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The Four Pillars of Sales

Author: Savage Gerry

Publisher:

Published: 2020-02

Total Pages: 184

ISBN-13: 9781646490288

There are countless books about sales and success, but none except The Four Pillars of Sales takes you on a real life journey that gives you the tools necessary to reach the success you desire. Learn to quickly adapt your own personality style to that of your customer and find yourself reaching career heights you never dreamed possible. "The Four Pillars ... should be in every professional's library." --ROBERT LEOPOLD, Regional Sales Director, 3T Medical Systems "The blueprint for building a successful career ... and lasting personal partnerships." --STEVE deBREE, President, Performance Possibilities Group Inc.

The Four Pillars of Profit-Driven Marketing: How to Maximize Creativity, Accountability, and ROI

Author: Leslie Moeller

Publisher: McGraw Hill Professional

Published: 2009-01-11

Total Pages: 241

ISBN-13: 0071615067

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Each year, billions of dollars are spent on marketing endeavors. Unfortunately, the vast majority of the money disappears into thin air, and marketing executives are left wondering if any of it came back in the form of ROI. Why? Because until now there has been no proven system for measuring marketing ROI. But as budgets tighten, marketing managers are feeling the pressure to come up with quantifiable results for every dollar spent. The ability to determine marketing ROI has long been desirable; now, it is critical. The Four Pillars of Profit-Driven Marketing is the first book to offer a practical, proven framework that helps marketers capture the metrics essential to determining ROI and use them to develop an overall marketing strategy based on accurate ROI figures. Inside, two marketing strategy executives at Booz & Company, Leslie Moeller and Edward Landry, reveal the “4 pillars of marketing," which help track ROI at every point in the ever-expanding and increasingly complex world of media platforms. You'll learn how to: Understand, classify, and choose Analytics Put the analytics to work with the right decision-support Systems & Tools Establish Processes that integrate the analytics and tools into operations Use Organizational Alignment to assure company-wide acceptance and execution of the system To help get your marketing ROI initiative off to a strong start, the authors provide a simple six-step process you can follow, which is illustrated with a case study of the Kellogg Company. By successfully integrating analytic firepower, decision support, processes, and people development, you will optimize your marketing dollars, better connect with customers, and watch your returns grow dramatically. Finally, the mystery of marketing ROI is solved.

Compound Marketing

Author: Dan Norris

Publisher: Jetlaunch

Published: 2020-09-16

Total Pages: 156

ISBN-13: 9781641844482

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A note from Dan. I'm now in my 15th year as an entrepreneur, and over those years my ideas around what an entrepreneur is, and how to build a business, have changed a lot. My university lessons in Marketing didn't serve me too well, but even as a business owner for many years, I continued this habit of looking for someone to give me the answer. Seeking permission. It didn't work, but what did work was spending years piecing together a new way of marketing through trial, error and some chance encounters with generous people. Compound Marketing provides a framework for thinking about how to market a solid long term business without short term strategies. It looks at the 4 most important things that I think entrepreneurs can do if they want to take an approach to marketing that will give them ongoing compounding growth as opposed to quick wins. Compound Marking is the way I have built all of my businesses, some 6 figures, some 7 and some 8, with a far below average spend on marketing and advertising. Compound Marketing tells the stories of my businesses and many others and provides practical advice for entrepreneurs on using the 4 key compounding marketing strategies of Brand, Storytelling, Content and Community to build a modern business with an unfair growth advantage.

How to Make Real Money Selling Books

Author: Brian Jud

Publisher: Square One Publishers, Inc.

Published: 2013-03-14

Total Pages: 339

ISBN-13: 0757052134

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The worldwide book market generates almost $90 billion annually, and more than half of those sales are made in non-bookstore outlets such as discount stores, airport shops, gift stores, supermarkets, and warehouse clubs. How to Make Real Money Selling Books provides a proven strategy for selling books to these enterprises. You will learn about developing a product strategy, conducting test marketing, contacting prospective buyers, promoting your product, selling to niche markets, and much, much more.

The Challenger Sale

Author: Matthew Dixon

Publisher: Penguin

Published: 2011-11-10

Total Pages: 240

ISBN-13: 1101545895

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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.

Dynamic Sales Combustion

Author: Erik Therwanger

Publisher: Balboa Press

Published: 2018-11-22

Total Pages: 226

ISBN-13: 1982212969

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Leaders... Start Your Sales Engines! Is your sales vehicle stalling, when it should be speeding across the finish line? Like an engine, your sales system was not designed to remain in the parking lot of lost opportunities. Instead, it should be driving transformational sales results and moving your sales vehicle to exciting new destinations. Unfortunately, most sales organizations lack the right sales system and are not prepared for the constant challenges that keep their sales vehicles parked. Negative perceptions, mediocre performance, poor support, and a lack of leadership round out the top issues that make acceleration difficult. Dynamic Sales COMBUSTION introduces business owners, sales leaders, sales professionals, and sales support teams to the Sales Impact System - SIS. The SIS allows you to push the pedal to the metal, create an environment that fosters high performance, and drive sales results to championship levels. The Sales Impact System - SIS provides you and your team with: • Strategies for an Unbreakable Mindset • Techniques to acquire Unparalleled Data • New ways to achieve Unstoppable Gears • The ability to develop Unmatched Structure

Negotiation Excellence: Successful Deal Making (2nd Edition)

Author: Michael Benoliel

Publisher: World Scientific

Published: 2014-09-16

Total Pages: 534

ISBN-13: 9814556963

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Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.

The Stock Market Cash Flow

Author: Andy Tanner

Publisher: RDA Press, LLC

Published: 2014-03-25

Total Pages: 227

ISBN-13: 1937832481

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The book begins by addressing many of the challenges stock market investors face today and the various ways many investors use the stock market to achieve their goals. A valuable discussion of where paper assets fit (and do not fit) in the context of Rich Dad principles and its place among the other assets classes such as real estate business and commodities. The bulk of the book educates investors on "Andy's 4 pillars of stock market income" and effectively simplifies the four concepts to help investors begin to harness their power. The book concludes with ideas for an individual action plan suited to the goals of the reader

The Four Pillars of Portfolio Management

Author: Olivier Lazar

Publisher: CRC Press

Published: 2018-09-28

Total Pages: 178

ISBN-13: 0429655258

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Portfolio management consists mainly of making decisions about which initiatives to undertake, which initiatives not to pursue, and which resources are to be allocated to which portfolio component. At least, that’s how it is most commonly presented in textbooks and courses. Indeed, it is all of that, but it is also so much more. Portfolio management is, of course, about making these decisions, but, more accurately, it is about making them with the goal of creating value for an organization’s wide population of stakeholders, both internal and external. This value is not only expressed in financial terms but also in social terms. The portfolio should create value for all stakeholders, who thereby support the portfolio organization and enable it to sustain itself. Portfolio management is about the realization of strategic vision, achieving a purpose, and developing an intelligent way of using resources to benefit stakeholders. This requires the ability to find a balance among the different dimensions of portfolio governance and among the constraints constantly shaping and reshaping the business environment. This is what portfolio management is truly about; this is what organizational management is about. The Four Pillars of Portfolio Management: Organizational Agility, Strategy, Risk, and Resources takes readers on a journey navigating the dimensions and constraints to be balanced and integrated as part of the portfolio and organizational decision-making process. By balancing the requirements of strategic alignment with the exposure to risk and by reconciling resource demands with capability, a portfolio manager can develop and sustain an organization despite the constant and dynamic evolution of the business environment. This book explains how to manage portfolios that create the agility all organizations require to survive and thrive.

The Four Pillars of High Performance

Author: Paul C. Light

Publisher: McGraw Hill Professional

Published: 2005-01-04

Total Pages: 296

ISBN-13: 9780071466417

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How to stay on course and achieve extraordinary performance in a sea of change In today's change-or-die business environment, companies that achieve the highest levels of performance are "robust organizations"--those that adapt quickly and without losing their strategic direction. Distilling decades of research conducted by Rand, one of the nation's most respected business think tanks, The Four Pillars of High Performance explores the strategies to truly manage change. Using examples, author Paul C. Light extracts powerful lessons for managers and executives, and he provides readers with: Never-before-published research by Rand on the shared traits of the highest-performing companies Cutting-edge techniques for improving performance across an organization Valuable insights into the five major attributes of agility, alignment, metrics, incentives, and impact Case studies and vignettes drawn from the experiences of industry leaders in every sector