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雷达卡
Genre: Business
Language: English
Year: 2016
WOOF - Why Ordinary Organizations FailAnd How to Ensure Yours Will not by Unleashing a Powerful Sale and Marketing Strategy that is Anything But OrdinaryCHAPTER 1Establish a StrategyLEADERSHIP
- What to Do When You're Not Steve Jobs
- Difference Between a Rut and a Grave
- Rewiring Your Inherent Resistance to Change
- Beware of Shiny Objects
- Marketing on a Wing and a Prayer
- Can Passion Become Poison?
- The More You Know: Competitive Intelligence
- The Brain Bone's Attached to the Wallet Bone
- The Psychology of Pricing
- The Price Is Right
- One Team, One Dream
- Ensure Your Sales and Marketing Plan Delivers
CHAPTER 2Execute Your Marketing StrategyBRAND MANAGEMENT
- Marking Your Territory
- Speak Up
- Richard Branson on Personal Branding
- A Calling Card That Speaks Volumes
- Marketing from the Heart
- Aim High
- The Next-Generation Customer
- The Significance of Generational Marketing
- Boomers - Rebels With a Cause
- X Marks the Spot
- The Real Power of Gen Y
- Mars and Venus
- Google: Go Mobile or Go Home
- Convert Web Traffic to Sales
- Are Traditional Websites Dead?
- Getting to Page One
- Google Gets Inside Our Heads
- You've Got Email
- Getting Sophisticated with Email Marketing
- Four Steps to Grow Your Prospect Email List
- Psychology Behind Social Media
- Investing in the Right Social Media Network
- Social Media: Best of the Rest
- Unleashing an Army of Brand Ambassadors
- From Monologue to Dialogue
- Seven Social Media Missteps to Avoid
- Facebook Marketing Strategies
- Twitter Marketing Strategies
- Seven Twitter Tips You May Be Missing
- Top Twitter Turnoffs
- Engaging Followers Via LinkedIn Company Page
- To Blog or Not to Blog?
- Five Best Practices for Leveraging Pinterest
- Ten Ways to Attract Pinterest Followers
- Instagram Marketing Secrets
- Marketing Strategies on Vine
- Real-Time Marketing
- Online Reputation Could be Killing Your Business
- Guerrilla Tactics - Powerful Weapon in Consumer Warfare
- Go Big or Go Home
- Miss America and the Mooninites
- Ambient Marketing Creates Lasting Impression
- Power of Influence
- Taking it to the Streets
- The Charmin Experience
- Use PR as Weapon Against Competition
- PR: Caterpillar or Butterfly?
- An Inspired Pitch
- Sales: Missing Ingredient in PR
- Top Ten PR Pitfalls
- PR Crisis: The Intersection of Danger and Opportunity
- Southwest Shows Right Model for Surviving Crises
- Spokesperson Offers Brands Larger Voice
- Drive Sales with a Cause
- Art and Science of Advertising
- How to Adapt to Today's Visual Culture
- Narrowcasting Kills Broadcast Advertising
- Psychology Behind Persuasive Headlines
- Online Advertising Strategies
- Mobile Dependency Energizes Text Advertising
- Ad Retargeting May Spoil Gift-Giving Surprise
- Hey There! What's Your Sign?
CHAPTER 3Execute Your Sales StrategyTHE MODERN SALES PROCESS
- The Evolution of Consultative Sales
- Tips for Overcoming Fear of Selling
- Get Your Mind Right Before Selling
- Success Is All in the Prep
- Reaching the Real Decision Maker
- Cold Calling Gets a Bad Rap
- Cold Feet? How to Avoid Cold-Calling Mistakes
- Breaking Through the Voicemail Barrier
- Cold Email Mastery, a Click Away from Anyone
- The Opportunity in 'No'
- Six Best Practices to Boost Sales Efficiency
- Eight-Second Rule of First Impressions
- The Secret of Instant Rapport
- Building Trust in Sales
- The More You Tell, the Less You Sell
- Do not Let Zeal Kill the Sale
- The Power of Questions
- How to Ask the Tough Questions
- Mastering the Perfect Pitch
- Talk Like TED in Your Sales Pitch
- Use Storytelling to Sway Customers
- Techniques for Revealing Hidden Objections
- Handling Those Objections
- Sure-Fire Ways to Overcome Price Objections
- Six Tips for Shortening the Sales Cycle
- Be a Seller, Not a Beggar
- How to Deal with Prospect Stall Tactics
- Follow-up Calls That Close Sales
- When Hot Prospects Go Cold
- Going, Going, Gone
- Three Secrets to Closing More Business
- Secrets to Embracing Rejection
- "Success Is a Lousy Teacher"
- Research: Optimists Sell More
- Changes in Buyer Behavior Critical to Business Survival
- How Sales Teams Can Work Themselves Out of a Job
- Pre-selling to Connected Buyers
- Navigating First Contact with Connected Buyers
- Perils of Unintentional Salespeople
- The Art of Selling Professional Services
- Cultivating Relationships with Distinct Buyer Types
- Understand Prospects' Personalities
- Arm Your Sales Team with Buyer Personas
- Buying Signals Help Avoid Overselling
- Decoding Prospects' Secret Language
- The Silent Sales Killer - Body Language
- Boost Sales by Talking Their Talk
- Tips for Selling to First-Time Buyers
- Persuading CEOs to Buy
- Casting Your Net for Success
- Make Memorable Impressions at Networking Events
- Master the Business Lunch to Connect
- Get LinkedIn to Opportunity
- Six Easy Ways to Kick Referral Fears
- Stop Asking for Referrals
- Stop Bargaining; Start Negotiating
- Ten No-Nonsense Negotiating Strategies
- Five Top Sales Negotiation Mistakes
- Avoid These Seven Deadly Sales Sins
- Top Reasons Salespeople Find Failure
- Sure-Fire Ways to Kill a Sale
- Assumptions That Cost You Sales
- Top Five Sales Excuses
- Sustained Growth Requires a Selling Culture
- Developing a Repeatable Sales Process
- How to Spot Great Sales Talent
- Ambiverts Make Sales Rock Stars
- Right-Brained Reps in a Left-Brained World
- Six Revealing Sales Interview Questions
- Use EQ vs. IQ to Recruit Sales Talent
- Getting What You Pay For
- Are Salespeople Born or Made?
- Annual Sales Checkup
- Delivering Value to Educated Buyers
- Nine Common Sales Team Hurdles
- Three Tips for Improving a Struggling Sales Team
CHAPTER 4Measure Your Sales & Marketing StrategiesTHE KEY TO PREDICTABLE RETURNS
- Benefits of a Dashboard in Driving Company Performance
- Projecting Sales & Marketing Plan Returns
- Sales Measurement Techniques to Move the Needle
- The Priorities of the Data-Driven Marketer
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