The must-read summary of Matthew E. May's book: "In Pursuit of Elegance: Why the Best Ideas Have Something Missing".This complete summary of the ideas from Matthew E. May's book "In Pursuit of Elegance" shows how every business is searching for a product or concept that is elegant, and which customers will love so much that they recommend it to all...
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The must-read summary of Michael Basch's book: "Customer Culture: How FedEx and Other Great Companies Put the Customer First Every Day".This summary of the ideas from Michael Basch's book "Customer Culture" shows how building a business that focuses exclusively on what the customer wants requires the right systems to be put in place so that the company consistently acts to...
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The must-read summary of Michael Bosworth and Ben Zoldan's book: "What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story". This complete summary of the ideas from Michael Bosworth and Ben Zoldan's book "What Great Salespeople Do" shows how the best salespeople are experts in the art of creating emotional connections with their buyers...
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The must-read summary of Michael Bosworth and John Holland's book: "Customer Centric Selling: The Message Driven Sales Process".This complete summary of the ideas from Michael Bosworth and John Holland's book "Customer Centric Selling" shows how marketers and salespeople should work together to achieve more. Customer centric selling is a system where salespeople and marketers come together and use sales-ready messages...
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The must-read summary of Michael Dell and Catherine Fredman's book: "Direct from Dell: Strategies That Revolutionized an Industry".This complete summary of the ideas from Michael Dell and Catherine Fredman's book "Direct from Dell" tells the story of how Dell grew from a start-up company in 1984 to become the second largest manufacturer and marketer of computers in the world. In...
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The must-read summary of Michael Masterson and MaryEllen Tribby's book: "Changing the Channel: 12 Easy Ways to Make Millions for Your Business".This complete summary of the ideas from Michael Masterson and MaryEllen Tribby's book "Changing the Channel" shows how it is no longer enough to be good at just one type of marketing. In today's market, it is necessary to...
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The must-read summary of Michael Port's book: "Beyond Booked Solid: Your Business, Your Life, Your Way – It’s All Inside". This complete summary of the ideas from Michael Port's book "Beyond Booked Solid" shows that you have to reach the stage where you are "booked solid" – where you’re getting as much work as you can handle by yourself. Once...
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The must-read summary of Michael Port's book: "Steal the Show: How to Guarantee a Standing Ovation for All the Performances of Your Life".This complete summary of the ideas in Michael Port's book "Steal the Show" shows you how to succeed in the spotlight moments of your life and career; job interviews, sales pitches, presentations and so on. The author explains...
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The must-read summary of Michael Silverstein and Neil Fiske's book: "Trading Up: Why Consumers Want New Luxury Goods - And How Companies Create Them".This complete summary of the ideas from Michael Silverstein and Neil Fiske's book "Trading Up" shows that the tastes and preferences of American middle-market consumers are changing. More and more, they are becoming willing to “trade up”...
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The must-read summary of Michael Silverstein's book: "Treasure Hunt: Inside the Mind of the New Consumer".This complete summary of the ideas from Michael Silverstein's book "Treasure Hunt" shows how middle-class consumers now have far more tools available to help them make decisions about the products and services they choose to buy. Many are embarking on a personal “treasure hunt” to...
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The must-read summary of Michael Treacy and Fred Wiersema’s book: “The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market”. This complete summary of the ideas from Michael Treacy and Fred Wiersema’s book “The Discipline of Market Leaders” shows how it is important for companies to select a unique value to deliver to customers in order...
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The must-read summary of Michael Watkins' book: "Shaping the Game: The New Leader's Guide to Effective Negotiating".This complete summary of the ideas from Michael Watkins' book "Shaping the Game" shows that the only real source of business momentum comes from effective negotiation with others: the most powerful leaders are always the most successful negotiators. In his book, the author explains...
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The must-read summary of Michael Wheeler's book: "The Art of Negotiation: How to Improvise Agreement in a Chaotic World".This complete summary of the ideas from Michael Wheeler's book "The Art of Negotiation" explains that negotiations rarely go as planned. With that in mind, the cornerstone of good negotiation strategy is to find ways to manage uncertainty. This summary points out...
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The must-read summary of Mike Schultz and John Doerr's book: "Professional Services Marketing: How the Best Firms Build Premier Brands, Thriving Lead Generation Engines, and Cultures of Business Development Success".This complete summary of the ideas from Mike Schultz and John Doerr's book "Professional Services Marketing" states that, at one time, professional services firms could grow steadily on the strength of...
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The must-read summary of Mike Schultz and John E. Doerr's book: "Rainmaking Conversations: Influence, Persuade and Sell in Any Situation".This complete summary of the ideas from Mike Schultz and John E. Doerr's book "Rainmaking Conversations" explains that sales conversations which fill the new customer pipeline, win new deals and create new opportunities are based on the RAIN acronym: Rapport, Aspirations...
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The must-read summary of Nir Eyal and Ryan Hoover's book: "Hooked: How to Build Habit-Forming Products".This complete summary of the ideas from Nir Eyal and Ryan Hoover's book "Hooked" provides the key to forming customer habits for your products and services. Getting your customers to use your product daily makes that product indispensable, providing significant benefits for your bottom line....
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