Spend Shift

Spend Shift

Author: John Gerzema

Publisher: John Wiley & Sons

Published: 2010-09-02

Total Pages: 289

ISBN-13: 0470902329

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Gold Medal Winner, General Business, 2012 Axiom Business Book Awards Understanding the post-crisis consumer In Spend Shift, John Gerzema, world-renowned expert on consumer values, and Pulitzer prizewinning author Michael D'Antonio document the rise of a vibrant, values-driven post-recession economy. To tell the story of this movement, the authors travel to large cities and small towns across eight bellwether states, to examine the value shifts sweeping the nation. Through in-depth observation, proprietary data from Young & Rubicam, and interviews with experts, the authors analyze the changing consumer psyche, document the five shifting values and consumer behaviors that are remaking America and the world, and explain what it means to businesses and leaders. Explores a movement in society where the majority of American consumers are embracing both value and values Shows how post-crisis consumer expectations and behaviors will drive business decisions Draws on interviews with CEOs and entrepreneurs to reveal how companies like Ford and Etsy are reconnecting with the post-crisis consumer Compelling and insightful, Spend Shift is essential reading for anyone interested in how values are changing and how businesses can connect with consumers after the recession.


How to Sell Anything to Anybody

How to Sell Anything to Anybody

Author: Joe Girard

Publisher: Simon and Schuster

Published: 2006-02-07

Total Pages: 196

ISBN-13: 0743273966

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Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.


Roadmap to Revenue

Roadmap to Revenue

Author: Kristin Zhivago

Publisher:

Published: 2011-03

Total Pages: 0

ISBN-13: 9780974917924

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The secret to higher revenue is locked in the mind of your current customers. Using the proven methods in this book, you will learn how to interview your own customers so you understand exactly what they were looking for, why they bought from you, what they value about your product or service, and the steps they went through as they purchased your product or service. You will understand their questions and concerns, and the answers they needed in order to be convinced that your product or service would meet their need. Armed with this information, you can reverse-engineer your successful sales and manufacture new sales in quantity. This is the core premise of the book, and it will transform and empower all of your marketing and sales efforts. You will make it easy for new customers to find you, like what they see, and buy from you. You will be able to map out their buying process and then support that process at every stage. Your content will resonate with potential customers, because you will be using concepts, words, and phrases that came from others with similar problems and seeking similar solutions. You will use marketing methods that will work for your product or service, and avoid those that won't, guided by the information provided by your own customers. Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy is a step-by-step guide to increased sales, using a method that has been tested, perfected, and proven to work, regardless of the size of the company or the industry.


Zero-Time Selling

Zero-Time Selling

Author: Andy Paul

Publisher: Morgan James Publishing

Published: 2011-08-01

Total Pages: 200

ISBN-13: 1614480516

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A comprehensive guide to consistent sales success and effective customer relations. The amount of time customers have to invest in sellers is limited. They want the information they need now. Don’t dress it up. Don’t overdo it. Don’t waste their time. Zero-Time Selling gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. And win more orders in less time. Zero-Time Selling describes the ten essential sales practices that will enable you to: 1. Sell more, faster, without adding headcount 2. Create value for customers and differentiate yourself from competitors by how you sell 3. Convert a greater percentage of your sales leads into orders 4. Build a loyal customer base and increase repeat business 5. Increase the productivity of all your sales channels Refreshingly free of the usual conceptual sales jargon, Zero-Time Selling presents an accessible, straightforward path to consistent sales success. It is incredibly easy to learn and compatible with any selling system or sales methods a company currently uses. Based on his more than thirty years of sales, sales management, and sales consulting experience across every type of sales channel and sales environment, Andy Paul knows how products are bought and sold. Zero-Time Selling reflects his knowledge that in today’s hypercompetitive sales environment “how” a company sells its products and services is as important as “what” they sell in creating value for the customer and effectively differentiating their company and offerings. Praise for Zero-Time Selling “Any sales professional or sales team will quickly see tangible results once they start Zero-Time Selling!” —Marshall Goldsmith, author of the New York Times bestsellers MOJO and What Got You Here Won’t Get You There “Reading this book empowers you to dramatically improve your sales. . . . I can’t think of anyone who wouldn’t benefit immensely from implementing Andy Paul’s strategies for sales success!” —Ivan Misner, New York Times–bestselling author and founder of BNI® and Referral Institute® “Andy Paul . . . is one of those guys who just gets it. He understands how products are bought and sold. He knows what customers really need and want. This book leverages that savvy to show you how to sell and manage customer relationships in a manner that truly differentiates you.” —Keith Ferrazzi, bestselling author of Never Eat Alone and Who’s Got Your Back


Greater Good

Greater Good

Author: John A. Quelch

Publisher: Harvard Business Press

Published: 2007-12-28

Total Pages: 339

ISBN-13: 1422163679

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Marketing has a greater purpose, and marketers, a higher calling, than simply selling more widgets, according to John Quelch and Katherine Jocz. In Greater Good, the authors contend that marketing performs an essential societal function--and does so democratically. They maintain that people would benefit if the realms of politics and marketing were informed by one another's best principles and practices. Quelch and Jocz lay out the six fundamental characteristics that marketing and democracy share: (1) exchange of value, such as goods, services, and promises, (2) consumption of goods and services, (3) choice in all decisions, (4) free flow of information, (5) active engagement of a majority of individuals, and (6) inclusion of as many people as possible. Without these six traits, both marketing and democracy would fail, and with them, society. Drawing on current and historical examples from economies around the world, this landmark work illuminates marketing's critical role in the development, growth, and governance of societies. It reveals how good marketing practices improve the political process and--in turn--the practice of democracy itself.


Go Out and Sell Something!

Go Out and Sell Something!

Author: Rollis Fontenot III

Publisher: Rollis Fontenot III

Published: 2009-05

Total Pages: 153

ISBN-13: 0615294413

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A very popular saying is that the only constant is change. Our economy and the job market continue to fluctuate, but many salespeople thrive through the ups and downs of the economy. And that's what this guide is all about. It is designed to help salespeople navigate their journey toward success in the wonderful career of selling, regardless of the economic climate.


Recession Storming

Recession Storming

Author: Rupert M. Hart

Publisher: Createspace Independent Publishing Platform

Published: 2008-03-03

Total Pages: 252

ISBN-13: 9781434849533

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The #1 book on Marketing in a Recession on Amazon. com for over 3 years. It was published in early 2008, 9 months before it was announced that we had been in recession since December 2007.So you've cut costs, now what? You just can't cut your way to greatness and "Recession Storming" will get you out into action with new strategies to squeeze more revenue from your customers, increase margin by resisting price pressure, change the game with recession-specific product-offerings, and expand into new markets. There are over 100 marketing strategies from 80 companies from 5 recessions and 40 industry downturns.5 star-rated by reviewers like you: "This book really amazed me for how practical its advice is." "Very practical ...Neat stuff, timely advice." Invaluable for business owners, marketing teams, investors and consultants. Just one idea will repay the price of the book many times over. Also available in extended version (with chapters on costs and acquisitions) as The "Recession Storming" Handbook of Recession & Recovery Strategy (qv). Reach the author at [email protected]


Principles

Principles

Author: Ray Dalio

Publisher: Simon and Schuster

Published: 2018-08-07

Total Pages: 560

ISBN-13: 1982112387

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#1 New York Times Bestseller “Significant...The book is both instructive and surprisingly moving.” —The New York Times Ray Dalio, one of the world’s most successful investors and entrepreneurs, shares the unconventional principles that he’s developed, refined, and used over the past forty years to create unique results in both life and business—and which any person or organization can adopt to help achieve their goals. In 1975, Ray Dalio founded an investment firm, Bridgewater Associates, out of his two-bedroom apartment in New York City. Forty years later, Bridgewater has made more money for its clients than any other hedge fund in history and grown into the fifth most important private company in the United States, according to Fortune magazine. Dalio himself has been named to Time magazine’s list of the 100 most influential people in the world. Along the way, Dalio discovered a set of unique principles that have led to Bridgewater’s exceptionally effective culture, which he describes as “an idea meritocracy that strives to achieve meaningful work and meaningful relationships through radical transparency.” It is these principles, and not anything special about Dalio—who grew up an ordinary kid in a middle-class Long Island neighborhood—that he believes are the reason behind his success. In Principles, Dalio shares what he’s learned over the course of his remarkable career. He argues that life, management, economics, and investing can all be systemized into rules and understood like machines. The book’s hundreds of practical lessons, which are built around his cornerstones of “radical truth” and “radical transparency,” include Dalio laying out the most effective ways for individuals and organizations to make decisions, approach challenges, and build strong teams. He also describes the innovative tools the firm uses to bring an idea meritocracy to life, such as creating “baseball cards” for all employees that distill their strengths and weaknesses, and employing computerized decision-making systems to make believability-weighted decisions. While the book brims with novel ideas for organizations and institutions, Principles also offers a clear, straightforward approach to decision-making that Dalio believes anyone can apply, no matter what they’re seeking to achieve. Here, from a man who has been called both “the Steve Jobs of investing” and “the philosopher king of the financial universe” (CIO magazine), is a rare opportunity to gain proven advice unlike anything you’ll find in the conventional business press.


Market Your Way to Growth

Market Your Way to Growth

Author: Philip Kotler

Publisher: John Wiley & Sons

Published: 2012-12-26

Total Pages: 243

ISBN-13: 111849640X

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Marketing guru Philip Kotler and global marketing strategist Milton Kotler show you how to survive rough economic waters With the developed world facing slow economic growth, successfully competing for a limited customer base means using creative and strategic marketing strategies. Market Your Way to Growth presents eight effective ways to grow in even the slowest economy. They include how to increase your market share, develop enthusiastic customers, build your brand, innovate, expand internationally, acquire other businesses, build a great reputation for social responsibility, and more. By engaging any of these pathways to growth, you can achieve growth rates that your competitors will envy. Proven business and marketing advice from leading names in the industry Written by Philip Kotler, the major exponent of planning through segmentation, targeting, and position followed by "the 4 Ps of marketing" and author of the books Marketing 3.0, Ten Deadly Marketing Sins, and Corporate Social Responsibility, among others Milton Kotler is Chairman and CEO of Kotler Marketing Group, headquartered in Washington, DC, author of A Clear-sighted View of Chinese Marketing, and a frequent contributor to the China business press