If You Understand Brain Basics, You’ll Sell More
As much as 95% of our decisions are made by the subconscious mind. As a result, the world’s largest and most sophisticated companies are applying the latest advances in neuroscience to create brands, products, package designs, marketing campaigns, store environments, and much more, that are designed to appeal directly and powerfully to our brains.
The Buying Brain offers an in-depth exploration of how cutting-edge neuroscience is having an impact on how we make, buy, sell, and enjoy everything, and also probes deeper questions on how this new knowledge can enhance customers’ lives. The Buying Brain gives you the key to
• Brain-friendly product concepts, design, prototypes, and formulation
• Highly effective packaging, pricing, advertising, and in-store marketing
• Building stronger brands that attract deeper consumer loyalty
Hardcover: 252 pages
Publisher: Wiley (August 9, 2010)
Author: A.K. Pradeep
No matter what, where, and to whom you sell, everything you do fits into one of three phases of the sales process: Planning, Execution, and Closing. True red-hot sellers know exactly what each phase encompasses, and the rest of us can learn in the time it takes to read this ultra-practical book.
Red-Hot Selling presents a simple, start-to-finish sales process for new sales professionals and veterans alike that shows how to:
Eliminate the peaks and valleys in your sales cycle • Manage your time for optimum results • Ask your customers and prospects the six most powerful questions • Find and penetrate the best accounts • Create and deliver dynamic sales presentations and winning proposals • Beat back objections • And much more
Paperback: 240 pages
Publisher: AMACOM (June 2, 2010)
Author: Paul S. Goldner
HR For Small Business explains in simple, clear language what business owners and managers need to know about their relationship with their employees in order to comply with the law and protect themselves and their business from being sued.
Paperback: 432 pages
Publisher: Sphinx Publishing; 2 edition (January 1, 2009)
Author: Charles Fleischer
A career in marketing or market research makes a worthy challenge for those whose creative genius is matched by their analytical acumen. For those interested in marketing careers, this WetFeet Insider Guide explores the opportunities within and beyond the consumer products industry; what it takes to succeed; typical career paths; and how to navigate the recruiting process like a seasoned professional.
Paperback: 86 pages
Publisher: Wetfeet.Com (January 2008)
Data warehousing. Source data. Business intelligence.
You’ve heard the buzzwords before, but what is your business doing with these priceless mountains of data it generates? Are you using this information properly to gain a competitive edge? Or are you just sitting on it?
Now you can discover how your company can take information created in the general course of business and put it to work to boost corporate performance. Taking a holistic—rather than a technical—approach, Business Analytics for Managers: Taking Business Intelligence Beyond Reporting explores why business analytics (BA) should be important to you, whether you’re in sales, marketing, management, finance, HR, production, or analysis.
Hardcover: 272 pages
Publisher: Wiley (July 13, 2010)
Author: Gert Laursen and Jesper Thorlund
At the turn of the millennium, McDonald’s faced a host of serious problems: a decline in food quality, branding issues, indifferent employees, shoddy service and a poor bottom line. The global brand consulting company Arcature LLC was brought in to develop a global brand direction, and Light (global chief marketing officer of McDonald’s during those years)—with others—resuscitated the brand. Though the authors offer a few rushed suggestions for executives trying to recover their failing brands, or to avert the crisis in the first place, the book is essentially a hosanna to Light’s corporate messianic abilities. The titular six rules—refocus the organization, restore brand relevance, reinvent the brand experience, reinforce a results culture, rebuild brand trust and realize global alignment—are addressed, but sketchily, and without much direction for how they can be applied to companies that are not lucky enough to be the world’s most successful fast-food chain. Though the book offers small nuggets of useful advice, it suffers from its self-congratulatory tone, anecdotal filler and dry writing.
Hardcover: 240 pages
Publisher: Pearson Prentice Hall; 1 edition (February 19, 2009)
Do you know what people do when they visit your website or web app? Or how much the site contributes to your bottom line? Google Analytics keeps track and makes it easy for you to learn precisely what’s happening. This hands-on guide shows you how to get the most out of this free and powerful tool — whether you’re new to Google Analytics or have been using it for years.
Paperback: 224 pages
Publisher: O’Reilly Media; 1 edition (August 27, 2010)
Author: Justin Cutroni
Data-Driven Marketing uses simple, non-technical language to help you to master the latest analytical techniques while maximizing your Return on Marketing Investment (ROMI). You’ll take your marketing performance to the next level as you discover:
Hardcover: 298 pages
Publisher: Wiley (February 8, 2010)
Author: Mark Jeffery
Your new business strategy isn’t going to sell itself. It’s up to you to convince top decision makers to take the organization in the right direction. This is the most important presentation of your career, and your choice of words and phrases will mean the difference between success and failure.
Perfect Phrases for Presenting Business Strategies provides the language you need to:
Paperback: 240 pages
Publisher: McGraw-Hill; 1 edition (November 23, 2009)
Author: Don Debelak
Ideal for sales teams in any industry, Sales 2.0 finally marries Web 2.0 technologies with the innovative sales practices those technologies enable, resulting in improved sales productivity and results. The business of sales is changing; whether your business changes with it will determine your long-term success. Sales 2.0 is the next step in the evolution of sales.
In Sales 2.0, authors Seley and Holloway demystify the emerging Sales 2.0 trend and provide a framework that business leaders and sales professionals can use to implement it in their organizations. They explain why traditional sales tactics no longer work and why you should change the way you sell. They explore Sales 2.0 in practice and showcase four industry-leading companies currently using Sales 2.0 successfully and profitably. They show you how to align your sales resources with customer opportunities to create better sales force deployment and territory coverage. That means segmenting your sales process steps, customers, and opportunities and using the most profitable sales channel or communication medium to engage more buyers.
Hardcover: 256 pages
Publisher: Wiley; First Edition edition (December 15, 2008)
This book, a collection of articles written by leading experts in the field of audiovisual translation, introduces the reader to some of the main linguistic and cultural challenges that translators encounter when dealing with films and other audiovisual productions. The volume raises awareness of current issues and debates in the study of dubbing and subtitling and offers new insights on these complex and vibrant areas of the translation discipline.
Hardcover: 216 pages
Publisher: Multilingual Matters (April 15, 2009)
Editor: Jorge Daz Cintas
Managing and transferring knowledge – at the right time, in the right place and with the right quality for customers – enables companies to survive in times of fierce competition. The focus of this work is therefore on Knowledge Management and Customer Relationship Management.
The theoretical part comprises several approaches to knowledge, its transfer and the barriers to be overcome when sharing knowledge. This is followed by a description of CRM and CKM (Customer Knowledge Management), outlining how crucial their successful use is.
The practical part explores on the one hand the dependence on knowledge and on the other hand its availability for a good customer relationship. It includes a case study that investigates both the administrative and the operational area of a concrete company. The survey results are then discussed in detail, key success factors identified and mistakes pointed out. After this critical analysis, final recommendations are given that every company can benefit from.
Hardcover: 143 pages
Publisher: Springer; 1st Edition. edition (January 10, 2011)
Author: Silvio Wilde
In the workplace, good punctuation is much more than a matter of correctness. It’s a matter of efficiency. Professionals who aren’t sure how to punctuate take more time than necessary to write, as they fret about the many inconsistent and contradictory rules they’ve picked up over the years. Good punctuation is also a matter of courtesy: In workplace writing, a sentence should yield its meaning instantly, but when punctuation is haphazard, readers need to work to understand – or guess at – the writer’s intent. Weak punctuation results in time-wasting confusion, questions about professionalism, and some times even serious and costly miscommunication.
Without using the jargon of grammar — and providing 18 common sense principles to live by — Punctuation at Work shows busy professionals exactly how the marks can be used to make meaning clear and emphasize ideas. All the marks are covered, with hundreds of examples taken from today’s workplace. From hyphens and semicolons to brackets and quotation marks…all the way to ellipses (and the eternal struggle between “that” and “which”), this book explains the many ways punctuation makes things plain.
Paperback: 208 pages
Publisher: AMACOM (February 17, 2010)
Author: Richard Lauchman
Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.
The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.
Paperback: 272 pages
Publisher: Portfolio Trade (May 27, 2008)
Are you looking for a great idea or some inspiration to start a new venture or to help you grow your existing business? This book contains 100 great business ideas, extracted from the world s best companies.
Ideas provide the fuel for individuals and companies to create value and success. Indeed the power of ideas can even exceed the power of money. One simple idea can be the catalyst to move markets, inspire colleagues and employees, and capture the hearts and imaginations of customers. This book can be that very catalyst. Each idea is succinctly described and is followed by advice on how such an idea can be applied to the reader s own business situation. A simple but potentially powerful book for anyone seeking new inspiration and that killer application.
Paperback: 240 pages
Publisher: Marshall Cavendish Corp/Ccb (December 1, 2010)
Author: Jeremy Kourdi
What do award-winning companies know about innovative corporate performance management (CPM) that eludes most of today’s executives? How do they organize and conduct themselves to achieve outsized results during the worst recession ever? Learn the secrets to executing strategy effectively in Bob Paladino’s Innovative Corporate Performance Management. The case companies in this book have amassed over 175 prestigious awards and share over 160 CPM best practices—it’s time to add your company’s name to the list.
A global CEO survey reveals the difficulties executives face in trying to keep up with rapid global change. So, what are the core processes and best practices that award-winning commercial, public, and nonprofit enterprises leverage to manage this gap?
From the author of Five Key Principles of Corporate Performance Management—the #1, bestselling CPM book for three years running—this dynamic book offers insights from business leaders who have won the most globally recognized awards in business, as well as:
Hardcover: 415 pages
Publisher: Wiley (November 9, 2010)
Author: Bob Paladino
Manager’s Guide to Mentoring provides all the skills for using one of today’s most innovative management techniques to drive positive change in your company.
Briefcase Books, written specifically for today’s busy manager, feature eye-catching icons, checklists, and sidebars to guide managers step-by-step through everyday workplace situations. Look for these innovative design features to help you navigate through each page:
Paperback: 240 pages
Publisher: McGraw-Hill; 1 edition (August 12, 2009)
Author: Curtis J. Crawford
Layoffs. Sales slumps. Dangerously low morale. Extreme cash tightness. Reorganizations.
It’s a scary world out there. Times are as tough as they’ve been in decades. More than ever before, companies are struggling to make ends meet, having to cut costs, lay off employees, delay new endeavors—and focus almost exclusively on SURVIVAL. And until now, there’s never been a good, clear, step-by-step guide for businesses facing such sudden turns for the worse.
THIS BOOK MAY SAVE YOUR BUSINESS.
Written by WORSE-CASE SCENARIO creator and entrepreneur David Borgenicht, bestselling new business superguru Mark Joyner, and many other business experts, you’ll learn:
Paperback: 208 pages
Publisher: Wiley (September 28, 2009)
8 easy ways to ensure consumers choose your product over the competition’s
The world of consumer business is always hit hardest during a recession. But that doesn’t mean you can’t still drive sales and growth for your own organization. All it takes to come out on top, even in the toughest economies, is a keen understanding of consumer psychology and the right strategy.
Written by Marshal Cohen, a global leader in market research and consumer behavior, Buy Me! takes a close look at customer behavior in today’s economy and provides 18 simple techniques you can apply right away to make your products irresistible to customers, by
Hardcover: 224 pages
Publisher: McGraw-Hill; 1 edition (December 11, 2009)
Author: Marshal Cohen
Follow the advice of Stephan Schiffman-America’s #1 Corporate Sales Trainer-and take your career to the next level. This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.
This easy-to-follow guide will help you beat today’s cold calling obstacles such as voicemail, caller ID, cell phones, and e-mail. Schiffman’s professional experience and corporate wisdom guarantee your future success. Providing online resources, the anniversary edition of Cold Calling Techniques packs in plenty of potential leads to help you hunt down more business.
Give yourself the edge. Cold Calling Techniques is the one book you need to make your sales opportunities better, pitches stronger, and commissions greater.
Paperback: 160 pages
Publisher: Adams Media; 6 edition (July 3, 2007)
Author: Stephan Schiffman
Keeping employees motivated is crucial to your company’s performance. This comprehensive, quick-reference guide for managers offers you hundreds of ready-to-use phrases at your fingertips. No matter what the situation–whether you’re giving a pep talk or inspiring a direct report in a one-on-one meeting–Perfect Phrases for Motivating & Rewarding Employeeswill provide you with the right words at right time. Learn how to:
Paperback: 176 pages
Publisher: McGraw-Hill; 2 edition (June 1, 2010)
This is a must-read. In today’s competitive marketplace, Walkup has written the definitive guide for making the phone one of your most valuable tools. Keep this book handy, refer to it often, and your bottom-line will grow.
Paperback: 224 pages
Publisher: AMACOM; Second Edition edition (September 1, 2010)
Continuing to evolve the breakthrough thinking of his bestselling classic Mastering the Complex Sale in this new edition, Jeff Thull once again pushes the envelope to give professionals—from individuals struggling with their first call, to senior executives trying to figure out why their value strategy is falling short—a comprehensive guide to navigate and win high-stakes sales. You will find yourself rethinking your beliefs about selling, applying this straightforward strategy, and achieving the success you are looking for.
This book will show you how to:
Hardcover: 304 pages
Publisher: Wiley; 2 edition (March 8, 2010)
Author: Jeff Thull
This new book answers many of the most important questions people are asking about social media:
· Can I make money with social media?
· How do the Fortune 500 use social media?
· What are the classic mistakes to avoid when launching a social media campaign?
· How should I set-up, launch and run my social media campaign?
· What are the top 50 social media platforms and how can they be used to get new customers?
· Why did my first social media campaign fail?
· How do I integrate my social media campaign into my traditional marketing campaign?
· What are the Seven Deadly Sins of social media measurement?
· What should I know about mobile media, augmented reality and widgets?
· What should I do to ensure I get a positive ROI from my efforts?
· What tools should I use once I get past YouTube, LinkedIn, Facebook and Twitter?
· What are the 59 specific steps I should take to ensure my social media campaign is a success?
Hardcover: 304 pages
Publisher: FT Press; 1 edition (September 30, 2010)
This book puts all the pieces together, offering a definitive account of BP’s pursuit of outsized profits as the industrial world awakens to the grim realities of Peak Oil.
Drowning in Oil, by award-winning Houston Chronicle business reporter and columnist Loren Steffy—considered by many to be the writer with the best access to the story—is an unprecedented and gripping narrative of this catastrophe and how BP’s winner-take-all business culture made it all but inevitable.
Through never-before-published interviews with BP executives and employees, environmental experts, and oil industry insiders, Steffy takes us behind the scenes of 100 years of BP corporate history. Beginning with the conglomerate’s early gambits in the Middle East to its recent ascent among energy titans, Steff unearths the roots of the Gulf oil spill in the unwritten bargain between oil producers and consumers, whose insatiable appetites drive the search for new supplies faster, farther, and deeper.
Hardcover: 256 pages
Publisher: McGraw-Hill; 1 edition (November 5, 2010)
Author: Loren C. Steffy