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Strategic Benchmarking Reloaded wit...

Gregory Watson H.

Strategic Benchmarking Reloaded with Six Sigma. Improving Your Company's Performance Using Global Best Practice

A new update of the classic text on benchmarking Strategic Benchmarking Reloaded with Six Sigma updates benchmarking, the revolutionary business performance methodology, by adding statistical concepts from Six Sigma. These two methodologies combine to form a powerful platform for improving any company's overall performance. This new revision reviews the first twenty-five years of development in benchmarking and features new appendices, case studies, and topics, making this the most complete and...

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Gregory Watson H.

How to Deal with Difficult Customer...

Dave Anderson

How to Deal with Difficult Customers. 10 Simple Strategies for Selling to the Stubborn, Obnoxious, and Belligerent

Praise for How to Deal with Difficult Customers «The application of the ten key strategies in this book will help every sales professional learn how to deal with the truly difficult and how to avoid creating unnecessary difficulties. It's written with the same wit, humor, and inspiration that have made Anderson's prior books so effective.» –Margaret Callihan, President, Chairman, and CEO, SunTrust Bank, Florida «Anderson knocks another one out of the park with How to Deal with Difficult...

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Dave Anderson

Pick Me. Breaking Into Advertising...

Nancy Vonk

Pick Me. Breaking Into Advertising and Staying There

Advertising is a fantastic industry, but actually getting a job (or even your foot in the door) can seem next to impossible. Whether you're a student or a young professional loaded with questions, this one-of-a-kind guide shows you how to land a job and how to thrive once you're in and the pressure is on. Authors Nancy Vonk and Janet Kestin are seasoned creative directors and longtime creative partners. In Pick Me, these industry leaders answer your toughest ad career questions, like: Is...

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Nancy Vonk

Visual Selling. Capture the Eye and...

Paul Leroux

Visual Selling. Capture the Eye and the Customer Will Follow

Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling,...

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Paul Leroux

Materials Management. An Executive'...

Stan McDonald C.

Materials Management. An Executive's Supply Chain Guide

A solid introduction to materials management and the tools needed to create a world-class materials management program This nuts-and-bolts guide presents an overview of the inner workings of the materials process, as well as the best practices to achieve a world-class operating system that will help to eliminate ineffective materials management. Coverage includes discussion of material requirements planning, planning parameters, electronic data interchange, and material control graphs and...

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Stan McDonald C.

Marketing Insights from A to Z. 80...

Philip Kotler

Marketing Insights from A to Z. 80 Concepts Every Manager Needs to Know

The most renowned figure in the world of marketing offers the new rules to the game for marketing professionals and business leaders alike In Marketing Insights from A to Z, Philip Kotler, one of the undisputed fathers of modern marketing, redefines marketing's fundamental concepts from A to Z, highlighting how business has changed and how marketing must change with it. He predicts that over the next decade marketing techniques will require a complete overhaul. Furthermore, the future of...

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Philip Kotler

Golden Circle Secrets. How to Achie...

Dale Midgley

Golden Circle Secrets. How to Achieve Consistent Sales Success Through Customer Values & Expectations

A father and son sales team reveal the secrets of sales success In Golden Circle Secrets, father-and-son team Dale and Ben Midgley show management and the sales team how to achieve consistent success in sales. Based on a unique new strategy that responds to customer values and expectations, the Midgleys reveal how sales and management are inseparable components of sales success that must work in tandem to produce consistent results for an organization. Sales increase when management and its...

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Dale Midgley

How to Sell to an Idiot. 12 Steps t...

John Hoover

How to Sell to an Idiot. 12 Steps to Selling Anything to Anyone

HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime. In How to Sell to an Idiot, authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn't work and more of what does. Along with a wealth of proven...

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John Hoover

The E-Code. 34 Internet Superstars...

Joe Vitale

The E-Code. 34 Internet Superstars Reveal 44 Ways to Make Money Online Almost Instantly--Using Only E-Mail!

Use e-mail to boost your income-today! The E-Code brings together the combined wisdom of 33 Internet marketing superstars to reveal how they make money online-using nothing but the power of e-mail. Each succinct chapter presents one moneymaking strategy or concept and offers step-by-step guidance on implementing it for maximum profits. If you have a product or service to sell, the Internet gurus in this book will show you how to sell it-no matter what it is. And even if you don't have your own...

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Joe Vitale

101 Marketing Strategies for Accoun...

Troy Waugh

101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services Firms

"Troy Waugh—'the rainmakers' rainmaker'—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results." —Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP Finally, peerless focus on how to break into all aspects of the selling process and the...

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Troy Waugh

Retail Business Kit For Dummies

Rick Segel

Retail Business Kit For Dummies

Whether you’re a novice or a seasoned retail entrepreneur, Retail Business Kit For Dummies shows you how to start and run your business in today’s retail marketplace—from your original dream and the day-to-day operation to establishing a connection with customers and increasing your sales, both on the Web and at a brick-and-mortar shop. In this practical, how-to guide, retail expert Rick Segel shares his expertise and reveals what it takes to be successful. You’ll get a handle of the basics of...

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Rick Segel

How to Market, Advertise and Promot...

Tom Egelhoff C.

How to Market, Advertise and Promote Your Business or Service in Your Own Backyard

Create a successful and affordable marketing campaign for your local small business using the tips and detailed 10-point, step-by-step method in How to Market, Advertise and Promote Your Business or Service in Your Own Backyard. Discover tried and true tactics that produce results without wasting your time and money, even if you only have access to a small budget and minimal resources. Using this handy and practical guide, you can gain access to information about incorporation, web design,...

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Tom Egelhoff C.

Advertising For Dummies

GARY DAHL

Advertising For Dummies

So, you need to create an advertising campaign that brings in more customers, adds more dollars to your bottom line, and validates all the reasons you went into business in the first place. But how can you make your ad look and sound like champagne if your budget can only afford beer? Are you wasting your time trying to sell ice to an Eskimo? The world of advertising can seem like a daunting place—but it doesn’t have to be. Advertising for Dummies coaches you through the process and shows you...

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GARY DAHL

Telephone Sales For Dummies

Dirk Zeller

Telephone Sales For Dummies

Nearly 100 million Americans (one out of three) purchase goods and services over the phone each year. Telephone Sales For Dummies shows both new and seasoned sales reps, from realtors, insurance agents to telemarketers, how to create pre-call plans and effectively prospect via the phone. Packed with techniques, scripts, and dialogues, this hands-on, interactive guide assists readers with making cold calls, warm calls, and referral calls, helping them plan and execute openings to create...

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Dirk Zeller

Join the Conversation. How to Engag...

Joseph Jaffe

Join the Conversation. How to Engage Marketing-Weary Consumers with the Power of Community, Dialogue, and Partnership

With the continued fragmentation of the media and proliferation of media options, the balance of power has shifted from the marketer to the individual. In Join the Conversation, Jaffe discusses the changing role of the consumer and how marketers must adapt by joining the rich, deep and meaningful conversation already in progress. This book reveals what marketers must do to become a welcome and invited part of the dialogue, and how to leverage and integrate the resulting partnership in ways that...

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Joseph Jaffe

The Certifiable Salesperson. The Ul...

Tom Hopkins

The Certifiable Salesperson. The Ultimate Guide to Help Any Salesperson Go Crazy with Unprecedented Sales!

"If you are a salesperson, you will find yourself in this book. Treat it like your road map to success and you will be a professional salesperson." – Willis Turner, CSE President, Sales and Marketing Executives International, Inc. «This action-oriented book covers the best practices of top sales performers in all critical areas. The lessons are easy to learn and they will help you forge more rewarding customer relationships, a higher income, and a richer career satisfaction. A must-read for any...

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Tom Hopkins

Heavy Hitter Selling. How Successfu...

Steve Martin W.

Heavy Hitter Selling. How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy

What separates ordinary salespeople from Heavy Hitters? The best salespeople are those «Heavy Hitters» who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that high level of sales success. Using real-world case studies, examples, and exercises, Martin provides the psychological,...

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Steve Martin W.

All You Need is a Good Idea!. How t...

Jay Heyman H.

All You Need is a Good Idea!. How to Create Marketing Messages that Actually Get Results

In All You Need Is a Good Idea, Jay Heyman shows you how to create powerful marketing and advertising ideas that will dramatically increase sales for your business. Perfect for entrepreneurs and small business owners?or operators of any size business, for that matter?this valuable marketing resource will help any business stand out in the marketplace, build bigger market share, gain publicity, and scare the pants off the competition. This book is the perfect guide to creating truly powerful...

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Jay Heyman H.

The Adweek Copywriting Handbook. Th...

Joseph Sugarman

The Adweek Copywriting Handbook. The Ultimate Guide to Writing Powerful Advertising and Marketing Copy from One of America's Top Copywriters

Great copy is the heart and soul of the advertising business. In this practical guide, legendary copywriter Joe Sugarman provides proven guidelines and expert advice on what it takes to write copy that will entice, motivate, and move customers to buy. For anyone who wants to break into the business, this is the ultimate companion resource for unlimited success.

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Joseph Sugarman

How to Sell Without Being a JERK!....

John Klymshyn

How to Sell Without Being a JERK!. The Foolproof Approach to the World's Second Oldest Profession

In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior to make more sales without having to get pushy. If you want to sell more and be a nicer person, this is an ideal sales resource.

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John Klymshyn

Winning the Professional Services S...

Michael McLaughlin W.

Winning the Professional Services Sale. Unconventional Strategies to Reach More Clients, Land Profitable Work, and Maintain Your Sanity

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy–the way that works best for each client. This new...

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Michael McLaughlin W.

Lead, Sell, or Get Out of the Way....

Ron Karr

Lead, Sell, or Get Out of the Way. The 7 Traits of Great Sellers

Praise for LEAD, SELL, OR GET OUT OF THE WAY «As CEO and Chairman of the Board of three publicly traded companies, I felt that Karr's strategies in Lead, Sell, or Get Out of the Way absolutely provided the powerful results he predicted. In one case, we completely eliminated a competitor who posed a strategic threat. I guess you can say they 'got out of the way.' Karr will show you what is required and how to be a top producer in your market. This book is a must-read.» —JAMES T. TREACE, President...

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Ron Karr

How to Sell at Margins Higher Than...

William Brooks T.

How to Sell at Margins Higher Than Your Competitors. Winning Every Sale at Full Price, Rate, or Fee

Praise for How to Sell at Margins Higher Than Your Competitor «This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople.» –Bill Scales, CEO, Scales Industrial Technologies, Inc. «As the...

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William Brooks T.

Selling Sucks. How to Stop Selling...

Frank J. Rumbauskas, Jr.

Selling Sucks. How to Stop Selling and Start Getting Prospects to Buy!

Praise for Selling Sucks «Whew! A terrific new book that blows the lid off the old-school methods of selling-which don't work anymore-and shows you how to make sales almost like magic! I love this book!» —Joe Vitale, author of The Attractor Factor and many other books «I love to buy, so I'm going to give every salesperson I know a copy of this book. Maybe they'll finally stop the old-school, hard-sell shtick that compels me (and everyone else) not to buy.» —Michael Port, bestselling author of...

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Frank J. Rumbauskas, Jr.

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