Marketing

A practical framework that helps sales professionals zero in on the metrics that really matter--enabling them to align their sales forces tactics with organizational strategy to dramatically boost efficiency and effectiveness

Key skills to make sales managers better developers of salespeople Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records.

This helpful text clearly sets out the very best, state-of-the-art strategies in key account management. The authors provide the tools and processes for successful KAM, from developing a customer categorization system that really works, to analyzing the needs of key accounts.

You don't need a marketing degree or intensive training to build an attention-grabbing brand; you just need this book - and 30 days. Simon Middleton shows you how to create, manage and communicate your brand profoundly and effectively, in just 30 days, by following 30 clear exercises.

Grow your account list with an effective account-based marketing strategy Buyers have changed the B2B marketing game.

During economic contractions, it becomes much more difficult to sell your products, maintain your customer base, and gain market share. Mistakes become more costly, and failure becomes a real possibility for all those who are not able to make the transition.

Attract the very best talent with a compelling employer brand! Employer Branding For Dummies is the clear, no-nonsense guide to attracting and retaining top talent.

The premier guide to digital marketing that works, and a solid framework for success The Art of Digital Marketing is the comprehensive guide to cracking the digital marketing 'code,' and reaching, engaging, and serving the empowered consumer.

A revised and updated version of the classic book on what it takes for small brands to eat the big tuna Since Wiley first published Eating the Big Fish in 1999, the concept of the challenger brand has become a mainstream idea among marketers and advertisers.

In an age of me-too products and instant communications, keeping up with the competition is not a winning strategy. You have to out-position, out-maneuver, and out-design the competition. Written by the bestseller "The Brand Gap", this title illustrates the first discipline for building a high-performance brand-radical differentiation.

Commonsense Direct and Digital Marketing shows you how to plan and execute profitable direct marketing campaigns using the media of direct mail, internet marketing, copywriting and design. It is the classic work on this subject.

Gain, engage, and retain customers with positive experiences A positive customer experience is absolutely essential to keeping your business relevant. Today's business owners need to know how to connect and engage with their customers through a variety of different channels, including online reviews and word of mouth.

HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime.

In some parts of the world, especially in developing markets, category management today remains a stretch goal - a new idea full of untapped potential. In other areas, the original eight-step process that emerged in the late 1980's forms the foundation of many companies' approach to category management.

In Perfect Pitch, bestselling author Jon Steel shows readers how the principles of advertising research and planning can be applied to the business of presenting and selling ideas. While many books offer tips on persuasion, this is the only book tailored specifically to advertising industry professionals who must sell their ideas or perish.

Hypergrowth markets are explained and explored in a book offering specific answers as to how companies can develop markets for their products, how they can sustain this growth, and how they can survive the inevitable downturns.

Shows you how to grab attention and drive sales with customer-focused, results-based Web copy. This book applies persuasive techniques to the interactive capabilities and unique possibilities of the Web. It includes insider tips on how to write a copy for: Websites; Home pages; Internet direct mail; Banner ads; Landing pages; and E-zines.

Adam Morgan follows bestseller 'Eating the Big Fish' with a close up of the kind of person it takes to challenge established brands.

From 1976 to the beginning of the millennium-covering the quarter-century life span of this book and its predecessor-something remarkable has happened to market response research: it has become practice.

A reference for advertising, sales, and marketing professionals looking for the right word to clinch the deal. It lists high-powered words, phrases, and slogans, arranged in categories ranging from 'snappy transitions' to 'knocking the competition', from 'grabbers' to 'clinchers.'

Includes: the thinking on key branding concepts; strategies for launching new brands, leveraging existing brands, and managing a brand portfolio; techniques for building a brand-centered organization; and, insights from senior managers who have fought branding battles and won.

Covers key channel management techniques, from deciding the mix and ensuring customer focus monitoring performance and channel innovation. This title includes examples and lessons from benchmark companies, including Sharp and Sanwa and ideas from the smartest thinkers. It also includes a glossary of key concepts and a resources guide.

Shows you how to turn your brand from the logo on your letterhead into the driving force behind your company's growth, operational success, and long term profitability.

Tom Hopkins earned himself over one million dollars in his first three years as a salesman. Here, in his first book, he sets down the key secrets of his success.

A unique personality... "Ogilvy, the creative force of modern advertising. " --The New York Times "Ogilvy's sharp, iconoclastic personality has illuminated the industry like no other ad man's. " --Adweek. . an acclaimed author.

Provides a practical and battle-tested approach for taking products, services, divisions, or even an entire company to market! Drawing on dozens of examples and best-practices across a variety of industries, this work lays out a blueprint for building a winning go-to-market plan.