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Author : John Gallaugher
Publisher :
ISBN 13 : 9781453375747
Total Pages : 479 pages
Book Rating : 4.3/5 (757 download)
Download or read book Information Systems written by John Gallaugher and published by . This book was released on 2016 with total page 479 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Erik Peterson
Publisher : McGraw Hill Professional
ISBN 13 : 0071752587
Total Pages : 273 pages
Book Rating : 4.0/5 (717 download)
Download or read book Conversations That Win the Complex Sale (PB) written by Erik Peterson and published by McGraw Hill Professional. This book was released on 2011-04-15 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0525537635
Total Pages : 241 pages
Book Rating : 4.5/5 (255 download)
Download or read book Eat Their Lunch written by Anthony Iannarino and published by Penguin. This book was released on 2018-11-06 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.
Author : Youngme Moon
Publisher : Currency
ISBN 13 : 030746086X
Total Pages : 290 pages
Book Rating : 4.3/5 (74 download)
Download or read book Different written by Youngme Moon and published by Currency. This book was released on 2011-09-06 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: What if working like crazy to beat the competition did exactly the opposite, making you mediocre and more like the competition? In today’s world of overabundant consumer choices and superfluous apps, upgrades, add-ons, and features, brands have become nearly identical, as their efforts to outdo one another have pushed them into a dizzying herd of indistinct options. Youngme Moon identifies the outliers, the mavericks, the iconoclasts—the players who have thoughtfully rejected orthodoxy in favor of an approach that is more adventurous. Some are even “hostile,” almost daring you to buy what they are selling. Using her original research on companies such as IKEA and Google, Moon will inspire you to be counterintuitive and meaningfully different—to rethink your business strategy, to stop conforming and start deviating, to stop emulating and start innovating. Because to stand out you must become the exception, not the rule.
Author : Tim Hwang
Publisher : FSG Originals
ISBN 13 : 0374721246
Total Pages : 103 pages
Book Rating : 4.3/5 (747 download)
Download or read book Subprime Attention Crisis written by Tim Hwang and published by FSG Originals. This book was released on 2020-10-13 with total page 103 pages. Available in PDF, EPUB and Kindle. Book excerpt: From FSGO x Logic: a revealing examination of digital advertising and the internet's precarious foundation In Subprime Attention Crisis, Tim Hwang investigates the way big tech financializes attention. In the process, he shows us how digital advertising—the beating heart of the internet—is at risk of collapsing, and that its potential demise bears an uncanny resemblance to the housing crisis of 2008. From the unreliability of advertising numbers and the unregulated automation of advertising bidding wars, to the simple fact that online ads mostly fail to work, Hwang demonstrates that while consumers’ attention has never been more prized, the true value of that attention itself—much like subprime mortgages—is wildly misrepresented. And if online advertising goes belly-up, the internet—and its free services—will suddenly be accessible only to those who can afford it. Deeply researched, convincing, and alarming, Subprime Attention Crisis will change the way you look at the internet, and its precarious future. FSG Originals × Logic dissects the way technology functions in everyday lives. The titans of Silicon Valley, for all their utopian imaginings, never really had our best interests at heart: recent threats to democracy, truth, privacy, and safety, as a result of tech’s reckless pursuit of progress, have shown as much. We present an alternate story, one that delights in capturing technology in all its contradictions and innovation, across borders and socioeconomic divisions, from history through the future, beyond platitudes and PR hype, and past doom and gloom. Our collaboration features four brief but provocative forays into the tech industry’s many worlds, and aspires to incite fresh conversations about technology focused on nuanced and accessible explorations of the emerging tools that reorganize and redefine life today.
Author : Gary Hamel
Publisher : John Wiley & Sons
ISBN 13 : 1118219082
Total Pages : 308 pages
Book Rating : 4.1/5 (182 download)
Download or read book What Matters Now written by Gary Hamel and published by John Wiley & Sons. This book was released on 2012-01-04 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is not a book about one thing. It's not a 250-page dissertation on leadership, teams or motivation. Instead, it's an agenda for building organizations that can flourish in a world of diminished hopes, relentless change and ferocious competition. This is not a book about doing better. It's not a manual for people who want to tinker at the margins. Instead, it's an impassioned plea to reinvent management as we know it—to rethink the fundamental assumptions we have about capitalism, organizational life, and the meaning of work. Leaders today confront a world where the unprecedented is the norm. Wherever one looks, one sees the exceptional and the extraordinary: Business newspapers decrying the state of capitalism. Once-innovative companies struggling to save off senescence. Next gen employees shunning blue chips for social start-ups. Corporate miscreants getting pilloried in the blogosphere. Entry barriers tumbling in what were once oligopolistic strongholds. Hundred year-old business models being rendered irrelevant overnight. Newbie organizations crowdsourcing their most creative work. National governments lurching towards bankruptcy. Investors angrily confronting greedy CEOs and complacent boards. Newly omnipotent customers eagerly wielding their power. Social media dramatically transforming the way human beings connect, learn and collaborate. Obviously, there are lots of things that matter now. But in a world of fractured certainties and battered trust, some things matter more than others. While the challenges facing organizations are limitless; leadership bandwidth isn't. That's why you have to be clear about what really matters now. What are the fundamental, make-or-break issues that will determine whether your organization thrives or dives in the years ahead? Hamel identifies five issues are that are paramount: values, innovation, adaptability, passion and ideology. In doing so he presents an essential agenda for leaders everywhere who are eager to... move from defense to offense reverse the tide of commoditization defeat bureaucracy astonish their customers foster extraordinary contribution capture the moral high ground outrun change build a company that's truly fit for the future Concise and to the point, the book will inspire you to rethink your business, your company and how you lead.
Author : Nicholas G. Carr
Publisher : Harvard Business Press
ISBN 13 : 1422129527
Total Pages : 222 pages
Book Rating : 4.4/5 (221 download)
Download or read book Does It Matter? written by Nicholas G. Carr and published by Harvard Business Press. This book was released on 2004-04-07 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the last decade, and even since the bursting of the technology bubble, pundits, consultants, and thought leaders have argued that information technology provides the edge necessary for business success. IT expert Nicholas G. Carr offers a radically different view in this eloquent and explosive book. As IT's power and presence have grown, he argues, its strategic relevance has actually decreased. IT has been transformed from a source of advantage into a commoditized "cost of doing business"--with huge implications for business management. Expanding on Carr's seminal Harvard Business Review article that generated a storm of controversy, Does IT Matter? provides a truly compelling--and unsettling--account of IT's changing business role and its leveling influence on competition. Through astute analysis of historical and contemporary examples, Carr shows that the evolution of IT closely parallels that of earlier technologies such as railroads and electric power. He goes on to lay out a new agenda for IT management, stressing cost control and risk management over innovation and investment. And he examines the broader implications for business strategy and organization as well as for the technology industry. A frame-changing statement on one of the most important business phenomena of our time, Does IT Matter? marks a crucial milepost in the debate about IT's future. An acclaimed business writer and thinker, Nicholas G. Carr is a former executive editor of the Harvard Business Review.
Author : Bev Burgess
Publisher : Kogan Page Publishers
ISBN 13 : 139860089X
Total Pages : 313 pages
Book Rating : 4.3/5 (986 download)
Download or read book A Practitioner's Guide to Account-Based Marketing written by Bev Burgess and published by Kogan Page Publishers. This book was released on 2021-06-03 with total page 313 pages. Available in PDF, EPUB and Kindle. Book excerpt: As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programmes. Featuring insights from practising professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2 and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career. This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions and updated wider research. Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing.
Author : Raj K. De Datta
Publisher : Columbia University Press
ISBN 13 : 0231554443
Total Pages : 254 pages
Book Rating : 4.2/5 (315 download)
Download or read book The Digital Seeker written by Raj K. De Datta and published by Columbia University Press. This book was released on 2021-06-01 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: A WALL STREET JOURNAL BUSINESS BESTSELLER The internet was supposed to connect us to endless possibilities. So why do we keep ending up browsing the same old sites and best-seller lists? When sellers don’t offer potential customers a compelling digital experience, consumers miss out on great products—and businesses miss a vital opportunity to grow. Raj K. De Datta, the founder of a company that powers digital-commerce experiences for many of the world’s biggest brands, offers an actionable playbook for companies looking to deliver better digital experiences. His key insight is that exceptional digital experiences are much more than marketplaces. They don’t just serve customers’ transactional needs but rather address the deeper problems for which they seek solutions. They are built on a digital-experience platform that provides agile, personalized, scalable performance. And they are created by product-centric digital teams, not traditional organizations. The Digital Seeker distills key lessons from the compelling stories of innovative businesses: not just tech companies but companies spanning a wide range of industries, including amusement parks, fashion, sports, health care, distribution, and the public sector. De Datta defines and explains the power of the seeker-centric philosophy—translating it into a core operational playbook for digital teams to achieve transformative results. Importantly, this book also offers crucial insights into the impact of the COVID-19 pandemic on our digital lives and the long-term effects it will have on digital experiences of the future.
Author : Dani Shapiro
Publisher : Grove/Atlantic, Inc.
ISBN 13 : 0802193439
Total Pages : 203 pages
Book Rating : 4.8/5 (21 download)
Download or read book Still Writing written by Dani Shapiro and published by Grove/Atlantic, Inc.. This book was released on 2013-10-01 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: This national bestseller from celebrated novelist and memoirist Dani Shapiro is an intimate and eloquent companion to living a creative life. Through a blend of memoir, meditation on the artistic process, and advice on craft, Shapiro offers her gift to writers everywhere: a guide of hard-won wisdom and advice for staying the course. In the ten years since the first edition, Still Writing has become a mainstay of creative writing classes as well as a lodestar for writers just starting out, and above all, an indispensable almanac for modern writers.
Author : B. Joseph Pine
Publisher : Harvard Business Press
ISBN 13 : 9780875848198
Total Pages : 276 pages
Book Rating : 4.8/5 (481 download)
Download or read book The Experience Economy written by B. Joseph Pine and published by Harvard Business Press. This book was released on 1999 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: This text seeks to raise the curtain on competitive pricing strategies and asserts that businesses often miss their best opportunity for providing consumers with what they want - an experience. It presents a strategy for companies to script and stage the experiences provided by their products.
Author : Holly Zoba
Publisher :
ISBN 13 : 9781935156017
Total Pages : pages
Book Rating : 4.1/5 (56 download)
Download or read book Hospitality Digital Marketing Essentials written by Holly Zoba and published by . This book was released on 2024-09 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Cristiano Mazzei
Publisher : Routledge
ISBN 13 : 1000548236
Total Pages : 144 pages
Book Rating : 4.0/5 (5 download)
Download or read book The Routledge Guide to Teaching Translation and Interpreting Online written by Cristiano Mazzei and published by Routledge. This book was released on 2022-04-11 with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: Routledge Guides to Teaching Translation and Interpreting is a series of practical guides to key areas of translation and interpreting for instructors, lecturers, and course designers. The Routledge Guide to Teaching Translation and Interpreting Online is for educators of translation and interpreting teaching online in a variety of curricular combinations: fully online, partially online, hybrid, multimodal, or face-to-face with online components. Offering suggestions for the development of curriculum and course design in addition to online tools that can be used in skill-building activities, and adaptable to specific instructional needs, this textbook is suitable for both multilingual and language-specific classes. Fully comprehensive, the book addresses the tenets and importance of process-oriented pedagogy for students of translation and interpreting, best practices in online curriculum and course design, instructor online presence, detailed illustrations of specific online assignments, the importance of regular and timely feedback, and teaching across the online translation and interpreting (T&I) curriculum. Written by two experienced translators, interpreters, and scholars who have been teaching online for many years and in various settings, this book is an essential guide for all instructors of translation and interpreting as professional activities and academic disciplines.
Author : Dan S. Kennedy
Publisher : Forbesbooks
ISBN 13 : 9781946633743
Total Pages : 0 pages
Book Rating : 4.6/5 (337 download)
Download or read book Magnetic Marketing written by Dan S. Kennedy and published by Forbesbooks. This book was released on 2018 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: MAGNETIC MARKETING(R) is a radical, dramatically different sea-change in the way new customers, clients, patients or prospects are attracted and in the way products, services, businesses and practices are advertised. It is a "change movement" that has established itself in over 136 different niches, business categories, industries and professions, but is still also a "best kept secret"--its practitioners are in a "secret society." It--and only it--offers real protection from commoditization, Amazon-ization, price and profit destruction. It is soundly based on well-proven strategies dating from the turn of the century to the present. No academic theories, no vague "ideas", no fads. No BS! The makings of a system for your business's sustainability and growth you can rely on. It is introduced to you in this important and timely book. You have made a wise decision obtaining it. Bolt the door, put away the device and dig in! magneticmarketing.com
Author : K. Goffin
Publisher : Springer
ISBN 13 : 0230294480
Total Pages : 512 pages
Book Rating : 4.2/5 (32 download)
Download or read book Identifying Hidden Needs written by K. Goffin and published by Springer. This book was released on 2010-10-06 with total page 512 pages. Available in PDF, EPUB and Kindle. Book excerpt: Too many new products fail. New products which are hard to differentiate from existing products won't capture the customer's imagination. The failure is due to a poor understanding of customers' needs. Companies need to take a radical approach to identifying customers' real needs, and this book demonstrates innovative ways to achieve this.
Author : Bush Wes
Publisher :
ISBN 13 : 9781777119317
Total Pages : 276 pages
Book Rating : 4.1/5 (193 download)
Download or read book Product-Led Growth written by Bush Wes and published by . This book was released on 2019-05 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"
Author : Sean Duffy
Publisher : Kogan Page Publishers
ISBN 13 : 1789666309
Total Pages : 273 pages
Book Rating : 4.7/5 (896 download)
Download or read book International Brand Strategy written by Sean Duffy and published by Kogan Page Publishers. This book was released on 2021-01-03 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: In theory, the Internet allows all brands to market internationally. But in practice, most companies struggle to compete outside their home market. Written from a marketing practitioner's perspective, International Brand Strategy evens the playing field with clear, actionable techniques to guide any organization going through the process. This book helps companies build sales in foreign markets, but just as important it helps them thrive by maintaining price integrity and building brand equity at the same time. With the guidance provided in International Brand Strategy companies hit the ground running in foreign markets. This provides a competitive advantage from day one, empowers companies to avoid costly mistakes, and saves months of trial and error. The book lays out a unique methodology for managing brands abroad that can be implemented for any product in any market. These methods have proven their value for companies large and small across six continents. The book guides readers with pragmatic models and a wealth of examples from global companies such as Target Canada, Unilever and Apple. International Brand Strategy was written for those who are planning to enter a new market and for those who are already there but wish to improve their brand's performance. It helps the reader recognize some of the most common pitfalls and how to avoid them, provides practical tips to understand the dynamics of price, product and value from a foreign buyer's perspective, and defines a conceptual framework to assess and improve brand equity at home and abroad.
