets. You’ll master the art of selling and gear your business for long-term financial success!
Inside this Super Guide, you’ll discover:
- The difference and significance of sales tactics and strategies
- The importance and examples of successful sales strategies like Hubspot and Shopify
- Various types of sales strategies and their examples
- How to develop a sales process that supports the buyer’s journey
- Tips on maximizing sales through inbound and outbound strategies
- How to craft a compelling sales pitch and close deals with confidence
- Strategies on how to adapt your sales approach during a recession
- Key principles to developing a successful sales strategy
- Techniques for effective direct selling, avoiding high-pressure tactics, and much more.
Take a look inside! Read an excerpt from this Sales Tactics & Strategies Super Guide:
“Both a sales strategy and a sales approach are essential to your company’s success. Both are unique in their own right, yet share some characteristics that make them useful companions. Additionally, each one of them wants the same thing, which is an increase in both company sales and their balance sheets.”
This is must-have knowledge for entrepreneurs and business model analysts and consultants. If you want to dominate business models, this super guide was made especially for you.
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£14.70 -
How to Double Your Sales: The Ultimate Masterclass in How to Sell Anything to Anyone (Financial Times Series)
How to Double Your Sales offers a set of proven techniques to give both experienced salespeople and those new to selling everything they will ever need to achieve an extraordinary increase in sales – fast. Bruce King is an experienced salesman and trainer who takes an extremely practical, results-focused style to sales. This book covers the complete sales process and gives you the ultimate stress-free selling system. It shows you how to use powerful motivational techniques, derived from NLP, to train your brain for sales success.
Key features of How to Double your sales include:
- An 8-week plan with action points and exercises to build your sales skills week by week
- Template scripts you can customise and use to win new prospects, overcome objections and close sales
- How to use tried-and-tested NLP techniques to programme your mind for sales success
- Why you may never need to cold call again
- How to cold call and set appointments when you have to
- Stress-free techniques for handling objections
- The 13 best closes
- Guidelines on how to improve other skills critical to stress-free sales success – communication; negotiation; time management
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£14.30 -
Slow Down, Sell Faster!: Understand Your Customer’s Buying Process and Maximize Your Sales
What do customers really want from salespeople? Slower, more attentive conversations that address their unique needs. Discover the simple yet powerful eight-step process for delivering a winning sales pitch to any audience.Read more
£14.20 -
Sales Closing For Dummies
Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work – the prospecting, preparation, planning, and practice – done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now Sales Closing For Dummies shows you how.Packed with powerful principles that can help you become a top-producing salesperson, Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation’s leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to:
- Lead a sale without being pushy
- Read the signs of an interested potential buyer
- Use questioning methods that close sales, time and again
- Help clients feel good about their buying decisions
- Keep your clients’ business and build their loyalty
- Build long-term relationships and watch your sales grow
With the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on:
- Verbal and visual buying cues and how to recognize them
- Choosing the best location for closing
- Addressing concerns and creating a sense of urgency
- Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more
- The ten biggest closing mistakes and how to avoid them
- Add-on selling and other ways of getting your clients to help you to build your business
Featuring Tom’s Hopkins’ trademark “Red Flag” key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you’ll need to become a world-class closer.
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£14.20Sales Closing For Dummies
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Rich Dad’s Advisors: You Don’t Have to Be an Attack Dog to Explode Your Income
Bearing the brand name of bestselling Rich Dad, Poor Dad, SALESDOGS reveals how knowing the characteristics and interactions of the five basic ‘breeds’ of people will be sure to help anyone improve their business and selling savvy. Different workers have the personality traits of different breed of digs. This is the idea behind SALESDOGS, a clever business book in which sales expert Blair Singer reveals how anyone can learn what their natural strengths and weaknesses are in order to achive best possible results. With information on a wide variety of sales topics – from dealing with ‘big dogs’ to protecting one’s territory – SALESDOGS is a fun new way of looking at the sales game. By knowing the five basic breeds of people – the Pit Bull, the Golden Retriever, the Poodle, the Chihuahua and the Basset Hound – readers will have the necessary insight to improve their business and selling savvy.Read more
£14.10 -
Selling Is Hard. Buying Is Harder: How Buyer Enablement Drives Digital Sales and Shortens the Sales Cycle
Enable Your Buyers for Faster B2B Sales
What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often.
Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.
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Data-Driven Sales: Learn how B2B sales leaders at HubSpot, Salesloft, and other top companies use data to grow faster
The days of steak dinners, generic email blasts, and smooth talking are rapidly fading. Businesses are relying on data to power their decisions, be more efficient, and grow faster. Salespeople are too.Personalization, automation, and smart management are just some of the ways that sales teams are saving time, improving conversion rates, and closing more deals. We interviewed leaders in B2B SaaS sales at companies like HubSpot, Salesloft, and OpenView to get practical advice on how to be a data-driven salesperson.
In Data-Driven Sales, you’ll get insight on a number of areas, including:
Chapter 1 — How to price your SaaS product
Chapter 2 — Using data for inbound lead qualification
Chapter 3 — The basics of scaling outbound sales
Chapter 4 — How to increase outbound email conversion
Chapter 5 — The art & science of predictive sales forecasting
Chapter 6 — Finding buying triggers
Chapter 7 — Optimizing sales compensation
Chapter 8 — How to create a repeatable sales process
Chapter 9 — Measure, motivate, and improve your sales team’s performance
Chapter 10 — The formula to scoring & hiring great sales repsRegardless of how technical you are, you can use data to make an impact in your day-to-day. Use these tips from Data-Driven Sales to become a modern salesperson, enhancing the way you see your product, leads, and team.
Here’s what one of our readers had to say about Data-Driven Sales:
“Every chapter shows exactly how a company overcame their challenges and tactical ways you can do the same. Most sales advice in SaaS is generic. This isn’t.”
Hiten Shah, Co-Founder of Quick SproutRead more
£13.70 -
Decoded: The Science Behind Why We Buy
A groundbreaking exploration of purchasing behaviour and its essential role in smarter marketing practices to benefit your organizationIf you understand why people buy, you are already one step ahead in reaching out to them effectively with your products and services. Decoded: The Science Behind Why We Buy offers a groundbreaking exploration into the science of purchasing. The book specifically demonstrates why decision science has proven invaluable to the field of marketing by helping to explain purchasing behaviours.
Decoded delivers a practical framework and guidelines for applying science to the marketing practices you use every day. As a marketing professional, you can look to this book for behavioural knowledge, timely case studies, and an understanding of methodologies. You’ll gain advice on how to employ knowledge about behaviours for more effective brand management, from strategy to implementation to new product development.
You’ll also gain useful insight into the latest research on consumer motivations that lead to purchasing decisions. Learn more about what happens in the human brain as buyers make their choices. This updated edition of Decoded provides new material that marketers can apply to informed, successful practices.
- Gain an understanding of the Jobs to Be Done (JTBD) approach
- Take a closer look at the Ferrero neuroscience study that supports JTBD
- See updated and relevant case studies of JTBD at work
- Discover how to engage customers through digital touchpoints
If you’re a marketing practitioner, an understanding of decision science will enhance your day-to-day work. Decoded helps you see how science and marketing come together. Immerse yourself in the science of why people buy and gain a stronger base of knowledge as you develop strategies, implement marketing plans, and meet customer needs through innovation.
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£13.60£17.10Decoded: The Science Behind Why We Buy
£13.60£17.10 -
The Art of Selling Memberships: How I’ve Sold Millions of Dollars in Gym Memberships and How You Can Too
The Ultimate Sales Book for Closing More Gym Memberships and Making More Money.
A 5-Step Process That Anyone Can Master!
Selling gym memberships is a true art and like art you can create a beautiful masterpiece that brings you millions of dollars or you can be a starving artist. In this groundbreaking new book, you will learn how a man turned himself from a membership sales beginner into a membership sales master, selling millions of dollars in memberships along the way.
You’ll discover:
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How to ask the most powerful question in the universe to uncover your prospect’s true buying motivations.
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Techniques to prepare yourself for success both physically and mentally.
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The reasons why people buy memberships (it’s not what you think).
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Ways to generate and close leads from the telephone, from walk-ins, from the Internet/social media, and from face-to-face contacts.
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The only four objections a prospect will have, why every prospect has them, and how to overcome them with ease.
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Three keys to doing a great gym tour and trial workout.
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How to get a commitment and paid in full memberships.
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The art of closing the hesitant buyer with closes like the “You Are Getting In Your Own Way Close”, the “My Life Isn’t Going to Change Close”, the “Show Me The Money Close”, and many more.
Who is this book for?
Owners, operators, personal trainers, and program directors of gyms, fitness centers, health clubs, and martial arts studios who want to close more sales so that they can make more money with less effort. In fact, anyone who is involved in personal selling of any kind will benefit from the knowledge and experience shared in this book. From handling leads to closing prospects, this book takes you through it all.
Plus get these FREE BONUS GUIDES!
Purchase the book, text AOSMBONUS to (678) 506-7543, and you’ll get these FREE BONUS GUIDES:
10 Low Cost to No Cost Ways to Promote, Market, and Generate Leads for Your Gym!
The Silver Bullets of Selling: How to Generate Non Stop Referrals
Scroll up and get your copy today.
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£13.30 -
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The Sales Director’s Guide To Avoiding Month-End Madness!
UK Private Equity’s Go-To Sales Authority Graeme Hall has distilled his successful 30-odd year sales management career into a simple but powerful sales system. This system was proven time and again in the dynamic private equity environment which prizes results above all else.Any sales leader can benefit from this approach but new-in-post Sales Directors will find it particularly useful, as will anyone who needs to deliver sustainable sales improvement fast.Read more
£12.40 -
The Machine: A Radical Approach to the Design of the Sales Function: 1
Don’t read this book if you’re looking for an affirmation of the sales status quo. Roff-Marsh argues that the marketplace has changed dramatically since the evolution of the standard sales model and that radical change is being forced on organizations—like it or not!
Here are just some of the radical changes that Roff-Marsh advocates (and sacred cows he slays) in this comprehensive and impeccably-argued treatise.
Salespeople should be inside, not in the field.
Engineers should perform necessary field sales activities.Revenue should be the responsibility of Operations, not Sales.
Sales should focus exclusively on the pursuit of new business.Only commercial relationships are truly important.
Personal relationships are more likely to be the consequence of good commercial relationships than they are to be the cause of them.Salespeople should be paid their market value in the form of a salary.
Piece-rate pay (commissions) should be eliminated in sales, just like it has been elsewhere.Sales performance should be mandatory, not optional.
Salespeople should be actively managed, and it should be a condition of their employment that they generate a commercially reasonable volume of new business.Salespeople should not prospect.
The marketing department should be responsible for replenishing salespeople’s opportunity queues daily.The qualification of sales opportunities (or leads) destroys value.
Salespeople should be selling to your competitors’ customers—not to folks who are actively looking for a new supplier.The Sales Development Rep role should be eliminated.
SDRs are one of many common examples of sub-optimization in sales environments. You increase the salesperson’s win rate but you reduce the total volume of business won.Salespeople should focus on selling programs, not products.
Unless a product is new and revolutionary, it should be packaged into a program of some kind (or it should be sold without salespeople).Shut down your branch offices and open (fewer) distribution centers.
It’s speed to customer that’s important (not proximity).The Machine is a field guide for the executive who’s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.
If you employ salespeople and you’re committed to the growth of your organization, you really should read this book.
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£12.40 -
Infectious: How to Master Trust, Authority, and Influence with the 5-P-Preneur Personal Brand Blueprint
In today’s saturated marketplace, the key to standing out isn’t just about presenting a fantastic product or service.
The key lies in YOU!
Your personal brand can be the decisive factor in rising above the noise, outshining competitors, and leaving a lasting impression that leads to success.
Furthermore, there has never been a better time for skilled professionals to monetise their experience, expertise, and industry presence – with the number of small business owners and self-employed individuals at an all-time high.
‘Infectious – How to Master Trust, Authority, and Influence with the 5-P-Preneur Personal Brand Blueprint’ is going to walk you through six key steps that I believe are crucial when establishing your presence on the market. It’s going to cover five areas of personal branding which cover that all important customer question: WHY should I buy from THIS brand or individual?
More than that, it’s going to let you in on some secrets from deep inside the marketing industry, introducing you to concepts used by top brands to help them stand out and retain their position – but on a scale that is realistic for you as a smaller business owner or marketer. And it’s going to do all that in a way which is understandable for regular people who aren’t walking, talking marketing dictionaries.
That’s right, no buzzwords, jargon, and convoluted explanations here!
Why Personal Branding?
Personal branding is more than just a buzzword; it’s the essence of how others perceive you and remember you. Whether it’s in an interview, a pitch meeting, or online, your personal brand tells the story of WHO you are, WHAT you stand for, and HOW you present yourself. It can evoke strong emotions and visual impressions, setting you apart in a crowded marketplace.
Authenticity isn’t an option; it’s a requirement.
What you’ll learn:
- Purpose: Delve into the core of your brand by understanding your unique ‘WHO, WHAT, WHY.’ Identify your true self and align it with your professional ambitions.
- Persona: Develop a powerful personal brand persona that combines your experience, skills, expertise, and personality. This persona is your ticket to establishing trust and authority in your field.
- People: Understand your target audience’s thoughts, needs, and desires. Recognize who can influence your future success and tailor your brand to resonate with them.
- Proposition: Craft a compelling ‘Unique Positioning Statement’ that defines what you want to be known for. Identify what makes you and your business trustworthy and reputable.
- Promotion: Learn about the most effective tools and channels to target, engage, and communicate with your audience. Make your personal brand an active part of your marketing, both online and offline.
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£12.30 -
Sales Prospecting For Dummies
Prospecting – finding and qualifying prospective clients – is the first step in the selling proposition. It can also be the most daunting. The first big hurdle is knowing where to look for opportunities and recognizing them when they present themselves. Then there’s the fear of rejection that makes it so hard to approach strangers and talk to them persuasively about the product or service you represent. The good salesperson recognizes these challenges and finds ways to cope with them. The great salesperson, according to sales legend Tom Hopkins, turns them to her advantage and uses them to supercharge her selling and sell, sell, sell.Whether you’re a newcomer to sales or a seasoned pro, Sales Prospecting For Dummies is your survival guide for generating new leads. Tom Hopkins helps you gain a solid perspective on what prospecting is and shares simple, yet powerful ways to build a prosperous selling career by meeting and getting to know the right people. You’ll find out how t o:
- Build an appealing image
- Polish your phone skills
- Tap business contacts for leads
- Prospect your customer list
- Use the power of the Internet
- Get the biggest bang for your advertising buck
Here’s a gold mine of tried-and-true techniques and strategies for finding and keeping clients from America’s number one sales trainer. You’ll discover how to set your goals, plan your time, and multiply your leads by:
- Obtaining valuable free information from newspapers, magazines and specialized journals, radio and television, the Internet, and more
- Developing a network of friends and associates; and mining it for all it’s worth
- Speaking so others will listen and maximizing every meeting with every person
- Techniques for getting satisfied customers to become an endless source of new referrals
- Building your image to the point where prospects seek you out
- Handling failure and rejection, keeping a positive attitude, and staying motivated
A concise, yet comprehensive guide to getting and maintaining a salesperson’s most vital lifeline – new prospects – Sales Prospecting For Dummies is an indispensable tool of the trade for rookies and veteran salespeople alike.
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£12.30 -
The Trusted Advisor Sales Engineer
Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn’t mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try or make a half-hearted effort. Trusted Advisor – two words, five syllables, and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measure trust with your clients. Section Two looks at the practical aspects involved in building trust through Discovery, Presentations, Demos, and all the other standard activities of an SE. Section Three examines how to get started and put it all into practice – both for individuals and for SE teams. This is not one of those tiny 40-page eBooks. It’s over 150 pages of thoughts, ideas, best practices, and real-life examples based on dozens of clients and thousands of students who have already taken the workshop.** Note the Paperback is a reformatted version of the original eBook with only a few minor edits and updates with 2021-22 data. **Read more
£12.30
