Sales & Marketing

Marketing Sales Funnel: The Simple Technique to Growing Your Company Online with Sales Funnels

Eye-Opening Sales Strategies and Marketing Secrets Fortune 500 Companies Use

Do you want to sell quickly and efficiently, just like a Fortune 500 company?

Sure,” you may say, “but my business is way too small and I don’t have the marketing resources that the big guys out there rely on.”

The secret of selling big doesn’t hide in your marketing budget.

You can learn from the successful companies and incorporate those lessons into your own selling strategy, regardless of your size or niche.

The secret to successful sales has remained unchanged for over 100 years, and this even applies for businesses that operate entirely in the digital realm.

Companies on the Fortune 500 list are clearly doing something right by crafting a foolproof process to reach prospects, win their trust, and convert them as quickly as possible.

Are you looking to maximize your revenue and generate consistent, sustainable business for your brand, just like these businesses?

To accomplish that, you’ll have to overcome a few challenges first.

Stats show that 96% of people who come to your website aren’t ready to buy.

The way you communicate with these potential customers and build a relationship with them will determine if they’re going to change their minds.

To make them trust you and help turn a lead into a loyal customer, you will have to build the right sales funnel.

In Marketing Sales Funnel, you will discover:

  • Why you shouldn’t pop an offer the first time a person comes to your website
  • The ways in which sales are a lot like dating someone before you make a marriage proposal
  • Things that your competitors are doing right that you’re probably screwing up right now
  • … and the best ways to win a competitive advantage by giving your brand its own voice
  • 4 major ways the classic sales funnel has been modernized in a digital age
  • The 5 stages of the digital sales funnel and how to choose appropriate communication channels for each
  • A step-by-step, foolproof strategy for crafting an online sales funnel that will convert every single time
  • 10 rookie mistakes marketers make when conceptualizing their funnelAnd much more.

    You will see actual examples of digital sales funnels that work and that have become the norm in the world of marketing.

    You will learn how to be creative, as well as how to address your prospects in the best possible way, even if you have a tiny marketing budget.

    There’s no one-size-fits all approach to sales funnel creation. By following the right steps and understanding your industry, you’ll be able to adopt the marketing strategies that will give you the targeted traffic you need to increase qualified leads.

    Building your credibility and authority will give you a competitive advantage, no matter how tough the field is. Online channels contain the tools and resources you can employ to beat bigger, stronger, and better-known brands competing against your own.

    So, what’s keeping you from taking full advantage of Fortune 500’s sales strategies?

    If you want to begin your business on a journey to massive success, then scroll up and click the “Add to Cart” button right now.

Price: £14.66

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Social Selling Mastery: Scaling up Your Sales and Marketing Machine for the Digital Buyer

A concrete framework for engaging today’s buyer and building relationships.

Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today’s customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they’re conducting due diligence – online. The challenge is then to strike the right balance and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you’ll learn the techniques that will change your entire approach to the buyer.

Social Selling is not social media marketing. It’s a different approach, more one-to-one rather than one-to-many. It’s these personal relationships that build revenue, and this book helps you master the methods today’s business demands.

 

  • Reach and engage customers online
  • Provide value and insight into the buying process
  • Learn more effective Social Selling tactics
  • Develop the relationships that lead to sales

 

Today’s buyers are engaging sales professionals much later in the buying process, but 74 percent of deals go to the sales professional who was first to engage the buyer and provide helpful insight. The sales community has realized the need for change – top performers have already leveraged Social Selling as a means of engagement, but many more are stuck doing “random acts of social”, unsure of how to proceed. Social Selling Mastery provides a bridge across the skills gap, with essential guidance on selling to the modern buyer.

PLEASE NOTE: When you purchase this title, the accompanying reference material will be available in your Library section along with the audio.

Price: £17.99

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A Technique for Producing Ideas (Advertising Age Classics Library) (MARKETING/SALES/ADV & PROMO)

A step-by-step technique for sparking breakthrough creativity in advertising–or any field

Since its publication in 1965, A Technique for Producing Ideas has helped thousands of advertising copywriters smash through internal barriers to unleash their creativity. Professionals from poets and painters to scientists and engineers have also used the techniques in this concise, powerful book to generate exciting ideas on demand, at any time, on any subject. Now let James Webb Young’s unique insights help you look inside yourself to find that big, elusive idea–and once and for all lift the veil of mystery from the creative process.

“James Webb Young is in the tradition of some of our greatest thinkers when he describes the workings of the creative process. The results of many years in advertising have proved to him that the key element in communications success is the production of relevant and dramatic ideas. He not only makes this point vividly for us but shows us the road to that goal.”
–William Bernbach, Former Chairman and CEO, Doyle Dane Bernbach Inc.

Price: £6.55

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The Seven Keys to Managing Strategic Accounts (MARKETING/SALES/ADV & PROMO)

This book contains top-to-bottom techniques for keeping your best customers in-house and happy – and away from your competition. Strategic accounts are your firm’s lifeblood; they play a critical role in its success or failure. “The Seven Keys to Managing Strategic Accounts” is filled with best practices and examples of how to intelligently manage key interactions and relationships with these vital accounts – for greater loyalty, higher profitability, and consistent competitive advantage. Let this hands-on guidebook’s compelling case studies and examples help you to: create firm-wide alignment and commitment to meeting the needs and expectations of strategic accounts; develop multi-level relationships within these accounts, from line managers to upper executives; continually quantify and communicate the value delivered to – and received from – strategic accounts.Your firm’s strategic accounts are its most valuable customers. Discover how today’s marketing leaders are designing and implementing cost-effective, results-oriented strategic account programs, and how you can follow their lead, in “The Seven Keys to Managing Strategic Accounts”.’This book tells it right…there is no magic pill for handling strategic accounts. The author’s seven keys, however, are spot on for ensuring strategic account management success’ – Tom VanHootegem, Director, National Account Program, Boise Office Solutions. ‘Although all customers are important, there are certain customers you cannot afford to ignore or live without…’ – From the Preface. Strategic accounts are your firm’s most significant accounts. Chances are they are also your most imperiled. Why? Because as your customer service employees work overtime tending to your most demanding accounts, and as your sales force works overtime searching for new business, your strategic accounts may begin to feel overlooked. Instead of investing your firm’s assets to ensure that strategic accounts receive impeccable service, you under-invest – leaving the door wide open to your competitors.”The Seven Keys to Managing Strategic Accounts” provides you with a step-by-step approach for providing your best accounts with performance that will make and keep them satisfied, even delighted. A synergistic collaboration between S4 Consulting and Miller Heiman, two of today’s leading providers of strategic account management and sales development solutions, this hands-on book provides you with front-line benefits including: a market-proven model for developing, managing, and measuring a world-class strategic account program; methodologies for getting everyone in your organization to understand – and buy into – strategic account management; and, human resources solutions for finding, attracting, and compensating your industry’s top account managers.’We have listed in this book the challenges we have seen most often in helping clients with strategic account management – as well as keys to overcoming them’ – From the Preface. The day-to-day difficulties and distractions of servicing second-tier accounts can divert your attention from the unspoken, but imperative, needs of your top accounts. “The Seven Keys to Managing Strategic Accounts” details how today’s market leaders are successfully reorienting themselves to focus on their most valuable, cash-cow customers. Now let it show you how to avoid or overcome easy-to-miss errors and oversights before they become disasters that deliver your best customers into the arms of your competitors – who will be only too happy to learn from your mistakes and turn your formerly “safe” customers into their newest strategic accounts.

Price: £26.99

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Marketing Communications: Touchpoints, sharing and disruption

The new edition of Marketing Communications delivers a rich blend of theory with examples of contemporary marketing practice.  Providing a critical insight into how brands engage audiences, Fill and Turnbull continues to be the definitive marketing communications text for undergraduate and postgraduate students in marketing and related fields.

 

The eighth edition, which contains two new chapters, reflects the changing and disruptive world of marketing communications. Throughout the text the impact of digital media and its ability to influence audience, client, and agency experiences, is considered. Each chapter has been extensively revised, with new examples, the latest theoretical insights, and suggested reading materials. Each of the 22 chapters also has a new case study, drawn from brands and agencies from around the world.

 

Marketing Communications is recognised as the authoritative text for professional courses such as The Chartered Institute of Marketing, and is supported by the Institute of Practitioners in Advertising.

Price: £43.85

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (MARKETING/SALES/ADV & PROMO)

Put into practice today’s winning strategy for achieving success in high-end sales!

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It’s the method being used by one-half of all Fortune 500 companies to train their sales forces, and here’s the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:

  • Individual diagnostic exercises
  • Illustrative case studies from leading companies
  • Practical planning suggestions
  • Provocative questionnaires
  • Practice sessions to prepare you for dealing with challenging selling situations

Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

Price: £17.99

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Marketing Strategy and Competitive Positioning, 7th Edition

For undergraduate and postgraduate students taking modules in Marketing Strategy, Marketing Management and Strategic Marketing Management.

 

Understand and formulate rigorous marketing strategies and differential advantage in today’s marketplace

 

Marketing Strategy and Competitive Positioning, 7th Edition, by Hooley, Nicoulaud, Rudd and Lee provides a deep understanding of the process of developing and implementing a rigorous marketing strategy. This book focuses on competitive positioning and includes in-depth discussions of the processes used within marketing to achieve competitive advantage in a business environment – by creating and sustaining superior performance in the marketplace. The key approach used in this book is to focus on two central issues in marketing strategy formulation – the identification of target markets, and the creation of a differential advantage. In doing so, it recognises the emergence of potential new target markets born of the recession, increased concern for climate change and disruption from ongoing technological advances. It helps you examine ways in which firms can differentiate offerings through recognition of environmental and social concerns and innovation.

 

Pearson, the world’s learning company.

Price: £47.99

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Email Persuasion: Captivate and Engage Your Audience, Build Authority and Generate More Sales With Email Marketing

“A results getting tour de force. This is simply the best book on email marketing I have ever read.” Howard Lothrop

Email Persuasion: The Step-By-Step Guide to Attracting More Clients and Winning More Sales With Email Marketing

Business fads come and go, but Email Marketing has consistently outperformed all other marketing strategies. In Email Persuasion, marketing expert Ian Brodie reveals the techniques that are working right now to allow professionals and small businesses to connect with potential clients, build trust-based relationships and generate more sales through email.

Inside the book you’ll discover:

  • The Customer Insight Mapping technique for building deep understanding of what your clients need and what will motivate them to buy from you.
  • 6 surefire subject line models that will get your emails opened and read.
  • The “optin formula” for getting the right people to subscribe to your emails (and how to accelerate the growth of your subscriber list).
  • How to engage AND persuade with your emails so that you build a loyal ‘fan base’ ready to buy from you.
  • The advanced techniques for turning email subscribers into paying clients (and why accepted wisdom on selling in emails is almost all wrong).

“We’ve seen a threefold increase in leads and we’ve won several new clients.” Adrian Willmott

Email Persuasion lays out a clear blueprint for building an engaged subscriber base, building credibility and trust through your emails and converting your subscribers into paying clients.

No jargon. No fluff. Just practical, real-world strategies that deliver results.

“Pick any one idea from this amazing collection of rock solid common sense on email marketing and just do it! Quite simply, it works!” Tony Latimer

Want to know how to build a list of ideal clients as subscribers fast? Start with the Opt-In formula on page 19.

How to get through spam filters, and “greymail” technology? Turn to page 43 for the most up to date advice.

The best format for emails? Page 57. When to send them and how frequently? Start on page 59, but also check page 83 on why frequent emailing is often more effective?

Getting your system onto autopilot? Page 95. Advanced techniques to get the right messages to the subscribers who will most value them? Page 103. Writing persuasively? Page 109.

“Ian gives you all the information you need to succeed in plain and simple English based on what actually works in the real business world today” Anna Letitia Cook

Packed full of examples, templates and clear next steps for you to do to get your own email marketing system up and running quickly and getting you results. If you’ve ever been overwhelmed by the complexity of email marketing or been unsure where to start to get the best results, Email Persuasion will provide you a clear path to succeeding with email.

If you want to get results fast from email marketing then you need Email Persuasion. Scroll up and grab a copy now.

Price: £9.99

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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 links

For students:
Key concept videos
Author audio podcasts
Multiple-choice questions
Flashcard glossary
Internet activities
Research insights
Web links

For lecturers:
PowerPoint slides
Test bank
Essay questions
Tutorial activities
Discussion question pointers
Figures and tables from the book

Price: £54.99

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No Forms. No Spam. No Cold Calls: The Next Generat ion of Account–Based Sales and Marketing, 2nd Edit ion

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.

Price: £21.99

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The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

Use data, technology, and inbound selling to build a remarkable team and accelerate sales

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company’s first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:

  • Hire the same successful salesperson every time — The Sales Hiring Formula
  • Train every salesperson in the same manner — The Sales Training Formula
  • Hold salespeople accountable to the same sales process — The Sales Management Formula
  • Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula
  • Leverage technology to enable better buying for customers and faster selling for salespeople

Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can’t major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.

The Sales Acceleration Formula completely alters this paradigm. In today’s digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.

A formula does exist.

Price: £14.29

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Selling to the Affluent (MARKETING/SALES/ADV & PROMO)

“I told you how to find them. Now learn how to sell them.” – Dr. Thomas J. Stanley. “Dr. Stanley’s strategies consider the real needs of the high income professionals – needs that go beyond any product or service. These needs are psychological and revolve around the recognition of the individual’s extraordinary level of achievements. He provides some terrific insights as to how to solicit and maintain business by unconventional, but highly effective means”. – Carolyn J. Cole, Senior Vice President, Consumer Markets, Paine Webber, Inc. “Must reading for anyone who is serious about building a career in sales to wealthy individuals.” – J. Arthur Urciuoli, Director of Marketing, Merrill Lynch. “”Selling to the Affluent” is well written, relevant, and exciting; it presents an important complementary extension to Marketing to the Affluent.” – William D. Danko, Ph.D., Director, Executive Development Programs, School of Business, State University of New York.

Price: £12.33

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Marketing: An Introduction, Global Edition

For undergraduate principles of marketing courses.

Marketing: An Introduction shows students how customer value — creating it and capturing it — drives effective marketing strategies. The 14th Edition reflects the major trends and shifting forces that impact marketing in this digital age of customer value, engagement, and relationships, leaving students with a richer understanding of basic marketing concepts, strategies, and practices. Through updated company cases, Marketing at Work highlights, and revised end-of-chapter exercises, students are able to apply marketing concepts to real-world company scenarios.

Price: £54.51

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Tech-Powered Sales: Achieve Superhuman Sales Skills

Why Tech-Powered Sales?

In tough markets and with more and more people working remotely, creating quality sales pipeline in traditional ways is more challenging than ever. As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success.

In Tech-Powered Sales, two record-setting experts on sales, and a best-selling author on sales leadership, combine to provide practical guidance on how professional sellers can maximize results with an effective sales tech-stack to power-up sales effectiveness for outstanding results.

In these pages, sales superstars Justin Michael and Tony Hughes:

  • Reveal the strategies and techniques that enable you to break through with difficult to reach buyers
  • Teach you how to lift your TQ with insight into how sales technologies can be employed for maximum benefit
  • Enable you to make the jump from being a laggard to the superuser within your sales team delivering leading results
  • Show you how to thrive in the fourth industrial revolution to leverage technology rather than be at risk of being replaced by AI and automation.

Price: £11.27

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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance (BUSINESS BOOKS)

Boost sales results by zeroing in on the metrics that matter most

“Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”
―Arthur Dorfman, National Vice President, SAP

Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.”
―Mike Nathe, Senior Vice President, Essilor Laboratories of America

“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field―and this book tells how do to that in an easy-to-understand, actionable manner.”
―Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions

“There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.”
―John Davis, Vice President, St. Jude Medical

Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.”
―Bob Kelly, Chairman, The Sales Management Association

“A must-read for managers who want to have a greater impact on sales force performance.”
―James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University

“This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!”
―Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories

About the Book:

There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?

Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:

  • The five critical processes that drive sales performance
  • How to choose the right processes for your own team
  • The three levels of sales metrics you must collect
  • Which metrics you can “manage” and which ones you can’t
  • How to prioritize conflicting sales objectives
  • How to align seller activities with business results
  • How to use CRM to improve the impact of coaching

As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”

Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

Price: £19.99

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Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales (MARKETING/SALES/ADV & PROMO)

Price: £20.99

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Instant Referrals (BUSINESS BOOKS)

Turn your best customers into your most passionate promoters.

If you’re the kind of business owner who hates cold callingand chasing after new leads, then you’ll love the easy referralstrategies in Instant Referrals used by self-made millionaireand entrepreneurial expert Brad Sugars. Discover how to:

  • Evaluate a referral-based system that’s right for your business
  • Determine which customers you want referred to you-and which you don’t
  • Transform satisfied customers into your biggest fans bycontinually exceeding their expectations
  • Create ways to use referrals to generate more buzzfor your business

Get real results right now when you discover all that Instant Success has to offer!

Instant Advertising * Instant Cashflow * Instant Leads * Instant Profit * Instant Promotions *Instant Repeat Business * Instant Sales * Instant Systems * Instant Team Building *The Business Coach * The Real Estate Coach * Successful Franchising * Billionaire in Training

Price: £14.53

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Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale (MARKETING/SALES/ADV & PROMO)

Put your team on top with winning B2B sales strategies and techniques. “No longer is being ‘a closer” the basis of sustainable success. Instead it takes the kind of strategic thinking Rick Page outlines in “Hope Is Not a Strategy”.” – Geoffrey Moore, author of “Crossing the Chasm and Inside the Tornado”. How do leading world-class sales and consulting organizations consistently land the big clients and the huge contracts, even in the fast-changing, risk-laden new economy? The world’s leading authority on B2B team selling is about to show you.In his runaway bestselling guide to sales excellence, Rick Page reveals the breakthrough selling strategies that have made superstars of thousands of his students. Combining a commonsense approach with the best kept secrets of the world’s most successful sales people, this book presents a proven, six-step process for winning sales opportunities and shows you how to: sell to a prospect’s strategic business “pain” for greater value; qualify the prospect for forecasting accuracy; differentiate your solution to build competitive preference; link your strategy to the prospect’s decision-making process; sell to power by finding the key to buyer politics; and communicate your strategy throughout your team.

Price: £12.99

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Sales Coaching Essentials: How to transform your sales team

Need your new sales hires to get up to speed faster?
Want your salespeople to stop depending on you?
Like to get the very best from your sales team?

“This is the book you keep on your shelf and ‘dog-ear’ as a new or seasoned manager with tips you can action immediately. A rare find among sales books today.” Ashton Williams – Senior Manager Revenue Enablement ADA

“A masterpiece in sales coaching. Your salespeople will become autonomous in their thinking, discovering their own answers, mastering their own objections, and you will be the guide to their success.” Caroline McCrystal – Senior Account Manager UK&I GTM Banking Experian

“Mark does a phenomenal job demystifying sales coaching and making it actionable for frontline managers. A must-read for any sales leader unlocking the performance of their team.” Matthew Dixon – Co-author of The Challenger Sale and Jolt

More than ever you need to coach your team so they can think for themselves, take responsibility for their performance and do what you hired them to do. If you want to turn your team into top sales performers, sales coaching must be your focus. Let this practical and easy-to-read book show you how.

Mark Garrett Hayes is an accredited coach and trainer, and is passionate about helping sales leaders to dramatically boost sales performance and accountability.

Price: £7.99

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Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

The new psychology of selling.

The sales profession is in the midst of a perfect storm. Buyers have more power – more information, more at stake, and more control over the sales process – than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge”, “teach”, “help”, give “insight”, or sell “value”. And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever.

Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge – controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch – are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50% or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top one percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling – Sales EQ – to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions.

In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn:

  • How to answer the five most important questions in sales to make it virtually impossible for prospects to say no 
  • How to master seven people principles that will give you the power to influence anyone to do almost anything 
  • How to shape and align the three processes of sales to lock out competitors and shorten the sales cycle 
  • How to flip the buyer script to gain complete control of the sales conversation 
  • How to disrupt expectations to pull buyers towards you, direct their attention, and keep them engaged 
  • How to leverage non-complementary behavior to eliminate resistance, conflict, and objections 
  • How to employ the bridge technique to gain the micro-commitments and next steps you need to keep your deals from stalling 
  • How to tame irrational buyers, shake them out of their comfort zone, and shape the decision making process 
  • How to measure and increase you own Sales EQ using the 15 sales specific emotional intelligence markers 

And so much more!

Price: £13.21

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Marketing Management, Global Edition

Forundergraduate and graduate courses in marketing management.  

Thegold standard for today’s marketing management student
The world of marketing is changing every day ― and in order for students tohave a competitive edge, they need a text that reflects the best and mostrecent marketing theory and practices. Marketing Management collectivelyuses a managerial orientation, an analytical approach, a multidisciplinaryperspective, universal applications, and balanced coverage to distinguish itfrom all other marketing management texts out there. Unsurpassed in its breadth,depth, and relevance, the 16th Edition features a streamlinedorganization of the content, updated material, and new examples that reflectthe very latest market developments. After reading this landmark text, studentswill be armed with the knowledge and tools to succeed in the new marketenvironment around them.

Price: £58.66

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No B.S. Guide to Direct Response Social Media: The Ultimate No Holds Barred Guide to Producing Measurable, Monetizable Results with Social Media Marketing

To avoid grabbing every business owner he meets by the shoulders and shaking them, millionaire maker Dan S. Kennedy has joined with marketing strategist Kim Walsh-Phillips to help business owners, private practice professionals, and professional marketers start making dollars and cents of their social media marketing.

Daring readers to stop accepting non-monetizable “likes” and “shares” for their investment of time, money, and energy, Kennedy and Walsh-Phillips urge readers to see their social platforms for what they are — another channel to reach customers and gain leads and sales for their efforts. Illustrated by case studies and examples, this No B.S. guide delivers practical strategies for applying the same direct-response marketing rules Kennedy has himself found effective in all other mediums.

This book covers how to stop being a wimp and make the switch from a passive content presence into an active conversion tool; how to become a lead magnet by setting up social media profiles that focus on the needs of ideal prospects (not the product or service); creating raving fans that create introductions to their networks; how to move cold social media traffic into customers; the role of paid media and how to leverage social media advertising to drive sales.

Price: £7.06

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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.

  • 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
  • Updated coverage of emergent online, mobile and social media technologies including real-time listening and social selling
  • Improved learning design with chapter-opening stories, clear learning outcomes and explanatory author comments on major chapter sections
  • New end-of-chapter case studies and video cases to apply learning to actual companies.
  • 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.

 

Price: £49.73

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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.

Price: £54.84

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CustomerCentric Selling, Second Edition (MARKETING/SALES/ADV & PROMO)

The Web has changed the game for your customers―and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience.

Your business and its people need to be“CustomerCentric”―willing and able to identifyand serve customers’ needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday’s buyers no longer want or need to be soldin traditional ways.

CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today’s clients to achieveoptimal results:

  • Having conversations instead ofmaking presentations
  • Asking relevant questions insteadof offering opinions
  • Focusing on solutions and notonly relationships
  • Targeting businesspeople insteadof gravitating toward users
  • Relating product usage instead ofrelying on features
  • Competing to win―not just to stay busy
  • Closing on the buyer’s timeline(instead of yours)
  • Empowering buyers instead of tryingto “sell” them

What’s more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization’s resources. Perhaps you feelyou don’t have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics―and beyond―ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you’lllearn how to make sure that each step yourbusiness takes is the right one.

Price: £19.25

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Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price

People don’t buy from people they like. No! Your buyer doesn’t care about you or your product or service. It’s not your job to overcome objections, it’s your buyer’s. Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople. Price isn’t the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.

For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid, such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).

Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today’s frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.

Today’s sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:

 

  • Shorter sales cycles
  • Increased revenue
  • Elevated deal values
  • Higher win rates
  • Fewer no decisions
  • More leads
  • And happier buyers

Gap Selling elevates the sales world’s selling IQ and turns sales order takers into sales influencers.

Price: £7.84

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What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services: Using Outcome-Driven Innovation to Create … and Services (MARKETING/SALES/ADV & PROMO)

A world-renowned innovation guru explains practices that result in breakthrough innovations

Twenty years into the customer-driven innovation movement, breakthroughs are rare and these failures cost Fortune 1000 companies between $50 million and $800 million each year.

Growing out of Anthony Ulwick’s revolutionary Harvard Business Review article and featured in Clayton Christensen’s new bestseller, The Innovator’s Solution, What Customers Want describes a groundbreaking approach that improves on the conventional methods for product and service innovation.

Price: £16.20

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Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling

Ditch the failed sales tactics, fill your pipeline, and crush your number.

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting.

The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people in the real world with real prospects.

Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

This book reveals the secrets, techniques, and tips of top earners. You’ll learn:

 

  • Why the 30-Day Rule is critical for keeping the pipeline full
  • Why understanding the Law of Replacement is the key to avoiding sales slumps
  • How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
  • The 5 C’s of Social Selling and how to use them to get prospects to call you
  • How to use the simple 5-Step Telephone Framework to get more appointments fast
  • How to double callbacks with a powerful voice mail technique
  • How to leverage the powerful 4-Step Email Prospecting Framework to create emails that compel prospects to respond
  • How to get text working for you with the 7-Step Text Message Prospecting Framework
  • And so much more!

 

Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It’s time to get off the feast or famine sales roller coaster for good!

Price: £41.65

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What Got You Here Won’t Get You There in Sales: How Successful Salespeople Take It to the Next Level

Kick your bad habits—and close more sales!

“I love this book, especially the importance of empathy—care enough about what you are selling to personalize its value to your customer!” (Jim Farley, VP global marketing, Ford Motor Company)

“In over 20 years of sales leadership, I had yet to see someone describe self-improvement through the elimination of existing behaviors rather than the creation of new ones—what a simple, concise, and personally applicable developmental tool. This is a must-read for everyone in sales!” (Chris Richardson, VP global sales, Abbott Vascular)

“Don Brown and Bill Hawkins, collaborating with Marshall Goldsmith’s incredible insight, have created strategy and ideas that will help you grow, sell more, and prosper!” (Jeffrey Gitomer, author of The Little Red Book of Selling)

What Got You Here Won’t Get You There in Sales! is a practical guide for anyone in sales—they hit the nail on the head! Read this book to learn how to build your relationships with customers while shedding the habits that are holding you back!” (Tom Reilly, author of Value-Added Selling)

“Deep and meaningful connections with people in business can change the trajectory of your career. This is a brilliant playbook for professionals who want to step up their game and truly own their success. I have seen the power of this approach in action—and IT WORKS!” (Rich Daly, executive vice president, Takeda Pharmaceuticals)

About the book:

One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them, and, most importantly—stop. His book What Got You Here Won’t Get You There wasn’t just a runaway best seller, it has helped untold numbers dramatically improve their careers and personal lives.

Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team’s combined clients have increased their sales from five to 30 percent—and their gross profit up to 50 percent! In short, their approach works.

What Got You Here Won’t Get You There in Sales! provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply stopping old ones. When dealing with your customers, do you:

 

  • Needlessly verbalize and execute every possible step in the sales process?
  • Repeatedly initiate communication for no apparent purpose?
  • Attempt to verbally “one up” your customer in conversation?

The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there’s no one more qualified to coach you to create and nurture productive sales relationships than these three authors.

You do have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career.

Please note: This is an historical recording. The audio quality represents the technology of the time when it was produced.

Price: £20.07

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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 Corporation

Price: £14.63

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Humanizing B2B: The new truth in marketing that will transform your brand and your sales

There’s a new truth in B2B marketing: if you want to move products, you need to move minds.

Most companies suffer from a delusion, and it’s this: that buyers always make decisions in a rational, logical, and economic way. The result is a slew of features-driven B2B marketing that few people really care about. In recent years B2B customers have evolved. The don’t just want to buy from businesses anymore, they want to buy into them.

The problem is too few B2B companies realize this. They continue with the same product-centric marketing that increases revenue by a percentage point here and there. It seems safe but it’s dangerously short-sighted, because it doesn’t deliver the transformational and long-term growth that makes businesses category leaders.

It’s even more important to address this issue at such a critical and delicate moment in the world economy. Marketing leaders require strategies that have an exponential, rather than an incremental, effect on brand, marketing and sales, and to implement them they need the new super-skills this book teaches.

This involves establishing a core purpose, shifting the focus from products to people, from features to feelings and from messaging to storytelling, acknowledging that neuro science has proved that people buy on emotion and justify with fact. In other words, it requires a completely different mindset to the one that’s prevalent right now, one that we call ‘Humanizing B2B’.

Price: £16.29

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If You Want to Get Rich, Build a Power Niche: . . . And a Bundle of Other Utterly Brilliant Marketing & Sales Ideas that Actually Work.

Discover a bold new approach to success in the world of sales and marketing with this practical guide to building your Power Niche.

Bruce M. Stachenfeld is one of the most successful real estate lawyers in one of the toughest markets in the world: New York City. Now he shares the ideas and insights he developed through his own day-to-day experience. In If You Want to Get Rich, Build a Power Niche, Bruce shows you how you can become a superstar marketer or salesperson, whether you’re just starting out, starting a new business, or you’re a seasoned professional looking to improve your performance.

Bruce offers clear, step-by-step advice on how to implement the strategic marketing process of building a Power Niche. His method is based on the principle that ownership in a small niche is dramatically stronger than having little or no ownership in a larger market. If you want to grow your sales and increase your revenue while becoming a valued resource in your industry, you need to build your Power Niche!

Price: £6.49

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Psychology in Marketing and Sales: Understand how customers think when buying

Grow your business, get more sales and win over more customers with this book on how customers think and act when buying.

This book will help you understand:

– How to price products to sell more, and at a higher price
– How to position products to generate sales
– How words and colors impact the decision-making process
– How smells, music, fear, and much more influences the way we decide to buy

This book is designed to give you easy to implement ideas for growing your business – without having to understand psychology or how the human mind works in-depth. Practical examples are given throughout the book to help you.

Price: £2.19

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Digital Marketing Strategy: An Integrated Approach to Online Marketing

Optimize your digital channels and ensure your marketing strategy aligns with business objectives, with this second edition of the bestselling guide to digital marketing – recommended by the Chartered Institute of Marketing.

There is no shortage of digital marketing resources yet finding a book that covers all disciplines can be a challenge.
This essential and highly readable book provides an accessible, step-by-step framework to the planning, integration and measurement of each digital platform and technique, all tailored to achieve overarching business objectives.

Now featuring cutting edge updates on social media, SEO, content marketing, user experience and customer loyalty, Digital Marketing Strategy is an ideal road map for navigating:
-Marketing automation, personalization, messaging and email
-Online and offline integration
-The power of technologies, such as AI
-New data protection and privacy strategies

Accompanied by downloadable practical implementation guides spanning SEO, paid-search, email, lead-generation and more, Digital Marketing Strategy will show you how to effectively select, align and manage digital channels and operations, to streamline a winning digital marketing strategy for measurable, optimized results.

It is an essential guide for any marketer to build an effective and practical digital strategy.

Price: £25.21

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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.

Price: £52.99

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Elite Sales Strategies: A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.

This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides listeners with: a step-by-step approach for how to become “one-up” yourself and what you provide to your clients; a healthy analysis of what makes a person or a company “one-down” and tips on how to course correct; strategies, tactics, and talk tracks that will provide you with what you need to become “one-up”; and terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system.

Price: £17.09

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Sales Call Log Book: Notebook for sales and marketing phone call tracking

The sales call log book has plenty of space to write date, name, phone number, company and notes. It is ideal for sales agent, marketing officer, real estate agent, cold sales, customer service and call center agents.

Price: £6.13

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Joe Girard’s 13 Essential Rules of Selling: How to Be a Top Achiever and Lead a Great Life (MARKETING/SALES/ADV & PROMO)

The World’s Greatest Salesman Reveals the Techniques of His Astounding Success

This newest book from sales phenomenon JOE GIRARD–The 13 Essential Rules of Selling–provides all the ammunition you need to succeed in an economy where budgetsare being slashed and decision makers are scared to spend.

Named the offi cial world’s greatest salesman by Guinness World Records, Girard covers everything from maintaining a positive attitude and staying organized to dressing appropriately, telling the truth, and making clients’ needs and wishes priority one.

WHY JOE GIRARD IS #1 . . . JUST A FEW RAVES:

“Fantastic! The auditorium was jam-packed. They were sitting in the aisle! . . . Inspirational!” — Harvard Business School

“It takes guts to be an entrepreneur. In that quest, Joe Girard’s riveting book will empower you to become tomorrow’s entrepreneurial legend.” — Warren E. Avis, founder, Avis Rent-A-Car

“[Girard is] the consummate salesman!” — Forbes

“Girard captures the essence of rising to the top in any endeavor: Set ambitious goals and visualize success, work hard, persevere, and stick to your principles.” — Mary Kay Ash, founder and Chairman Emeritus, Mary Kay Cosmetics, Inc.

Price: £10.95

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Marketing: Theory, Evidence, Practice

Marketing: Theory, Evidence, Practice tells the story of marketing, its theories, concepts and real life applications, while providing a realistic overview of the marketing world. It demonstrates the practical application of marketing skills, illustrated by case studies and practitioner profiles, and gives students industry insight that will support them in their careers.

Providing an evidence-based introduction to marketing, this Australasian text focuses on marketing metrics, consumer behaviour and business buyer behaviour, as well as exploring the application of B2B marketing. It challenges traditional marketing theories and concepts, presenting a research-driven framework for understanding the marketing process.

This text is a comprehensive guide, with a full suite of lecturer resources, and provides the support and materials that you need to help create tomorrow’s marketing professionals

Price: £64.29

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Joe Girard’s 13 Essential Rules of Selling: How to Be a Top Achiever and Lead a Great Life (MARKETING/SALES/ADV & PROMO)

The World’s Greatest Salesman Reveals the Techniques of His Astounding Success

This newest book from sales phenomenon JOE GIRARD–The 13 Essential Rules of Selling–provides all the ammunition you need to succeed in an economy where budgetsare being slashed and decision makers are scared to spend.

Named the offi cial world’s greatest salesman by Guinness World Records, Girard covers everything from maintaining a positive attitude and staying organized to dressing appropriately, telling the truth, and making clients’ needs and wishes priority one.

WHY JOE GIRARD IS #1 . . . JUST A FEW RAVES:

“Fantastic! The auditorium was jam-packed. They were sitting in the aisle! . . . Inspirational!” — Harvard Business School

“It takes guts to be an entrepreneur. In that quest, Joe Girard’s riveting book will empower you to become tomorrow’s entrepreneurial legend.” — Warren E. Avis, founder, Avis Rent-A-Car

“[Girard is] the consummate salesman!” — Forbes

“Girard captures the essence of rising to the top in any endeavor: Set ambitious goals and visualize success, work hard, persevere, and stick to your principles.” — Mary Kay Ash, founder and Chairman Emeritus, Mary Kay Cosmetics, Inc.

Price: £10.95

Shipping: £0.00

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If You Want to Get Rich, Build a Power Niche: . . . And a Bundle of Other Utterly Brilliant Marketing & Sales Ideas that Actually Work.

Discover a bold new approach to success in the world of sales and marketing with this practical guide to building your Power Niche.

Bruce M. Stachenfeld is one of the most successful real estate lawyers in one of the toughest markets in the world: New York City. Now he shares the ideas and insights he developed through his own day-to-day experience. In If You Want to Get Rich, Build a Power Niche, Bruce shows you how you can become a superstar marketer or salesperson, whether you’re just starting out, starting a new business, or you’re a seasoned professional looking to improve your performance.

Bruce offers clear, step-by-step advice on how to implement the strategic marketing process of building a Power Niche. His method is based on the principle that ownership in a small niche is dramatically stronger than having little or no ownership in a larger market. If you want to grow your sales and increase your revenue while becoming a valued resource in your industry, you need to build your Power Niche!

Price: £6.49

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What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

Build better relationships and Sell More Effectively With a Powerful SALES STORY

 

“Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.”

—John Burke, Group Vice President, Oracle Corporation

 

“Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.”

—Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone

 

“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.”

—Gerhard Gschwandtner, publisher of Selling Power

 

“This book breaks the paradigm. It really works miracles!”

—David R. Hibbard, President, Dialexis Inc™

 

What Great Salespeople Do humanizes the sales process.”

—Kevin Popovic, founder, Ideahaus®

 

“Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.”

—Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC

 

About the Book:

 

This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes.

 

Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn.

 

The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to:

 

  • Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged

 

  • Use the power of story to influence buyers to change

 

  • Make your ideas, beliefs, and experiences “storiable” using a proven story structure

 

  • Build a personal inventory of stories to use throughout your sales cycle

 

  • Tell your stories with authenticity and real passion

 

  • Use empathic listening to get others to reveal themselves

 

  • Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers

 

Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

Price: £19.84

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Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value (MARKETING/SALES/ADV & PROMO)

A Groundbreaking Pricing Model for the New Business Landscape

Why would any customer choose Brand X over Brand Y, regardless of price? In a word: Value.

When customers feel they are getting good value from your product or service, they are more than happy to pay more―which is good news for you and your business. Even in today’s global market―with its aggressive competitors, low-cost commodities, savvy consumers, and intangible digital offerings―you can outsell and outperform the rest using Value-Based Pricing. Done correctly, this method of pricing and selling helps you:

  • Understand your customers’ wants and needs
  • Focus on what makes your company different
  • Quantify your differences and build a value-based strategy
  • Communicate your value directly to your customers

Now more than ever, it is essential for you to reexamine the reality of the value you offer customers―and this step-by-step program shows you how.

Developed by global consultants Harry Macdivitt and Mike Wilkinson, Value-Based Pricing identifies three basic elements of the Value Triad: revenue gain, cost reduction, and emotional contribution. By delivering these core values to your customers―through marketing, selling, negotiation, and pricing―you can expect an increase in profits, productivity, and consumer goodwill. These are the same value-based strategies used by major companies such as Philips, Alstom, Siemens, and Virgin Mobile. And when it comes to today’s more intangible markets―such as consulting services or digital properties like e-books and music files―these value-based strategies are more important than ever.

So forget about your old pricing methods based on costs and competition. Once you know your own value―and how to communicate it to others―everybody profits.

Price: £24.57

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Guerrilla Social Media Marketing: 100+ Weapons to Grow Your Online Influence, Attract Customers, and Drive Profits (Guerrilla Marketing)

Equipping you with action plans, implementation steps and more than 100 marketing weapons, Jay Conrad Levinson, The Father of Guerrilla Marketing, and social media expert Shane Gibson teach you how to combine the timeless principles of guerrilla marketing with the latest social media applications and networks. Discarding overwhelming statistics, buzzwords and acronyms, Levinson and Gibson provide a step-by-step social media attack plan. Following their take-no-prisoners guerilla approach, you’ll learn how to identify unconventional social media opportunities, engage customers, motivate action, and capture profits away from your competitors. Includes: • 19 secrets every guerrilla social media marketer needs to know • The Guerrilla Social Media Toolkit • The Seven-Sentence Social Media Attack Plan • 22-point social site and blog checklist • 20 types of ROI • Free guerrilla intelligence tools • Future social media weapons that are worth knowing about • And more! This is THE social media guerrilla’s go-to guide—learn how to employ a social media plan that earns attention—and profits!

Price: £11.39

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The Ultimate Guide to Sports Marketing (MARKETING/SALES/ADV & PROMO)

This title includes vital industry information, Internet strategies, and more. It offers an insider’s look at the dynamic world of sports marketing. Sports marketing is a prestigious – and challenging – career.”The Ultimate Guide to Sports Marketing”, second edition, will show you how to get your foot in the door and, once inside, construct a solid career in virtually any sport-related field you choose. The first book to go behind the scenes to examine all the fundamentals – from getting that elusive first job interview to acquiring funding, negotiating contracts, managing event logistics, and more – this integrated approach to sports marketing features: discussions with top-level professionals who helped establish and define the field The SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis; a proven method for identifying internal aspects and external variables that may affect your success; sample agreements for independent contractors, sponsorship, licensing, endorsements, and venues.Whether you are managing and marketing sports organizations, products, events, or even the athletes themselves, you must be able to look beyond the games to keep them functioning seamlessly. Let “The Ultimate Guide to Sports Marketing” act as both your guidebook and fingertip reference for entering – and building a career in – the exciting world of today’s sports marketing. “Get the fundamentals down and the level of everything you do will rise.” – Michael Jordan.”The Ultimate Guide to Sports Marketing” is about the fundamentals of sports marketing and event management. How can a sports event be designed to meet the needs of athletes, spectators, and sponsors? If a celebrity is scheduled to be on hand, what type of travel and hotel accommodations must be provided? How can you determine appropriate sponsors for an event – and then demonstrate the benefits of their sponsorship? Sports marketing has become one of today’s single most exciting careers. The excitement of being involved with sports and teams that you’ve followed since childhood, the glamour of rubbing elbows with renowned athletes and celebrities, the drama of organizing an event for hundreds or even thousands of attendees – all add up to make sports marketing a thrilling, multidimensional career. At every level, event managers and marketers must share the same discipline, instinctive talent, and tenacity of the athletes themselves.”The Ultimate Guide to Sports Marketing” will show you how to develop the skills necessary to manage virtually any sports marketing scenario, including: event coordination; contingency planning; logistics; working with vendors; purchasing, inventory, and distribution of goods; ticketing and admissions; safety and emergency precautions; seating design and controls; sponsor and supplier agreements; risk management and insurance; venue contracts; licensing; loss prevention; finding sponsorship; marketing licensed merchandise; alternative sport events; sports tourism; and charitable events.Because of their obvious appeal, sports marketing jobs are among the most sought-after in today’s job market. But beyond the fun and games, sports marketing requires knowledge and dedication. From ideas for effectively leveraging sport celebrities and their appearances to sample scripts for banquets and presentations, and from managing concessions at Little League games to high-profile World Series promotional assignments, “The Ultimate Guide to Sports Marketing” pulls back the curtain to give you a hands-on, detailed look at what it takes to succeed behind the arena walls – where the real business takes place.

Price: £20.37

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Marketing Concepts & Strategies

Now in its 8th edition, Marketing Concepts and Strategies gives an in-depth insight into the core theories behind modern marketing. It combines the theoretical and practical knowledge of its world class authors to ensure students develop a comprehensive understanding of marketing in the modern world. Updated to include new trends and challenges in the industry and with a diverse range of pedagogical features to help students learn in a variety of ways, the new edition continues to be a comprehensive guide to Marketing.

Price: £50.36

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Disruptive Selling: A New Strategic Approach to Sales, Marketing and Customer Service

Adopt disruptive selling strategies that will empower your customers and ensure you stay competitive in the constantly evolving digital landscape with this carefully researched book, featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com.

The heyday of the classic sales force is over. Customers lead mobile and online lives, and successful companies use disruptive concepts to engage with the digitally empowered consumer.

This book will help companies transform themselves to the new age of selling by matching supply to demand in an innovative way. Successful disruptive selling concepts must be based on the right combination of a series of factors, including an understanding of what motivates customers’ corresponding value propositions, appropriate organizational structures, and the right overarching business culture.

Disruptive Selling demystifies all of this, and more. Featuring case studies and examples from disruptive organizations such as AirBnB, Zalando and Bol.com, it will empower readers to look critically at their organizations and begin their own disruptive selling journeys.

Containing a carefully researched, clearly explained framework and practical guidelines that will allow readers to get started immediately, this book is the ultimate guide to remaining competitive and adaptive in a continually changing world.

Price: £21.99

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The Ultimate LinkedIn Sales Guide: How to Use Digital and Social Selling to Turn LinkedIn into a Lead, Sales and Revenue Generating Machine

Become a LinkedIn power user and harness the potential of social selling 

With the impact of COVID, remote working has become big, and so has the use of digital/virtual sales tools. More sales teams want and need to understand how to use social media platforms like LinkedIn to sell, and most do not use it properly. The Ultimate LinkedIn Sales Guide is the go-to book and guide for utilizing LinkedIn to sell. It covers all aspects of social and digital selling, including building the ultimate LinkedIn profile, using the searching functions to find customers, sending effective LinkedIn messages (written, audio & video), creating great content that generates sales, and all the latest tips and tricks, strategies and tools. With the right LinkedIn knowledge, you can attract customers and generate leads, improving your sales numbers from the comfort and safety of your computer.

No matter what you are selling, LinkedIn can connect you to buyers. If you’re savvy, you can stay in touch with clients and generate more repeat sales, build trust, and create engaging content that will spread by word-of-mouth—the most powerful sales strategy around. This book will teach you how to do all that and more. In The Ultimate LinkedIn Sales Guide you will learn how to:

  • Use the proven 4 Pillars of Social Selling Success to improve your existing LinkedIn activities or get started on a firm footing 
  • Create the Ultimate LinkedIn Profile, complete with a strong personal brand that could catapult you to industry leader status 
  • Generate leads using LinkedIn, then build and manage relationships with connected accounts to turn those leads into customers 
  • Utilize little-known LinkedIn “power tools” to grow your network, send effective messages, and write successful LinkedIn articles 
  • And so much more!

The Ultimate LinkedIn Sales Guide is a must read for anyone wishing to utilise LinkedIn to improve sales.

Price: £14.63

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Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days

Popular speaker and consultant Joey Coleman talks to companies all over the country about how to turn a one-time purchase into a lifelong customer.

Coleman’s theory of customer loyalty is that it’s not about getting the sale: It’s about the 100 days after the sale. During that brief window, as quickly as the customer experiences joy, euphoria, and excitement, buyer’s remorse sets in. Twenty to 70 percent of newly acquired customers won’t make another purchase because a company neglected them at the exact moment they needed affirmation.

Coleman offers a system designed to dramatically increase customer retention and as a result, the bottom line. He identifies eight distinct emotional needs customers undergo during the 100 days following a purchase, whether it’s as small as a new drink at Starbucks or as big as a house. If you can understand and anticipate these phases, you can use a myriad of techniques – in-person, email, mail, and video – to cement a long and valuable partnership. For instance:

  • In the “Acclimate” stage, customers need language or totems that make them feel like part of a tribe. Take the software group that had to teach nontechnical users a fairly complex installation process. They turned the installation manual into beautiful puzzle that could be displayed when completed.
  • In the “Adopt” stage, customers should be welcomed to the highest tier of tribal membership with both public and private recognition. For instance, Sephora’s VIB Rogue member welcome gift is a metallic card (private recognition) and a members-only shade of lipstick (for public display).
  • By the final stage, “Advocate”, customers have embraced tribal membership and are primed to offer powerful referrals. That’s why Dropbox waits until a free trial has expired before offering hefty bonuses for referrals.

Drawing on nearly two decades of consulting and keynoting, Coleman provides strategies to increase customer loyalty that listeners can customize based on industry and company size. His methodology has been incorporated by Hyatt Hotels, Zappos, and NASA to huge success. It requires minimal financial investment and will be fun for teams to implement. This audiobook is required listening for managers as well as for sales and marketing teams looking for nuts-and-bolts direction.

Price: £2.99

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Marketing: An Introduction

This easy to use resource opens windows to the world of marketing through cases that are vibrant and engaged, links that allow you to explore topics in more detail and content to encourage relating theory to practice.

Recognizing the importance of ongoing technological and social developments and the increasing connectedness of consumers that has profound implications for the way marketing operates and students learn, the 5th edition demystifies key technologies and terminology, demonstrating where and how emerging digital marketing techniques and tools fit in to contemporary marketing planning and practice.

The new edition has been fully updated to include:

  • New case studies and examples, offering truly global perspectives.
  • Even more content on digital marketing integrated throughout, including key issues such as social media, mobile marketing, co-creation and cutting-edge theory.
  • A new and fully streamlined companion website, featuring a range of resources for students and lecturers.

Focus boxes throughout the text such as Global, Research, B2B and Ethical – all with a greater emphasis on digital communication – reinforce key marketing trends and relate theory to practice. Each chapter also ends with a case study revolving around topics, issues and companies that students can relate to.

The new edition comes packed with features that can be used in class or for self-directed study.

Price: £37.04

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Digital Marketing: Strategic Planning & Integration

An unbiased approach to the latest digital marketing models, offering students and practitioners a range of tools to implement in their digital marketing planning and strategy.

Covering all aspects of digital marketing planning, and the latest digital marketing models, the book aims to provide a roadmap for a digital marketing journey. As such, its structure maps against the development of a digital marketing plan and concludes with a ready-made digital marketing plan template to download and adapt. In addition to this, the content is supported by case examples from real-world organizations, and a number of features throughout the chapters:

 

  • Smartphone sixty seconds features in every chapter, to evaluate influencers in relation to the topic covered.
  • Digital tool boxes introduce professional tools (for example how Google shares its aggregate data to inform marketers about shopping insights, trends and benchmarks
  • Ethical insights provide a reflective and challenging look at social issues and the negative sides to marketing.

The book is complemented by online resources for both instructors and students, these include PowerPoint slides, an instructor’s guide, exercises and activities relating to each chapter, digital marketing planning documents, digital marketing model templates, quizzes, annotated recommended video links, links to free online tools and SAGE journal article recommendations.

Suitable for digital and e-marketing courses on marketing and advertising degrees as well as professional courses for anyone interested in gaining a holistic understanding of digital marketing.

Price: £28.75

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Create Togetherness: Transform Sales and Marketing to Exceed Modern Buyers’ Expectations and Increase Revenue

A strategic roadmap for B2B leaders ready to take on the challenge of aligning their sales and marketing teams to win the business of modern buyers.

Create Togetherness encourages B2B leaders to examine the relationship between sales and marketing and head toward alignment. The misalignment of these two departments has resulted in companies falling behind their competitors by failing to acknowledge a structural flaw responsible for a significant loss in revenue. For companies wanting to accelerate revenue growth and advance in the B2B marketplace, Jeff Davis, a sales and marketing alignment expert offers a step-by-step guide for sales and marketing to join forces, thereby creating a partnership between the two to meet the new demands of the modern buyer.

Digital disruption has spurred B2B leaders to rethink the silo mentality that has been responsible for the dysfunctional relationship between sales and marketing. When alignment transformation is handled slowly and with open communication, companies will be able to provide a higher-level customer experience to satisfy target buyers’ demands. Create Togetherness presents the many advantages companies experience after the alignment transformation of sales and marketing has been implemented.

This book provides valuable insights by helping leaders:

  • Discover the extent of misalignment between sales and marketing in their organization.
  • Understand the benefits of a strategic approach to long-term, sustainable alignment.
  • Learn why technology cannot cure misalignment.
  • Discover a strategic roadmap to start the alignment transformation journey

Enjoy the journey to creating togetherness.

Price: £5.60

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Brilliant Selling PDF eBook (Brilliant Business)

What do brilliant salespeople know, do and say that makes them so successful?

The world has changed, and businesses need brilliant salespeople not just to survive but to thrive. The modern buyer has become even more sophisticated, intolerant and price sensitive. Today’s brilliant salespeople need to respond and not just react.

This updated edition of the best-selling book combines a focus on the core principles, skills and behaviours of brilliant salespeople as well as new content to meet today’s challenges, including:

• How to influence more people more of the time

• Discovering what your customer really wants

• How to build relationships easily and effortlessly

• How to sell authentically

• Priorities in building your personal brand

• The key principles and ‘how tos’ of social selling

• Influencing in today’s hybrid world

– and much, much more.

If you apply what you learn in this new fully updated edition you will be able to differentiate yourself as well as improve your sales results.

Price: £9.99

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Solution Selling: Creating Buyers in Difficult Selling Markets (MARKETING/SALES/ADV & PROMO)

“”Solution Selling” is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.” – Jeffrey M. Fisher, Vice President, Symix Computer Systems.

Price: £13.58

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Marketing: A Very Short Introduction (Very Short Introductions)

Very Short Introductions: Brilliant, Sharp, Inspiring

Marketing is pivotal in today’s world. Used for determining and satisfying the needs of the customer, it stands at the interface between an organisation and its environment. Marketing provides customer and competitor information to the organisation, as well as creating awareness of the company’s offering. As globalization creates increasing challenges to established marketing practices, marketing efforts need to reposition and adapt continuously to maintain an organisation’s ability to reach potential customers.

This Very Short Introduction provides a general overview of the function and importance of marketing to modern organisations. Kenneth Le Meunier-FitzHugh discusses how marketing remains central to creating competitive advantage, and why it needs to be forward looking and constantly reinventing itself in line with new developments in the marketplace, such as the growth of social media, and the importance of ethics and responsible marketing. He shows how this has led to the role of marketing expanding beyond advertising and promotion, encompassing a broader sense of customer relationship management. He also considers how marketers need to remain able to manage the marketing mix in response to their understanding of customer’s purchasing habits.

ABOUT THE SERIES: The Very Short Introductions series from Oxford University Press contains hundreds of titles in almost every subject area. These pocket-sized books are the perfect way to get ahead in a new subject quickly. Our expert authors combine facts, analysis, perspective, new ideas, and enthusiasm to make interesting and challenging topics highly readable.

Price: £6.30

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Business Planner for Direct Sales: Weekly Business Planner and Organizer for Network Marketing, MLM and Direct Selling, Undated (Just a Girl Boss Building Her Empire – Rose Gold & Black)

The only BUSINESS PLANNER you’ll need for DIRECT SALES!

Keep track of your business and organize everything in one place with this amazing business planner.

FEATURES:

– WEEKLY PLANNER – plan your Weekly Schedule, set your Priorities and Goals, develop Action Plans and track your daily Babits
– POWER HOUR – focus and get things done in your power hour. Plan your Calls to maintain contacts, Follow-Up on unfinished businesses, Find New Leads, catch-up on Correspondences, and update your Social Media Posts
– SALES & EXPENSE TRACKER – keep track of your orders by Date, Customer Name, Quantity, Price, Follow-Ups, and Completion Status
– DOWNLINE DEVELOPMENT – maintain open conversations with your Downline reps, Coach, Motivate and Train them to reach their potential.
– RECRUITING POTENTIALS – Keep track of potential recruits, Identify their Needs and Hold Ups to Tailor your sales pitch to help them overcome their hold-ups.

PERFECT for both beginners and experts in direct sales and MLM. Get your copy now to grow your business to the next level!

Price: £6.99

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Selling in a New Market Space: Getting Customers to Buy Your Innovative and Disruptive Products

Create new markets for your innovative offering using the field-proven Maverick Method! Developing an innovative product that breaks all the rules of the market is the first step to success in today’s economy. Now, how do you get organizations to purchase it? Selling in a New Market Space reveals the sales secrets of the companies that have taken their disruptive innovation offerings to the greatest heights. What you need for ultimate success is a team of Maverick Sellers–people who use sales techniques that are as innovative as the product they’re selling. This new type of salesperson understands that conventional methods serve only to doom new innovations to failure. Selling in a New Market Space explains how to build highly successful sales teams that create markets from scratch by: Articulating a compelling vision for the future Pinpointing your target market Controlling the decision making process Exposing exactly how large organizations make product sections Throughout the book, the authors weave true-life case studies illustrating how the Maverick Method has resulted in landmark deals and long-term success for innovative new products. Don’t squander a once-in-a-lifetime opportunity. Use Selling in a New Market Space to ensure your get maximum revenue potential from your new offering.
Unlike approaches like Challenger Sale, Spin Selling, Strategic Selling or Solution Selling this book shows you how the complex sale works and how to guide your prospect through the decision process. This book is based off both field research as well personal experience.

Price: £24.48

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The Sales Development Framework: How to Build and Scale a Highly Productive Sales Development Program

In The Sales Development Framework, David Dulany and Kyle Vamvouris lay out a proven approach detailing how to start, lead, manage, and accelerate your Sales Development program. Whether you are a seasoned executive who needs to jumpstart an existing program, a Manager running a team, an aspiring Team Lead, or a Sales Development Representative (SDR) who wants to step into a leadership role, this book will help you develop a course for success with your team, in your company, and your career.

Price: £19.09

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Product Strategy for High Technology Companies

One of the key determinants of success for today’s high-technology companies is product strategy—and this guide continues to be the only book on product strategy written specifically for the 21st century high-tech industry. More than 250 examples from technological leaders including IBM, Compaq, and Apple—plus a new focus on growth strategies and on Internet businesses—define how high-tech companies can use product strategy and product platform strategy for competitiveness, profitability, and growth in the Internet age.

Price: £36.97

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The Book on Sales and Marketing: Expert Marketing for the People

Awaiting you inside the pages of The Book on Sales & Marketing is an arsenal of powerful skills, knowledge, fundamentals, and tools that the modern marketer must possess to thrive in the business jungle without wasting precious resources figuring it out alone. Finally, the basics every business needs all in one place: Target Marketing & Tracking, Growing Lists & Databases, Attracting New Leads, Converting Old Leads, Social Media Disruption, Content Creation, Copywriting, Network Acceleration, Funnels, Automation, Websites, pages, and Google, Email & Phone Sales, Paid Advertising, Television, Print, Radio and more…This complete “full-stack” marketing guide provides you with the mechanics and mindset necessary to bring in more qualified customers, speak their language and do more business, quicker. Loaded with additional content, The Book on Sales & Marketing will change the way you approach marketing and sales forever.

Price: £10.80

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Strategic Marketing Management, 9th Edition

Strategic Marketing Management (9th Edition) outlines the essentials of marketing theory and offers a structured approach to identifying, understanding, and solving marketing problems. This book presents a comprehensive framework for developing sound marketing strategies that guide business decisions involving product and service design, branding, pricing, sales promotion, communication, and distribution. The concepts, principles, and frameworks advanced in this book apply to a wide range of organizations, from startups to established enterprises, from packaged-goods manufacturers to value-added service providers, from nonprofit entities to for-profit corporations.

Price: £44.95

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A Practitioner’s Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts

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.

Price: £26.29

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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.

Price: £52.99

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Empowering Marketing and Sales with HubSpot: Learn how to set up HubSpot correctly and generate ROI within your first 45 days

Implement HubSpot in your organization to effectively reach your target audience with timely and personalized content that helps them understand why your organization provides the best solution for their challenges

Key Features

  • Explore a full software stack for marketing, sales, and customer services to grow your business
  • Understand how to organize, track, and build better relationships with leads and customers
  • Learn to prioritize and execute your marketing tasks in an efficient way

Book Description

HubSpot is the leading CRM and marketing automation tool that allows teams to reach their business goals with a flexible and lean approach. HubSpot provides an all-in-one and out-of-the-box solution by providing sales and marketing professionals with all the tools they need to effectively launch and manage their business campaigns and sales and marketing automation processes.

This book will take you through steps to ensure your investment in HubSpot pays off from Day 1. You’ll learn how to set up HubSpot correctly and understand how to generate quick wins for your organization. Moving ahead, you will work with important HubSpot tools for SEO, social media, and ads. Next, the book will show you how to use HubSpot for conversational marketing and create a marketing funnel using HubSpot’s lead capture and engagement tools. In addition to this, you will get to grips with building custom reports, dashboards, and notifications to stay on top of company marketing goals. Later, you will learn how to use HubSpot for inbound marketing and for every type of business, such as manufacturing, agriculture, and eCommerce.

By the end of this HubSpot book, you will have the skills you need to be able to set up effective marketing campaigns and leverage the insights gleaned from sales efforts using just one platform.

What you will learn

  • Explore essential steps involved in implementing HubSpot correctly
  • Build ideal marketing and sales campaigns for your organization
  • Manage your sales process and empower your sales teams using HubSpot
  • Get buy-in from your management and colleagues by setting up useful reports
  • Use Flywheel strategies to increase sales for your business
  • Apply the inbound methodology to scale your marketing
  • Re-engage your existing database using the HubSpot retargeting ads tool
  • Understand how to use HubSpot for any B2B industry in which you operate

Who This Book Is For

This HubSpot marketing book is for sales and marketing professionals and CEOs who want to use HubSpot for scaling their sales and marketing activities. A basic understanding of key marketing terms is required to get started with this book.

Price: £15.19

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Market Research in Practice: An Introduction to Gaining Greater Market Insight

Learn the fundamentals of market research with this bestselling guide that delivers an overview of the whole process, from planning a project and executing it, what tools to use, through to analysis and presenting the findings.

Market Research in Practice provides a practical and robust introduction to the subject, providing a clear step-by-step guide to managing market research and how to effectively to obtain the most reliable results. Written by an industry expert with over 35 years’ practical experience in running a successful market research agency, tips and advice are included throughout to ground the concepts in business reality. This text also benefits from real-world examples from companies including Adidas, Marks & Spencer, Grohe and General Motors.

Now in its fourth edition, Market Research in Practice is now fully updated to capture the latest changes and developments in the field and explores new tools of qualitative research using online methods as well as expanding further on online surveys such as SurveyMonkey. Accompanied by a range of templates, surveys and resources for lecturers, this is an invaluable guide for students of research methods, researchers, marketers and users of market research.

Price: £28.72

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The Digital Marketing Handbook: Deliver Powerful Digital Campaigns

Build, implement and optimize your digital marketing campaigns, with this indispensable guide which covers everything from SEO, social media, paid search and display advertising.

The Digital Marketing Handbook takes the reader step by step through the various components of B2B and B2C online marketing, making it an essential companion to every marketer’s desk. Highly practical in approach, it features tips, platform recommendations and common pitfalls to watch out for, as well as examples from global brands including Google, Amazon and Nissan. Detailed guidance is provided for key areas such as creating content that excites, informs and converts, using marketing automation and analyzing your results to maximize performance.

Written by recognized industry expert and bestselling author, Simon Kingsnorth, The Digital Marketing Handbook brings together reliable and actionable insights into one complete resource. Also covering how to manage affiliates and partnerships to deliver highly targeted leads and provide customer service that achieves high review scores and builds loyalty, it is accompanied by online templates and interactive tools to use in practice. This book is an essential blueprint for marketing professionals to deliver the best results from their digital marketing campaigns.

Price: £17.99

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Essentials of Marketing

Essentials of Marketing, seventh edition, provides an accessible, lively and engaging introduction to marketing. Taking a practical, tactical approach, the authors cover traditional marketing techniques and theories, as well as offering the most up to date critical perspectives.

 

Using contemporary case studies, in-chapter examples and suggestions for further reading the book provides everything an undergraduate or CIM student needs to excel in their discipline. The 7th edition also includes increased content on digital marketing, as well as a new ‘thinking ethically’ feature which is designed to make students think about this vital area of marketing.

 

The book is further complemented by a full range of online resources, including companion website, power-point slides and an instructor’s manual.

Price: £45.13

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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

Sales training doesn’t develop sales champions. Managers do.

The secret to developing a team of high performers isn’t more training but better coaching.  When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick.  With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better – fast.

Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.

You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.

Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:

  • Boost sales, productivity and personal accountability, while reducing your workload
  • Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities
  • Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business
  • Design, launch and sustain a successful internal coaching program
  • Turn-around underperformers in 30 days or less
  • Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives
  • Coach and retain your top performers
  • Collaborate more powerfully and communicate like a world-class leader

Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Price: £16.99

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Born to Blog: Building Your Blog for Personal and Business Success One Post at a Time

Launch a business and ignite a movement with a powerhouse blog!

Born to Blog is filled with practical, street-smart techniques and ideas to help you create and manage a winning business blog. Learn how to attract a loyal following, promote your blog, and write powerful content that generates new business.

“If your dream is to launch a business or publish a book, then read Born to Blog! You’ll realize the blogger way is your fastest path to success.” — MICHAEL STELZNER, founder of Social Media Examiner and author of Launch

Born to Blog makes blogging accessible and fun for anyone. Read it, use it, and watch your business grow.” — JAY BAER, founder of Convince and Convert and coauthor of The Now Revolution

“Read this book, then go blog like you were born to do so.” — JASON FALLS, founder of Social Media Explorer and coauthor of No Bullshit Social Media and The Rebel’s Guide to Email Marketing

“Blogging beginners and seasoned pros alike will find valuable advice they can put to use immediately.” — LEO WIDRICH, cofounder, Buffer

Price: £8.68

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Major Account Sales Strategy

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success

 

Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client–these are the keys to success when you need to nail down major accounts. Now, for the first time, here’s a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.

 

Based on Neil Rackham’s exhaustive research, the strategies you’ll find here will enable you to . . .

 

  • Tailor your selling strategy to match each step in the client’s decision-making process.

 

  • Ensure that you won’t lose your customers because you’ll know the psychology of the buyer and how to respond to their doubts.

 

  • Gain entry to accounts through many different windows of opportunity.

 

  • Deal with competitive situations, take on bigger competitors, and win using strategies that the author’s meticulous research shows are employed by the most successful salespeople.

 

  • Handle negotiations, concessions on price, and term agreements skillfully and effectively.

 

  • Offer the ongoing technical and maintenance support that keeps your major accounts yours.

 

From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Price: £12.34

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A Degree in a Book: Marketing: Everything You Need to Know to Master the Subject – in One Book! (A Degree in a Book, 7)

A comprehensive, highly visual guide to everything you can learn in a Marketing degree.

This accessible full-colour book leads the reader through the crucial aspects of successful business marketing, covering everything from advertising and social media to marketing economics and the commercial law. Easy-to-digest information is presented with flow diagrams, infographics, pull-out features and glossaries breaking down marketing jargon. Profiles of successful marketing professionals are also included, such as David Ogilvy and Philip Kotler, as well as brand biographies to show principles in practice, from Netflix to Apple.

Includes topics such as:
• Management
• Market research
• Product development
• Buyer behavior and the impact of popular culture, ethics and social responsibility
• Digital marketing including social media and SEO
• Retail – in all its many forms
• How lockdown and the global pandemic has altered the world of marketing

Whether you’re a student, a marketing professional or a small business trying to expand, A Degree in a Book: Marketing is perfect for anyone wishing to know how good, effective marketing can play a part in their own business.

ABOUT THE SERIES: Get the knowledge of a degree for the price of a book with Arcturus Publishing’s A Degree in a Book series. Written by experts in their fields, these highly visual guides feature flow diagrams, infographics, handy timelines, information boxes, feature spreads and margin annotations, allowing readers to get to grips with complex subjects in no time.

Price: £11.75

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Marketing: An Introduction, eBook, Global Edition

For undergraduate courses on the principles of marketing. An Introduction to the World of Marketing Using a Proven, Practical, and Engaging Approach, Marketing: An Introduction shows students how customer value-creating it and capturing it-drives every effective marketing strategy. Using an organization and learning design that includes real-world examples and information that help bring marketing to life, the text gives readers everything they need to know about marketing in an effective and engaging total learning package. The Thirteenth Edition reflects the latest trends in marketing, including new coverage on online, social media, mobile, and other digital technologies, leaving students with a richer understanding of basic marketing concepts, strategies, and practices. MyMarketingLab is not included. Students, if MyMarketingLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyMarketingLab should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information. MyMarketingLab is an online homework, tutorial, and assessment product designed to personalize learning and improve results. With a wide range of interactive, engaging, and assignable activities, students are encouraged to actively learn and retain tough course concepts.- See more at: http://catalogue.pearsoned.co.uk/educator/product/Marketing-An-Introduction-Global-Edition/9781292146508.page#sthash.h3uq9Cf9.dpuf

Price: £38.99

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The Ultimate Marketing Engine: 5 Steps to Ridiculously Consistent Growth

Read by the author.

Learn proven principles to create and maintain a clear, effective marketing strategy that attracts your ideal clients, generates greater profits, and is easy for you and your team to follow.

Marketing has changed drastically with the introduction of a growing array of digital channels, and it’s difficult for small-business owners and marketing executives to keep up. As a result, marketing initiatives have become fragmented as marketers focus on individual aspects of their plan, rather than executing an overall strategy.

Using the principles that he teaches in his first book, on his podcast, and in his blog, John Jantsch, founder of the marketing platform Duct Tape Marketing, teaches you how to create and maintain a simple, effective, and clear marketing strategy that you and your teams can easily follow.

In The Ultimate Marketing Engine, you will learn:

 

  • Why having a strategy is so important and how an effective strategy will render the competition irrelevant.
  • How to cultivate relationships with their target audience.
  • How to find the tactics that are in plain view and capitalize on them.
  • That your brand is what your customers say it is and why a strategy is essential to guiding that narrative.
  • The value of content as the voice of strategy.

Strategy is the crucial first step to a solid marketing foundation for a company’s brand and products. This audiobook will help listeners create and maintain that foundation.

Accompanying figures are available in the audiobook companion PDF download.

PLEASE NOTE: When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.

Price: £9.99

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International Marketing Strategy: Analysis, Development & Implementation

Fully updated and revised, the eighth edition of this popular text reflects the changing focus of international marketing and ensures students are fully up-to-date with the challenges posed by new patterns of development in global markets. It provides students with accessible content from around the world including newly emerging economies as well as explaining the increasingly global risks such as natural disasters and the role of digital developments. An exciting range of features including Management Challenges, Directed Study Activities and contemporary case studies guide students through the complexities of international marketing as it responds to a rapidly changing environment.

Price: £49.57

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Copywriting Secrets: How Everyone Can Use The Power Of Words To Get More Clicks, Sales and Profits . . . No Matter What You Sell Or Who You Sell It To!

What if you could sell anything to anyone?

Nobody is born knowing how to sell. But the truth is, you can learn how to sell more . . . a LOT more . . . when you discover the right words that make people buy.

Copywriting is selling. Whether online, offline, in video, direct mail, on Facebook, or from the stage, copywriting is how you put words together that make people click, call,or pull out their wallets and buy from you.

Whether you’re a coach, author, “funnel hacker”, e-commerce seller, or real estate agent, your ability to create sales copy that drives people to buy determines your paycheck, your lifestyle, and your family’s future.

In the fast-paced, attention-starved, social media-driven world of business today, two facts about your ability to create sales messages (copywriting) stand out:

  • Fact #1: Great Copywriting = Incredible lifestyle, plenty of money, and freedom!
  • Fact #2: Poor Copywriting = Struggle forever and die poor!

Putting The Right Words On Paper And Online Is The Single Most Profitable Skill Everyone Can Learn.

This book teaches you street-smart copywriting, which means this book teaches youhow to get results today. (Because we all need to make more sales today . . . not tomorrow, not next week!)

If you’ve tried to write ads, emails, and sales letters for your business before and failed, this book is for you.

If you need to make more sales — no matter what you sell or who you sell it to — this book is for you.

Bottom Line: If you want to make a lot more money, have a lot more time off, and enjoy a lot more freedom, this book is for you . . . especially if you’re not making as many sales as you want to right now.

Price: £11.49

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The Sales Bible, New Edition: The Ultimate Sales Resource

The Sales Bible softbound – NEW EDITION WITH SOCIAL MEDIA ANSWERS

Global sales authority Jeffrey Gitomer’s bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work — every day, in real-world selling situations.

With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of “The Ten Books Every Salesperson Should Own and Read” by the Dale Carnegie Sales Advantage Program.

Jeffrey Gitomer’s column, “Sales Moves,” and blog, “SalesBlog.com” are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others.

The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights:

  • The 10.5 Commandments of Selling
  • Generate leads and close sales in any market environment
  • Find 25 proven ways to set hard-to-get appointments
  • Use top-down selling to fill your sales pipeline with prospects who are ready to buy now
  • Ask the right questions to make more sales in half the time
  • How to use the top social media platforms to create inbound leads and prove value

The Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal — and it can help you. So what are you waiting for?

Price: £11.61

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Selling With Story: How To Use Storytelling To Become An Authority, Boost Sales, And Win The Hearts And Minds Of Your Audience (Kyle Gray’s Guides To Business … Content Marketing And Sales Funnel Success)

Do you want a surefire way to quickly communicate your value in any situation from an elevator pitch to a keynote speech?

Often, the difference between a struggling and thriving business is only a story. Because in a world filled with noise, distraction, and pretenders, your audience is left craving the authentic human connection that comes with storytelling.

Successful entrepreneurs, influencers, and coaches know how to use story to communicate their value in a way that resonates with their ideal customers. True masters can effortlessly and effectively share their story online and offline.

This book will equip you with the tools, templates, and strategies to create a story your customers need to hear to capture their attention and desire. You’ll learn timeless techniques to position yourself as an authority without being “self-promotional” and sell without being “salesy.”

Included free with this book is a set of helpful templates, worksheets, and resources at sellingwithstory.co/resources.

Whether this is your first book on storytelling marketing, you know the basics, or you’re a business storytelling master, this process will help you reach more people, sell more of your product or service, and make your business work for you (not the other way around).

You’ll learn how to:

• Set yourself apart from your competition.
• Apply secrets for connecting with the emotions (and wallets) of your audience.
• Capture your story in a system that naturally educates, converts, and sells to your audience.
• Grow your list and your following with digital storytelling techniques.
• Use storytelling for better results in presentations, interviews, conversation, and enrollment calls.

How will your business improve?

• Raise your prices and profits by communicating clearer value.
• Naturally enroll and inspire potential clients in everyday conversation.
• Experience increased conversions in your sales calls and sales funnels.
• Creating engaging presentations, keynotes, and webinars will become straightforward and easy.

Price: £9.97

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Grow Your People, Grow Your Sales: A leader’s guide to creating a Growth Mindset Culture

Discover how to re-programme the way your sales people think, leading to dramatically improved behaviours…and exceptional results.

To succeed, your sales people don’t need more sales training, they need to change the way they think. This book is the ultimate guide to creating a Growth Mindset Culture throughout your sales team and the foundation for sustainable long-term growth for you, your sales people and your sales success.

Read Grow Your People Grow Your Sales to:

 

  • Understand what a Growth Mindset Culture is, how to create it, and how it transforms your sales
  • Learn the necessary Growth Mindset principles to support you in achieving your personal career and life aspirations
  • Discover how to evaluate the mindset of each of your team and to develop their thinking for greater success
  • Create the team relationships that encourage new actions, celebrate learning and enable continued growth
  • Manage the ongoing coaching of your team to enable their personal and professional growth

Price: £11.99

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Global Marketing

Learn and develop skills involving strategic global marketing decision-making

 

Global Marketing, 8th Edition, by Hollensen continues to be the most up-to-date and comprehensive text of its kind, with cutting-edge case studies and a focus on the impact of new technologies and perspectives on international marketing. For nearly twenty years this title has been the definitive, truly international guide to marketing. During that time, borders have become ever more transient and this book more central to the work of marketers all around the world.

 

Key Features include:

  • A clear part structure, organised around the five main decisions that marketing people in companies face in connection to the global marketing process
  • Numerous pedagogical features such as Exhibits, Key Terms and Questions for Discussion to help you comprehend theory and apply it to the real world
  • End of part and end of chapter case studies to help you understand how the theory relates to real world application

New to this edition:

  • The 8th Edition is concentrated around three major themes: ‘glocalization’, ‘internet of everything’ and ‘social media marketing’
  • Fully updated to cover the latest technologies, trends and practices in global marketing including AI, the shared economy, subscription-based pricing and omni-channel strategies
  • Case studies are updated throughout the book including new chapter cases on Bumble, Jissbon and Waymo

This book is ideal for undergraduate and postgraduate students studying international marketing, and for any practitioners who wish to take their global marketing strategies to the next level.

 

Svend Hollensen is Associate Professor of International Marketing at the University of Southern Denmark and has worked as a marketing consultant for several international companies and organizations. As well as this book, he is the author of other Pearson texts, including Marketing Management and Essentials of Global Marketing.

 

Pearson, the world’s learning company.

Price: £53.99

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The 22 Immutable Laws Of Marketing

Al Ries and Jack Trout, two of the world’s most successful marketing strategists, call upon over 40 years of marketing experise to identify the definitive rules that govern the world of marketing. Combining a wide-ranging historical overview with a keen eye for the future, the authors bring to light 22 superlative tools and innovative techniques for the international marketplace. The authors examine marketing campaigns that have succeeded and others that have failed, why good ideas didn’t live up to expectations, and offer their own ideas on what would have worked better. The real-life examples, commonsense suggestions and killer instincts contained are nothing less than rules by which companies will flourish or fail.

Price: £8.18

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The Complete Guide to Accelerating Sales Force Performance: How to Get More Sales from Your Sales Force

“Every firm’s sales force combines the distinctive personalities of its members with the complex issues of size, pay structure, incentives, performance evaluation, and effective uses of new technology. And while underrepresented in most marketing texts, the success of the sales force is a major component in the overall success of most companies.

 

<i>The Complete Guide to Accelerating Sales Force Performance</i> develops an effective, innovative framework for evaluating and improving the performance of any sales force. This book identifies and describes the key factors for creating a fast-track, go-to-market strategy. It’s loaded with proven ideas for improving such “”success drivers”” as:

 

culture * sales force structure * hiring * sales manager selection * training * compensation * technology * sales territory design * goal setting * performance management.

 

Packed with valuable insights and real-life examples, this guide is an excellent source of practical ideas for sales and marketing managers in all industries.”

Price: £74.87

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Founding Sales: The Early Stage Go-to-Market Handbook

This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role. Specifically founders who are leading organizations that have a B2B, direct sales model that involves sales professionals engaging in verbal, commercial conversations with buyers. Moreover, many examples in this book will be targeted specifically to the realm of B2B SAAS software, and specifically as regards new, potentially innovative or disruptive offerings that are being brought to market for the first time.

In short, direct sales of the sort a B2B SAAS software startup would engage in.

With that said, if you are looking to be a first time salesperson, transitioning in from another type of role, or fresh out of school, in an organization that meets those characteristics above, you will get value out of this book.

Similarly, if you are a first time sales manager, either of the founder type, or a sales individual contributor who is transitioning into that role, again, in an organization who meets the criteria above, you will also get value from this book.

Price: £26.99

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Strategic Shopper Marketing: Driving Shopper Conversion by Connecting the Route to Purchase with the Route to Market

Strategic Shopper Marketing provides a uniquely strategic perspective on the “anything, anywhere, anytime” retail revolution.

Following the principles set out by leading global consultant Georg August Krentzel, a practitioner can connect shopper marketing principles with strategic concerns, aligning it with other disciplines like marketing, sales and distribution to connect their route to purchase with their route to market. Providing professionals with a theoretically well-founded understanding of shopper marketing, the book charts the history and development of shopper marketing and describes the newest developments and changes in the marketplace that impact how shoppers need to be activated to generate profitable sales and loyalty. The book presents a guideline with examples and numerous illustrations to develop successful shopper marketing strategies across different sales channels.

Focused on practice, but with solid theoretical foundations, practical insights and methodologies, and enriched with examples, this book is ideal for marketing practitioners at strategic levels looking to integrate shopper marketing principles into their organization, as well as for those less experienced practitioners learning the principles, and those in marketing education.

Price: £29.99

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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 workshop

The New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry.

Price: £24.52

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Principles and Practice of Marketing (UK Higher Education Business Marketing)

The fully updated eighth edition of Principles and Practice of Marketingcontinues to provide a contemporary and modern introduction to marketing.  With a renewed focus that covers the importance of customer value alongside the 4Ps, this authoritative text provides students with a core understanding of the wider context and latest developments taking place within marketing.  A stimulating range of new resources and real world examples help to bring marketing to life.

Find out:

·         How the bandwagon effect has contributed to the success of online group buying

·         How IKEA delivers sustainable cotton and timber products to millions of customers

·         How social marketing is combatting an obesity crisis

·         How the relaunch of Netto became a case of fighter branding

·         How crowdsourcing is evolving advertising

·         How Abercrombie & Fitch’s store environment could be heading it into the dark

Key Features:

·         A brand new chapter on Relationship Marketing

·         Newly updated structure to focus on the importance of Customer Value

·         Fully updated to cover the latest technologies and digital developments

·         New Marketing in Action boxes and Mini Cases focusing on European and Global companies including SpotifyRovioDecathlonZara and Amazon

·         44 new and updated end-of-chapter cases provide insights from across a range of businesses; from high street fashion stores and supermarkets (H&MThe Co-operative) and Airlines and services (EasyJetPret A Manger), to digital companies (ASOSGoogle) and the music and film industries (AppleDisney).

·         Fully updated and streamlined pedagogy including refocused recommended readings at the end of each chapter, allowing you to expand your knowledge

·         New AdInsight boxes including active QR codes to keep you up-to-date with the latest marketing campaigns and examples

Price: £8.92

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25 Toughest Sales Objections-and How to Overcome Them: Surefire Techniques for Conquering Any Resistance and Closing the Deal (MARKETING/SALES/ADV & PROMO)

Turn common objections into BIG OPPORTUNITIES!

It costs too much… We’re switching to overseas vendors… Let me think about it… NO!

You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. 25 Toughest Sales Objections–and How to Overcome Them helps you choose which direction is the best approach and gives you the tools you need to defl ect that obstacle and make the sale.

Bestselling author and renowned sales guru Stephan Schiffman has tapped into his decades of hands-on experience training sales professionals and has boiled his list of objections down to the top 25 most frustrating, universal issues. Through sample dialogues and occasionally humorous examples any salesperson can relate to, Schiffman provides the solutions to help turn any “No” into a done deal.

At long last, the sales objection has met its match. Stephan Schiffman provides you with an arsenal that helps you combat any negative response and, in the process, turns perceptions of you from sales rep to ultimate problem solver.

Price: £13.99

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The Leaky Funnel: Earn more customers by aligning Sales and Marketing to the way businesses buy

The Leaky Funnel is the marketing strategy book authored by Hugh Macfarlane. This business novel is packed with fresh, key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources. The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is based on Hugh’s 20 years-plus experience, and has now been well proven in many leading businesses as a means of accelerating the effectiveness of their endeavours to earn more customers. “At last something different. This is a realistic picture of how sales and marketing get negotiated inside an organisation.” — Grahame Dowling. Professor of Marketing, Australian Graduate School of Management “highly relevant look at one of today’s most critical topics, how to bring sales and marketing together.” — Don Schultz. Professor Emeritus-in-Service, Northwestern University, USA

Price: £11.95

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Stand-out Marketing: How to Differentiate Your Organization in a Sea of Sameness

“How do we get customers to choose us over our competitors?”In a crowded market it’s imperative to demonstrate that you understand what your customers value and can communicate how you can solve their problem better than the competition.

Stand-out Marketing presents original research which compares the content produced by organizations in a range of sectors which demonstrates that customers are left swimming in a “sea of sameness” by copycat marketing that makes choice difficult.

On the back of this unique and fascinating research, Stand-out Marketing sets out a framework of five competencies for business leaders, marketing and sales professionals to successfully differentiate themselves from competitors. These include seeing the next competitive move, staying in tune with your customers and becoming indispensable to them, activating and evaluating initiatives, as well as building an organizational culture which enables these competencies. Featuring interviews with industry experts, tools and exercises throughout, Stand-out Marketing is an essential resource to help companies stand out, deliver genuine value, and achieve competitive advantage.

Price: £26.18

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Myths of Marketing: Banish the Misconceptions and Become a Great Marketer (Business Myths)

It’s common knowledge that marketing is nothing but advertising, and if your business comes through word of mouth then you don’t need marketing anyway. Besides, everyone knows that social media is the best form of free marketing there is… don’t they?

The world of marketing is abound with a staggering number of misconceptions, fallacies and falsehoods. In Myths of Marketing, recognized industry expert Grant Leboff takes readers on a fascinating and entertaining journey through some of the most deeply entrenched stereotypes that exist in the industry, from the idea that sales and marketing are basically the same and that getting people’s attention costs a lot of money, to the notion that demography is the best way to segment your market and ‘content is king’.

Using a combination of academic research, amusing examples and industry case studies, Myths of Marketing effectively debunks many of the most pervasive myths and assumptions, leaving readers with a clearer, more perceptive understanding of marketing as a whole, to improve their own practice and marketing strategy.

Price: £11.63

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Applying the Science of Six Sigma to the Art of Sales and Marketing

International products have separate terms, are sold from abroad and may differ from local products, including fit, age ratings, and language of product, labeling or instructions.

Price: £16.22

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The 16-Word Sales Letter™: A proven method of writing multi-million-dollar copy faster than you ever thought possible

The 16-Word Sales Letter™ is a copy system that has generated over $120 million dollars for Agora Financial in the last two years alone. It’s a simple formula that could help you generate millions in online sales… No matter how competitive your niche is….No matter what kind of product or service you’re selling…And no matter your level of experience.That’s because it can not only help you identify a new big idea for your market, but also help you structure your sales message for maximum emotional impact. If you’re a copywriter, marketer or entrepreneur, you’re about to discover a secret that could help you dominate your market, crush your competitors, and potentially add millions to your business and personal bank accounts.Advanced Praise for The 16-Word Sales Letter™ “This is the book I’ve been waiting for. For years, I’ve been asking myself: How can a guy whose native language is not even English be one of the best U.S. copywriters in history? Now I have the answer… nicely reduced to a simple, understandable formula. And the best thing is that it’s a usable formula. Anyone seriously interested in copywriting should discover Evaldo’s secret.” —Bill Bonner, Founder of Agora. “It’s not often that I come upon a copywriting strategy that feels new to me. And even less frequently do I encounter one that is both new and exciting. Evaldo Albuquerque’s “16 Word Sales Letter™” is such a strategy. I’m going to recommend this as a must-read to all my copywriting proteges.” —Mark Ford, best-selling author and chief growth strategist for Agora.“Evaldo is the world’s greatest copywriter you’ve never heard of. Why haven’t you heard of him? Because while others are selfpromoting … heck, while they’re eating, sleeping and relaxing… he’s cranking out the next blockbuster. He never stops. He’s a 9-figure sales machine and our business’s secret weapon. This book is your blueprint to how the machine dominates. Read it and put it into action. Your royalty check will thank you.” —Peter Coyne, founder of Paradigm Press, Agora Financial’s largest imprint. “I’m recommending this book to everyone in my company, and making it required reading for all new hires. When it comes to books on “writing” I try to read everything new, and no matter how many books I pick up, I rarely find any ideas that are innovative (or even useful), but this book shattered my expectations—I found page after page packed with fresh ideas. It’s engaging to read, and very easy to implement the writing techniques. Evaldo has uncovered a new way to write sales copy that is perfect for today’s buyers; I really love this book, and after you turn the first two pages, you’ll see exactly why. It’s a must-read primer for anyone who writes sales copy…. Read this book—and learn from one of the best.” —Oren Klaff, best-selling author of Pitch Anything and Flip the Script “Few people know his name. Yet, those at the highest levels of direct response advertising consider Evaldo Albuquerque the Michael Jordan of modern financial copywriting. His new book, The 16 Word Sales Letter™, reveals for the first time the secret to his astonishing success. In split tests, the selling formula Evaldo reveals in his book has won, repeatedly, against ad copy written by the world’s top copywriters. When asked at a recent seminar I gave what are the two best books I’ve ever read on copywriting, my answer was Breakthrough Advertising by Eugene Schwartz and The 16 Word Sales Letter™ by Evaldo Albuquerque.” —Caleb O’Dowd, www.roitips.com

Price: £32.87

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Marketing

Marketing: Real People, Real Decisions is the only text to introduce marketing from the perspective of real people who make real marketing decisions at leading companies everyday.

Timely, relevant, and dynamic, this reader-friendly text shows students how marketing concepts are implemented, and what they really mean in the marketplace. With this book, the authors show how marketing can come alive when practiced by real people who make real choices.

The 3rd European Edition presents more information than ever on the core issues every marketer needs to know, including value, analytics and metrics, and ethical and sustainable marketing. And with new examples and assessments, the text helps students actively learn and retain chapter content, so they know what’s happening in the world of marketing today.

This edition features a large number of new cases from prominent marketing academics and professionals from around Europe.

Price: £31.39

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Social Media Planner and Guide 2022

2022 Social Media Planner and Guide: Consistently Better Content

Discover how to use your time more wisely and create compelling social media content with ease. My Social Media Planner 2021 was a bestselling hit, and as this year is the year of the tiger, I’ve made this planner bigger and better!

I created this Social Media Diary to take the headache out of Social Media content creation, week in and week out. What’s new in the 2022 Social Media Planner & Guide this year:

  • Big social media trends in 2022 and how this will impact your social media posts and ads.
  • What’s new on social media platforms in 2022 and how to adapt your strategy. Including:
    1. Facebook™
    2. Instagram ™
    3. Twitter ™
    4. LinkedIn ™
    5. TikTok ™
    6. YouTube ™
  • A Streamlined social media content planning workbook
  • 400+ prompts for social media posts (at least one for every day of 2022!)
  • Tips on running social media paid ads
  • A week to view diary including bank holidays from Ireland, UK & US
  • Resource web page with €200/£170/$230 worth of helpful tools including a Content Planning worksheet, Organic Reach Calculator, Return on Ad Spend Calculator & a free 20 minute social media content planning tutorial

Our testimonials say it all…

“It stops me hesitating; I prepare, I post” – Melissa Moore, The Retail Advisor

“Louise’s planner makes it so much easier to post, especially on days that your brain just can’t think in social media mode.” – Julie Callaghan, The Old Rectory Leitrim

“Louise’s Social Media Planner & Guide allows me to think methodically about my posts for the week ahead.” – Sean Kelly, St. Angela’s College

Price: £16.41

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Guerilla Marketing for Direct Selling: Your Personal Marketing Plan to Generate More Leads, More Referrals, and More Repeat Business

Are you struggling to get more prospects? Discover the proven system that will bring you more qualified leads than you can handle.

Is your compensation check flat-lining? Are you losing money paying for leads who don’t convert? Is your sales system not really a system at all?

As a global expert with clients like Apple, Microsoft, Adobe, Honda, AT&T, Rolling Stone and many others, marketing genius Jay Levinson’s fifty plus years of experience has made him a master of turning small dreams into million dollar enterprises. Now he’s teamed up with direct selling veterans, James Dillehay and Marcella Harting to teach you how to attract more prospects for your offer and turn them into raving fans.

Guerilla Marketing for Direct Selling is a long-needed system for getting and keeping leads in a highly competitive industry. Between organizing your action steps and inspiring stories from million-dollar earners in direct sales, the authors’ proven strategies will help you sell more products and retain more customers. By following their user-friendly approach, you will have a duplicable system to grow your team.

In Guerilla Marketing for Direct Selling, you’ll learn:

– How to get immediate results – more customers, larger transactions, lifetime customers

– 100 ways to attract prospects after your warm market is exhausted

– How to organize all your lead gathering tactics from learning your competitive advantages to scheduling your promotions every day

– How to position your offer to special audiences ignored by others

– How to build rapport to help you get on people’s wavelength

– How to identify your prospect’s core needs so you become an asset they can’t do without

– And much, much more.

Guerrilla Marketing for Direct Selling is the essential from-lead-to-loyal-customer system for anyone looking to take their direct sales or network marketing business to the next level. If you like insightful words of wisdom, rags-to-riches success stories, and expert advice, then you’ll love this must-have manual.

Buy Guerilla Marketing for Direct Selling to attract more leads, convert more prospects, and retain customers longer, starting today!

Price: £11.00

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Marketing: An Introduction plus Pearson MyLab Marketing with Pearson eText, Global Edition

This title is a Pearson Global Edition. The Editorial team at Pearson has worked closely with educators around the world to include content which is especially relevant to students outside the United States.

 

For undergraduate principles of marketing courses.

This package includes MyLab.

 

An introduction to marketing using a practical and engaging approach

Marketing: An Introduction shows students how customer value — creating it and capturing it — drives effective marketing strategies. The 14th Edition reflects the major trends and shifting forces that impact marketing in this digital age of customer value, engagement, and relationships, leaving students with a richer understanding of basic marketing concepts, strategies, and practices. Through updated company cases, Marketing at Work highlights, and revised end-of-chapter exercises, students are able to apply marketing concepts to real-world company scenarios.

 

Reach every student by pairing this text with Pearson MyLab Marketing

MyLab™ is the teaching and learning platform that empowers you to reach every student. By combining trusted author content with digital tools and a flexible platform, MyLab personalizes the learning experience and improves results for each student.

Price: £70.99

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Marketing Imagination, New, Expanded Edition

Since its publication in 1983, The Marketing Imagination has been widely praised as the classic, all-inclusive “Levitt on Marketing” Now Theodore Levitt – renowned as the Harvard Business School’s “guru of marketing” – has newly expanded his original work to recap the developing globalization debate and to respond to his critics. He has also added his famed McKinsey Award-winning essay “Marketing Myopia” and included detailed accounts of how to maximize the product life cycle and achieve the delicate balance between innovation and imitation. As before, this new edition of The Marketing Imagination shows Levitt at his best – sharp, knowledgeable, erudite, and, yes, as imaginative as ever.

Price: £14.54

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The Online Copywriter’s Handbook: Everything You Need to Know to Write Electronic Copy That Sells

The Online Copywriter’s Handbook is a clear, practical, and authoritative guide to writing effective advertising/marketing/sales copy for the online medium. It guides novices on taking the first steps towards getting started with Internet marketing, including e-mail marketing, e-zines, ads, Web sites, and e-commerce; internet marketing pros will learn how to take their Web promotions to the next level of sophistication, effectiveness, and results. Organized into two parts, Part I deals with the fundamentals of writing effective copy for the Web and covers how to write persuasively, the key differences between writing for the Internet vs. writing for print, and how to adapt existing print documents for the Web. Part II covers specific Web copywriting tasks including Web sites, home pages, Internet direct mail, landing pages, e-zines, e-zine ads, banner ads, and Web-based documents. The text also includes many sample Web pages and other Internet promotions readers can use as models for their own efforts. Appendices point readers to helpful Web sites and other resources.

Price: £21.99

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Marketing Analytics: Based on First Principles

Using data analytics and big data in marketing and strategic decision-making is a key priority at many organisations and subsequently a vital part of the skills set for a successful marketing professional operating today.

Authored by world-leading authorities in the field, Marketing Analytics provides a thoroughly contemporary overview of marketing analytics and coverage of a wide range of cutting edge data analytics techniques. It offers a powerful framework, organising data analysis techniques around solving four underlying marketing problems: the ‘First Principles of Marketing’. In this way, it offers an action-oriented, applied approach to managing marketing complexities and issues, and a sound grounding in making effective decisions based on strong evidence. It is supported by vivid international cases and examples, and applied pedagogical features. The companion website offers comprehensive classroom instruction slides, videos including walk throughs on all the examples and methods in the book, data sets, a test bank and a solution guide for instructors.

Price: £46.99

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Social Media Analytics: Effective Tools for Building, Interpreting, and Using Metrics

Align Strategy With Metrics Using Social Monitoring Best Practices

 

“Two or three years from now, every public relations firm that wants to be taken seriously in the C-suite and/or a lead marketing role will have someone like Marshall in its senior leadership ranks, a chief analytics officer responsible for ensuring that account leaders think more deeply about analytics and that thfirm works with the best available outside suppliers to integrate analytics appropriately.”

—Paul Holmes, The Holmes Report

 

“Marshall has provided much-needed discipline to our newest marketing frontier—a territory full of outlaws, medicine men, dot com tumbleweeds, and snake oil.”

—Ryan Rasmussen, VP Research, Zócalo Group

 

“Marshall Sponder stands apart from the crowd with this work. His case study approach, borne of real-world experience, provides the expert and the amateur alike with bibliography, tools, links, and examples to shortcut the path to bedrock successes. This is a reference work for anyone who wants to explore the potential of social networks.”

—W. Reid Cornwell, Ph.D., Chief Scientist, The Center for Internet Research

 

“Marshall is a solutions design genius of unparalleled knowledge and acumen, and when he applies himself to the business of social media, the result is a timely and important commentary on the state of research capabilities for social media.”

—Barry Fleming, Director, Analytics & Insights, WCG, and Principal, DharmaBuilt.com

 

About the Book

 

Practically overnight, social media has become a critical tool for every marketing objective—from outreach and customer relations to branding and crisis management. For the most part, however, the data collected through social media is just that: data. It usually seems to hold little or no meaning on which to base business decisions. But the meaning is there . . . if you’re applying the right systems and know how to use them.

 

With Social Media Analytics, you’ll learn how to get supremely valuable information from this revolutionary new marketing tool. One of the most respected leaders in his field and a pioneer in Web analytics, Marshall Sponder shows how to:

 

  • Choose the best social media platforms for your needs

 

  • Set up the right processes to achieve your goals

 

  • Extract the hidden meaning from all the data you collect

 

  • Quantify your results and determine ROI

 

Filled with in-depth case studies from a range of industries, along with detailed reviews of several social-monitoring platforms, Social Media Analytics takes you beyond “up-to-date” and leads you well into the future—and far ahead of your competition. You will learn how to use the most sophisticated methods yet known to find customers, create relevant content (and track it), mash up data from disparate sources, and much more. Sponder concludes with an insightful look at where the field will likely be going during the next few years.

 

Whether your social media marketing efforts are directed at B2B, B2C, C2C, nonprofit, corporate, or public sector aims, take them to the next step with the techniques, strategies, and methods in Social Media Analytics—the most in-depth, forward-looking book on the subject.

Price: £24.83

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Franchise Fame: An insider’s marketing guide to incremental growth and soaring success for franchisors

IN A CROWDED MARKETPLACE, HOW DOES YOUR FRANCHISE STAND OUT FROM THE COMPETITION AND ATTRACT BUYERS?

Forget everything you think you know about franchise marketing. Franchise Fame introduces the Five Fs Franchise Marketing model and walks you through the steps to implement it in your business, enabling you to achieve sustainable growth and franchise fame.

Packed with best practice tips, case studies and real-life experiences, this book will help you grow your franchise in territories you never even dreamed of. Learn how to:

 

  • Maintain a full sales funnel with high-quality leads who want to invest in your franchise
  • Identify and select the right candidates with whom to partner
  • Sustain high performance and satisfaction within your existing network of franchisees
  • Build and maintain an impeccable franchise reputation
  • Select the best team players to achieve your goals without breaking the bank or sacrificing your work–life balance

Price: £3.99

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Digital Marketing Analytics: Making Sense of Consumer Data in a Digital World: Making Sense of Consumer Data in a Digital World (Que Biz-Tech)

Distill Maximum Value from Your Digital Data! Do It Now!

Why hasn’t all that data delivered a whopping competitive advantage? Because you’ve barely begun to use it, that’s why! Good news: neither have your competitors. It’s hard! But digital marketing analytics is 100% doable, it offers colossal opportunities, and all of the data is accessible to you. Chuck Hemann and Ken Burbary will help you chop the problem down to size, solve every piece of the puzzle, and integrate a virtually frictionless system for moving from data to decision, action to results! Scope it out, pick your tools, learn to listen, get the metrics right, and then distill your digital data for maximum value for everything from R&D to customer service to social media marketing!

  • Prioritize―because you can’t measure and analyze everything
  • Use analysis to craft experiences that profoundly reflect each customer’s needs, expectations, and behaviors
  • Measure real digital media ROI: sales, leads, and customer satisfaction
  • Track the performance of all paid, earned, and owned digital channels
  • Leverage digital data way beyond PR and marketing: for strategic planning, product development, and HR
  • Start optimizing digital content in real time
  • Implement advanced tools, processes, and algorithms for accurately measuring influence
  • Make the most of surveys, focus groups, and offline research synergies
  • Focus new marketing investments where they’ll deliver the most value • Identify and understand your most important audiences across the digital ecosystem

“Chuck and Ken lead marketers clearly and efficiently through the minefield of digital marketing measurement. And they do so with a lightness of touch and absence of jargon so rare in this overhyped, much-misunderstood ecosystem.”
― Sam Knowles, Founder & MD of Insight Agents; author of Narrative by Numbers: How to Tell Powerful & Purposeful Stories with Data

Price: £21.69

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Your First Year in Network Marketing: Overcome Your Fears, Experience Success, and Achieve Your Dreams!

How to Keep the Dream Alive!
Network marketing is one of the fastest-growing career opportunities in the United States. Millions of people just like you have abandoned dead-end jobs for the chance to achieve the dream of growing their own businesses. What many of them find, however, is that the first year in network marketing is often the most challenging–and, for some, the most discouraging.
Here, Mark Yarnell and Rene Reid Yarnell, two of the industry’s most respected and successful professionals, offer you strategies on how to overcome those first-year obstacles and position yourself for lifelong success. The Yarnells provide you with a wealth of savvy advice on everything you need to know to succeed in network marketing, such as proven systems for recruiting, training, growing and supporting your downline, and much more.
In an easy, step-by-step approach, you will learn how to:
-Deal with rejection
-Recruit and train
-Avoid overmanaging your downline
-Remain focused
-Stay enthusiastic
-Avoid unrealistic expectations
-Conduct those in-home meetings
-Ease out of another profession
You owe it to yourself to read this inspiring book!
“This will be the Bible of Network Marketing.”
— Doug Wead, former special assistant to the president, the Bush Administration

Price: £10.20

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Automate and Grow: A Blueprint for Startups, Small and Medium Businesses to Automate Marketing, Sales and Customer Support

Automate and Grow is a blueprint for startups, small and medium businesses to grow through automation of marketing, sales and customer support.

Price: £9.70

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Social Media Marketing: Theories and Applications

Helping you make the connections between the theory and practice of social media marketing, this third edition of the popular text has been updated to include technological advances in practice such as AI and virtual marketing, alongside a brand-new chapter on the rise of influencer culture and marketing.

Examples and case studies throughout help you to contextualise the text through popular brands and platforms such as Instagram, Dunkin Donuts, Amazon and also political marketing for social movements such as Extinction Rebellion.

This text is essential reading for all marketing students, researchers and practitioners today.

Price: £33.99

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Principles of Marketing for a Digital Age

Student-led in its design and development, the book incorporates digital marketing as central to what marketers do, and combines quality examples, assessment and online resources to support the teaching and learning of introductory marketing in a digital age.

The author integrates digital and social media marketing throughout the chapters and through student involvement in the development of it, the text has been made to be approachable and to appeal to students, with infographics, numerous images, and an engaging writing style. It facilitates the “flipped” approach to classroom teaching and is supported by a number of features and activities in every chapter, encouraging students to undertake course reading, class participation and revision. It includes case studies from global companies such as Airbnb, Amazon, Apple, Burberry, eBay, Etsy, Google, IKEA, Nespresso, Netflix, Nike and Uber. It also takes a social view of marketing, featuring cases tied to the UN’s PRME initiative to aid students in becoming sustainably-minded individuals.

The book is complemented by online instructor resources, including chapter-specific PowerPoint slides, an instructor manual, flipped classroom activities, as well as open access multiple choice questions (with solutions), videos, case studies, web links, a glossary and American Marketing Association (AMA) journal articles for students.

Price: £37.49

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Global Marketing, Global Edition

For courses in global marketing.

Familiarises students with global marketing and the global business environment

Global Marketing’s environmental and strategic approach outlines the major dimensions of the global business environment for students. The 10th Edition brings global marketing out of the classroom and into the real world with up-to-date examples of questions, concerns, and crises facing global markets. New cases have been added while others have been revised as the text considers recent geopolitical developments and technological changes affecting global marketing. Global Marketing offers authoritative content as well as conceptual and analytical tools that will prepare students to successfully pursue careers in global marketing or related areas.

Price: £53.19

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Social Media Marketing: Theories and Applications

Helping you make the connections between the theory and practice of social media marketing, this third edition of the popular text has been updated to include technological advances in practice such as AI and virtual marketing, alongside a brand-new chapter on the rise of influencer culture and marketing.

Examples and case studies throughout help you to contextualise the text through popular brands and platforms such as Instagram, Dunkin Donuts, Amazon and also political marketing for social movements such as Extinction Rebellion.

This text is essential reading for all marketing students, researchers and practitioners today.

Price: £33.99

Shipping: £0.00

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The 22 Immutable Laws Of Marketing

Al Ries and Jack Trout, two of the world’s most successful marketing strategists, call upon over 40 years of marketing experise to identify the definitive rules that govern the world of marketing. Combining a wide-ranging historical overview with a keen eye for the future, the authors bring to light 22 superlative tools and innovative techniques for the international marketplace. The authors examine marketing campaigns that have succeeded and others that have failed, why good ideas didn’t live up to expectations, and offer their own ideas on what would have worked better. The real-life examples, commonsense suggestions and killer instincts contained are nothing less than rules by which companies will flourish or fail.

Price: £8.18

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Crackerjack Selling Secrets: Persuasion Strategies of the Most Successful Sales, Marketing, and Negotiation Pros Who Ever Lived

If you’d like to learn the best-kept secrets used by history’s most persuasive men, this letter shows you how.

Here’s the scoop:

A new Book has been published called: “Crackerjack Selling Secrets”

This book is short and based on simplicity.

To help decide if it’s for you, here are some secrets inside:

• The pick-up artist’s “instant ice-breaking” secret for getting people to like and trust you in seconds of meeting you.

• A borderline “racist” (and even sexist) sales principle that instantly makes people more likely to buy from you. (Don’t worry—there’s nothing unethical or evil about it. In fact, people APPRECIATE it when you do it.)

• The “nerd gets cheerleader” persuasion trick that makes it extremely hard for customers to resist buying from you. (Even if they didn’t intend to!)

• An almost unheard of way to use vicious gossip to sell more products. (Benjamin Franklin used this to get hostile kings of enemy countries to listen to his ideas while a U.S. diplomat.)

• How to “de-hype” your most powerful and outrageous product claims. (Mr. Spock often did this in the old Star Trek TV shows to persuade Captain Kirk to do something crazy.)

• The secret of selling with your hands. (Nobody in the history of mankind has ever been able to ignore a sales pitch by someone who does this with one of their hands.)

• How to get cold prospects to EAGERLY buy your most expensive products “sight unseen” (This was discovered years ago by a social psychologist, takes zero effort to use, and is so effective it might be the only sales “technique” you ever need!)

• How a man once billed as “the world’s greatest salesman” sold millions of dollars in products by NOT talking. (PERFECT if you’re introverted, shy, or feel awkward when selling.)

• A sneaky (& fun) way to “trick” your competition into selling for you… without them even knowing! (Warning: ONLY works for truly valuable products & services. Otherwise, it will backfire on you.)

• A can’t-lose way to “flip” angry prospects into your happiest & BEST paying customers. (An airline did this when a flight was delayed several hours and had people on board loving the company within minutes.)

• The “bumbler’s advantage” persuasion phenomenon used by some of history’s most effective salesmen, politicians, negotiators, & lawyers.

• The simple trick used by professional con men that makes it almost impossible for prospects to tell you “no.” (There’s absolutely nothing even remotely unethical, illegal or immoral about doing this.)

• The “un-sexy” secret of a trial lawyer who NEVER loses. (This man was once accused of “hypnotizing” a jury using this innocent tip found here.)

• A simple way to “spin” a prospect’s rejection into multiple new sales. (Say this when someone tells you “no” and watch. You might even start praying for “no’s” after reading this!)

• A secret “2 second” trick for selling high-ticket products and services to complete strangers.

• The “Dear Abby” persuasion formula used by a few (rich) marketers to slip past peoples’ natural sales defenses. (Even works with people who automatically delete or ignore sales pitches on sight!)

• How top door-to-door salesmen used to quickly and easily “neutralize” prospect sales resistance. (Works online, too.)

• How “the most persuasive man of the 20th century” effortlessly sold big-ego Wall Street tycoons, political power players, and U.S. presidents on his ideas.

• 7 simple words that almost force “hemmers & hawers” off the fence. (And, in many cases, choose to buy what you’re selling!)

• And a whole lot more.

Best part: No fancy closes, enduring withering rejection, or superhuman persistence needed.

Grab your copy today, and watch your sales soar as early as tonight…

Price: £2.71

Shipping: £0.00

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The Challenger Sale: How To Take Control of the Customer Conversation

THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD

Matthew Dixon and Brent Adamson share the secret to sales success: don’t just build relationships with customers. Challenge them!


What’s the secret to sales success?

If you’re like most business leaders, you’d say it’s fundamentally about relationships – and you’d be wrong. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide.

Their conclusion? The best salespeople don’t just build relationships with customers. They challenge them.

Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there.
______________

If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!’ Amazon Reader Review

‘I have been in enterprise software sales for 6 years and can relate to so many scenarios described in the book. I have already noticed significant results and improvements‘ Amazon Reader Review

Price: £10.99

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Digital Marketing: Strategic Planning & Integration

An unbiased, balanced guide to all aspects of digital marketing, from social media, mobile and VR marketing to objectives, metrics and analytics. Covering all aspects of digital marketing planning and the latest models, the book also offers a range of tools to help implement your own digital marketing plans and strategies.

The second edition has been expanded to include new discussions and research on areas including digital privacy, types of influencers, social listening and the gig economy.

Key features:

  • Supported by case examples from 28 global companies and brands including IKEA, Uber, Klarna and TikTok.
  • A brand-new case study on Strava runs throughout the book to help you apply what you’ve learnt to real-world scenarios.
  • ‘Ethical Insight’ boxes provide a reflective and challenging look at social issues and the negative side of marketing.
  • ‘Digital Tool’ boxes introduce professional tools, such as ‘Spot the Troll’, Hootsuite and Padlet.
  • The ‘Smartphone Sixty Seconds’ feature provides super-quick online activities using needing only your phone.
  • Includes a new ‘Journal of Note’ feature in each chapter, to direct you to a key source of further reading.
  • Worked digital marketing plan. 
  • Complimented by online resources, including PowerPoint slides, and Instructor’s Manual, quizzes, recommended video links and free SAGE Journal articles.

Suitable for digital and e-marketing courses at all levels, as well as professional courses for anyone interested in gaining a holistic understanding of digital marketing.

Price: £30.99

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Salesforce for Beginners: A step-by-step guide to creating, managing, and automating sales and marketing processes

Get a 360-degree view of the Salesforce platform and learn how to use it for sales, service, marketing, and automating business processes.

Key Features

  • Understand how to use core Salesforce objects for maximum efficiency
  • Build various dashboards and reports to analyze results and improve visibility in your business processes
  • Learn the basics of Salesforce administration and mobile app set up

Book Description

Salesforce is the world’s leading Customer Relationship Management (CRM) software, helping businesses connect with their constituents and partners. This book will give you a comprehensive introduction to managing sales, marketing, customer relationships, and overall administration for your organization. You’ll learn how to configure and use Salesforce for maximum efficiency and return on investment.

You’ll start by learning how to create activities, manage leads, and develop your prospects and sales pipeline using opportunities and accounts, and then understand how you can enhance marketing activities using campaigns. Packed with real-world business use cases, this Salesforce book will show you how to analyze your business information accurately to make productive decisions. As you advance, you’ll get to grips with building various reports and dashboards in Salesforce to derive valuable business insights. Finally, you’ll explore tools such as process builder, approval processes, and assignment rules to achieve business process automation and set out on the path to becoming a successful Salesforce Administrator.

By the end of the book, you’ll have learned how to use Salesforce effectively to achieve your business goals.

What you will learn

  • Understand the difference between Salesforce Lightning and Salesforce Classic
  • Create and manage leads in Salesforce
  • Explore business development with accounts and contacts in Salesforce
  • Find out how stages and sales processes help you manage your opportunity pipeline
  • Achieve marketing goals using Salesforce campaigns
  • Perform business analysis using reports and dashboards
  • Gain a high-level overview of the items in the administration section
  • Grasp the different aspects needed to build an effective and flexible Salesforce security model

Who this book is for

If you’re new to Salesforce and want to learn it from scratch, this book is for you. No prior knowledge of Salesforce is required to get started with this book.

Table of Contents

  1. Getting Started with Salesforce and CRM
  2. Understanding Salesforce Activities
  3. Creating and Managing Leads
  4. Business Development with Accounts and Contacts
  5. Using Opportunities Effectively
  6. Achieving Business Goals Using Campaigns
  7. Enhancing Customer Service Using Cases
  8. Business Analysis using Reports and Dashboards
  9. Setup and Configuration
  10. An Overview of Sharing and Visibility
  11. Using Sandboxes and Change Sets
  12. Configuring Objects for Your business
  13. Third-Party Applications and Salesforce Mobile
  14. Understanding the Workflow Rules
  15. Implementing Process Builder
  16. Approval Processes
  17. Assignment Rules

Price: £18.99

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Key Marketing Metrics: The 50+ metrics every manager needs to know (Financial Times Series)

Measure, manage and get the most out of your marketing.

Key Marketing Metrics is the definitive guide to today’s most valuable marketing metrics. In this thoroughly updated and significantly expanded book, you will understand the pros, the cons and the nuances of more than 50 of the most important metrics, and know exactly how to choose the right one for every challenge.

With leading experts, discover how to build your reputation by:

  • Using marketing dashboards to view market dynamics from multiple perspectives, maximize accuracy, and “triangulate” to optimal solutions
  • Applying high-value metrics for virtually every facet of marketing to maximise the return on your investment and identify the best new opportunities for profit
  • Building models to assist with planning to give you the best tools for decision-making

In its third edition, this award-winning book now includes the latest web, online, social, and email metrics, plus new insights into measuring marketing ROI and brand equity.

Price: £32.63

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Marketing Strategy: Overcome Common Pitfalls and Create Effective Marketing

WINNER: The BookFest Spring Book Awards 2022 – Marketing category
WINNER: Business Book Awards 2022 – Sales & Marketing category

Tasked with creating marketing strategy? This book is for you. Learn about the most useful tools and models, dodge common mistakes, and optimize your marketing strategy success, with this practical and adaptable framework from award-winning thought-leader Jenna Tiffany.

Create an effective marketing strategy for your business with Marketing Strategy, which offers a clear, easy-to-follow overview of why strategy is important, how to create it, how to implement it, and – crucially – how to measure its success. Packed with global examples and case studies, the book opens by discussing the role strategy plays in any organization’s long-term vision. It also discusses the key models and frameworks that can be used to analyze the marketing environment, and offers information on segmentation, targeting and positioning. Importantly, it will outline some of the key challenges likely to crop up, and gives pre-emptive tools for avoiding them.

Marketing Strategy is highly practical in approach. Chapters are supported by short tasks to complete throughout, to cement the reader’s understanding of the concepts discussed. Put together, these tasks create an easy to follow, step-by-step framework for creating a marketing strategy. The framework is adaptable and can be applied to any industry or business. Marketing Strategy also includes input from leading marketing strategists including Mark Ritson and organizations such as Mailchimp, the CIM and DMA.

Price: £26.79

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The Marketing Director’s Handbook: Volumes 1 and 2

This edition of The Marketing Director’s Handbook combines volume 1 (hardback) and new volume 2 (paperback). Both works fit together like jigsaw pieces, and together they are the only practical guide to managing a marketing function. They contain practical advice and strategies to enhance the profitable growth and value of businesses. It is designed for business owners, directors and both aspiring and practicing marketers to help them undertake key marketing activities, and attract and retain customers. It is concise, easy-to-read, and easy to refer to time and time again. The new digital volume brings readers bang up-to-date on the digital age and is invaluable to help businesses survive through, and thrive beyond the C-19 lock-down.

Price: £44.69

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Integrated Marketing Communications: A Global Brand-Driven Approach

Integrated Marketing Communications: A Global Brand-Driven Approach2nd edition presents an integrated and global framework to marketing communications, delivered in a highly readable, cohesive and succinct manner. Co-written by the internationally acclaimed leading experts in the field, Philip Kitchen & Marwa Tourky, this core text explores the best ways to communicate effectively both in the present and in the future. Taking a rigorous approach, the textbook provides a critical overview to the modern communications issues found in industry and society today.

It offers a concise, stimulating approach in its coverage of IMC and combines insightful knowledge of trends in the global marketplace, consumer and stakeholder issues with wider adoption of a consumer-driven perspective, as well as a roadmap through the bewildering maze of marketing communications. Comprehensively updated and revised throughout to take into account recent industry developments, this new edition also offers a plan for brand building post-pandemic.

 

 

This textbook is ideal for upper-level undergraduates and post-graduate students who would benefit from insightful knowledge of key trends and sharp insights into the important theories and considerations around marketing communications and IMC.

Price: £45.06

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Selling Professionally: A guide to becoming a world-class sales executive

You don’t have to be born a world-class salesperson you can become one.

There is a common misconception that selling is an art. It isn’t. It’s a professional service that helps customers get what they need or want. To become a sales professional you need to understand what to do, how to do it and how to do it well. Selling Professionally will equip early career professionals with the knowledge, skills and behaviours needed to succeed in sales. Using a blend of robust research and real-life examples, this book will be an invaluable guide in your learning journey.

Read this book and learn how to:

 

  • Win customers and keep them
  • Sell successfully in many different industries
  • Pursue a successful career in sales

Price: £29.99

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Content – The Atomic Particle of Marketing: The Definitive Guide to Content Marketing Strategy

DISTINGUISHED FAVOURITE: NYC Big Book Awards 2017

Content, in all its forms, is the single most critical element of any marketing campaign. Finding a successful equilibrium between content marketing and content strategy is difficult, but essential. Content – The Atomic Particle of Marketinggoes beyond superficial descriptions of how to produce engaging social media content to offer the results of many years of deep quantitative research, and hours of interviews with senior marketers at some of the world’s leading brands.

Written by a recognized industry thought leader, Content – The Atomic Particle of Marketing explores how content functions in the broader framework of all marketing, as well as organizational concerns and IT decision making. It demonstrates the value content brings not only to “owned” media initiatives, such as a company website or blog, but also the essential role content plays in all other marketing initiatives, from social media to advertising to offline channels.

It will enable readers to make the organizational, staffing, tools and process decisions necessary to get content up and running across divisions and organizational silos. Deeply researched and insightful, Content – The Atomic Particle of Marketing is, quite simply, the definitive research-based guide to content marketing.

Price: £21.67

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Social Media Marketing for Business: Scaling an Integrated Social Media Strategy Across Your Organization

Social media has become an imperative for almost every business. Discover how to successfully implement an effective social media strategy that is supported and integrated throughout every part of your organization, with this essential handbook to enhancing your online presence.

Social Media Marketing for Business provides a step-by-step roadmap to setting up effective workflows, team configurations, governance models and social media policies, alongside creating and measuring content and social media campaigns that have the competitive edge. Featuring insights from leading industry experts, it covers areas such as balancing social media ownership, measuring success using analytics and conducting a social media audit.

Containing an array of international case study examples from organizations such as The World Wildlife Fund (WWF), Deloitte Digital, Dell, Burger King and LVMH, Social Media Marketing for Business explores how to build a supportive culture, get buy-in and the common pitfalls to avoid. Supported by a content calendar templates, content marketing framework and online presentation slides, this book is a one-stop-shop for developing effective social media marketing strategies and integrating them within your business.

Price: £29.99

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The Definitive Guide to Strategic Content Marketing: Perspectives, Issues, Challenges and Solutions

Understand content marketing best practice from a new perspective with exclusive insight and contributions from leading academics, experts, global thought leaders and influencers in the industry on key topics, to create a truly unique resource – including a foreword by Tom Goodwin and bonus online chapters.

Marketers everywhere are talking about content, but not everyone is saying the same thing. Some professionals love content and believe it has revolutionized the practice of marketing. To others, it is mere hype: a new name for what marketers have always done.

The Definitive Guide to Strategic Content Marketing brings together all these diverse perspectives, structuring them around useful key topics that provide insight into the multi-faceted nature of content marketing, weaving together different voices to present a balanced view of the subject.

Grouping the discussion around relevant subjects such as content monetization, native advertising, visuals vs video, and the challenge of measuring results, this book allows readers to cherry-pick the most useful aspects of each discussion according to their interests and apply it to their own marketing initiatives.

With a foreword written by Tom Goodwin (author of Digital Darwinism and EVP, Head of Innovation at Zenith USA) and containing contributions from brands such as GE, General Motors, HSBC, Football Association, Diageo and Pernod Ricard, plus agencies including Oglivy Group UK, Havas, Zenith, Vizeum, Accenture, this book is a truly unique resource.

Insight and contributions from A-list industry professionals and influencers, include: Tim Lindsay, Bob Garfield, Bob Hoffman, Faris Yakob, Thomas Kolster, Rebecca Lieb, Tia Castagno, Scott Donaton, Rober Rose, David Berkowitz, Professors Mara Einstein, Mark Ritson and Douglas Rushkoff.

Price: £18.72

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Give to Profit: How to Grow Your Business by Supporting Charities and Social Causes: 1 (The Compassionate Business Series)

Are you a business owner or entrepreneur who
likes to support social causes?

We live in a time when consumers and employees are challenging businesses to make a difference in the world. Charitable giving is an effective way to do just that and grow a profitable business at the same time. This book shows you how in seven easy steps. 

The Give-to-Profit model is an authentic and potent way to turn your business into a force for good. Whether you’d like to raise funds for charity, volunteer, find a cause to support, buy social or are
simply looking for ideas, this book will help you step forward with
confidence – no matter what stage of business you’re at right now
.

  • 25 ways to support social causes 
  • 52 ways to raise funds for causes through your business
  • Comply with ‘cause marketing’ legislation when fundraising 
  • Choose a cause to support 
  • Get clarity on the best ideas to align your business
  • Leverage your time, money and impact for the highest good of all
  • Measure and share your impact with those who care

“ We didn’t think we had time to raise funds for a cause close to our hearts, while also growing a thriving business but doing what Alisoun teaches enabled us
to do both – in ways that bring us more clients.”

Kim Macleod, Cofounder of Indie Authors World

Charitable giving is good for business. 

Charities and social causes need your support. 

It feels good to align your business with causes you believe in.

Ready to sow the seeds of change and make a
valuable difference in the world?

Price: £10.14

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The Essentials of Contemporary Marketing

As the effectiveness of traditional marketing techniques continues to diminish, contemporary marketing increasingly becomes the most reliable method of expanding outreach and reflecting the needs of the modern consumer. When implemented, these contemporary strategies offer the greatest support for their client base, with a product range that adapts to the desires of the target market. The channels used to underpin these strategies are also radically different from traditional methods placing emphasis upon platforms such as social media.

Designed for both undergraduate and postgraduate students, as well as those in executive education and general business, The Essentials of Contemporary Marketing covers a wide range of themes, including:

– Consumer behaviour
– The latest marketing research
– Services marketing
– Brand management
– Global marketing, and
– Ethics in marketing.

Each chapter includes case studies to illustrate and contextualise the topics covered, featuring companies as diverse as Amazon, McLaren, Unilever, UBS and Virgin Money.

In alignment with its subject matter, The Essentials of Contemporary Marketing prioritises practicality over theory-based content providing a comprehensive and contextualised insight into how marketing is developing in the 21st century.

Price: £21.16

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Power Sales Writing, Revised and Expanded Edition: Using Communication to Turn Prospects into Clients

High-impact language for today’s lightning-fast world of sales

Filled with practical writing tips, shortcuts, and examples, Power Sales Writing brings you up to date in a world where e-mail, social media, and smart phones dominate sales communication. If you’re not highly skilled with the latest communication platforms, you’re missing sales opportunities. Power Sales Writing will get you there in no time!

“Your customers can ignore your correspondence or you can read this book. It’s that simple!”
—Larry Winget, television personality and #1 bestselling author of Shut Up, Stop Whining & Get a Life

“If you can’t write well, you can’t sell. Power Sales Writing shows you how to be crisp, clear, and communicate at the highest levels.”
—Tim Sanders, author of Today We Are Rich

“Can’t get enough! It’s so refreshing to find a resource that offers easy-to-use tools to help our sales teams deliver a compelling and engaging message that sets us apart from our competition.”
—Robin Farrell, Director of Corporate Sales Training, North America Operations, Hyatt Hotels and Resorts

Price: £11.19

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Principles of Marketing for a Digital Age

Student-led in its design and development, the book incorporates digital marketing as central to what marketers do, and combines quality examples, assessment and online resources to support the teaching and learning of introductory marketing in a digital age.

The author integrates digital and social media marketing throughout the chapters and through student involvement in the development of it, the text has been made to be approachable and to appeal to students, with infographics, numerous images, and an engaging writing style. It facilitates the “flipped” approach to classroom teaching and is supported by a number of features and activities in every chapter, encouraging students to undertake course reading, class participation and revision. It includes case studies from global companies such as Airbnb, Amazon, Apple, Burberry, eBay, Etsy, Google, IKEA, Nespresso, Netflix, Nike and Uber. It also takes a social view of marketing, featuring cases tied to the UN’s PRME initiative to aid students in becoming sustainably-minded individuals.

The book is complemented by online instructor resources, including chapter-specific PowerPoint slides, an instructor manual, flipped classroom activities, as well as open access multiple choice questions (with solutions), videos, case studies, web links, a glossary and American Marketing Association (AMA) journal articles for students.

Price: £37.49

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Dynamic Digital Marketing: Master the World of Online and Social Media Marketing to Grow Your Business

8 powerful ways to market your business online to consistently generate an abundance of leads that convert into profitable customers.

Dynamic Digital Marketing teaches any business or individual how to increase online visibility and presence, attract their target audience, generate leads, and convert them into profitable customers. Author Dawn McGruer is an expert at making businesses and brands shine online. She is passionate about helping entrepreneurs and businesses maximise their digital marketing profits by developing digital skills which scale and grow their businesses and accelerate their success.

Most entrepreneurs and businesses fully understand the importance of digital marketing, yet many do not know where to start or, worse, continue to spend time, money, and effort on strategies that fail to provide the best results for their investment. To remedy this situation, Dawn developed her multi-award-winning digital marketing framework, Dynamic Digital Marketing Model. Offering step-by-step guidance, this book shows you how to use this model to market your business online whilst transforming yourself into a proficient digital marketer. This must-read book will help you:

  • Gain invaluable insights on what works – and what doesn’t – based on the author’s 20 years’ experience in digital marketing
  • Avoid pitfalls and missteps by implementing the same proven success strategies used by key influencers
  • Harness the power of search engine optimisation (SEO), social media, content marketing, online video, and more
  • Amplify your brand, cultivate customers, and increase profits
  • Incorporate e-mail marketing, customer analytics, strategic web design, and influencer partnerships in your overall digital marketing strategy

Dynamic Digital Marketing: Achieve Your Digital Marketing Goals and Maximise Your Profits to Grow Your Business is an indispensable resource for business leaders, business owners, marketing and sales professionals, digital strategists and consultants, entrepreneurs, and students in business and marketing programmes.

Price: £17.49

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Account–Based Marketing: How to Target and Engage the Companies That Will Grow Your Revenue

Account-Based Marketing is changing the discipline of marketing—Why?

Business-to-business (B2B) companies spend $40 Billion on marketing each year, and they embrace tech-driven innovations, yet the traditional model for lead generation has not changed for decades. Why? In addition to the techniques being outdated, they create friction and distrust between marketing and sales teams. ABM has quickly gained traction with leading B2B companies because it aligns sales and marketing teams around the accounts that will have the most business impact. Instead of chasing a large volume of lower-quality, generic leads, ABM helps sales and marketing professionals coordinate their efforts against a specific set of target accounts.

Despite the clear advantages of ABM, there continues to be much confusion around just how to implement it. Written by the leaders behind the successful marketing firm Demandbase, Account-Based Marketing explains how to execute a world-class ABM strategy from start to finish.

  • Find out exactly how highly successful B2B companies are using Account-Based Marketing to grow their customer base
  • Develop an effective strategy to adapt ABM principles for your own organization with its own unique needs
  • Integrate your sales and marketing processes into an efficient, cohesive workflow
  • Locate and attract the ideal clients for your business to increase revenue and open up new opportunities

From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for the strategy, you’ll find it all in this authoritative guide.

Price: £18.55

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The New Marketing Playbook: How to grow in a changing world

“A must-have book for anyone interested in marketing to learn, step by step, how marketing is actually done.” Jaideep Prabhu, Professor of Marketing at the Cambridge Judge Business School, Cambridge University
“This book is a great read that will help you add value to your business, customers and partners like no other. It guides you through the latest tools and techniques and breaks them down into simple to use templates that you can apply to your marketing activities.” Margaret Jobling, Chief Marketing Officer of NatWest Group
We are living in a period of hyper-change; economic shocks, political upheavals, natural disasters, and global health pandemics are part of ‘normal’ life. Existing marketing models are designed for a “business as usual” mode so how do you prepare for this new environment?
You need The New Marketing Playbook: a dynamic set of action-oriented marketing tools, techniques and principles to keep you at the top of your marketing game. With its easy to understand and actionable marketing framework, your organisation will be able to navigate a dynamic and changing environment in order to grow and thrive.
It’s a ‘must have’ playbook you can keep coming back to that combines theory, practise, insights, and case studies that will help transform your marketing activities to unearth undiscovered insights about your customers. It will also help you develop new propositions and customer experiences to meet their needs, create compelling communication and engagement strategies, and measure and improve your marketing with a roadmap of strategies your organisation should take.
What got us here, won’t take us there. Discover The New Marketing Playbook.

Price: £15.15

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Innovative B2B Marketing: New Models, Processes and Theory

Innovative B2B Marketing is a clear, practical guide that demystifies modern aspects of B2B marketing, including marketing models, processes and thought leadership pieces. New customer buying habits, the digital era and the new industry landscape (influenced by the application economy) have all had a great impact, with marketing professionals consequently facing a shift away from traditional practices. The focus of Innovative B2B Marketing is to cut through the noise and make sense of the new models, methods and processes that have recently emerged in the B2B marketing sphere.

Authored by Simon Hall, an ex-CMO who brings over 20 years’ senior level experience as one of the leading voices in the B2B sphere actively working with the CIM, the IDM, and other major associations, Innovative B2B Marketing brings together a wealth of insight and information sourced from the author’s own first-hand experience. Featuring real-life examples from diverse sectors, plus topical discussion points and problems from key B2B marketing forums and associations, marketers will find new approaches, models and solutions to help deal with any B2B marketing challenge.

Price: £21.20

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2,239 Tested Secrets For Direct Marketing Success

“A 10-pound heart of Godiva chocolates couldn’t possibly be more delicious and satisfying than the juicy nuggets that fill this anthology of direct marketing wit and wisdom. Read it slowly. It’s a book to be studied, to be savored, and–of course–to be unashamedly stolen from.” — Emily Soell, Vice Chairman/Chief Creative Officer Worldwide DraftDirect Worldwide “What a treasure chest for direct marketers around the world!” — Bob Stone, Chairman Emeritus Stone & Adler “What a brilliant idea this book is . . . for learning and reference by professionals and novices alike. It’s a great read, well-organized.” — Martin Baier “Denny Hatch and Don Jackson have done our industry a great service. . . . Anyone who reads this book and puts its lessons to work will profit mightily from it.” — Arthur Middleton Hughes, Executive Vice President ACS, Inc. “They left out one “secret”: Buy this book.” — Murray Raphel Raphel Marketing “Hatch and Jackson rule with their new 2,239 Tested Secrets for Direct Marketing Success. There’s nothing else like it!” — Jim Rosenfield, Chairman Rosenfield & Associates “Denny and Don have done it! . . . Their unique collection of the direct marketing industry’s best secrets–covering alternate media to creative and databases . . . to design, fulfillment and Internet marketing . . . to testimonials and telemarketing, and so much more–will prove to be an invaluable yardstick for seasoned direct marketers and neophytes alike. — John Harrison, President DiMark, a Harte-Hanks Company “Jackson and Hatch have . . . organized a readable anthology of the rules for making direct response and advertising work in any business.” — Henry R. “Pete” Hoke, Publisher Emeritus Direct Marketing Magazine “This one’s for all of us . . . whether you just entered the business or have gray in your hair, this book is a must. . . . The ‘rules’ that Hatch and Jackson provide are the result of the experiences of some of the most important innovators in direct marketing. The result is not only a useful tool which I will use frequently, but a compendium of truly BIG ideas!” — Jerry Reitman, Executive Director Chicago Direct Marketing Educational Foundation “I was delighted to find this volume is more than just a gold mine of ideas. It’s more like a good novel. Open to any page, and it’s hard to put down.” — Jim Kobs, Chairman Kobs Gregory Passavant

Price: £23.99

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Sales Funnel Marketing for Beginners: Learn How to Make a Sales Funnel, Build a Sales Funnel, Manage Sales Funnel, …With Sales Funnel Examples and Email Marketing Tools

Do you find it hard to make consistent sales in your business?Know that Generating sales always is not magic. There is a system to it called the SALES FUNNEL.Sadly, some businesses do not know how to make their sales funnel work for them.This book was written to address this challenge. This book is written in simple, clear language to educate you on;What is a sales funnel?Benefits of a sales funnelTypes of sales funnels.How to create sales funnelHow to manage sales funnelSales funnel email marketing toolsExamples of a sales funnelOnline tools for building high converting sales funnelTop mistakes you are making with your sales funnelSteps on how to generate high converting sales funnel It also guides you to the formula for building a high-converting sales funnel. You will also learn the top mistakes that businesses make in their sales funnel and how to avoid them. Finally, the book will equip you with all the tools that you need to build your online sales funnels.If you desire to boost your sales, read this book.

Price: £7.38

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Excerpts from Experts: Marketing: The best and brightest of the marketing world come together to impart their hard-won wisdom for a great cause

Excerpts from Experts – Marketing is a compendium of insight, advice and anecdotes from more than 200 of the leading names in marketing. These wonderful people have generously contributed their time and wisdom to raise money in aid of NHS Charities Together.

Whether you’re an aspiring graduate, experienced professional, marketing guru, or just vaguely interested in the magical world of brands and marketing, this book is a must-read.

Price: £16.41

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The Art of Attraction Marketing: The proven formula to get new leads and customers every day

Want some marketing gold dust? Look no further! The Art Of Attraction Marketing gives you the key formula that will generate leads and sales

Get your copy because this book will help you grow your business now!

 

Our amazing online world has contributed significantly to the way we market and sell our products and services. This worked wonders for the early adopters, but thins are changing: marketing and selling are the challenging necessities of running a successful business.

The problem is most business owners have no idea about the knowledge and skills they need to learn right now.

Research shows without this knowledge and skill most businesses will struggle because customers have a built in sales radar: they will see sales pitches coming from a million miles away. This book will show you how you can actually set up systems to generate never ending flows of leads and sales in a way that builds a lasting relationship.

This book is intended for those who want to grow their business.

Be prepared to learn

  • how you can attract customers into your business instead of chasing them
  • how to avoid scratching around for work, worrying where the next sale will come from
  • how to avoid out-dated sales and marketing principles
  • why the relationship you build is more important than an initial sale
  • how to get more sales by flying under your prospects’ built-in sales radars

>>> You will also discover:

Systems to constantly generate leads and clients

How to create customers for life

… and much more

Scroll up and grab a copy today.

Price: £9.98

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Social Media Marketing: A Strategic Approach

Learn to market effectively using social media with the unique emphasis and best practices found only in SOCIAL MEDIA MARKETING: A STRATEGIC APPROACH, 3E. You learn how to create a strong personal brand that is invaluable at any stage of your career, as you master the social media techniques detailed throughout this popular book. Insightful discussions address both online and offline elements for creating a viable personal branding strategy. Expanded coverage of consumer behavior guides you in identifying with virtual communities and mastering visual storytelling. This edition delves deeper into using content marketing, while new chapters address managing today’s digital marketing organization and using paid advertising and social media influencers. A step-by-step planning model leads you through creating an actual social media marketing plan. You also learn how to incorporate important branding strategies within your organization’s overall integrated marketing communication approach.

Price: £45.99

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Inside the Mind of Sales: How to Understand the Mind & Sell Anything

Are you looking for a fast track to success in your Sales, Business & Personal Life?

Would you like to be able to sell anything to anybody and in any situation?

This is NOT just another sales book.

Using the science of persuasion and ©Power2Mind technology will totally transform your sales, business, and personal life.

★ Includes ©Rapid Learning Accelerator Bonus Audio to fast track your success.

This book is a SHORTCUT and a FAST TRACK to success

In this book, you will learn the hidden secrets of how people’s minds actually work.

You will discover how to be successful when selling, presenting and negotiating using a simple step by step proven process.

You Will LearnTo:

  • skyrocket your sales
  • be an expert in the psychology of successful selling
  • sell with confidence, charisma and conviction
  • control and dominate the sales process
  • effectively persuade and influence people
  • easily get customers to respect and like you
  • naturally, get customers to want to buy from you
  • rapidly build rapport with anyone, anytime and anywhere
  • hack into the mind of customers and clients
  • successfully destroy objections
  • negotiation like a pro
  • turbocharge your closing rate

Two Books in One

In Part One you will learn how people’s minds really work, together with somevery powerful and little known persuasion and influence methods.

In Part Two you will learn a proven, easy step by step process to follow that has generated over $billion in sales.

Included with the book is the proprietary rapid learning accelerator audio program.

This will program your mind for success.

Are you ready to skyrocket your sales, business and personal life?

Scroll up, click the “Buy Now with 1-Click” button and Start Reading Now!

Price: £11.99

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Global Marketing, Global Edition

For courses in global marketing.

Familiarises students with global marketing and the global business environment

Global Marketing’s environmental and strategic approach outlines the major dimensions of the global business environment for students. The 10th Edition brings global marketing out of the classroom and into the real world with up-to-date examples of questions, concerns, and crises facing global markets. New cases have been added while others have been revised as the text considers recent geopolitical developments and technological changes affecting global marketing. Global Marketing offers authoritative content as well as conceptual and analytical tools that will prepare students to successfully pursue careers in global marketing or related areas.

Price: £53.19

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Using Semiotics in Retail: Leverage Consumer Insight to Engage Shoppers and Boost Sales

Boosting retail sales is more important than ever. Stand out in a global, digital marketplace, grow customer loyalty and evolve your brand by leveraging the power of semiotics online and in physical stores.

Practical, accessible and based on 20 years of global marketing experience, Using Semiotics in Retail shows retailers of all sizes how to upgrade and empower their marketing, today and for the future. Discover step-by-step how to recognise and design for emerging consumer needs and create meaningful shopper experiences. Learn how to surprise and delight consumers, increase engagement and make shopping easier for everyone. It features case studies and examples from Unilever, Freshippo, H&M, Google, Toyota and many more.

Using Semiotics in Retail shares game-changing marketing insights in categories such as FMCG, fashion, technology and entertainment, drawn from China, India, Mexico, the US and the UK. The book is supported by online resources that include templates and interactive exercises. Using Semiotics in Retail equips readers with a set of powerful tools which readers can use straight away to create engaging and successful retail marketing.

Price: £24.99

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Marketing Strategy: Based on First Principles and Data Analytics

Marketing Strategy offers a unique and dynamic approach based on four underlying principles that underpin marketing today: All customers differ; All customers change; All competitors react; and All resources are limited. The structured framework of this acclaimed textbook allows marketers to develop effective and flexible strategies to deal with diverse marketing problems under varying circumstances. Uniquely integrating marketing analytics and data driven techniques with fundamental strategic pillars the book exemplifies a contemporary, evidence-based approach. This base toolkit will support students’ decision-making processes and equip them for a world driven by big data. The second edition builds on the first’s successful core foundation, with additional pedagogy and key updates.

Research-based, action-oriented, and authored by world-leading experts, Marketing Strategy is the ideal resource for advanced undergraduate, MBA, and EMBA students of marketing, and executives looking to bring a more systematic approach to corporate marketing strategies.

New to this Edition:
– Revised and updated throughout to reflect new research and industry developments, including expanded coverage of digital marketing, influencer marketing and social media strategies
– Enhanced pedagogy including new Worked Examples of Data Analytics Techniques and unsolved Analytics Driven Case Exercises, to offer students hands-on practice of data manipulation as well as classroom activities to stimulate peer-to-peer discussion
– Expanded range of examples to cover over 250 diverse companies from 25 countries and most industry segments
– Vibrant visual presentation with a new full colour design

Price: £44.56

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The Website Handbook: Plan and Create a Website That Attracts Leads and Makes Sales

We know you want a website that looks fabulous, that represents you and your business and that you’re proud to share but you’re feeling stuck on how to do it. We’ve helped thousands of entrepreneurs easily build the website of their dreams, and we’d love to help you too! Let us guide you through our website planning process and get you confident and excited about your website as you watch all those leads and sales pouring in!

The Website Handbook is the guide you need to hold your hand through the website planning and creation process and beyond.

When someone asks for your web address do you feel embarrassed by the state of your website or the fact that you don’t have one and then stumble through some excuses?

We know you want to change that and create an amazing website that you’re proud of but you may be feeling frustrated because you don’t know where to start or what to change first or you’re overwhelmed by choosing the right platform or tech.

Maybe your website is OK apart from the fact you haven’t added anything new to it for ages but you just don’t know what content to put on there or how often to do it and you haven’t got the capacity to come up with any ideas.

The Website Handbook is the solution to all these problems.

By using The Website Handbook, the next time you are asked for your website you will be proud to share it and send a link to them happily. You’ll actually go a step further and share it regularly without even being asked!

You will have such a clear idea of what you want your website to do and how you want it to look and the steps that you need to take to achieve that.

You will understand the different platforms and tech that are out there and how to choose what’s right for you.

And once it’s all done, by sharing it regularly and adding new content you will be bringing regular visitors to your website who will turn into warm leads for your business and you’ll see those sales coming in.

We have used the process we share in the books with thousands of people and it works!

Included in the book:

  • Our Website Planning Process
  • Guidance on Choosing Your Website Platform and Supporting Tech
  • Web Design Hints and Tips
  • Everything after Your Website Is Live – Content, Maintenance and Traffic
  • Bonus Printable Worksheets and a Mini Tutorial

Take the first step towards being proud of your website and turning it into a leads and sales generator today!

“This book explains websites so that they’re not at all scary or boring; before I read it, I wouldn’t have thought that was possible.”
Dr Jennifer Jones – Author of There’s a Book in Every Expert

Price: £11.99

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The Advertising Agency Business

When the first edition of Herbert Gardner’s The Advertising Agency Business was published, it was heralded as the most comprehensive management guide to this dynamic, fast-changing business. The second edition established the book as the standard work on the subject. This newly revised edition by Eugene Hameroff continues that tradition. In twenty-eight short, easy-to-read chapters, you will find out how to:

  • Start an agency

 

  • Manage your agency profitably with key financial insights, including expert guidance on determining income and profit; allocating gross income, developing solid billing procedures; identifying key operating figures; developing timely, reliable financial reports for your agency and for your clients

 

  • Evaluate an agency

 

  • Structure ownership

 

  • Manage, develop, and evaluate personnel

 

  • Develop mutually beneficial relationships with clients and suppliers

 

  • Generate new business through aggressive lead generation knowledgeable assessment of client personnel blockbuster presentations

Drawing on more than a half century of experience in agency administration, finance, and general management, this all-new edition is the indispensable guide for every advertising professional and for anyone who wants to know more about successful advertising business practice.

Price: £24.20

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The Sales Fix Formula: How To Sell More, Make Money And Grow Your Business Faster. Top Sales Advice, Growth, Customer Management, and Marketing Help Book

The Step By Step Practical Guide To Selling More, Making Money And Running A Successful Business.

This book helps you to quickly gain sales, manage customers more successfully and grow your business in the right direction. Anyone can sell and make a profit, you just need to have the right formula. This book helps you understand what your customers think, want and need, and shares the secrets of how to succeed in business.

Save Time and Money, Grow Your Sales & Business Faster.
The Sales Fix Formula breaks down the full selling and business process into 10 easy to understand chapters.

This book also gives the reader clever sales insights, selling tips and top business advice throughout, all based on Kieran’s 25 years of vast successful selling experience and knowledge – plus a bonus chapter on 50 ways to promote a business – all in one book.

What’s is covered and explained in this book:

Intro: What is the Sales Fix Formula ?

  1. What makes a good salesperson?
  2. Defining and targeting the right customer
  3. How to create a profitable sales funnel
  4. Understanding what the customer values
  5. Improving your offering
  6. Building trust and integrity
  7. Improving customer contact
  8. Building customer relationships
  9. Pricing and how to make money
  10. Negotiation & making the sale happen

Also included in this book is:

  • 50 ways to promote a business
  • Top Sales And Business Tips
  • Exclusive link to my free sales audio downloads
  • Motivation and Guidance

Recent Reviews

  • “The ultimate guide to selling, Kieran’s insights and years of sales experience and top business tips are excellent – the sales fix formula has all the sales help you will ever need in one place thanks -Tech Start-up.”
  • “Kieran answers key business questions like – Why am I not making any sales? and gives the reader great solutions and help in this book – Private Owner. “

About the Author
Kieran Perry is a top Business Consultant and Sales Expert. His successful sales and management career has spanned the last 25 years, and in that time he has been responsible for the sales, management, and growth of many multi million pound retail, manufacturing, logistics and distribution businesses. Let him explain how you can increase your sales, and how to run a successful business, making money from your existing or very first customer.

This book will provide you with expert top sales advice and strategies on how to sell more, gain new customers, and grow your sales on and off line to increase your profits faster. It explains how to run a successful business, what ever the product or service you sell.

What’s this all about
The Sales Fix Formula will equip the reader with new sales and business skills and tips to help start, develop or grow your business, whatever the product or service you sell. Kieran, the author, will leave you energised, motivated and full of new ideas. Kieran helps people sell more and grow their business and profits faster. Success in selling and business management can come from implementing Kieran’s series of straight forward, and easy to use disciplines and processes.

The Sales Fix Formula is a registered Trade Mark

Price: £3.99

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ABM is B2B.: Why B2B Marketing and Sales is Broken and How to Fix it

Instant Bestseller on Amazon in Marketing and Sales!

 

FACT: Less than ONE percent of all leads become customers. As a business, how can you break that trend and achieve client fidelity?

 

In this book we reveal the secrets behind the framework that will sell and retain your customers.

 

Did you know that less than one percent of all leads become customers? It is a true and shocking stat, but there is a way to stop the waste and flip this around.

 

In this highly anticipated book, we reveal the secrets behind our signature TEAM – Target, Engage, Activate, and Measure – framework to transform your approach to market, increase sales, and retain your ideal customers.

 

Account-Based Marketing (ABM) is the new B2B. It‘s time to challenge the status quo of B2B Marketing and Sales, and transition to what the business arena already expects as the updated B2B model.

 

A transformation like this can only happen through an account-based approach that unites marketing, sales, and customer success teams (go-to-market teams) as #OneTeam. In summary, the TEAM framework coupled with the account-based approach enables your company to focus on the target accounts, engage them in a meaningful way, activate the sales team with top tier accounts proactively, and finally measure success based on business outcomes over vanity metrics.

 

It’s time to take the lead and transition your business to ABM.

 

The process is simple when you have the right book – ABM is B2B. What are you waiting for?

Price: £3.81

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Product Marketing, Simplified: A Customer-Centric Approach to Take a Product to Market

A must-read for anybody that wants to learn about the art and science of this role.”
— Jeevan Patil, Head of Product Marketing, 
Cisco Meraki

“Whether you’re starting out or are a product marketing leader already, this book will really help you [..] make an impact.
— Anuneet Kumar, VP of Product Marketing, Salesforce

Launch Products the Right Way.

A comprehensive guide to product marketing — from messaging to influencing the product roadmap. Learn how to launch products, deliver value to the right customer, and grow your business.

Whether you’re looking to become a product marketer, a product manager, or an entrepreneur, this is the handbook you need to learn how to deliver value and take a product to market the right way.

Product Marketing, Simplified covers:

  • Understanding the customer journey
  • Creating personas
  • Building positioning statements
  • Writing compelling messaging
  • Building a go-to-market strategy
  • Determining pricing and packaging
  • Launching products
  • Working with analysts and the press
  • Enabling sales and creating demand
  • Influencing the product roadmap

 

Price: £10.43

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A Practitioner’s Guide to Account-Based Marketing: Accelerating Growth in Strategic Accounts

Account-based marketing, also known as client-centric marketing, is in the process of transforming modern marketing practice. It involves taking a strategic approach to business to business marketing, whereby important individual accounts are treated as markets in their own right. After all, many of the world’s leading companies have annual revenues the size of some countries’ GDP, so for the businesses that provide services and solutions to these companies, such key accounts truly do represent a global market. A Practitioner’s Guide to Account-Based Marketing explores the development of account-based marketing (ABM) as a business practice, and outlines a clear, step-by-step process for readers who wish to set up an ABM programme to accelerate growth.

Rich with fascinating case studies and personal stories, A Practitioner’s Guide to Account-Based Marketing offers readers privileged access to lessons learned by pioneering companies in the field, including BT, Fujitsu, IBM, Juniper Networks, Microsoft, SAP, and many more. The text is fully endorsed by the Information Technology Services Marketing Association (ITSMA), who run the only formally recognized qualification in the sector: the Account-Based Marketing Certification Programme. Meticulously researched and highly practical, A Practitioner’s Guide to Account-Based Marketing will help all marketers strengthen relationships, build reputation, and increase revenues in their most important accounts.

Price: £19.10

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Sales Strategy for Business Growth: “… see a marked improvement in your company’s sales performance.”

It is essential that the key players in a business understand how to get the best out of its sales operation and its sales people to ensure that it maximises every sales opportunity.

Sales Strategy for Business Growth will help you to achieve these goals through increasing your sales performance. This book uses practical examples to underpin how to develop the best possible sales strategy and includes ideas from eminent experts to show how this can be achieved. It will help directors and key executives to develop a successful sales strategy and covers those topics that need to be addressed so that plans to achieve sales growth can be implemented.

This book has been written especially for:

  • Business owners who may not have had any formal sales or management training and others who may want to review their existing sales strategy or improve its implementation.
  • Directors who want to learn more about how members of a sales team work so they can understand the barriers and opportunities which impact on the strategic direction of the company.
  • Sales managers who currently manage a sales team and who want to improve their understanding of the economic, sales, marketing planning and behavioural side to management in order to increase sales effectiveness.

The key benefit of reading this book will be better sales performance achieved through improved decision-making. Its unique selling point is that every chapter is supported by evidence from eminent business people.

Price: £4.99

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Sales Force Management: Leadership, Innovation, Technology: International Student Edition

In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration.

By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. Pedagogical features include:

 

  • Engaging breakout questions designed to spark lively discussion

 

 

  • Leadership Challenge assignments and Minicases at the end of every chapter are to help students understand and apply the principles they have learned in the classroom

 

 

  • Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers

 

 

  • Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales

 

 

  • Role-Play exercises at the end of each chapter, designed to enable students to learn by doing

 

 

  • A comprehensive selection of updated and revised longer sales management case studies, in the book and on the companion website.

 

This fully updated new edition offers a thorough and integrated overview of accumulated theory and research relevant to sales management, translated clearly into practical applications – a hallmark of Sales Force Management over the years. It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels.

The companion website features an instructor’s manual, PowerPoints, case studies, and other tools to provide additional support for students and instructors.0.00

Price: £49.99

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Smartphone Smart Marketing: A layman’s guide to content marketing, social media strategy, photography, video production, audio and live streaming. (A Layman’s Guide)

It is time to become the content creator and marketeer you always dreamed of being?

If you have a smartphone, then you are ready to create and build an audience for your brand or business. You have the technology and this book will give you the knowledge and practical skills to use it.

Smartphone Smart Marketing is the follow-up book to the successful title Smartphone Media Production. It is written by award-winning filmmaker, professional digital marketer and content creator Robb Wallace. Robb has over sixteen years of experience in the field as well as an award-winning degree in Broadcast Production.

In 2016 Smartphone Media Production showed its readers how to plan, capture, edit and distribute content (branded photography, audio, video and live streams) with only their phones.

In this updated and fully revised version, Robb is back with even more great content including chapters on content marketing, social media channels and social media strategies.

Who is this book for? It is for people who;

✓ Don’t know how to create content to market their brand.

✓ Don’t have the funds for a marketing manager but are willing to put in the hard work and learn the skills.

✓ Don’t have a big budget for expensive things like promo videos, marketing images, social media campaigns.

✓ Don’t know where to start when launching a new business or product.

✓ Have tried and failed to create engaging content for social media and are looking for a guide.

✓ Aspire to be a social media influencer.

✓ Wish to enter employment as a marketing professional.

✓ Interested in digital marketing.

✓ Need real-world digital skills to grow their business.

✓ Are interested in entrepreneurial skills.

✓ Are looking to create better images, videos or live streams.

 

So if you want a solid, no-nonsense, practical overview to content marketing and media production, using only your smartphone, Smartphone Smart Marketing is the book for you.

The book includes cheat guides, best apps, worked examples and more.

◆Let’s get to work, buy your copy, grab your phone, it’s time to leave the competition behind.◆

 

Acclaim for Smartphone Media Production from 2016

“Received! Dove in – Liked what I saw! Really useful stuff”. Peter Shankman

“This book is fantastic and would highly recommend it for anyone starting to get into making videos on their phone.” Stewart Richardson professional photographer.

“This book has helped me increase my understanding and develop some really good strategies on maximising the use of smartphones and social media in a variety of ways, from personal use through to improving business reach. Excellent stuff!” Amazon.

“So impressed I hired him” Peter Syme adventure specialist and business owner.

“As a self-employed business owner, keeping up with changes in technology can be overwhelming, I found this book full of great information, presented in a clear and practical way – full of advice and resources to keep you on your toes.” Chris Wain Unique Adventure Tours Scotland.

“Overall this book had everything I needed to get me up and running on social media, producing what I feel is way better quality content than I could have ever imagined I was capable of and all with my Smartphone, it’s amazing.” Big Al Monkeytron Collective.

Price: £4.99

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Quick Start Guide for Network Marketing: Get Started FAST, Rejection-FREE!

Paralyzed with fear? Can’t get started? Never again!

What if we could put our new team members into action immediately?

How? With the exact words to say and the exact activities to do.

In just a few minutes, our quick start instructions can help our new team members find the perfect prospects, close them, and avoid embarrassment and rejection. Our new team members have never done network marketing before. Let’s shorten their learning curve while helping them get results in the first 24 hours.

As with any profession, there are many skills to learn when we start a network marketing career. But, we don’t have to learn them all right away. With just a few basic mindsets and phrases, our new team members can build a business while they learn their new profession.

To start immediately, they need to learn how to:

* Say the right words in the first 10 seconds.

* Avoid rejection.

* Never set off the dreaded salesman alarm.

* Get others to point them to high-quality prospects who are ready to take action.

* Get appointments immediately.

* Give short answers to the biggest objections.

* Talk about problems, not solutions.

* Create better results with Level Six communication.

* Follow up in minutes, not hours.

* Address the five trigger points prospects use to make their final decision.

Our new team members are at the peak of their enthusiasm now. Let’s give them the fast-start skills to kick-start their business immediately.

Order your copy now!

Price: £12.95

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TikTok Marketing for Viral Sales: A Young Girl’s Guide to Blowing Customers’ Minds (TEENAGE GIRLS AND BUSINESS)

TikTok is the fastest growing social media app in the world and one of the fastest apps to reach a billion subscribers in history.

TikTok has also become one of the world’s leading platforms for creativity, fun and business. It offers an unprecedented opportunity for businesses to advertise their products to people.

In reality it is much more difficult and complicated to become successful. This is because TikTok’s algorithm rewards content in a totally different way from other social media apps.

Going viral on TikTok requires that TikTok’s algorithm favors your content above those of the many millions on the app.

So how exactly can you succeed on TikTok? How can you make your contents go viral? How can you create a striking brand identity? How can you acquire thousands of followers? And how can you convert these followers to loyal customers for your business?

This book provides all the answers and more. It is a thoroughly researched girl’s handbook on TikTok marketing that contains everything you need to know about starting and running a TikTok account and ads campaign. Inside this book, you’ll find the following:

  • A never-before-published TikTok cheat-sheet that lets you use the platform like an expert from day 1.
  • The 5 strategies that will save you up to 4 hours a day in growing your TikTok account.
  • Tip and tricks to create viral posts on TikTok.
  • The Best 4 TikTok video ideas for your business.
  • How to get the most out of TikTok influencers and micro-influencers.
  • The Best strategies for creating effective TikTok ads.
  • A Step-by-step Guide for creating the perfect TikTok profile by teaching you how to choose memorable TikTok usernames, and how to write captivating TikTok bios.

    And much more.

    While dancers and singers are noteworthy on TikTok, examples of other businesses with successful content creators are comedy, cooking, candle making, real estate, travel guide, jewelry, sports, politics, cakes and fashion.

    Regardless of the industry you desire, there are numerous stories of people who’ve achieved extraordinary fame and success by using TikTok.

    Lil Nas X’s Old Town Road, the photographer, Natalia Seth and dancer Addison Rae are a few of those examples.

    Written over many months, this book’s author painstakingly combed through millions of words and data to understand precisely how TikTok’s algorithm works.

    The book justifies every point using vivid examples from successful entrepreneurs who’ve adopted it. Furthermore, every point and explanation is backed up with photos showing you precisely how you can take your TikTok business to the next level.

    This book simple, easy-to-read and fascinating. It breaks down complex research and facts into an easy to understand step-by-step guide, making it comprehensible to almost anyone, regardless of age.

    However, this book is aimed at encouraging and supporting young girls to become entrepreneurs through TikTok. It offers a crash course on social media business and marketing for the modern age.

    Finally, this book is also very useful if you only wish to grow your TikTok followers and not start a business. It offers useful ideas for making money as a TikTok influencer.

    Scroll up and click “Add to Cart” right now.

Price: £6.99

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B2B Marketing Strategy: Differentiate, Develop and Deliver Lasting Customer Engagement

B2B marketing is functioning in an increasingly fast-paced and complex business landscape, with a wealth of new technologies, tools and channels, and where customers are more in control of the buying process than ever before. With the imperative to become ‘digital’, B2B marketers have become consumed by the marketing activity itself – the tactics – instead of the outcomes marketers want and need to achieve for customers and businesses. B2B Marketing Strategy provides fresh insight into the challenges marketers are facing in such an environment and offers a new framework for developing B2B marketing strategy and plans.

Written by an internationally recognised and award winning senior marketing strategist, B2B Marketing Strategy is a thought-provoking and comprehensive exploration of the state of B2B marketing. Expertly examined, this book will challenge the perspective of B2B marketers by confronting and refuting the many fallacies that currently dominate the industry. Filled with real-world case studies and practical, actionable insights, B2B Marketing Strategy takes the reader through three phases of thinking, doing and being different in order to make B2B marketing memorable in the hearts and minds of customers, creating lasting customer engagement.

Price: £21.67

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Ice Breakers! How To Get Any Prospect To Beg You For A Presentation

Want to get your MLM and network marketing prospects to beg you for a presentation by using Ice Breakers? You can turn any warm or cold prospect into a hot prospect, wanting to know all about your business. How?

By learning how to effectively introduce your business into a social conversation with an easy, rejection-free sequence of just a few words. Prospects want what you have to offer, but they are afraid of someone selling them. However, prospects love to buy and join. So why not use socially acceptable word sequences that compel any prospect to literally beg you for a presentation?

This book contains several effective formulas with many examples of each formula that you can use or modify. Once we know how the formulas work, we can create unlimited Ice Breakers on-demand to use and pass on to our downline. Your distributors will no longer be afraid of prospecting; instead, they will love prospecting. It is much more fun when we are in control. Distributors want to work hard, but just don’t know what to say. Their opening random remarks ruin their chances and they suffer bad experiences. That experience trains them to avoid prospecting. With trained words and phrases, everything changes. Quick and positive results. Prospecting is fun again.

Enjoy learning how to prospect negative people, positive people, relatives, co-workers, strangers, leads, cold prospects….anyone, by using fun Ice Breakers that even the prospects enjoy.

So if you need more prospects, if you need to give more presentations, then this is the book for you. Spend the entire week giving presentations, instead of spending the entire week looking for someone to talk to. And never again will you have to hear one of your distributors complain, “I just don’t have anyone to talk to.”

Ice Breakers are the best way to energize your MLM and network marketing business.

Price: £3.59

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Winning the Professional Services Sale: Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity

An innovative approach to winning more profitable sales in the growing professional services industry

In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller’s mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy–the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client’s business and career, can salespeople thrive in the new era of the service economy.

Price: £26.99

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The Ultimate Sales Machine

Price: £9.99

Shipping: £0.00

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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 seventh edition of the pioneering guide to generating attention for your idea or business, packed with new and updated information

In the Digital Age, marketing tactics seem to change on a day-to-day basis. As the ways we communicate continue to evolve, keeping pace with the latest trends in social media, the newest online videos, the latest mobile apps, 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 seventh 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 the best kind of attention for your business.

An international bestseller with more than 400,000 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 & PR has been completely revised and updated to present more innovative methods and cutting-edge strategies than ever. The new content shows you how to harness AI and machine learning to automate routine tasks so you can focus on marketing and PR strategy. Your life is already AI-assisted. Your marketing should be too! Still 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
  • Use web-based communication technologies to their fullest potential
  • Gain valuable insights through compelling case studies and real-world examples
  • Take advantage of marketing opportunities on platforms like Facebook Live and Snapchat

The seventh 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.

Price: £14.63

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Services Marketing: People, Technology, Strategy (Ninth Edition)

Services Marketing: People, Technology, Strategy is the ninth edition of the globally leading textbook for Services Marketing by Jochen Wirtz and Christopher Lovelock, extensively updated to feature the latest academic research, industry trends, and technology, social media, and case examples.This book takes on a strong managerial approach presented through a coherent and progressive pedagogical framework rooted in solid academic research. It features cases and examples from all over the world and is suitable for students who want to gain a wider managerial view.Supplementary Material Resources:Resources are available to instructors who adopt this textbook for their courses. These include: (1) Instructor’s Manual, (2) Case Teaching Notes, (3) PowerPoint deck, and (4) Test Bank. Please contact sales@wspc.com.Key Features:

Price: £40.00

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The Viral Video Manifesto: Why Everything You Know is Wrong and How to Do What Really Works (MARKETING/SALES/ADV & PROMO)

Creating the next YouTube blockbuster is easier than you think!

Includes more than 100 QR Codes linking to successfulviral videos!

“These guys are the viral experts, and they show you the way in clear, concise language. This is the first recipe for virality that I buy.” — KENT NICHOLS, cocreator of viral phenomenon AskANinja.com

One Saturday morning in 2006, Stephen Voltz and Fritz Grobe dropped 500 Mentos mints into 100 bottles of Coke in front of a video camera. Their video went viral in a matter of hours, and before they knew it, David Letterman, Conan O’Brien, and NPR were calling.

Since then, more than 100 million people have watched The Extreme Diet Coke & Mentos Experiments. Why? Because Voltz and Grobe did everything right. Now, in TheViral Video Manifesto, they explain how you can make a video guaranteed to pack a major punch by applying four core principles:

Be True . . . Don’t fake it. Make it real.
Don’t Waste My Time . . . Get down to business right away.
Be Unforgettable . . . Show us something we’ve never seen before.
It’s All About Humanity . . . An emotional connection is the key to sharing.

Price: £9.02

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Sales Force Management: Leadership, Innovation, Technology: International Student Edition

In this 13th edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the book’s reputation as a contemporary classic, fully updated for modern sales management teaching, research, and practice. The authors have strengthened the focus on the use of technology in sales management, offered new discussions on innovative sales practices, and further highlighted sales and marketing integration.

By identifying recent trends and applications, Sales Force Management combines real-world sales management best practices with cutting-edge theory and empirical research in a single, authoritative source. Pedagogical features include:

 

  • Engaging breakout questions designed to spark lively discussion

 

 

  • Leadership Challenge assignments and Minicases at the end of every chapter are to help students understand and apply the principles they have learned in the classroom

 

 

  • Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers

 

 

  • Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales

 

 

  • Role-Play exercises at the end of each chapter, designed to enable students to learn by doing

 

 

  • A comprehensive selection of updated and revised longer sales management case studies, in the book and on the companion website.

 

This fully updated new edition offers a thorough and integrated overview of accumulated theory and research relevant to sales management, translated clearly into practical applications – a hallmark of Sales Force Management over the years. It is an invaluable resource for students of sales management at both undergraduate and postgraduate levels.

The companion website features an instructor’s manual, PowerPoints, case studies, and other tools to provide additional support for students and instructors.

Price: £49.99

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B2B Marketing: A Guidebook for the Classroom to the Boardroom (Management for Professionals)

This unique book comprehensively presents the current state of knowledge, theoretical and practical alike, in the field of business-to-business (B2B) marketing. More than 30 of the best and most recognized B2B marketers address the most relevant theoretical foundations, concepts, tried and tested approaches and models from entrepreneurial practice. Many of those concepts are published for the first time ever in this book.

 

The book not only builds on the existing classic literature for industrial goods marketing but also – and much more importantly – finally closes the gap towards the rapidly growing ecosystem of modern B2B marketing terms, instruments, products, and topics. Technical terms such as Account-Based Marketing, Buyer Journey, ChatBots, Content AI, Marketing Automation, Marketing Canvas, Social Selling, Touchpoint Sensitivity Analysis, and Predictive Intelligence are explained and examined in detail, especially in terms of their applicability and implementation. The book as a whole reflects the B2B marketing journey so that the readers can directly connect the content to their own experience and use the book as a guide in their day-to-day work for years to come.

Price: £55.90

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Energetic Selling & Marketing; A New Way to Create Extraordinary Growth in Your Business

How many times have you asked yourself, “Why does my business seem so hard? Why am I struggling, when other women make it look so easy? . I understand, because once upon a time, I was you. But that s not where I am any more. What changed? I did. When I started to pay more attention to the spiritual nature of my business and trust my intuition, remarkable things unfolded. By focusing energetically on five critical areas of my business, I began to experience rapid growth. And so my principles of ENERGETIC SELLING AND MARKETING were born. – Lenka Lutonska Her results have often been nothing short of miraculous – women increasing their fees by five times and selling with greater ease than ever before; women booking themselves solid with their ideal high-end clients; women turning their annual income into their monthly income; and women doubling, tripling or even quadrupling their sales revenues within several months. With a foreword by CEO Penny Power, OBE, this book is an essential read for any entrepreneur who wants to open their minds to the possibility of extraordinary growth and create lasting and aligned business success.

Price: £7.47

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Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth

Aligned to Achieve puts sales and marketing on the same page, creating a revenue ‘dream team’ that will drive your organization to new heights. Smart, practical explanations, case studies, and tips guide you toward action over theory, and dozens of examples illustrate the tangible effects of these changes in action at business-to-business companies. Written by sales and marketing executives who have made alignment work, this book is directed toward practitioners and leaders seeking to crack the code of sales and marketing alignment. Contributions by industry thought leaders and B2B executives provide fresh perspective and nuanced direction, while thoughtful, strategic, and well-supported guidance throughout helps you remove the obstacles standing in the way of your organization’s financial and strategic goals.

Misalignment between sales and marketing is an age-old problem—frequently lamented, but seldom addressed. As this schism grows amidst the evolving marketplace, its effects on top and bottom line performance are being felt more than ever before. This book shows you how to bring sales and marketing together effectively once and for all, leveraging their strengths to build an unstoppable force for growth.

  • Understand the cost of misalignment and the driving forces behind it
  • Learn strategies for improving your culture, process, leadership, and technology to initiate and support alignment
  • Identify the best places to modify your sales and marketing programs to kickstart collaboration and cooperation between your teams
  • Discover how other companies are uniting their sales and marketing teams into a single force for growth
  • Walk away with practical advice on how to apply recommendation in the real world

Misalignment is frustrating for everyone in sales, marketing, and leadership. It’s also detrimental to your organization’s performance—but the problem is not insurmountable. In fact, most of the obstacles it creates are self-inflicted, and entirely within control of leadership. Aligned to Achieve helps you identify and remove those obstacles, and build a culture of sustainable growth.

Price: £14.24

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Market Research in Practice: An Introduction to Gaining Greater Market Insight

Learn the fundamentals of market research with this bestselling guide that delivers an overview of the whole process, from planning a project and executing it, what tools to use, through to analysis and presenting the findings.

Market Research in Practice provides a practical and robust introduction to the subject, providing a clear step-by-step guide to managing market research and how to effectively to obtain the most reliable results. Written by an industry expert with over 35 years’ practical experience in running a successful market research agency, tips and advice are included throughout to ground the concepts in business reality. This text also benefits from real-world examples from companies including Adidas, Marks & Spencer, Grohe and General Motors.

Now in its fourth edition, Market Research in Practice is now fully updated to capture the latest changes and developments in the field and explores new tools of qualitative research using online methods as well as expanding further on online surveys such as SurveyMonkey. Accompanied by a range of templates, surveys and resources for lecturers, this is an invaluable guide for students of research methods, researchers, marketers and users of market research.

Price: £28.72

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HBR’s 10 Must Reads for Sales and Marketing Collection (5 Books)

Stop pushing products. Start empowering your salespeople cultivating relationships with the right customers.

In today’s economy, companies are fighting tooth and nail for their customers’ attention. Hyper-informed buyers with more options are making purchasing decisions faster than ever. How can you optimize your marketing operations and sales teams and so your offerings can get through and rise to the top? HBR’s 10 Must Reads for Sales and Marketing Collection offers the ideas and strategies to help you get there. Included in this set are HBR’s 10 Must Reads on SalesHBR’s 10 Must Reads on Strategic MarketingHBR’s 10 Must Reads on CommunicationHBR’s 10 Must Reads on Negotiation, and HBR’s 10 Must Reads on Public Speaking and Presenting. This compilation offers insights from world-class experts on the topics including enhancing the joint performance of sales and marketing; motivating your sales force; getting a clear view of your brand’s strengths and weaknesses; setting the stage for a successful negotiation; and communicating with clarity and impact. It includes fifty articles selected by HBR’s editors from renowned thought leaders such as Andris Zoltners, Theodore Levitt, and Deborah Tannen, and features the indispensable article “How to Give a Killer Presentation” by Chris Anderson. It’s time to establish, sustain, and extend your next groundbreaking sales and marketing initiative. HBR’s 10 Must Reads for Sales and Marketing Collection will lead you there.

HBR’s 10 Must Reads paperback series is the definitive collection of books for new and experienced leaders alike. Leaders looking for the inspiration that big ideas provide, both to accelerate their own growth and that of their companies, should look no further. HBR’s 10 Must Reads series focuses on the core topics that every ambitious manager needs to know: leadership, strategy, change, managing people, and managing yourself. Harvard Business Review has sorted through hundreds of articles and selected only the most essential reading on each topic. Each title includes timeless advice that will be relevant regardless of an ever‐changing business environment.

Price: £74.91

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Marketing Campaign Development: What Marketing Executives Need to Know About Architecting Global Integrated Marketing Campaigns

This book is a practical, pragmatic “how to” book designed for hi-tech marketing operations, regional, and corporate marketing leaders at every level. This unique book takes you step-by-step through the disciplined, yet practical, process of architecting truly integrated marketing communications plans that work. In it, you fill find a prescription for building a successful, repeatable campaign development process, including the necessary templates and helpful, practical techniques.

This book is your guide that will show you how you can optimize your marketing efforts and achieve an even greater return on your marketing investment.

While many of us will recognize a good, well-thought-out marketing campaign when we see one, the single, basic truth about world-class marketing campaign development is that it is easy to say, but hard to do. It is hard to do because we all like to take short-cuts. I hear the lament all too often: “I’m over-worked don’t have the time to think strategically” or “Planning is overrated. I just need to get these projects done.” As a result, we take short-cuts like “ready, fire, aim.” Lack of planning is the slippery slope that leads to wasteful marketing. Then one day we get the call from the corner office to come and explain why our marketing efforts did not produce the desired results.

Luckily, architecting world-class campaigns is achievable for any marketing team. Successful marketing requires following a disciplined, systematic approach to working cross-functionally and cross-regionally in order to prioritize marketing objectives, design a customer-engaging go-to-market strategy, and execute the plan.

Price: £7.46

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MEDDICC: The ultimate guide to staying one step ahead in the complex sale

MEDDICC is taking the Enterprise Sales, SaaS, and B2B Sales worlds by storm. MEDDIC and MEDPICC are used by elite sales companies like Sprinklr, AppDynamics, and Snowflake to generate billion-dollar revenues.

But, these revolutionary sales success systems can be implemented just as successfully by small business sales teams and salespeople of all experiences levels to incrementally increase the frequency of sales closed… and at significantly higher values.

The power of the MEDDICC system lies in its ability to make any sales process predictable and efficient.  Exclusively in this MEDDICC guide, you will learn sales tactics directly from Andy Whyte, a sales leader that helped several organizations implement variations of MEDDIC, and more importantly, an A-Level sales professional that has used MEDDIC, MEDDICC, and MEDDPICC principles in the field for many years at the top of the B2B and enterprise sales businesses.  In this book, you are not learning from a sales trainer, you are learning top-level sales tactics from a salesman that successfully employs MEDDICC skills every day!

In this straightforward MEDDICC sales book, you will learn:

  • Valuable sales advice and real-world sales experiences from MEDDIC founder Dick Dunkel and ‘The Godfather of MEDDIC’, Jack Napoli
  • How to apply the MEDDICC framework to any sales deal and take control of the entire sales process, instead of playing catch-up, or adjusting to your competitors
  • How to allow your buyer to see the value of your sales solution and prevent them from perceiving you as too expensive
  • How to find, articulate and quantify your buyer’s pain, so that your solution seems like the ideal answer to their problem
  • How to gain access to the ‘power and influence’ in your buyer’s company and understand how their company makes buying decisions
  • How to understand your competition and their tactics, so that you can defend against their best strikes and counterattacks
  • How to keep yourself organized in the sales process, so you do not lose track of where you stand in the deal
  • How to use the acronyms in each system to win more sales deals, faster: Sales Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Implicate the Pain, Champion, Competition and Risks.

“Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICC into what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to your process, and you’ll begin to execute your customer interactions with more purpose and achieve better results. And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunities with clearer paths to success.”  – Dick Dunkel, founder of MEDDIC

Page Up and Order Now.

Price: £14.68

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TikTok Marketing for Viral Sales: A Young Girl’s Guide to Blowing Customers’ Minds (TEENAGE GIRLS AND BUSINESS)

TikTok is the fastest growing social media app in the world and one of the fastest apps to reach a billion subscribers in history.

TikTok has also become one of the world’s leading platforms for creativity, fun and business. It offers an unprecedented opportunity for businesses to advertise their products to people.

In reality it is much more difficult and complicated to become successful. This is because TikTok’s algorithm rewards content in a totally different way from other social media apps.

Going viral on TikTok requires that TikTok’s algorithm favors your content above those of the many millions on the app.

So how exactly can you succeed on TikTok? How can you make your contents go viral? How can you create a striking brand identity? How can you acquire thousands of followers? And how can you convert these followers to loyal customers for your business?

This book provides all the answers and more. It is a thoroughly researched girl’s handbook on TikTok marketing that contains everything you need to know about starting and running a TikTok account and ads campaign. Inside this book, you’ll find the following:

  • A never-before-published TikTok cheat-sheet that lets you use the platform like an expert from day 1.
  • The 5 strategies that will save you up to 4 hours a day in growing your TikTok account.
  • Tip and tricks to create viral posts on TikTok.
  • The Best 4 TikTok video ideas for your business.
  • How to get the most out of TikTok influencers and micro-influencers.
  • The Best strategies for creating effective TikTok ads.
  • A Step-by-step Guide for creating the perfect TikTok profile by teaching you how to choose memorable TikTok usernames, and how to write captivating TikTok bios.

    And much more.

    While dancers and singers are noteworthy on TikTok, examples of other businesses with successful content creators are comedy, cooking, candle making, real estate, travel guide, jewelry, sports, politics, cakes and fashion.

    Regardless of the industry you desire, there are numerous stories of people who’ve achieved extraordinary fame and success by using TikTok.

    Lil Nas X’s Old Town Road, the photographer, Natalia Seth and dancer Addison Rae are a few of those examples.

    Written over many months, this book’s author painstakingly combed through millions of words and data to understand precisely how TikTok’s algorithm works.

    The book justifies every point using vivid examples from successful entrepreneurs who’ve adopted it. Furthermore, every point and explanation is backed up with photos showing you precisely how you can take your TikTok business to the next level.

    This book simple, easy-to-read and fascinating. It breaks down complex research and facts into an easy to understand step-by-step guide, making it comprehensible to almost anyone, regardless of age.

    However, this book is aimed at encouraging and supporting young girls to become entrepreneurs through TikTok. It offers a crash course on social media business and marketing for the modern age.

    Finally, this book is also very useful if you only wish to grow your TikTok followers and not start a business. It offers useful ideas for making money as a TikTok influencer.

    Scroll up and click “Add to Cart” right now.

Price: £6.99

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The Ultimate Marketing Plan: Target Your Audience! Get Out Your Message! Build Your Brand!

The ultimate, no-nonsense guide to help you market your product, build buzz, and make more money than ever from marketing expert Dan S. Kennedy.

Let’s face it—the business world today is nothing like it was ten years ago. Marketing budgets are tighter, consumers are more skeptical, and social media has changed forever the way we talk to our customers.

In this new edition of his bestselling The Ultimate Marketing Plan, industry expert Dan S. Kennedy integrates such tools as social media marketing, networking, and strategic memberships into a complete plan that will strengthen your customer base without breaking your budget.

Packed with updated examples, marketing techniques, and contributions from experts, Kennedy shows you how to catapult your company to the cutting edge.

Price: £7.99

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Boring2Brave: The ‘bravery-as-a-strategy’ mindset that’s transforming B2B marketing

Hello. You’re a B2B SaaS marketer, right?

Yeah, I thought I recognized you.

What are you working on?

What’s that? “Whatever the sales team needs to close the next deal.”

It’s hard, right? The maniacal race to convert leads is an addiction for tech companies.

But such deal-driven focus means your B2B marketing often looks identical to that of your growing competitor set: complex, technical, product-led sales messages blurted into another whitepaper.

It’s self-sabotage: ‘fail to differentiate, blend in, become invisible’.

If this all sounds familiar, you need this book.

Why?

Boring2Brave is a step-by-step guide to showing how B2B marketing done differently can influence strategy and ‘10X’ results.

It’s ‘get-off-the-treadmill’ time. Stop being measured in metrics you’ve always known are meaningless and start building your company’s brand and value. Mark’s ‘Bravery-as-a-Strategy’ approach unshackles you from the stale, ineffective drudge of conventional B2B software selling.

This book will equip you to inject audacity, invention and white-hot competitive advantage into your B2B marketing.

Just by being brave.

A former editor of Marketing Week magazine, Mark’s 20-year career at the heart of global B2B marketing has seen him grow more than 50 B2B technology companies across the world.

‘This book should be required reading for all B2B marketers.’

Desiree Motamedi, Senior Global Marketing Director, Workplace at Facebook

‘Few business books are this funny and engaging.’

Anthony Eskinazi, Founder and CEO, JustPark

‘If you’re going to read one great book this year, make it this one.’ Pete Markey, Chief Marketing Officer, Boots

Boring2Brave shows you the treasure map, it’s up to you to take the journey.’

Reilly Dunn, Senior Enterprise Account Executive, Slac

Price: £9.99

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Sensory Marketing: Theoretical and Empirical Grounds (Routledge Interpretive Marketing Research)

Sensory Marketing offers a global view of the use of senses in marketing strategy based on consumers’ perception and behaviour. Integrating the company constraints and classical approaches of branding and communication, the author presents sensory marketing as an emergent marketing paradigm in theory and practice. This book will be an important contribution that will provide useful reading for marketing scholars and consumer psychologists across the world.

Price: £30.06

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Founding Sales: The Early Stage Go-to-Market Handbook

This book is specifically targeted for founders who find themselves at the point where they need to transition into a selling role. Specifically founders who are leading organizations that have a B2B, direct sales model that involves sales professionals engaging in verbal, commercial conversations with buyers. Moreover, many examples in this book will be targeted specifically to the realm of B2B SAAS software, and specifically as regards new, potentially innovative or disruptive offerings that are being brought to market for the first time.

In short, direct sales of the sort a B2B SAAS software startup would engage in.

With that said, if you are looking to be a first time salesperson, transitioning in from another type of role, or fresh out of school, in an organization that meets those characteristics above, you will get value out of this book.

Similarly, if you are a first time sales manager, either of the founder type, or a sales individual contributor who is transitioning into that role, again, in an organization who meets the criteria above, you will also get value from this book.

Price: £26.99

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Virtual Selling – A Quick–Start Guide to Leveraging Video Based Technology to Engage Remote Buyers and Close Deals Fast: A Quick-Start Guide to … Buyers and Close Deals Fast (Jeb Blount)

And just like that, everything changed . . .

A global pandemic. Panic. Social distancing. Working from home.

In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.

To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.

Overnight, virtual selling became the new normal. Now, it is here to stay.

Virtual selling can be challenging. It’s more difficult to make human to human connections. It’s natural to feel intimidated by technology and digital tools. Few of us haven’t felt the wave of insecurity the instant a video camera is pointed in our direction.

Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle.

Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You’ll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.

Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you:

  • How to leverage human psychology to gain more influence on video calls
  • The seven technical elements of impactful video sales calls
  • The five human elements of highly effective video sales calls
  • How to overcome your fear of the camera and always be video ready
  • How to deliver engaging and impactful virtual demos and presentations
  • Powerful video messaging strategies for engaging hard to reach stakeholders
  • The Four-Step Video Prospecting Framework
  • The Five-Step Telephone Prospecting Framework
  • The LDA Method for handling telephone prospecting objections
  • Advanced email prospecting strategies and frameworks
  • How to leverage text messaging for prospecting and down pipeline communication
  • The law of familiarity and how it takes the friction out of virtual selling 
  • The 5C’s of Social Selling
  • Why it is imperative to become proficient with reactive and proactive chat
  • Strategies for direct messaging – the “Swiss Army Knife” of virtual selling
  • How to leverage a blended virtual/physical selling approach to close deals faster

As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.

Following in the footsteps of his blockbuster bestsellers People Buy YouFanatical ProspectingSales EQObjections, and Inked, Jeb Blount’s Virtual Selling puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

Price: £15.95

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Words That Sell Cars : Proven Word Tracks to Transform Your Sales Team’s Performance & Improve Your Bottom Line, Fast!

THE CAR SALES INDUSTRY IS CHANGING.

Out-dated sales scripts, that might have worked in the past, aren’t working now. Customers are more informed, know exactly what they want, and will shop around to get the best deal.

As a manager of a busy car sales dealership, recruiting and retaining great sales people is increasingly difficult. Keeping them motivated can be even harder.

Read Words That Sell Cars to discover:
•Real world tools and strategies you, and your sales team, need to succeed
•Effective mind hacks that will enable your sales people to enjoy the sales process again
•How to sell yourself first, and the product second, so the deal sells itself
•The 4 fundamentals that need to be met for sales success
•A day-by-day sales plan so you know what you need to do to smash your goals
•Over 100 proven word tracks that you can put into action straight away

The modern world of car sales is being disrupted. If you want to succeed, you need to read this book.

Price: £14.99

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The DJ Sales and Marketing Handbook: How to Achieve Success, Grow Your Business, and Get Paid to Party!

The DJ Sales and Marketing Handbook provides a roadmap to maximizing your profits as a disc jockey. It is jam-packed with practical tools, expert tips and cost-effective methods for increasing sales and creating loyal clients. Renowned DJ Stacy Zemon reveals specific ideas, proven techniques and creative approaches to multiplying your income and gaining the competitive edge. Written for both newcomers and experienced professionals, this comprehensive guide and essential reference manual gives you all of the know-how needed to achieve dramatic results.

Inside you will find instructive examples and step-by-step guidelines for how to: find a unique market niche; convert prospects into clients; create and implement a marketing plan; get free publicity; make strategic alliances; select the right media; generate leads and referrals; increase client satisfaction… and much, much more.

“Stacy Zemon is a knowledgeable source on being a pro mobile DJ. She is also a veteran of the industry who has contributed much to its evolution.” – Jim Tremayne, DJ Times Magazine

“We endorse Stacy Zemon and her mission to provide DJs with educational resources that support their long-term goals, and help them to achieve prosperity.” – American Disc Jockey Association

Price: £20.69

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Value-Added Selling (Fourth Edition): How to Sell More Profitably, Confidently, and Professionally by Competing on Value – Not Price

The global, go-to guide that started the value selling revolution – now updated for today’s market.

“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry – and the world – has changed dramatically. Developments in technology, including price-comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.

Value-Added Selling (Fourth Edition) offers proven strategies and tactics to help you not only close more sales, but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.

Price: £16.39

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Value-ology: Aligning sales and marketing to shape and deliver profitable customer value propositions

This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America.

It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the audience or the prospect doesn’t even know the content exists. Furthermore 58% of deals end up in “no decision” because Sales has not presented value effectively.

Companies are creating lots of noise but failing to resonate with the customers.

So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content.

In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers’ needs, wants, motivations and pain points so that they can offer customized “value”.  The book sets out how to establish a formal program to continuously capture customer intelligence and insights – the shiny gems of understanding that help prospects to connect the dots – so that value can be consistently articulated in marketing and sales conversations.

By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain – not only get a new customer, but to continue to create value for future purchases by creating “post-sales” value.

Price: £24.17

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More Words That Sell (MARKETING/SALES/ADV & PROMO)

A companion to the bestselling Words that Sell, the next definitive advertising word-and phase book

More Words That Sell is packed with 3,500high-powered, idea-generating words, phrases, and slogans, arranged by category and purpose (example categories include Power Words, Sounds, Technology, Youth Market, and dozens more). Containing checklists and other helpful features like its bestselling predecessor Words That Sell–but with literally no overlapping words–it will be valuable for devotees of that classic book and new fans.

More Words That Sell includes:

  • Power words for heightening impact
  • Positive personal qualities for selling oneself
  • Cliche’s to avoid
  • Color names beyond just red, white, blue, yellow, etc.
  • Words that reflect current trends in popular cultureWith all words reflecting current use in advertising and media, and sections covering internet marketing and advertising, More Words That Sell will be a must-have word and-phrase reference for writers of all types.

Price: £14.99

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Fundamentals of Marketing, 2nd Edition

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 best-selling Marketing by Baines, Fill, Rosengren and Antonetti, this book 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 organizations 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.

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.

Price: £11.92

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