iBooks Top Sales & Marketing Ebooks

The best selling sales and marketing ebooks at Apple's iBookstore. The chart of the most popular sales and marketing business iBook best sellers updated daily.

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Busines & Finance Ebook Best Sellers

Top Sales and Marketing Ebook Best Sellers

1

$100M Offers - Alex Hormozi Cover Art

$100M Offers

$100M Offers How To Make Offers So Good People Feel Stupid Saying No by Alex Hormozi

The methods contained within this book are so simple, so instantaneous, and so effective, it’s as if they work by magic. If you implement even one tactic in this book, you’ll see the change in your prospects' demeanor. And you’ll know the $100M Offers method worked when you start hearing, “What do I need to do to move forward?” before you even ask for the sale.

2

Alchemy - Rory Sutherland Cover Art

Alchemy

Alchemy The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life by Rory Sutherland

HOW DOES MAGIC HAPPEN? The Ogilvy advertising legend—“one of the leading minds in the world of branding” (NPR)—explores the art and science of conjuring irresistible products and ideas. "Sutherland, the legendary Vice Chairman of Ogilvy, uses his decades of experience to dissect human spending behavior in an insanely entertaining way. Alchemy combines scientific research with hilarious stories and case studies of campaigns for AmEx, Microsoft and the like. This is a must-read." —Entrepreneur ("Best Books of the Year") Why is Red Bull so popular, though everyone—everyone!—hates the taste? Humans are, in a word, irrational, basing decisions as much on subtle external signals (that little blue can) as on objective qualities (flavor, price, quality). The surrounding world, meanwhile, is irreducibly complex and random. This means future success can’t be projected on any accounting spreadsheet. To strike gold, you must master the dark art and curious science of conjuring irresistible ideas: alchemy. Based on thirty years of field work inside the largest experiment in human behavior ever conceived—the forever-unfolding pageant of consumer capitalism—Alchemy, the revolutionary book by Ogilvy advertising legend Rory Sutherland, whose TED talks have been viewed nearly seven million times, decodes human behavior, blending leading-edge scientific research, absurdly entertaining storytelling, deep psychological insight, and practical case studies from his storied career working on campaigns for AmEx, Microsoft, and others. Heralded as “one of the leading minds in the world of branding” by NPR and "the don of modern advertising" by The Times, Sutherland is a unique thought leader, as comfortable exchanging ideas with Nobel Prize winners Daniel Kahneman and Richard Thaler (both interviewed in these pages) as he is crafting the next product launch. His unconventional and relentlessly curious approach has led him to discover that the most compelling secrets to human decision-making can be found in surprising places: What can honey bees teach us about creating a sustainable business? How could budget airlines show us how to market a healthcare system? Why is it better to be vaguely right than precisely wrong? What might soccer penalty kicks teach us about the dangers of risk-aversion? Better “branding,” Sutherland reveals, can also be employed not just to sell products, but to promote a variety of social aims, like getting people to pay taxes, improving public health outcomes, or encouraging more women to pursue careers in tech. Equally startling and profound, Sutherland’s journey through the strange world of decision making is filled with astonishing lessons for all aspects of life and business.  

3

The Challenger Sale - Matthew Dixon & Brent Adamson Cover Art

The Challenger Sale

The Challenger Sale
Taking Control of the Customer Conversation by Matthew Dixon & Brent Adamson

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. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

4

Stories That Stick - Kindra Hall Cover Art

Stories That Stick

Stories That Stick How Storytelling Can Captivate Customers, Influence Audiences, and Transform Your Business by Kindra Hall

What stories do you need to tell, and how do you tell them? Stories That Stick provides a clear framework of ideals and a concise set of actions for you to take complete control of your own story, utilizing the principles behind the world’s most effective business storytelling strategies. Professional storyteller and nationally-known speaker Kindra Hall reveals the four unique stories you can use to differentiate, captivate, and elevate: The Value Story—convince customers they need what you provide.The Founder Story—persuade investors and customers your organization is worth the investment.The Purpose Story—align and inspire your employees and internal customers. The Customer Story—allow those who use your product or service to share their authentic experiences with others. Telling these stories well is a simple, accessible skill anyone can develop. With case studies, company profiles, and anecdotes backed with original research, Hall presents storytelling as the underutilized talent that separates the good from the best in business. Stories That Stick offers specific, actionable steps readers can take to find, craft, and leverage the stories they already have and simply aren’t telling. Every person, every organization has at least four stories at their disposal. Will you tell yours?

5

The Art of Manipulation - Nick Anderson Cover Art

The Art of Manipulation

The Art of Manipulation by Nick Anderson

Powerful Techniques to Influence Decisions, Learn Exactly What To Say and Convince People to Get What You Want  Do you  struggle dealing with people  to trigger desired action? Do you think you lack effective communication skills to convince people?   Do  people ignore or reject your offer  and life seems unfair to you? Do you often dream about getting a magic wand that you show to people and get what you want from them? If answer to any or all of the above answers is yes, then you are on the right place now. No matter  how shy you are , no matter if you often  feel yourself as a loser  while negotiating, no matter  if people don't bother to listen to what you have to offer , you too can learn the art of manipulating (without exploiting) others and get what you want. How? Here is the solution:  THE ART OF MANIPULATION THE ART OF MANIPULATION  offers you a powerful framework to master powerful and practical ways to influence and control people's behavior, negotiate better, make your pitch and manipulate others to get what you want. In  THE ART OF MANIPULATION  you will learn: Why manipulating others behavior (without abusing or exploiting) is so crucial to succeed in any area of life? Genuine scare to instant relief technique  to trigger instant positive reaction from others.The mechanics to sweeten your offer and make people feel special and loosen their wallet. Confuse and then simplify technique  to convince people faster.How Incremental manipulation helps to get bigger results?How to let people feel smarter, with your initial (false) failure, to achieve desired results by applying " Rejection then  Retreat" technique .How to entice people with a 'lowball offer' technique and hook people to sell anything.Effective ways  to implement "Chemeleon Effect" (no mimicry)  to make people trust you.How " It's your choice" technique  makes your customer feel hero and decide what you desired.And much more. THE ART OF MANIPULATION  will reshape the way you think about  influencing people and getting what you want . You will get tools and effective strategies, not mere theories but real practical and How-to's to start transforming your thinking, behavior, influence people and thus get desired results faster. You can either choose to continue living the way you have lived (and ignore those deep questions) or you can  take action to master the art of manipulation and transform your life .  Don't wait any more! Move  Ahead, Take Your First Step Toward Learning the Art of Influencing People, and Get What You Want

6

Guerrilla P.R. 2.0 - Michael Levine Cover Art

Guerrilla P.R. 2.0

Guerrilla P.R. 2.0
Wage an Effective Publicity Campaign without Going Broke by Michael Levine

The world's most widely used and seminal introduction to public relations—now fully revised and updated for the 21st century with online strategies that work Every Fortune 500 corporation, movie star, and scandal queen knows that a good publicist is essential to building success and maintaining public support. But if you're a small business owner, an entrepreneur, or an undercapitalized beginner seeking an edge in a highly competitive arena, it's unlikely that you have your own high-powered publicist. Guerrilla P.R. 2.0 offers all the resources necessary to mount your own campaign and get the media exposure you need. In clear and concise language, Michael Levine, one of the top public relations counselors in the country, reveals the same procedures he uses every day to get press on major stars—and how those strategies can be utilized on little or no budget. You'll learn how to think like a publicist and map out the perfect strategy for success.

7

Contagious - Jonah Berger Cover Art

Contagious

Contagious Why Things Catch On by Jonah Berger

The New York Times bestseller that explains why certain products and ideas become popular. “Jonah Berger knows more about what makes information ‘go viral’ than anyone in the world.” —Daniel Gilbert, author of the bestseller Stumbling on Happiness What makes things popular? If you said advertising, think again. People don’t listen to advertisements, they listen to their peers. But why do people talk about certain products and ideas more than others? Why are some stories and rumors more infectious? And what makes online content go viral? Wharton marketing professor Jonah Berger has spent the last decade answering these questions. He’s studied why New York Times articles make the paper’s own Most E-mailed list, why products get word of mouth, and how social influence shapes everything from the cars we buy to the clothes we wear to the names we give our children. In Contagious , Berger reveals the secret science behind word-of-mouth and social transmission. Discover how six basic principles drive all sorts of things to become contagious, from consumer products and policy initiatives to workplace rumors and YouTube videos. Learn how a luxury steakhouse found popularity through the lowly cheesesteak, why anti-drug commercials might have actually increased drug use, and why more than 200 million consumers shared a video about one of the most boring products there is: a blender. Contagious provides specific, actionable techniques for helping information spread—for designing messages, advertisements, and content that people will share. Whether you’re a manager at a big company, a small business owner trying to boost awareness, a politician running for office, or a health official trying to get the word out, Contagious will show you how to make your product or idea catch on.

8

Fanatical Prospecting - Jeb Blount & Mike Weinberg Cover Art

Fanatical Prospecting

Fanatical Prospecting The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount & Mike Weinberg

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold 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 the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

9

Your First Year in Network Marketing - Mark Yarnell & Rene Reid Yarnell Cover Art

Your First Year in Network Marketing

Your First Year in Network Marketing Overcome Your Fears, Experience Success, and Achieve Your Dreams! by Mark Yarnell & Rene Reid Yarnell

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

10

The Lean Product Playbook - Dan Olsen Cover Art

The Lean Product Playbook

The Lean Product Playbook
How to Innovate with Minimum Viable Products and Rapid Customer Feedback by Dan Olsen

The missing manual on how to apply Lean Startup to build products that customers love The Lean Product Playbook is a practical guide to building products that customers love. Whether you work at a startup or a large, established company, we all know that building great products is hard. Most new products fail. This book helps improve your chances of building successful products through clear, step-by-step guidance and advice. The Lean Startup movement has contributed new and valuable ideas about product development and has generated lots of excitement. However, many companies have yet to successfully adopt Lean thinking. Despite their enthusiasm and familiarity with the high-level concepts, many teams run into challenges trying to adopt Lean because they feel like they lack specific guidance on what exactly they should be doing. If you are interested in Lean Startup principles and want to apply them to develop winning products, this book is for you. This book describes the Lean Product Process: a repeatable, easy-to-follow methodology for iterating your way to product-market fit. It walks you through how to: Determine your target customers Identify underserved customer needs Create a winning product strategy Decide on your Minimum Viable Product (MVP) Design your MVP prototype Test your MVP with customers Iterate rapidly to achieve product-market fit This book was written by entrepreneur and Lean product expert Dan Olsen whose experience spans product management, UX design, coding, analytics, and marketing across a variety of products. As a hands-on consultant, he refined and applied the advice in this book as he helped many companies improve their product process and build great products. His clients include Facebook, Box, Hightail, Epocrates, and Medallia. Entrepreneurs, executives, product managers, designers, developers, marketers, analysts and anyone who is passionate about building great products will find The Lean Product Playbook an indispensable, hands-on resource.

11

Purple Cow, New Edition - Seth Godin Cover Art

Purple Cow, New Edition

Purple Cow, New Edition Transform Your Business by Being Remarkable by Seth Godin

The cult classic that revolutionized marketing by teaching businesses that you’re either remarkable or invisible. Few authors have had the kind of lasting impact and global reach that Seth Godin has had. In a series of now-classic books that have been translated into 36 languages and reached millions of readers around the world, he has taught generations of readers how to make remarkable products and spread powerful ideas. In Purple Cow , first published in 2003 and revised and expanded in 2009, Godin launched a movement to make truly remarkable products that are worth marketing in the first place. Through stories about companies like Starbucks, JetBlue, Krispy Kreme, and Apple, coupled with his signature provocative style, he inspires readers to rethink what their marketing is really saying about their product. In a world that grows noisier by the day, Godin's challenge has never been more relevant to writers, marketers, advertisers, entrepreneurs, makers, product managers, and anyone else who has something to share with the world.

12

The Qualified Sales Leader - John McMahon Cover Art

The Qualified Sales Leader

The Qualified Sales Leader Proven Lessons from a Five Time CRO by John McMahon

"The Qualified Sales Leader: Proven Lessons from a Five Time CRO" shares valuable lessons for sales leaders and sales reps selling enterprise software solutions. In a conversational and easy to read narrative style, this must-read book provides learnings on how sales leaders can help their reps sell more for higher average deal sizes to executive level buyers. Written by the top sales leader at five public software companies, this is a powerful book that helps optimize sales and business performance.

13

Yes! - Noah J. Goldstein, Steve J. Martin & Robert Cialdini Cover Art

Yes!

Yes! 50 Scientifically Proven Ways to Be Persuasive by Noah J. Goldstein, Steve J. Martin & Robert Cialdini

Learn how small changes can make a big difference in your powers of persuasion with this New York Times bestselling introduction to fifty scientifically proven techniques for increasing your persuasive powers in business and life. Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too. Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader. Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom. Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.

14

The Adweek Copywriting Handbook - Joseph Sugarman Cover Art

The Adweek Copywriting Handbook

The Adweek Copywriting Handbook The Ultimate Guide to Writing Powerful Advertising and Marketing Copy from One of America's Top Copywriters by Joseph Sugarman

Great copy is the heart and soul of the advertising business. In this practical guide, legendary copywriter Joe Sugarman provides proven guidelines and expert advice on what it takes to write copy that will entice, motivate, and move customers to buy. For anyone who wants to break into the business, this is the ultimate companion resource for unlimited success.

15

Summary of Blair Enns's The Win Without Pitching Manifesto - Slingshot Books Cover Art

Summary of Blair Enns's The Win Without Pitching Manifesto

Summary of Blair Enns's The Win Without Pitching Manifesto by Slingshot Books

Excerpt From Summary of Blair Enns's The Win Without Pitching Manifesto #1 The world does not need another generalist design firm. What the world needs, what the better clients are willing to pay for, and what our people want to develop and deliver, is deep expertise. Expertise is the only valid basis for differentiating ourselves from the competition. #2 When trying to position yourself against your competition, you should eliminate or reduce the real alternatives to hiring your firm. This power shift allows you to affect the buying process and increase your ability to protect yourself from having to part with your thinking for free.

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42 Rules of Product Management (2nd Edition) - Brian Lawley & Greg Cohen Cover Art

42 Rules of Product Management (2nd Edition)

42 Rules of Product Management (2nd Edition) Learn the Rules of Product Management from Leading Experts around the World by Brian Lawley & Greg Cohen

'42 Rules of Product Management (2nd Edition)' is a collection of product management wisdom from forty experts from around the world. The goal of this book is to expose you to the wisdom and knowledge from a group of the world's leading product management experts. Among the contributors, there are leading authors, professors, CEOs and vice presidents, bloggers, consultants, trainers, and even a few salespeople and engineers. In total, there are over five centuries of collected wisdom represented here. The contributors each share one rule they think is critical to succeed in product management based on their hands-on product management and product marketing experience with companies such as Apple, eBay, Intuit, SAP, and Yahoo!. Packed with pearls of product management wisdom, this book has something for everyone. You will learn: How to focus on market needs, not just individual requests How to clarify your product positioning before your next big decision How to align your product strategy with company strategy -- and then sell it Why agility is the key to product management success Why great execution trumps a great product idea Best of all, it was written with the busy product manager in mind. Each rule is kept to two pages and designed to stand-on its own. The rules can be read in any order. In less than five minutes a day, you can learn from forty of the best product managers in the world. Whether you are a seasoned and experienced product manager or are just starting out, the '42 Rules of Product Management (2nd Edition)' will help you lead with greater effectiveness and influence. ***CAN'T USE the names like this, it just doesn't work. The 42 Rules of Product Management is a collection of product management wisdom from forty experts from around the world. With over five hundred years of combined hands-on product management and product marketing experience, the authors each shares one rule that they think is critical to know to succeed in product management. Whether you are a seasoned and experienced product manager or are just starting out, the 42 Rules of Product Management will help you lead with greater effectiveness and influence. Contributors include Greg Cohen, Senior Principal Consultant, 280 Group, Brian Lawley, CEO and Founder, 280 Group, Linda Gorchels, Director of Executive Marketing , Blogger, The Productologist, Rich Mironov, Author, The Art of Product Management, Alyssa Dver, CEO, Mint Green Marketing, Luke Hohman, Founder and CEO, The Innovationn Games Company, Marty Cagan, Author, Inspired, Jeff Lash, Blogger, How to Be a Good Product Manager, Jim Reekes, Senior Principal Consultant, 280 Group, Kevin Epstein, Author, Marketing Made Easy, Dan Torres, Senior Director of Global Product Management, Kensington Computer Products, Natalie Yan-Chatonsky, Product Management Consultant, brainmates pty ltd, John Cook, VP of Consumer PC Marketing, Hewlett Packard Company, Paula Gray, Applied Cultural Anthropologist, AIPMM, Linda Merrick, Founder, Pivotal PM, Adrienne Tan, Director, brainmates pty ltd, David Fradin, Senior Principal Consultant, 280 Group, Fritz Mueller, Senior Director of Product Management, i365, Tom Evans, Principal Consultant, Lucrum Marketing, Sarah Rosenbaum Gaeta, Senior Director of Content Product Management & Sales Enablement, Plastic Logic, Dan Olsen, Co-Founder and CEO, YourVersion, Dave Dersh, VP of Consulting and Training, 280 Group, Erick Krock, Chief Marketing Officer, Voximate, Mara Kreips, Founder, Pivotal PM, James Moorehead, VP of Product Management, Support.com, Nick Coster, Director, brainmates pty ltd, Phil Burton, Senior Principal Consultant, 280 Group, Matthew Bookspan, Director of Product Management, Voxeo, Jen Berkley, Founder, The Insight Advantage, Barbara Rice, Senior Principal Consultant, 280 Group, Noel Adams, President, Clearworks, Paul Alexander Gray, Consultant, brainmates pty ltd, Michaela Zwinakis, VP of Solution Management, Governance Risk, and Compliance...

17

Ask - Ryan Levesque Cover Art

Ask

Ask The Counterintuitive Online Method to Discover Exactly What Your Customers Want to Buy . . . Create a Mass of Raving Fans . . . and Take Any Business to the Nex by Ryan Levesque

The go-to guide for small-business owners and entrepreneurs to discover exactly what consumers want to buy and how to get it to them. As a small-business owner, entrepreneur, or marketer, are you absolutely certain that you know what your customer wants? And even if you know what your customer wants, are you sure that you are able to clearly communicate that you offer the exact thing that they are seeking? In this best-selling book, Ryan Levesque lays out his proven, repeatable, yet slightly counterintuitive, methodology for understanding the core wants and motivations of your customer. Levesque's Ask Method provides a way to discover what customers want to buy by guiding them through a series of questions and customizing a solution from them so they are more likely to purchase from you. And all through a completely automated process that does not require one-on-one conversations with every single customer. The Ask method has generated over $100 million in online sales across 23 different industries and counting. Now it is your turn to use it to create a funnel, skyrocket your online income, and create a mass of dedicated fans for you and your company in the process.

18

Secret Formulas of the Wizard of Ads - Roy H. Williams Cover Art

Secret Formulas of the Wizard of Ads

Secret Formulas of the Wizard of Ads by Roy H. Williams

Awards: Wall Street Journal #1 Bestseller 1999 Business Book of the Year In 100 chapters full of wit, wisdom and uncommon good sense, Secret Formulas conjures up more of the Wizard’s provocative observations on advertising, business, and life that won The Wizard of Ads 1998 Business Book of the Year Award—only this time, the book has nuts, bolt, and even more bite!

19

Selling Above and Below the Line - William Miller Cover Art

Selling Above and Below the Line

Selling Above and Below the Line Convince the C-Suite. Win Over Management. Secure the Sale. by William Miller

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process.Ask the right questions and pinpoint big-picture financial needs.Keep “below the line” managers from feeling bypassed.Uncover value propositions that target each set of decision-makers.Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.

20

Breaking Through - Sally Susman Cover Art

Breaking Through

Breaking Through Communicating to Open Minds, Move Hearts, and Change the World by Sally Susman

A Wall Street Journal Bestseller Pfizer's trailblazing communications leader, Sally Susman, reveals how we can break through the noise to get our message across and make positive change. A global pandemic. A roller-coaster economy. Political tensions ready to ignite, and common civility at an all-time low. For leaders, the pressures and the stakes could not be higher. And in such a stormy, often dangerous world, communications can no longer be considered a soft skill. The ability to reach people and drive public conversation is a rock-hard competency. In this wise and inspiring book, Sally Susman, the renowned head of corporate affairs at global biopharmaceutical giant Pfizer, tells the fascinating story of how the company managed the massive communications challenge that came with Covid-19 and the race to produce an effective vaccine. Just as crucial as creating the vaccine itself was the task of winning people's hearts and minds, and Susman highlights the principles that enabled her to break through, connect, and help move people forward, not only at Pfizer but over a long and stellar career. She shows how clarifying and channeling your intention is an essential first step: What are you trying to say? She illustrates how leaders need to muster the courage to be candid in order to be effective and how, in order to connect, they must both disarm with humility and delight with humor. As a gay, married woman, she talks forthrightly about the challenges and opportunities of embracing who you are, both at home and in the workplace. Susman's stories will draw you in with their warmth and humanity, and enlighten and motivate you with their insight and passion. Breaking Through is essential reading for any leader who faces the daunting challenge of communicating in our noisy, turbulent world.

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Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services - Gary S. Luefschuetz Cover Art

Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services

Selling Professional Services to the Fortune 500: How to Win in the Billion-Dollar Market of Strategy Consulting, Technology Solutions, and Outsourcing Services by Gary S. Luefschuetz

The secrets to grabbing your share of an $800 billion market! “A recommended read for anyone in line-management or businessdevelopment roles, whether selling to the Fortune 500 or public sector. The book imparts commonsense information presented in a way that is easy to relate to and is useable.” Lisa Daniels, Vice President, SAIC “A great play-by-play on how to enter and succeed in the professional services industry. As companies look to improve profits that have been eroded by declining product margins, a move into professional services has been the right answer for many. This book can help you make the move!” Natalie Buford-Young, President, The Rainfield Group About the Book: Despite vast changes in the economy since the 2008 financial crisis, the global consulting and outsourcing services markets remain robust and offer substantial growth opportunities. While many companies retrench in the face of chaos, leading management consulting firms and IT service providers are seizing the opportunity to adapt to the new business environment, stay relevant to clients, overcome sales and delivery obstacles, and close new business opportunities. To that end, Selling Professional Services to the Fortune 500 explains how to get in the door, whom to target, and how to build the right relationships. An operations and finance executive who has worked with the industry’s top firms, Gary S. Luefschuetz leads you through the process of successfully selling to the world’s biggest companies. He provides expert insight into every element of the sales cycle—from picking your delivery sweet spots to engaging with corporate procurement organizations to understanding the dynamics of the negotiation process. With Selling Professional Services to the Fortune 500 , you have what you need to: Expand your delivery footprint Create brand awareness Provide a full suite of services across the consulting lifecycle Build and maintain trusted advisor relationships Develop a robust sales pipeline Manage stakeholders throughout the sales and delivery cycle The opportunities in the global consulting and outsourcing services markets have attracted an abundance of new providers, so competition is fiercer than ever. As a result, pricing structures are heavily scrutinized and many services are being viewed as commodities by aggressive corporate procurement organizations. Selling Professional Services to the Fortune 500 helps you price your service offerings accordingly and maintain your competitive edge.

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Hello, My Name Is Awesome - Alexandra Watkins Cover Art

Hello, My Name Is Awesome

Hello, My Name Is Awesome How to Create Brand Names That Stick by Alexandra Watkins

One of  Inc. Magazine ’s “Top 10 Marketing Books”: The “must-read” guide to naming products and businesses, updated with new stories and resources (Nir Eyal, author of  Indistractable ).   Too many new companies and products have names that look like the results of a drunken Scrabble game (Xobni, Svbtle, Doostang). In this entertaining and engaging book, ace naming consultant Alexandra Watkins explains how anyone—even noncreative types—can create memorable and effective brand names. No degree in linguistics required.   Watkins lays out in detail the elements of names that suit your target market and make people stop in their tracks and smile—and those that just make them scratch their heads and keep walking. In witty prose and with numerous examples, she reveals how entrepreneurs and businesses can come up with brand names that are evocative and memorable while also leaving room for long-term growth and larger possibilities, and avoid those that leave potential customers cold and are quickly forgotten.    This extensively revised second edition has double the number of brainstorming tools and techniques, even more secrets and strategies to nab an available domain name, a brand-new chapter on how companies are using creative names around the office to add personality to everything from cafeterias to conference rooms, and new stories (of both hits and flops). Named a “Top 10 Branding Book” by  Branding Journal ,  Hello, My Name is Awesome  is the ultimate guide to naming your product or business.    “Jam-packed with sound advice.” — Publishers Weekly

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Sales Management That Works - Frank V. Cespedes Cover Art

Sales Management That Works

Sales Management That Works How to Sell in a World that Never Stops Changing by Frank V. Cespedes

Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talentPay and incentivize your sales forceImprove ROI from your training programsCreate a comprehensive sales modelSet and test the right pricesBuild and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.

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Mercadotecnia y Ventas De Poder: “Tecnicas de promocion y mercadeo al alcance de todos!” - Raul Fernando Rodriguez Villanueva Cover Art

Mercadotecnia y Ventas De Poder: “Tecnicas de promocion y mercadeo al alcance de todos!”

Mercadotecnia y Ventas De Poder: “Tecnicas de promocion y mercadeo al alcance de todos!” by Raul Fernando Rodriguez Villanueva

Conoce las técnicas más efectivas de promoción, mercadeo, y ventas que están al alcance del negocio pequeño. Aprende cómo hacer mercadotecnia poderosa y efectiva por muy poco dinero. Aumenta tus ventas, aprende a crear una imagen de a millón, y cómo conseguir ganancias magníficas. Verás los grandes resultados monetarios que esto significa para tu negocio.

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Sell! - Dale Carnegie & Associates Cover Art

Sell!

Sell! The Way Your Customers Want to Buy by Dale Carnegie & Associates

What do How to Win Friends and Influence People and Sell! have in common (other than Dale Carnegie)? They're both based on the premise that RELATIONSHIPS are what matter. In this age, where media is social and funding is raised by crowds, the sales cycle has permanently changed. It's no longer enough to know your product, nor always appropriate to challenge your customer's thinking based on your online research. In Sell!: The Way Your Customers Want to Buy, Dale Carnegie & Associates reveal the REAL modern sales cycle. It's one that depends on your ability to influence more than just one buyer, understand what today's customers want from you (and don't want), and use time-tested human relations principles that will help you strengthen relationships anywhere in the global economy. Readers will learn the five stages to master in the modern selling process, and learn from real sales examples told by top performing salespeople and veteran sales trainers from the U.S. to Europe, the Middle East, India, Japan and points in between. This book combines insightful new research, a modern sales process and timeless, powerful human relations principles. It's a fresh take on what works today to grow sales. Learn the two traits customers want most from their salespeople Which types of questions are rarely asked by all but top salespeople? When will customers be willing to pay more for your solution or product? How what you think about can matter to customers and change your results? And get access to online training resources that come with this book! "A familiar but wide-ranging guide to applying Carnegie's up-close-and-personal principles to selling." -KIRKUS Reviews

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Brand Naming - Rob Meyerson Cover Art

Brand Naming

Brand Naming The Complete Guide to Creating a Name for Your Company, Product, or Service by Rob Meyerson

You don’t have a brand—whether it’s for a company or a product—until you have a name. The name is one of the first, longest lasting, and most important decisions in defining the identity of a company, product, or service. But set against a tidal wave of trademark applications, mortifying mistranslations, and disappearing dot-com availability, you won’t find a good name by dumping out Scrabble tiles. Brand Naming details best-practice methodologies, tactics, and advice from the world of professional naming. You’ll learn: What makes a good (and bad) nameThe step-by-step process professional namers useHow to generate hundreds of name ideasThe secrets of whittling the list down to a finalist The most complete and detailed book about naming your brand , Brand Naming also includes insider anecdotes, tired trends, brand origin stories, and busted myths. Whether you need a great name for a new company or product or just want to learn the secrets of professional word nerds, put down the thesaurus—not to mention Scrabble—and pick up Brand Naming .

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Shift - Jeremiah Desmarais Cover Art

Shift

Shift Digital Marketing Secrets of Insurance Agents and Financial Advisors by Jeremiah Desmarais

Insurance agents and financial advisors are being taught outdated marketing and sales strategies to grow their businesses. Cold calling, seminars, online leads, networking groups and display ads are showing less returns. At the same time, according to Google, every 5 seconds someone is searching for a financial or insurance product to meet their needs, yet most agents are unaware of how to reach this growing market. Shift is a compilation of exclusive, rarely-before-seen techniques, strategies and best practices used right now to increase sales exponentially using digital marketing. These are not taught in magazines, books or courses today simply because most people won’t share them. Jeremiah has used these concepts to train over 100,000 agents in over 51 countries including the US, Canada, Japan, Switzerland, the Caribbean and South Africa. Using his years of success stories and behind-the-scenes access to the frontlines of what’s working now, Jeremiah has been part of teams that have generated over two million leads in the insurance space, leading to over $300,000,000 in commissions paid out. He has documented the most inspiring, entertaining and duplicatable techniques his teams and front line advisors are using TODAY to SHIFT industry thinking to solve these problems.

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To Sell Is Human - Daniel H. Pink Cover Art

To Sell Is Human

To Sell Is Human The Surprising Truth About Moving Others by Daniel H. Pink

Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of  Drive  and  A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion , comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight . Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind , Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

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Continuous Discovery Habits - Teresa Torres Cover Art

Continuous Discovery Habits

Continuous Discovery Habits Discover Products that Create Customer Value and Business Value by Teresa Torres

"If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you. 

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One Million Followers, Updated Edition - Brendan Kane Cover Art

One Million Followers, Updated Edition

One Million Followers, Updated Edition How I Built a Massive Social Following in 30 Days by Brendan Kane

Over 60 billion online messages are sent on digital platforms every day, and only a select few succeed in the mad scramble for customer attention. This means that the question for anyone who wants to gain mass exposure for their transformative content, business, or brand or connect with audiences around the globe is no longer if they should use social media but how to best take advantage of the numerous different platforms.  How can you make a significant impact in the digital world and stand out among all the noise?  Digital strategist and "growth hacker" Brendan Kane has the answer and will show you how—in 30 days or less. A wizard of the social media sphere, Kane has built online platforms for A-listers including Taylor Swift and Rihanna. He's advised brands such as MTV, Skechers, Vice and IKEA on how to establish and grow their digital audience and engagement. Kane has spent his career discovering the best tools to turn any no-name into a top influencer simply by speaking into a camera or publishing a popular blog—and now he'll share his secrets with you.  In One Million Followers , Kane will teach you how to gain an authentic, dedicated, and diverse online following from scratch; create personal, unique, and valuable content that will engage your core audience; and build a multi-media brand through platforms like Facebook, Instagram, YouTube, Snapchat, and LinkedIn.  Featuring in-depth interviews with celebrities, influencers, and marketing experts, including:     • Chris Barton, cofounder and board director of Shazam and former head of Android business development for Google    • Ray Chan, CEO and cofounder of 9GAG    • Julius Dein, internet personality and magician with nearly 16 million Facebook followers    • Mike Jurkovac, Emmy Award–winner and creative director of will.i.am and the Black Eyed Peas    • Phil Ranta, former COO of Studio71 and VP of network at Fullscreen    • Eamonn Carey, managing director at Techstars London    • Jonathan Skogmo, founder and CEO of Jukin Media, Inc.    • Jon Jashni, founder of Raintree Ventures and former president and chief creative officer of Legendary Entertainment One Million Followers is the ultimate guide to building your worldwide brand and unlocking all the benefits social media has to offer. It's time to stop being a follower and start being a leader.

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The Art of Closing the Sale - Brian Tracy Cover Art

The Art of Closing the Sale

The Art of Closing the Sale The Key to Making More Money Faster in the World of Professional Selling by Brian Tracy

Do you want to learn the keys to sales success? Confidence and self-esteem are just a few factors that separates successful salespeople from unsuccessful ones. Let Brian Tracy help you master the art of closing the deal. As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals. Fortunately, closing the sale is a skill that can be learned by practicing the closing skills of the highest paid sales leaders in every business. When salespeople follow a proven, step-by-step process, they can get more orders, faster and quicker than before. Through this comprehensive program, Tracy shares more than 50 practical, daily techniques for increasing your confidence in your sales abilities and boosting sales profits. In The Art of Closing the Sale, you will learn: The two major "motivating" factors in closing a saleThe three "hot buttons" to push when selling to businessesHow to avoid the five simple errors that spell the difference between success and near-success No matter how eloquent or passionate a salesperson you may be, no matter how friendly your smile or likable your personality, if you can't close the sale, your efforts yield nothing. The Art of Closing the Sale teaches skills that anyone can use to transform the sales process into a consistent win. This book is an absolute must-read for every sales professional seeking to boost their career and create a successful future.

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Invisible Influence - Jonah Berger Cover Art

Invisible Influence

Invisible Influence The Hidden Forces that Shape Behavior by Jonah Berger

In Invisible Influence , the New York Times bestselling author of Contagious explores the subtle influences that affect the decisions we make—from what we buy, to the careers we choose, to what we eat. “Jonah Berger has done it again: written a fascinating book that brims with ideas and tools for how to think about the world.” —Charles Duhigg, author of The Power of Habit If you’re like most people, you think your individual tastes and opinions drive your choices and behaviors. You wear a certain jacket because you liked how it looked. You picked a particular career because you found it interesting. The notion that our choices are driven by our own personal thoughts and opinions is patently obvious. Right? Wrong. Without our realizing it, other people’s behavior has a huge influence on everything we do at every moment of our lives, from the mundane to the momentous. Even strangers have an impact on our judgments and decisions: our attitudes toward a welfare policy shift if we’re told it is supported by Democrats versus Republicans (even though the policy is the same). But social influence doesn’t just lead us to do the same things as others. In some cases we imitate others around us. But in other cases we avoid particular choices or behaviors because other people are doing them. We stop listening to a band because they go mainstream. We skip buying the minivan because we don’t want to look like a soccer mom. By understanding how social influence works, we can decide when to resist and when to embrace it—and learn how we can use this knowledge to exercise more control over our own behavior. In Invisible Influence , Jonah Berger “is consistently entertaining, applying science to real life in surprising ways and explaining research through narrative. His book fascinates because it opens up the moving parts of a mysterious machine, allowing readers to watch them in action” ( Publishers Weekly ).

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The New Model of Selling - Jerry Acuff & Jeremy Miner Cover Art

The New Model of Selling

The New Model of Selling Selling to an Unsellable Generation by Jerry Acuff & Jeremy Miner

The old way of selling was killed off years ago. So why are businesses still leaning on old strategies? Jeremy Miner and Jerry Acuff know firsthand how frustrating sales can be, especially when companies require old, outdated methods. And today’s buyers, armed with an excess of information online, are skeptical and unwilling to engage with salespeople like they used to. As a result, traditional sales methods are ineffective against today’s consumers. Those seeking serious success in sales must navigate the new terrain with fresh ideas, approaches, and techniques.  The New Model of Selling  redefines the right way to sell by meeting customers on a human level. Informed by Jeremy Miner and Jerry Acuff’s business experiences, personal research, and innovative approach,  The New Model of Selling  implements advanced skills aligned with human behavior. From business owners, coaching professionals, and sales managers to politicians, executives, and leaders—anyone can benefit from Miner and Acuff’s techniques, no matter the industry. The New Model of Selling  is not just another sales book with a bunch of tips to read and forget. Jeremy Miner and Jerry Acuff’s approach will reframe sales through the lens of neuroscience and persuasion. Their goal is to help the customer think for themselves, with an emphasis on problem-solving and personal connection. Don’t act like a seller—start thinking like a buyer!

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Brand Gap, The - Marty Neumeier Cover Art

Brand Gap, The

Brand Gap, The by Marty Neumeier

THE BRAND GAP is the first book to present a unified theory of brand-building.  Whereas most books on branding are weighted toward either a strategic or creative approach, this book shows how both ways of thinking can unite to produce a “charismatic brand”—a brand that customers feel is essential to their lives. In an entertaining two-hour read you’ll learn: • the new definition of brand • the five essential disciplines of brand-building • how branding is changing the dynamics of competition • the three most powerful questions to ask about any brand • why collaboration is the key to brand-building • how design determines a customer’s experience • how to test brand concepts quickly and cheaply • the importance of managing brands from the inside • 220-word brand glossary From the back cover: Not since McLuhan’s THE MEDIUM IS THE MESSAGE has a book compressed so many ideas into so few pages. Using the visual language of the boardroom, Neumeier presents the first unified theory of branding—a set of five disciplines to help companies bridge the gap between brand strategy and customer experience. Those with a grasp of branding will be inspired by the new perspectives they find here, and those who would like to understand it better will suddenly “get it.” This deceptively simple book offers everyone in the company access to “the most powerful business tool since the spreadsheet.”

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Breaking Twitter - Ben Mezrich Cover Art

Breaking Twitter

Breaking Twitter Elon Musk and the Most Controversial Corporate Takeover in History by Ben Mezrich

From  New York Times  bestselling author Ben Mezrich: the book Elon Musk doesn’t want you to read. BREAKING TWITTER takes readers inside the darkly comic battle between one of the most intriguing, polarizing, influential men of our time—Elon Musk—and the company that represents our culture’s dearest hope for a shared global conversation. From employee accounts within Twitter headquarters to the mission-driven team Musk surrounded himself with, this is the full story from all sides. Can Musk miraculously succeed or will he spectacularly fail?  What will that mean to the global town hall that is Twitter?  What, really, is Elon’s end goal?  The whole world is watching.  BREAKING TWITTER will provide ringside seats.  Elon Musk didn't break Twitter. Twitter broke Elon Musk.   

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Expert Secrets - Russell Brunson Cover Art

Expert Secrets

Expert Secrets The Underground Playbook for Converting Your Online Visitors into Lifelong Customers by Russell Brunson

Master the art of what to say in your funnels to convert your online visitors into lifelong customers in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels. Your business is a calling. You've been called to serve a group of people with the products, services, and offers that you've created. The impact that the right message can have on someone at the right time in their life is immeasurable. Your message could help to save marriages, repair families, change someone's health, grow a company, or more. . . . But only if you know how to get it into the hands of the people whose lives you have been called to change. By positioning yourself as an expert and telling your story in a way that gets people to move, you will be able to guide people through your value ladder, offer solutions to their problems, and give them the results they are looking for. This is how you change the lives of your customers, and this is how you grow your company. In this updated edition of Expert Secrets , Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, gives you the step-by-step strategies you need to turn your expertise into a carefully crafted sales message that will attract your dream customers. Don't hide inside your business. Implement these story selling techniques now so you can find your voice and gain the confidence to become a leader, build a movement of people whose lives you can change, and make this calling a career.

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SPIN Selling - Neil Rackham Cover Art

SPIN Selling

SPIN Selling by Neil Rackham

The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In SPIN Selling , Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

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The Art of Persuasion - Bob Burg Cover Art

The Art of Persuasion

The Art of Persuasion Winning Without Intimidation by Bob Burg

The Art of Persuasion teaches you how to get what you want when you want it. You would love to have that ability, right? After studying some of the most successful men and women in modern history, author Bob Burg noticed how many common characteristics these people have—and shares them all with you. One trait that stands above all the rest is their ability to win people over to their way of thinking—they were all persuasive. Each of these life winners had a burning desire, coupled with great creativity, and a total, unshakable belief in their mission or cause. The Winning principles you will learn include: • Making People Feel Important • Everything is Negotiable • Dealing with Difficult People • Persuasion in Action • What Sets You Apart from the Rest • Nuggets of Wisdom Presented in everyday, clear, and often humorous language, The Art of Persuasion leaves an impression on you that will last a lifetime—filled with one success after another!

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The Catalyst - Jonah Berger Cover Art

The Catalyst

The Catalyst How to Change Anyone's Mind by Jonah Berger

“ Jonah Berger is one of those rare thinkers who blends research-based insights with immensely practical guidance. I am grateful to be one of the many who have learned from this master teacher. ” — Jim Collins, author Good to Great , coauthor Built to Last From the author of New York Times bestsellers Contagious and Invisible Influence comes a revolutionary approach to changing anyone’s mind. Everyone has something they want to change. Marketers want to change their customers’ minds and leaders want to change organizations. Start-ups want to change industries and nonprofits want to change the world. But change is hard. Often, we persuade and pressure and push, but nothing moves. Could there be a better way? This book takes a different approach. Successful change agents know it’s not about pushing harder, or providing more information, it’s about being a catalyst. Catalysts remove roadblocks and reduce the barriers to change. Instead of asking, “How could I change someone’s mind?” they ask a different question: “Why haven’t they changed already? What’s stopping them?” The Catalyst identifies the key barriers to change and how to mitigate them. You’ll learn how catalysts change minds in the toughest of situations: how hostage negotiators get people to come out with their hands up and how marketers get new products to catch on, how leaders transform organizational culture and how activists ignite social movements, how substance abuse counselors get addicts to realize they have a problem, and how political canvassers change deeply rooted political beliefs. This book is designed for anyone who wants to catalyze change. It provides a powerful way of thinking and a range of techniques that can lead to extraordinary results. Whether you’re trying to change one person, transform an organization, or shift the way an entire industry does business, this book will teach you how to become a catalyst.

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Exactly What to Say: The Magic Words for Influence and Impact - Phil Jones Cover Art

Exactly What to Say: The Magic Words for Influence and Impact

Exactly What to Say: The Magic Words for Influence and Impact by Phil Jones

Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want. Best-selling author and multiple award-winner Phil M. Jones is highly regarded as one of the world’s leading sales trainers. He has trained more than two million people across five continents and fifty-six countries and coached some of the biggest global brands in the lost art of spoken communication. In 2013 he won the British Excellence in Sales and Marketing Award for Sales Trainer of the Year, the youngest-ever recipient of that honor. He has also written a series of best-selling books and developed a number of online training courses that have enrolled tens of thousands of members around the world. Phil divides his time between London and New York. Praise for Exactly What to Say: “Abracadabra—you are a millionaire! That is what will happen if you follow the advice from Phil Jones in this book.” —Jeffrey Hayzlett, primetime TV and podcast host, chairman of C-Suite Network “Indeed, the right words spoken the right way, while perhaps not actually magic, can sure have the results of such.” —Bob Burg, co-author of The Go-Giver “I think Phil says it best himself at the end of this fabulous read: “Everything you have learned in this book is simple, easy to do and works.” It’s tried and tested, proven and guaranteed to help you get your own way more often.” —Philip Hesketh, professional speaker and author on the psychology of persuasion and influence “If you want to get prospects, clients, colleagues, bosses or anybody to say “yes” to what you want, I have three magic words of advice for you: “Get this book!” —Sylvie di Giusto, keynote speaker and corporate image consultant “This book is packed with ideas and easy-to-implement suggestions that will assist any individual in obtaining the outcomes they require from the conversations they have.” —Grant Leboff, CEO, StickyMarketing.com “Exactly What to Say is packed full of real-world solutions that will lead you to achieving the outcomes you desire in life and business.” —Richard Dixon, director, Holidaysplease “If you want to sell more and influence better, then this book is as close as you’ll get to a magic wand or silver bullet to success!” —Rob Brown, founder Networking Coaching Academy and bestselling author of Build Your Reputation “Phil Jones helps uncover the truth in complex selling situations. These powerful phrases demonstrate how to influence others with integrity while never seeming pushy. You’ll use these gems each and every day.” —Ian Altman, co-author of Same Side Selling, Forbes.com columnist “Exactly What to Say could replace just about every other book on human behavior—it’s that useful.” —John Jantsch, author of Duct Tape Marketing “In this short but powerpacked book, [Jones] shares how to use certain key phrases to help you with the winning edge.” —Bryan Eisenberg, NYT bestselling author of Waiting for Your Cat to Bark? and Be Like Amazon “Exactly What to Say is a must-read for anyone looking to be more persuasive in their business and personal lives.” —Seth Price, bestselling author of The Road to Recognition

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Dotcom Secrets - Russell Brunson Cover Art

Dotcom Secrets

Dotcom Secrets The Underground Playbook for Growing Your Company Online with Sales Funnels by Russell Brunson

Master the science of funnel building to grow your company online with sales funnels in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels. DotCom Secrets is not just another "how-to" book on internet marketing. This book is not about getting more traffic to your website--yet the secrets you'll learn will help you to get exponentially more traffic than ever before. This book is not about increasing your conversions--yet these secrets will increase your conversions more than any headline tweak or split test you could ever hope to make. Low traffic or low conversion rates are symptoms of a much greater problem that's a little harder to see (that's the bad news), but a lot easier to fix (that's the good news). What most businesses really have is a "funnel" problem. Your funnel is the online process that you take your potential customers through to turn them into actual customers. Everyone has a funnel (even if they don't realize it), and yours is either bringing more customers to you, or repelling them. In this updated edition, Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, reveals his greatest secrets to generating leads and selling products and services after running tens of thousands of his own split tests. Stop repelling potential customers. Implement these processes, funnels, frameworks, and scripts now so you can fix your funnel, turn it into the most profitable member of your team, and grow your company online.

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Vendes o vendes - Grant Cardone Cover Art

Vendes o vendes

Vendes o vendes Cómo salirte con la tuya en los negocios y en la vida by Grant Cardone

Todo en la vida es una venta. Y todo lo que quieres es una comisión. No importa si eres un vendedor, un director comercial o un emprendedor, Vendes o vendes será tu guía para vender efectivamente tus productos, tus ideas y a ti mismo, ¡a todo el mundo! Aunque se trate de vender el producto de tu compañía o de venderte a ti mismo la idea de comer sano, todo en la vida puede -y debería- ser tratado como una venta. Como un experto en ventas, Grant Cardone explica en este libro que conocer los principios de las ventas es un requisito indispensable para el éxito en cualquier ámbito. En Vendes o vendes , Cardone revela las técnicas y los acercamientos necesarios para manejar como experto el arte de vender en cualquier lugar. Aprenderás cómo manejar el rechazo, revertir las situaciones negativas, acortar los ciclos de venta y garantizar tu grandeza. Cardone también te enseñará los esenciales del éxito: - Vender en una mala economía. - Mantenerte positivo a pesar del rechazo - Llenar tu cartera con nuevos clientes - Desafiar la renuencia Con la experiencia de un vendedor extraordinario, Vendes o vendes cambiará la forma en la que percibes las ventas, ¡y la vida! Reseñas: "Grant Cardone entrega una visión fresca e innovadora para maximizar tu potencial y tu éxito personal y profesional. Este libro te enseñará a aplicar las técnicas probadas para alcanzar tus objetivos. Brillante, innovador y profundo." -Joseph W. Lineberry, Microsoft Corporation- "Vendes o vendes no es sólo para vendedores. Es un libro con técnicas exitosas de persuasión para cualquiera, papás, maestros, gerentes, entrenadores... que necesitan influir y motivar a los demás." -Dr. Tony Alessandra, autor de The Platinum Rule -

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The New Solution Selling - Keith M. Eades Cover Art

The New Solution Selling

The New Solution Selling The Revolutionary Sales Process That is Changing the Way People Sell by Keith M. Eades

THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling , one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features: A completely revamped, updated sales philosophy,management system, and architecture Tools to increase the quality and velocity of sales pipeline opportunities Techniques that "Best of the Best" use to prospect for success Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close.

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Quantum Marketing - Raja Rajamannar Cover Art

Quantum Marketing

Quantum Marketing Mastering the New Marketing Mindset for Tomorrow's Consumers by Raja Rajamannar

Raja Rajamannar, Chief Marketing Officer of Mastercard, shares breakthrough, frontier strategies to navigate the challenges that result from today’s unprecedented disruption. As technology has continually evolved in the last several decades, marketing has had to change with it, evolving through four significant stages that build on the strategies and tools of the previous era. What happens next in the fifth stage, or Fifth Paradigm, will not be an evolution, but a revolution. Almost everything about how marketing is done today, including the very notion of a brand itself, will require a complete re-imagination. As Chief Marketing Officer of Mastercard, one of the world’s most recognizable and decorated brands, Raja Rajamannar shares the forward-thinking ways all businesses must rethink their entire marketing landscape to remain relevant and be successful. In Quantum Marketing, readers will: Understand the evolution of marketing and how to be at the forefront of future change.Get clarity on the right marketing strategies and tactics to pursue amidst an ever-evolving industry.Achieve breakthroughs in innovative thinking to compete in modern business. Gain perspective from top marketers across industries. Quantum Marketing is for all business people who seek to understand how rapidly marketing is evolving, what marketers are doing to get ready for this shift, and what the new world will look like for companies, consumers, and society as the race to develop revolutionary marketing strategies reaches a whole new level.

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In Pursuit of Elegance - Matthew E. May Cover Art

In Pursuit of Elegance

In Pursuit of Elegance Why the Best Ideas Have Something Missing by Matthew E. May

What made the Sopranos finale one of the most-talked-about events in television history? Why is sudoku so addictive and the iPhone so darn irresistible? What do Jackson Pollock and Lance Armstrong have in common with theoretical physicists and Buddhist monks? Elegance. In this thought-provoking exploration of why certain events, products, and people capture our attention and imaginations, Matthew E. May examines the elusive element behind so many innovative breakthroughs in fields ranging from physics and marketing to design and popular culture. Combining unusual simplicity and surprising power, elegance is characterized by four key elements—seduction, subtraction, symmetry, and sustainability. In a compelling, story-driven narrative that sheds light on the need for elegance in design, engineering, art, urban planning, sports, and work, May offers surprising evidence that what’s “not there” often trumps what is. In the bestselling tradition of The Tipping Point, Made to Stick, and The Black Swan, In Pursuit of Elegance will change the way you think about the world.

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Start at the End - Matt Wallaert Cover Art

Start at the End

Start at the End How to Build Products That Create Change by Matt Wallaert

Nudge meets Hooked in a practical approach to designing products and services that change behavior, from what we buy to how we work. Deciding what to create at modern companies often looks like an episode of Mad Men : people throw ideas around until one sounds sexy enough to execute and then they scale it to everyone. The result? Companies overspend on marketing to drive engagement with products and services that people don't want and won't help them be happier and healthier. Start at the End offers a new framework for design, grounded in behavioral science. Technology executive and behavioral scientist Matt Wallaert argues that the purpose of everything is behavior change. By starting with outcomes instead of processes, the most effective companies understand what people want to do and why they aren't already doing it, then build products and services to bridge the gap. Wallaert is a behavioral psychologist who has led product design at organizations ranging from startups like Clover Health to industry leaders such as Microsoft. Whether dissecting the success behind Uber's ridesharing service or Flamin' Hot Cheetos, he underscores with clarity and humor how this approach can improve the way we work and live. This is an essential roadmap for building products that matter--and changing behavior for the better.

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You Are The Brand - Mike Kim Cover Art

You Are The Brand

You Are The Brand The 8-Step Blueprint to Showcase Your Unique Expertise and Build a Highly Profitable, Personally Fulfilling Business by Mike Kim

Yes, It’s Possible to Build a Business around Your Expertise, Ideas, Message, and Personality. But First You Need to Realize — YOU ARE THE BRAND. It’s no secret that more people than ever before are building thriving businesses around their personal brands. But why do some create six- or even seven-figure businesses while so many others strive to make a consistent income? Much of the personal brand space plays out in two ways. The first group of people sells a false version of themselves, thinking that image or perception alone will get them the results they seek. These folks don’t realize that attention isn’t owed, it’s earned. The flip side of presenting a false version of yourself is oversharing in the name of authenticity. They talk nonstop about their issues, sometimes revealing way more than what is even comfortable to read about. It’s as if these people are trying to sell their struggles, and it doesn’t work in the long run. Like a car wreck, these folks garner attention, but it’s short-lived. Here’s a simple question that can serve as a litmus test for you: “Can I build a campfire around what I’m sharing?” Is there warmth? Are you building something that is attractive and inviting to others? Can you build a community around it? Are you someone whom others want to invite onto their stages, in front of their employees, or into their lives? In You Are the Brand , Mike Kim shares his proven 8-step blueprint that has helped build the brands for some of today’s most influential thought leaders — as well as his own personal brand. In this practical and inspiring book, you will learn: How to identify and showcase your unique expertise How to gain clarity on your message, market, and business model Why the most effective marketing strategy is to simply tell the truth How-To-Preneur vs. Ideapreneur — Which one are you? The three kinds of personal stories that ensure you stand out in your market The simple “9-Box Grid” that shows you how to price your products and services How to cultivate “rocket ship relationships” that skyrocket your revenue, and influence

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Steal The Show - Michael Port Cover Art

Steal The Show

Steal The Show From Speeches to Job Interviews to Deal-Closing Pitches, How to Guarantee a Standing Ovation for All the Performances in Your Life by Michael Port

A Wall Street Journal, USA Today, and Publishers Weekly bestseller. A powerful way to master every performance in your career and life from a top business coach and former professional actor. Every interaction is a performance, and much of our success—professional and personal—hinges on being able to inspire an audience. And while some people seem to be naturals in the spotlight, this ability very rarely derives from talent alone. Confident communication is a skill, and anyone can learn how to do it. In Steal the Show, New York Times best-selling author, top-rated corporate speaker, and former professional actor Michael Port teaches you how to make the most of your own moments in the spotlight. He makes it easy to give your presentations a clear focus, engage your listeners, manage your nerves, play the right role in every situation to give your message maximum impact, and much more. Drawing on his MFA training at the prestigious Graduate Acting Program at New York University, Port has engineered a system that the non-actor can use to ensure his or her voice is heard when it matters most. “An indispensable guide for introverts and extroverts alike.”— Inc. Magazine

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Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss Summary - Turbo-Learning Cover Art

Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss Summary

Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss Summary by Chris Voss - Negotiating As If Your Life Depended On It - A Comprehensive Summary by Turbo-Learning

Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss Summary Chris Voss is an FBI negotiator with over twenty years of expertise operating within the field, and an extended second career teaching at Georgetown University and USC. In his book, Never Split the Difference: Negotiating As If Your Life Depended On It, Voss brings the reader right into the exhilarating world of crisis negotiations, beginning every chapter with an exciting case wherever he or one among his colleagues had to negotiate to avoid wasting someone's life. His captivating accounts include kidnappings, hostage situations, and humorously, a trip to the car dealership to haggle for a new truck. Interspersed between the action, Voss delivers a lesson in each chapter explaining the principles and tactics he used to resolve each particular negotiation. He explains the psychology of his principles in easy to understand language, and makes them relatable to our everyday lives by giving examples of exactly how they were applied by an average person in a situation at their job, in business dealing, or even when speaking to a telemarketer. Each chapter is divided into sub-sections with their own bold faced heading to make them easy to find and read, and the lessons are cleverly written and full of wit and humor, as well as step-by-step instructions. Each chapter ends with a sub-heading titled "Key Lessons" where Voss reviews the main points of his teachings as a reminder, and cleverly drills home the point he is trying to make one last time so the lesson really sticks. Best of all is the way Voss takes something so far removed from the ordinary lives of most people; FBI negotiation tactics during a crisis, and teaches us how to utilize them to get a promotion at work, negotiate for a raise, or get a better deal when buying a home. This book is incredibly fun to read, wonderfully informative, and leaves you feeling empowered to negotiate your way to anything you want. Here is a Preview of What You Will Get: ⁃ A Detailed Introduction ⁃ A Comprehensive Chapter by Chapter Summary ⁃ Etc Get a copy of this summary and learn about the book.

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The Closers Part 2 - Ben Gay III Cover Art

The Closers Part 2

The Closers Part 2 Sales Closers Bible Book 2 by Ben Gay III

"The Closers-Part 2" picks up where the original "The Closers" leaves off. Beyond the set closes, planned presen-tations and objection nullifications contained in the first book, "The Closers-Part 2" shows you what successful, sophisticated salespeople really do with all of that basic information. If "The Closers" original book can double your income (it has for many salespeople!), "The Closers-Part 2" can double it again!

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