Sales

  • The must-read summary of Ram Charan's book: "What the Customer Wants You to Know: How Everybody Needs to Think About Sales Differently".This complete summary of the ideas from Ram Charan's book "What the Customer Wants You to Know" reveals that the traditional sales process is broken. Customers today have so many choices that if all you focus on is price,...
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  • The must-read summary of Richard C. Whiteley's book: "The Customer Driven Company: Moving from Talk to Action".This complete summary of the ideas from Richard C. Whiteley's book "The Customer Driven Company" shows that customer satisfaction is the key to a long-term, successful business. In his book, the author explains the seven fundamentals of a customer driven business. Successful companies will...
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  • The must-read summary of Rob Adams' book: "If You Build It Will They Come? Three Steps to Test and Validate Any Market Opportunity".This complete summary of the ideas from Rob Adams' book "If You Build It Will They Come?" shows that successful entrepreneurs don’t just plunge in without doing their research: before investing money they prove that a market exists,...
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  • The must-read summary of Robert Bloom's book: "The New Experts: Win Today's Newly Empowered Customers at Their 4 Decisive Moments".This complete summary of the ideas from Robert Bloom's book "The New Experts" presents the four key customer contact moments: first contact, transaction, continued use of the product and advocacy (repeat customers). In his book, the author explains very specific ways...
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  • The must-read summary of Ron Zemke and Tom Connellan's book: "E-Service: 24 Ways to Keep Your Customers - When the Competition is Just a Click Away".This complete summary of the ideas from Ron Zemke and Tom Connellan's book "E-Service" shows how the key to success doesn't lie in attracting visitors, but in creating highly satisfied customers who will do business...
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  • The must-read summary of Ryan Matthews and Watts Wacker's book: "The Deviant's Advantage: How Fringe Ideas Create Mass Markets".This complete summary of the ideas from Ryan Matthews and Watts Wacker's book "The Deviant's Advantage" shows how today's most commercially successful products began as fringe ideas that became accepted in the mainstream market. Given the speed at which today’s markets are...
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  • The must-read summary of Scott Bedbury's book: "A New Brand World: 8 Principles for Achieving Brand Leadership in the 21st Century".This complete summary of the ideas from Scott Bedbury's book " A New Brand World" shows that a strong set of brand values can be a company’s most important asset. In their book, the authors outline eight principles for creating...
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  • The must-read summary of Scott McKain's book: "Collapse of Distinction: Stand Out and Move Up While Your Competition Fails".This complete summary of the ideas from Scott McKain's book "Collapse of Distinction" shows that instead of standardised products, customers crave distinction. They want products that stand out for all the right reasons because they are delivered by companies which are fanatical...
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  • The must-read summary of Sergio Zyman's book: "The End of Marketing as We Know It".This complete summary of the ideas from Sergio Zyman's book "The End of Marketing as We Know It" reveals the author's central tenet behind his work at Coca Cola: marketing is an act of magic that people have taken an oath to protect. According to Zyman,...
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  • The must-read summary of Seth Godin's book: "Meatball Sundae: Is Your Marketing Out of Sync?".This complete summary of the ideas from Seth Godin's book "Meatball Sundae" shows that sometimes when you mix two good ideas, you can come up with something incompatible. A meatball sundae sounds entirely unappetising, even though in and of themselves meatballs might taste nice and ice...
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  • The must-read summary of Shep Hyken's book: "Amaze Every Customer Every Time: 52 Tools for Delivering the Most Amazing Customer Service on the Planet".This complete summary of the ideas from Shep Hyken's book "Amaze Every Customer Every Time" shows how you have a competitive edge when you amaze your customers every time they deal with you, regardless of the state...
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  • The must-read summary of Stan Rapp and Chuck Martin's book: "Max-e-Marketing in the Net Future: The Seven Imperatives for Outsmarting the Competition in the Net Economy".This complete summary of the ideas from Stan Rapp and Chuck Martin's book "Max-e-Marketing in the Net Future" shows that every company needs to understand the concept of max-e-marketing and apply it in order to...
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  • The must-read summary of Stephen Diorio's book: "Beyond e: 12 Ways Technology is Transforming Sales and Marketing Strategy".This complete summary of the ideas from Stephen Diorio's book "Beyond e" argues that the key marketing challenge of today is not simply adding an e-marketing department to the existing business. Good marketers are becoming much more proactive, using new technology to creatively...
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  • The must-read summary of Steve Kaplan's book: "Bag the Elephant: How to Win and Keep Big Customers". This complete summary of the ideas from Steve Kaplan's book "Bag the Elephant" shows the merits of acquiring and retaining big clients to grow your business. In fact, working with fewer big customers has many advantages over working with many small ones, ranging...
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  • The must-read summary of Stuart Diamond’s book: “Getting More: How to Negotiate to Achieve Your Goals in the Real World”. This complete summary of the ideas from Stuart Diamond’s book “Getting More: How to Negotiate to Achieve Your Goals in the Real World” shows how you can get more of what you want by learning how to be a good...
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  • The must-read summary of Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book: "Sales Growth: Five Proven Strategies from the World's Sales Leaders".This complete summary of the ideas from Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark's book "Sales Growth" highlights that today's market place clearly requires companies to be very good at selling. In their book, the authors explain...
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