Book Description
Quality management. Process mapping. Speed to production. In the past 50 years, a rigorous, measurement-based methodology called Six Sigma has brought production management to previously unimaginable levels of success and sophistication. Top corporations such as Motorola and GE have built their reputations, products, and revenues using this approach. Indeed, Six Sigma has found widespread application in every significant industry and business—except marketing and sales.

In Sales and Marketing the Six Sigma Way, sales and quality guru Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. With Webb’s book as a guide, readers learn to engineer rapid routes to customer value, accurately predict future revenue, and ensure return on investment for their projects.

In Sales and Marketing the Six Sigma Way, you will:

* Find out why """"the usual fixes"""" for sales problems don't work

* Meet executives who have used Six Sigma to imrpove marketing and sales results

* See the pitfalls that await the unwary when applying process improvement in sales

* Learn how to introduce Six Sigma to sales and marketing professionals

* Discover through examples and cases how to manage sales as a process

Webb walks readers through several Six Sigma sales and marketing projects from start to finish, highlighting the tools, decisions, and results that made them successful. He shows the practical methods managers use to translate process improvement principles to the human world of selling and marketing.

With his dual background in sales and marketing management and in quality improvement, Webb speaks clearly to readers in both disciplines. This makes Sales and Marketing the Six Sigma Way the indispensible guide for sales and marketing professionals who want to excel in today's business environment, and for quality improvement experts who want to help them.

... Read more

Customer Reviews (18)

Nothing new in this book!
The book could have provided more examples of the practical use in Sales and Marketing. In addition, there should have been more of an alignment between the Six Sigma methodology and outcome. Nothing new in this book!

Excellent understanding of the Sales and Marketing process
This book is a must read for people involved with these processes (or live with the results!).Michael understands the process and pitfalls and can help you improve your organizations performance.This book should be reread at least yearly and will pay for itself many times over.

Exceptional book for improving results
Whether you call it six-sigma, kaizen, lean or TQM, the concept has had a revolutionary impact in manufacturing, propelling, for example, Toyota to the top. It turns out the same basic concepts powerfully apply to sales and marketing. This book details how in a very readable manner.Webb shows us how to make sales and marketing into a process that systematically can be improved.Very insightful examples.Right now most sales and marketing decisions are made on hunch.This book helps us make them on the basis of fact. I strongly recommend it. It presents good idea after good idea.

A Must Read for CEOs Tired of Same Old Sales Excuses
This book tackles the central marketing problem of our time ....too many suspects, and an ever dwindling number of qualified prospects. Mr. Webb untangles this problem and then shows you how to design a selling system to be an ever improving "machine". A fun read with lots of how-to and examples.

It's a PE Book
It's Good to me, I work for jnj of china. it helps and leads me do the project is well ... Read more

Product Description
The American Marketing Association has identified the pressing need for sales and marketing to work together as a strategic topic for business organizations. This book is for the professional looking to bridge the sales - marketing gap by harnessing the power of marketing plans and sales executions. ... Read more

Customer Reviews (9)

Marketing Led and Sales Driven
Excellent book. Well written and it highlights the dichotomy in the respective roles of sales and marketing in an organisation.It has good examples of sales, marketing and key account plans.Quite useful tools indeed, for practitioners.

Wonderful read, great take-away knowledge.
Very useful book and relevant to my business - I passed it on to colleagues and I would greatly recommend it.
Ever since implementing some of Dr. Sirsi's suggestions, we have noticed our business grow exponentially, with greater attention to the integration of our departments.

Excellent Insights, Helpful Guidance, Entertaining Read
Ajay has consulted for the company I work for and his clarity of thought, knowledge and general rapport comes through in this book. A consulting session with Ajay makes you feel challenged - to see within your organization's marketing process and question the reason why you do things the way you do. Unlike other books that are filled with countless theories that you wonder how you will implement, Marketing Led - Sales Driven is 100% practical and is like having Ajay right in front you: In his friendly manner, he walks you through examples and explains concepts in a simple way that makes you go "Aha! Why haven't we done this?". With entertaining true stories, companies big and small will feel they've found a great guide to finally marry Marketing and Sales forever. This book won't make brushing up on marketing skills a task, get it and share it with others.

Excellent Reference Guide
This book attempts to address the gap between marketing and sales which is prevelent in many organizations.This book simply explains how the step by step process should proceed in the implementation of a well thought out business plan beginning of course with the customer.
I constantly refer back to this book to ensure that our organization is staying on track.

Great book - very detailed with great examples
This book is absolutely essential if you want to know more about why it's important and how to come up with and execute marketing plans.There is even a chapter describing common pitfalls that you should be aware of so that you don't make them.I own a small business so this book made it very simple and easy for me to come up with my own plans and it really showed me why it was important to do so.Also, the appendices were of great help since it included a detailed example of what a marketing and sales plan should look like.This book is the first reference that I use whenever questions of marketing, sales or customer plans/execution comes to mind. The glossary was very helpful too. ... Read more

Book Description

B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies.

Covering database marketing, microclustering, accurate ROI measurement, and more, this no-nonsense book provides a dynamic, hands-on approach for selling more while spending less, and meeting today's relentless revenue and margin demands.

Customer Reviews (7)

Excellent book on the subject
This is an excellent book on b2b direct marketing. The book strives to give a broad but balanced overview of the subject and also try to convince the reader why direct marketing is the way forward. You will not regret reading it, especially if you are new to the subject or need convincing.

However, if you are already an experienced practitioner looking to fine tune your implmentation, you may find the book lacking some tips on the execution side. The book tends to focus more on general methodology. None the less, it is not an exageration to say it is a must have, on your book shelf if you are involved in B2B marketing at all.

Very practical book for marketing / sales leaders,
John Coe's New Sales Coverage Model explains a holistic approach to marketing, which aligns marketing and sales together.

If you're like most readers you will be tempted to skip over the fundamentals that John Coe lays out such as database design, planning, and micro-segmentation.

The thing about marketing is that many marketers enjoy the creative process but few have the discipline for execution. Coe's book lays out an effective strategy, which requires teamwork and a shared vision involving all players.

This practical book lays out step-by-step what you need to do to sell more and spend less. Great book!

Brian Carroll
Author of Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI

It's About Time!
This book is a wake-up call for marketing and sales organizations.The old ways of going-to-market are no longer effective in today's business environment.

John Coe clearly understands the new sales paradigm and what it takes to be successful.He shows readers what it takes to:
- Break through the marketing clutter and get noticed.
- Obtain high quality leads and convert them to sales.
- Create and execute an effective campaign.

From the very first page of this book, I was hooked - and I'm a pretty discriminating reader.As someone who specializes in new product launches, I'm pretty cynical about most books since they just keep regurgitating old, time-worn strategies and tactics.

This book is different.Well worth the investment.

Jill Konrath

CEO, Leapfrog-Strategies
http://www.Leapfrog-Strategies.com

Founder of top sales portal:
http://www.sellingtobigcompanies.com

Fundamentals of Business2Business Sales & Marketing
Coe has a fresh look at how we must do business today.This book is written in a conversational tone with great examples.It's the perfect refresher for a seasoned sales consultant and it outlines the basic principals for entry-level sellers.

This book is a must as a resource and reference!

Getting Sales & Marketing to work together!
Coe bridges the gap between marketing and sales productivity by connecting the dots with new and irrefutable proof that the basics work if you follow the formula. This is a must read for marketing, marketing communications and sales management in the same company so everyone is on the same page.If you're not making your numbers, read this and you'll find out what you're doing wrong. ... Read more

Customer Reviews (5)

A book that makes you reflect about our society....
Wine is in fashion for at least 10000 years...;
And I bet: it will be in fashion for the rest of our time !
So,against the title of this book I say : There is no saturated markets, there are only people that do not understand wine, it is important for every one of us to reflect on how the American Way of Life is downgrading,
we should export happiness, and pleasure, as we did in the late 40's and 50's after the II WW....
We should export more wine, wine against any war.
Schiffini, J. P. (The Century Club co-founder)

Any serious college-level wine or business library collection shouldn't miss
Any serious college-level wine or business library collection shouldn't miss Wine Marketing & Sales: Success Strategies for a Saturated Market: it provides a detailed survey of wine marketing challenges, comes from leading wine marketing professors, and covers everything from marketing theory to packaging, label design, sales methods pros and cons, and more. Industry professionals will find plenty of information here, based on real-world experience, and will find WINE MARKETING AND SALES an outstanding pick for any who would understanding this specialty market and its unique challenges.

Diane C. Donovan
California Bookwatch

Wine exporting/importing
My main interest for purchasing this book was to gain guidance on importing wine to the US. I read the author's pre-release review that indicated the book devoted an entire chapter to the topic of exporting/importing wine. Upon finally receiving the book, I found one chapter that mainly addressed wine exporting and the chapter had one high-level page on wine importing. I was disappointed and returned the book.

Hands on Help for marketing
As a marketing student, I found this book very helpful.It has both theory and practical examples, which made studying wine marketing much easier.I'd highly recommend it.
Vivian Pershall

Great Wine Marketing Tool
This book is very helpful as a wine marketing textbook.It has great practical examples, and is actually funny to read at times.Very useful for existing wineries, as well as those that are just starting up. ... Read more

Book Description
* 140 top-flight sample resumes (with annotations) specifically for sales and marketing jobs plus 20 corresponding cover letters!
* Shows readers how to sell themselves into $100,000 jobs!

This is a superb collection of 140 annotated resumes and 20 corresponding cover letters written especially for top salespeople, managers, and executives in marketing, product management, marketing communication, and sales. And there are dynamite job search strategies and specific insights from recruiters, human resources personnel, and hiring managers.

All sample resumes were written by professional resume writers who have been awarded the Master Resume Writer designation from Career Masters Institute—the cream of the crop. Plus, readers get extensive advice on writing and polishing powerful resumes, writing cover letters, managing the job search, and using marketing and sales strategies to sell themselves into $100,000+ jobs.

New in this edition: Resume and cover letter samples have been updated; job search advice has been updated for the 21st century, and there is a new appendix of Web resources.

Key Features:

* 140 top-flight sample resumes specifically for sales and marketing jobs
* 20 corresponding cover letters

Book Description
In our hype-infested society, honest and positive word of mouth canmultiply sales explosively. But for those who think it happens by chance (asmost marketers do), this book will be an eye-opener.

The surprising truth is that word of mouth can be implemented as strategicallyas any other form of marketing--and at significantly lower cost! This isespecially good news for any seller of products or services who must maximizeevery marketing dollar.

Central to this book is the innovative Decision Matrix, which helps readersidentify who their potential buyers are and what messages those prospects needto hear from friends, coworkers, and trusted advisors. This matrix is followedby step-by-step guidance on how to construct an integrated "no vested interest"campaign that leverages all channels (including traditional media, the Internet,and PR), penetrates successive tiers of audiences, and builds salesexponentially. Marketers will learn how to:

* Target the predominate adopter type (innovator, early, middle, late, laggard) * Create the content--the actual words--needed to accelerate the process * Identify the sources and delivery mechanisms that will be most persuasive * Use a wide variety of the methods that trigger runaway word of mouth. ... Read more

Customer Reviews (30)

Takes Word of Mouth from theory to practice
Much word of mouth material I have read in the past has been great on theory, but short on practice. This book, however, is a refreshing change. It takes a no-nonsense, down-to-earth and practical approach to using word of mouth marketing in business. As a result this is a useful and handy book to have around. It is full of ideas and practical suggestions that will make a real difference in any business.

Word-of-Mouth for Pharma
Word of mouth has never been revered as anything less than the pinnacle of marketing.Getting your customers to sell your product for you is the best possible scenario bar none.Silverman makes a great case for WOM (again) in this book and backs it up with theories, data, case-studies and conclusions. He has real world experience in generating WOM and he shows us how he did it in this book.Documenting and demonstrating how he did it is more than most of the recent books on "BUZZ" will do.

But be prepared for some limitations because no one person can have a wide spectrum of experience it is limited to what he did himself.Most of the experience is based around pharmaceuticals and getting doctors to get on conference calls with other doctors who have first hand knowledge of drugs that have worked well.If you are thinking that WOM is the ticket because it doesn't cost anything you might want to grab your wallet while you read the mid-section of this book. You will soon realize what kind of budget you'll need to get this kind of word of mouth action.

There is plenty of other great information and knowledge to glean from this little gem even if it is not in the case studies.I highly recommend this book to experienced marketers and the new business start-up.

PS I read this book in 2002 and worked through many of George Silverman's ideas in an insurance business I had. There are other books that can give you a shorter cheaper version of WOM.If you are just getting interested or just starting a new venture try Seth Godin's "The Purple Cow".

Sssssh!
A friend told me it is a great book. I bought it. Read it. And told my friends about this book. Oops! I think I have started a word of mouth campaign for this book.

Kishore Dharmarajan
Author of Eightstorm: 8-Step Brainstorming for Innovative Managers

For marketing-impaired persons like me...excellent!
I admit it: I have a tin ear for marketing.I flunked Marketing in the MBA program.I hated it, I hated the professor, and he hated me.
So this book was a major turn-around for me.I found it very useful, practical, detailed, un-hyped, and respectful of customers.Silverman helped me set up a word-of-mouth marketing plan for my business that was coherent, understandable, and worth the effort.This book also made me think again about unproductive marketing I was doing--such as advertising in the newspaper, which reached nobody whom I wanted to reach.For these reasons, besides that of helping re-tune my tin marketing ear, this book gets a BIG 5 stars.

More Than Just Word-of-Mouth
This is a very resourceful book.More than just a description or promotion of word of mouth, this book explains the whole decision cycle that takes a person from first exposure to a product or service to the act of buying and then the follow up which makes the buyer a champion for your product.

You can use this book as a step by step guide to developing your marketing program. You will learn how to integrate all of your marketing methods with word-of-mouth. It also teaches you how to promote and expand positive word-of-mouth and how to correct negative word-of-mouth.

Every serious marketer should read this book. ... Read more

Book Description

The Right Phrase for Every Situation…Every Time

Whether you're trying to come up with a terrific headline for a newspaper ad, a snappy brochure for sales reps, or a slick radio script, every word counts. That's why you need Perfect Phrases for Marketing and Sales Copy. Filled with specific methods for writing the kind of headlines, body copy, taglines, and calls to action that will capture customer attention and move people to buy, this book gives you the how-tos and examples you need to make every ad or marketing piece succeed.

Find out the

Book Description
Become a competitive and successful salesperson with EFFECTIVE REAL ESTATE SALES AND MARKETING! With an overview of the relationship between marketing and sales, this real estate text provides you with the tools and information you need for success. The proven techniques discussed include insight understanding consumer behavior, effective communication, and time management. In-depth coverage of current technology trends with real world applications found throughout will equip you for today's competitive marketplace. ... Read more

Customer Reviews (1)

Best Real Estate Sales Book EVER!
I have read many (and when I say many I mean at least 100 or more) books on real estate, and this is by far the absolute best book. It is an easy read, but do not be surprised if it takes you a long time to read it, I find myself lost in thought and the end of each chapter, figuring out ways to implement the information. There is nothing in this book that you have never heard before, but the way it is all put together is great. I would say this book takes everything good I have read from all the other books and puts it in one place. In most of the other real estate sales books I have read, I find myself being disgusted with the "sales tactics" recommended, they made me feel sleezy just thinking about using them. So far in this book I have not come across anything like that. It is refreshing to see that the old pros that write books aren't all a bit on the shady side.
A few months ago I opened my own brokerage, and when I start bringing other agents on board, I am strongly considering giving each a copy of this book to read, especially the agents new to the industry. ... Read more

Book Description
Stephan Schiffman, America's #1 corporate sales trainer, delivers more of the simple, direct, easy-to-apply sales advice that has helped thousands of businesses around the world. He reveals 25 new sales-building strategies that he's developed and tested during his years of training top-notch salespeople. Put these effective, yet simple, strategies to work for you!

Take Immediate Action
Be Punctual
Return Calls within Twenty-four Hours
Follow Through
Observe
Ask the Right Questions
Use Fallbacks
See Everyone at Least Once
Know When to Retreat
Keep the Closing Phase Simple ... Read more

Customer Reviews (22)

Informative help for all
No matter what you're selling, from Girl Scout Cookies to commercial real estate, the information in this small but powerful book will help you "do it better".

Chock full of practical information, it shows what separates successful salespeople from the ordinary, and provides enough motivation for anyone to do the same.

It would be a welcome addition to any sales library.

The 25 Habits of Highly Successful Salespeople Has a Bad Habi
This book has a bad habit of being weak and juvenille.Very weak and ordinary.
GH

Boost of Energy
This encouraging book gives each of the author's 25 selling habits a great little chapter to explain and give a few examples of the technique.Even if you have heard the habit before, it gives you a boost of energy to get going.This book is a great one to have around for all salespeople- new and old.

Schiffmans' 25 Sales Habits Book Is Very Useful
The best thing about Stephan's 25 Habits book is that it summarizes what it takes to be a successful sales person.

It's easy to read, and even when you're an experienced sales pro like some of us grizzled old veterans are, you'll still find that there's things you could improve upon in what's explained.. so it's a great "self check" and tune-up, for all levels of sales reps.

Schiffmans' books (and Gitomers) are ones that I recommend all my clients read, as they're important, and their techniques work.

This one is useful, a good overview and primer of what sales success is all about.Nice work.


Ken Calhoun

What gives?
You want I should read this book and sell good? I read it and it aint working so good for me. ... Read more

Customer Reviews (6)

Best Conditioning Advice Ever
Yes, she spends a great deal of time chatting with growers, but this book has the BEST info on conditioning that you will find in a mass-market offering.Just as top chefs will alter recipes so that no one can duplicate their materpieces exactly, most flower growers are very tight-lipped about their secrets and will write pages and pages without giving specifics.Lee manages to extract wonderful information from her subjects.

Horticulture and marketing specifics are available in hundreds of other places: only here will you find a reliable guide to the best cut flowers and real, plant-specific conditioning practices.I used her advice for Cleome and won a blue ribbon at the county fair (the flowers lasted 2 weeks in the vase!). I use this book as my ultimate guide to plant selection and conditioning, and she has never steered me wrong.

Full of information
Not even remotely "amateurish." I've met this author in person and she has helped many become successful flower farmers, even from backyards. People learn in different ways and need different points to begin or to get re-inspired. Some learn best in "whole brain" ways from hearing another's story, and they have the brains and make-up to take it from there. Others are looking for left brain hemisphere technical analysis which is probably better found on the Internet. This book is perfect for many. Who is the grouchy sounding person from Ireland who sounds like he thinks all books are supposed to be custom written just for him, and if not, they're worthless to the world? Would he be interested in revealing his occupation in life and allowing himself to be publically ranked with one star which would help cut off his income and reputation if he doesn't think exactly like we do?

amatuerish, vague and completely lacking in critical detail
This title of this book does not accurately reflect the content. It is extremely vague, completely lacking in any technical detail regarding crop production, expected yield per acerage used, costs involved, marketing/selling etc. I can sum this book up in one sentence "I grew some flowers and sold them in my local shop and I dont know how or why I was successful at this practice." This really is a worthless book...the author has a very homely style which reinforces the impression that she is a complete amateur at this business. She runs out of anything useful to say after a couple of chapters and sets off to tell the life-story of her flower-growing acquaintances without paying much notice to the technical and scientific detail of their various ventures. If you are hoping to get some serious insights into growing flowers and developing marketing strategies for selling those flowers, forget it....do not buy this book.

great information from growing to conditioning flowers
great information. she interviewed growers and marketers of all types of florals, dried and fresh. her advice about growing, cutting, conditioning and marketing will be invaluable.written so that the layman understands. i like the many interview with people actually doing this (not a bunch of academic morons with no life experience just spouting rhetoric.).

great information from growing to conditioning flowers
great information. she interviewed growers and marketers of all types of florals, dried and fresh. her advice about growing, cutting, conditioning and marketing will be invaluable.written so that the layman understands. i like the many interview with people actually doing this (not a bunch of academic morons with no life experience just spouting rhetoric.). ... Read more

Book Description

Duct TapeMarketing is the small business marketing road map - A collection of proven tools and tactics woven together in a step-by-step marketing system that shows small business owners exactly what to do to market and grow their businesses.

This guide combines insights gained from over twenty years of successfully working, in the field, with real-life small businesses.

There are no theoretical complexities presented in Duct Tape Marketing - just simple, effective and affordable marketing that sticks.

CAREFUL! Duct tape is a serious tool... it sticks where you put it. So are the ideas in this book. If you're ready to make a commitment and are willing to make something happen, John's book is a great place to start.
--Seth Godin, author of Purple Cow

For all those who wonder why John Jantsch has become the leading advisor and coach to small businesses everywhere, Duct Tape Marketing is the answer. I have never read a business book that is as packed with hands-on, actionable information as this one. There are takeaways in every paragraph, and the success of John's blog is living proof that they work. Duct Tape Marketing should be required reading for anyone who is building a business, or thinking about it.
--Bo Burlingham, editor-at-large, Inc. magazine, and author of Small Giants: Companies That Choose To Be Great Instead of Big

Duct Tape Marketing is a worthy addition to the growing library of how-to books on small business marketing -- concise, clear, practical, and packed with great ideas to boost your bottom line.
--Bob Bly, author of The White Paper Handbook

With the world suffering from depleted reserves of trust, a business that sells plenty of it every day tends to create the most value. The great thing about trust as a product feature is that it delivers exceptional returns. With this book, John Jantsch has zeroed in on exactly what small businesses need to sell every day, every hour.
--Ben McConnell, co-author of Creating Customer Evangelists: How Loyal Customers Become a Volunteer Sales Force

John Jantsch has provided small businesses with the perfect perspective for maximizing all marketing activities - offline and on. Jantsch has the plan to help you thrive in the world of business today. Read it, all your competitors will.
--John Battelle, cofounding editor or Wired and author of The Search: How Google and Its Rivals Rewrote the Rules of Business and Transformed Our Culture

Duct Tape Marketing is a great read for anyone in business.It has fresh ideas laid out in a practical and useable way.I highly recommend this book for growing any business.
--Dr. Ivan Misner, Founder of BNI and Co-author of the New York Times bestseller, Masters of Networking

Customer Reviews (24)

Step-by-step, common sense, great ideas
Fantastic marketing book, with a ton of small business common sense thrown in. John's book and blog are a non-stop source for great marketing ideas and practices. If you grow weary of endless prose and theories in most business manuals, this book will refresh you and inspire you.

John digs just deep enough into each section, category, and idea for marketing, to give you the jump start and next actions required to make that marketing effort happen. This book is like a compendium of the knowledge of thousands of small business blogs, forums, and books across the shelf. It's not an in-depth analysis of industry or marketing, but it's a great kick-in-the-pants way to get your small business in the market and making money fast.

I went step-by-step through every part of the book, taking notes and creating marketing plans, pieces, and systems based on the information and ideas provided. Building that structure, brick by brick, as outlined in this book, is essential to creating a marketing strategy that you will actually implement. If you don't act on the systems and ideas, then you won't reap the rewards.

I earned back the cost of this book within the first 10 pages, and even greater measures of success lie on the other side of the final page and the implementation of the strategies and tactics within.

Duct Tape Delivers Practical, Actionable Advice
I loved this book so much that - even with 15+ years of my own marketing experience - I jumped on John's bandwagon and became a Duct Tape Marketing Coach!I can assure you that the rest of the coaching materials are just as good. John cuts through the Marketing Mumbo Jumbo and delivers on his promise to deliver practical small business marketing advice.This is the book I wish I'd written, and one of my favorite books to give to friends and clients.

I liked the book so much that I put my money on it!
I positioned my own company around the entire process. A small business owner that has owned manufacturing, retail and several service companies, I found myself reading the book and thinking it was all common sense. Or did John Jantsch just write it sensibly? Hard to say, but in my mind, he is right on target, simple and concise the way marketing should be with just the right blend of old and new technologies. I put "my money" on it.

A Must Read for Small Business Owners
John Jantsch doesn't believe in praying for answers to your marketing needs. He delivers a logical, systematic approach that will work if you're willing to learn it and implement it. Tons of useful information, even for those big corporate marketers who need to focus on "small businesses" and niche markets.

PRACTICAL MARKETING!!!
This is a great marketing book - was attracted to it on the shelves of B&N...I was on date with my wife and I almost ruined the date because I got so into this book!(Finally I just bought it...duh...and read it 3 times at home!)

I am a marketing coach and I base my marketing ideas around the Duct Tape Marketing system...it produces results and is so easy to follow.The DTM products are so innovative and practical for small business people!

-Randy ... Read more

Book Description

Lead Generation for the Complex Sale arms you with a sophisticated multimodal approach to generating highly profitable leads. Brian Carroll, CEO of InTouch Incorporated and expert in lead generation solutions, reveals key strategies that you can implement immediately to win new customers, accelerate growth, and improve your sales performance.

You'll start by defining your ideal leads and targeting your ideal customer. Then, you'll construct your lead generation plan, a crucial step to staying ahead of your competition long-term. To help you put your plan into action, Carroll guides you step by step to:

• Align sales and marketing efforts to optimize the number of leads
• Use multiple lead generation vehicles, including e-mail, referrals, public relations, speaking events, webinars, and more
• Create value for the prospective customer throughout the buying process
• Manage a large group of leads without feeling overwhelmed
• Identify and prioritize your best prospects
• Increase the percentage of leads who become profitable customers
• Avoid lulls in the sales cycle

With Lead Generation for the Complex Sale you'll learn how to target prospects early in the buying process and make the most efficient use of sales productivity and marketing resources.

Customer Reviews (32)

Very good resource, in case you are in mess BUT......
It's fairly good book, though personally I liked more:

Managing Sales Leads: Turning Cold Prospects into Hot Customersby James Obermayer (Hardcover - Jan 5, 2007)

The fact, why I entered just 4 stars, is that book claims to be offering the lead GENERATION tactics, but unfortunately i feel it becomes very academic on those topics, and offers quite less practical information. The part of organizing the sales - marketing relations is good. But then no need call the book as GENERATION.
Anyway, if you want to view the "lead management" topic deeply, you need both mentioned books. IMHO.

I'm not that smart
I couldn't get into this book. This would probably be a good book for a management team or some over quantified bean counter but for the average producer it gets in the way of just producing.

Every company leader ought to read this book
This book does a great job of covering an important topic that few companies in the business to business space get.Most companies look for the "silver bullet" but there is no such thing.

In this world of emails, voicemails and meetings, it is harder and harder to get in to see senior executives.Only patient and consistent nurturing will build your credibility and get you in.

Read this book -- twice.

Very Helpful At Very Short Notice!
I needed to know a lot about generating leads in a market that I wasn't familiar with.And I didn't have time to do lots of research.This book gave me just the important points I needed to know to develop a solid lead generation marketing plan.And it was very realistic about lead management, the relationship between sales and marketing, and lots of tips on how to make it better.

Tried hard to like this book, but...
I tried hard to like this book but I just couldn't get there.

It is a generalist book. You would be better served to purchase books that extensively develop some of the key points. I found this one wanting. ... Read more

Amazon.com
Technology has changed everything. Product life cycles are shorter. Consumers are more informed, demanding, elusive. And brands can no longer afford to be crafted over lengthy periods of time. Instead, writes advertising guru Agnieszka Winkler, a brand can--and must--be built at warp speed. She continues:

With the advent of new communications technologies, it is now possible to spread the word, like a village drumbeat, to all corners of the world in months, weeks, or even days. The drumbeat is often carried by the users themselves--a more believable source of information in our jaded, skeptical society.

Customer Reviews (15)

Disappointing advice
Perhaps with the benefit of hindsight, we can see the flaws in this book more clearly:far too many technology companies attempted to build their "brand" overnight and could not survive the dot-com crash.

Winkler's advice appears more suited to the internal efficiency processes of ad agencies than it does to the strategic guidance such agencies could provide their clients.If I were a technology advertiser, I would be very wary of taking the advice of this book.Given that Winkler Advertising no longer exists should be cause for concern for anyone considering her as an advisor.

There are many credible marketing/brand-building books on the market today, most of which can be found on Amazon.If you want to get solid advice you can trust from an ad agency, read Truth Lies & Advertising from Jon Steel, Eating the Big Fish and The Pirate Inside from Adam Morgan, or Under the Radar from Kirschenbaum & Bond.

Weak thinking
This book suggests that effective brands can be built overnight.It is very presumptuous, and also draws too heavily on the author's personal experiences.I don't know how many of her clients survived the dot-com crash on this thinking, but I would not bet my business on it.There are lots of brand-building books available on amazon.com (anything by David Aaker is a good bet) and you would be better served by more responsible advice from other sources.

Very Disappointing
I am involved and interested in marketing for high-tech companies and start-ups as a career and purchased this book to help me do very fast "branding" for a start-up.I was greatly disappointed to find most of the information relating to what is possible with technology such as fast information dissemination, and online collaboration, etc.That is good information for people who don't know this stuff is possible, but is not very useful for people looking for a marketing book that will tell you how to "brand" a product any faster than you would normally be able to do it.

I would label the book a "how to work more efficiently" type book for the advertising industry.Not at all useful given its title.

Insightful!
Advertising expert Agnieszka M. Winkler offers an insider’s perspective on how technology has changed marketing and advertising. Writing with clarity and confidence, she outlines the steps advertisers and marketers must take to keep pace. She cites high-profile companies like Dell Computers and Amazon as examples of brands that were built in months, not years. These examples illustrate her sometimes complex concepts, and make them more accessible. Unfortunately, she also devotes a large amount of space to what amounts to a commercial for an adverting software application that she’s trying to sell. But for readers who can stomach the pitch, we recommend this book to those who work in marketing, advertising, or related industries, and to those who are making the transition to technology-driven brand building. (Editor’s note: TeamToolz, one of the major resources covered in this book, is a pay-for-use service sold by the author.)

Not very useful information
The bookassume and reader have a certain level of knowledge branding. It does not tell you how and why rather state only the what. The examples and case studies in this book is really pathetic. I feel that half of the book is certainly advertisement for the author's company. In conclusion, this book is definitely not worth reading if you do not have much time to spare.If you are serious about branding look somewhere else. ... Read more

Book Description
The dizzying barrage of new marketing technologies is leading to confusion, the rule of “hype,” and bad marketing investments and decisions. Beyond "e" is designed to help sales and marketing executives look beyond current e-business fads to understand the fundamentals that will distinguish sales and marketing leaders in the future. The book provides a blueprint for using advances in technology—including but not limited to the Web—to get more marketing power for less money.

The winning strategies in Beyond "e" are based on original best practices research and interviews with thousands of customers and sales and leading marketers, and technology trend analysis from the META Group—the leading IT advisory firm. ... Read more

Customer Reviews (8)

A Book That Actually Helps
In an ocean of business books, Beyond e stands out as a prize catch.Too often, today's "gurus" write books that trumpet their personal accomplishments conveniently leaving out practical applications to specific business category needs.If we want real solutions, the cost raises from a $25 book to $25,000 per day consultation fee.Steve Diorio gives it all away in his book.Beyond e can also be called beyond best practices.He is the one guru I would invite to help my organization apply new technologies to our sales and marketing efforts.Read the book, pick up the phone and give him a call.

A MUST BUY FOR EXECUTIVES
Steve Diorio has written a meaty and relevant book about selling technologies. In an age when there is so much E hype and fluff that only serves to confuse, we needed a book that was born from practical, everyday consulting and research in the offices of the best companies. The salient ideas about which Mr. Diorio expounds are absolutely critical for growth and profit. They carry with them an imperative that to ignore the protocols of this newest e technology will lead to peril and a fatal falling behind the power curve.

I read the excellent reviews in which professors recommended Beyond E. They were impressive. But, this book was written for executives and senior managers who have the very life of their corporations in the palm of their hands. It is obvious that Mr. Diorio has spent considerable time with his clients and sweat blood with them to achieve the best e-practices in marketing, promotion and selling.

I believe the book is about stretching the IT and Internet sales budgets so that busineses can grow at an accellerated rate. The book Beyond E is truly futuristic because it clearly outlines what the best companies have been doing and what the leaders of tomorrow (the followers of our leaders today) will be doing in late 2002 and in 2003. The blueprint is drawn up, the creation of dynamic selling technologies has been built, but, sadly, few understand it, and even fewer have actually implemented it. Companies like Dell Computer, IBM, Charles Swab, Amazon and e-Bay are only a few of these futuristic leaders that Mr. Diorio writes about. They "get it". How long will it take others? Mr. Diorio lays out in detail what needs to be done right now.

Mr. Diorio is like a drum major for executives to immediately order "the engineering of sustainable technology innovations into the sales and marketing process", to quote Stve Diorio. The traditional software analysts and programmers in companies are not prepared for the accelerated rate at which customer service and marketing creativity must be coded to stay abreast of changing customer needs and wants.

It is about knowing the mind of the customer and changing systems at every level of the company so there can be real-time change. I got a distinct sense of urgency in reading the book. As a management consultant, I now feel driven to alert my clients that "getting it" is urgently critical. Steve Diorio virtually screams out at us that positive results can be realized only from the implementation right now of dynamic marketing, selling and customer service e-systems.

Mr. Diorio understands how important all of these ideas are in order to create cutting edge business models and viable ways to turn IT chaos into order and opportunity. I am glad I read the book. I've recommended it to many of my clients and colleagues.

A marketing book of real substance
Having taught a variety of marketing courses at the undergraduate, graduate and executive levels, I am always looking for books that present the ways in which new technology (and the Internet in particular) are affecting market relationships.Often these texts are full of exaggerrated "war stories" or can be easily summarized into a few general points.Steve Diorio's book, in contrast, is current, meaty and well substantiated.He not only provides several examples of recent successes and failures but synthesizes this new information into the age old framework of serving the customer and firm by adding value to both.I highly recommend this book to any marketing professional as well as any professor who wishes to bring their marketing strategy or course content into the 21st century.

FINALLY... someone with substance!
Finally a book that doesn't force-feed you candy-coated customer experience stories that are interesting but don't tell us anything we do not already know.

Having read most of the more celebrated sales and marketing books of the last decade, this one actually has some substance behind it. I was thoroughly impressed by the amount of research and experience that stands behind this book. Instead of providing a few nice anecdotal cases about customer-centricity or customer loyalty, this book provides a comprehensive view of how technology is changing sales and marketing practices throughout an organization and across all brands. Most importantly, it provides you with actionable insights into modern sales and marketing best practices.

If you have been as frustrated as I have with the superficiality of recent sales and marketing books, then you should definitely give this one a try.

Beyond e...goes beyond the e hype
Steve Diorio, outlines in 12 ways how technology is transforming the way the customer and the company will interact in the future. He has done an outstanding job of making sense out of all the e hype over the last three years and makes clear what works and what fails as e business becomes more of a digital business strategy. I highly recommend his book to any executive that is thinking about building a sustainable business strategy. ... Read more

Customer Reviews (26)

Good Primer for Marketing People
This is a good fundamental description of different marketing measurments. These metrics used to be taught to people in the business as they worked their way up the ranks. Unfortunately, today there is virtually nomarketing training being done at mostorganizations. This book can help those people who want to know how to look at a marketing from a more analytical basis and do a better job at managing the marketing for their company. I have already given it to two clients to help them do their job better.

Carry This Book with You
If a marketer really wants to be a good business person, then they should carry this book with them. I dislike hearing recent graduates say "Buy One Get One Free" when asked for promotion ideas. If you understand the financial consequences of that type of promotion then it's OK to suggest it. But the point is this book helps you think about the many types of measurements. At one point in my career I had three Product Managers work for me. This book would have been one that I insisted they read.

Is it Really About Metrics..But There's More To it Than That
I think this book is an important tool in terms of measuring marketing and trying to ensure that you have the opportunity to understand your marketing outreach.

I also liked the newly released book, "Value Acceleration" by Mitchell Gooze and Ralph Mroz and think it should serve as a companion to this book in terms of truly identifying how marketing and sales can successfully work together and in terms of lean process, keeping the global competitive edge way beyond metrics.Value Acceleration: The Secrets to Building an Unbeatable Competitive Advantage

Looks great
It's still early to rate as I just got the book, but it's definitely valuable.

Whatever is most important can, indeed must be measured...accurately and consistently.

Obviously, it is highly desirable to measure what matters and that is especially true of marketing initiatives. Here's the challenge which many (most?) readers will face after they finish reading this volume: Which metrics are the most appropriate for their specific organization? Co-authors Paul W. Farris, Neil T. Bendle, Phillip E. Pfeifer, and David J. Reibstein offer 50+ and in an ideal business world, every executive can - and will - master all of them. That is possible but highly unlikely. Fortunately, the authors offer a wealth of information and observations that can guide and inform the selection of those metrics that will enable executives to "gather and analyze basic market data, measure the core factors that drive their business models, analyze the profitability of individual customer accounts, and optimize resource allocation among increasingly fragmented media.

To the authors' substantial credit, they make effective use of a number of reader-friendly devices which enliven what would be an otherwise dull textbook and they do without compromising the integrity of research-driven insights which so many books on marketing lack. These devices include definitions, formulas, and brief descriptions of various metrics. They also include within individual chapters several sections, such as "Construction" (e.g. metrics issues concerning their formulation, application, interpretation, and strategic ramifications), "Data Sources, "Complications, and Cautions" (i.e. an analysis of the limitations of the metrics under consideration, and their potential inadequacies once executed), and "Related Metrics and Concepts" (briefly surveyed). This is by no means an "easy read" but will generously reward those who absorb and digest its material with appropriate rigor.

Although I believe this volume can be of substantial value to executives in almost all organizations (regardless of size or nature), I think it will be of greatest benefit to those - probably in larger companies -- who have an urgent need for accurate and consistent measurement of, for example, the dynamics behind their market share; the profitability of producing, pricing, selling, distributing, and servicing what they offer; and the ROI of marketing initiatives within the framework of enterprise financial metrics.

Those who share my high regard for this volume are urged to check out Enterprise Architecture As Strategy: Creating a Foundation for Business Execution by Jeanne W. Ross, Peter Weill, and David Robertson as well as Ram Charan's Know-How: The 8 Skills That Separate People Who Perform from Those Who Don't, Lynda Gratton's Hot Spots: Why Some Teams, Workplaces, and Organizations Buzz with Energy - And Others Don't, Robert J. Herbold's Seduced by Success: How the Best Companies Survive the 9 Traps of Winning, Jack Alexander's Performance Dashboards and Analysis for Value Creation, and Michael Useem's The Go Point: When It's Time to Decide--Knowing What to Do and When to Do It. ... Read more

Book Description
Just because you’re launching a Web site for your product or service doesn’t automatically mean you’ll rake in big money. Billions of Web sites are competing for consumers’ attention, and if you’re new to online sales, it may be a little daunting.

Web Marketing for Dummies provides the know-how for creating a solid Web marketing plan, from building a user-friendly site that draws attention to closing a sale on your site. This easily accessible guide leverages your offline knowledge of marketing into mastery of the Web. It shows you a number of strategies that you can apply to your business and how to put your site to work for you. The items you’ll draw from this book will enable you to:

• Understand online marketing essentials
• Prepare an online business plan
• Design the look and feel of your site
• Create a concept, develop content, and make it accessible
• Know the key components of an online store
• Use buzzing, e-mailing, and other advertising tactics
• Make your site search engine friendly
• Handle Web transactions with ease
• Stay out of legal trouble
• Wow customers with new technology

This guide also features free ways to market your site, as well as ways to revamp tired sites. In addition, there is also a list of common mistakes that are easy to make, but also easy to avoid. With Web Marketing for Dummies, you’ll be claiming your space in the online marketplace and maximizing your marketing dollars in no time! ... Read more

Customer Reviews (1)

Excellent Overview of Internet Marketing
Jan Zimmerman's Web Marketing For Dummies gives you an excellent overview or summary of internet marketing tactics and strategies.She clearly helps you determine the purpose of your website and how to drive traffic to your website or landing page.She covers many topics from search engine optimization to blogging.

This book helps anyone who is starting online marketing and it provides an excellent checklist for experienced webmarketers.In fact, her Web Marketing Methods Checklist in chapter 2 is worth the purchase price of the book alone.

When you want to "drill deeper" on any particular online marketing strategy, you will then have to explore other online marketing resources and information.For example, Peter Kent's Pay Per Click Search Engine Marketing For Dummies provides thorough information about pay per click advertising, including Google Adwords.

In short, I highly recommend Web Marketing for Dummies for both new and experienced internet marketers. ... Read more

Book Description
The Internet has profoundly changed the way people communicate and interact with each other. But it has also changed the way businesses communicate with their customers (and those who they want to be customers). In the old days, companies could only communicate through the filter of expensive advertising or media ink placed by a PR firm. Today the rules have changed entirely.

The New Rules of Marketing and PR shows you how to leverage the potential that Web-based communication offers your business. Finally, you can speak directly to customers and buyers, establishing a personal link with the those who make your business work. You can reach niche buyers with targeted messages that cost a fraction of your big-budget ad campaign. Rather than bombard them with advertising they’ll likely ignore, you can focus on getting the right message to the right people at the right time.

When people visit your company’s Web site, they aren’t there to hear your slogan or see your logo again. They want information, interaction, and choice—and you’d be a fool not to give it to them. This one-of-a-kind guide to the future of marketing includes a step-by-step action plan for harnessing the power of the Internet, showing you how to identify audiences, create compelling messages, get those messages to the right people, and lead those consumers into the buying process. Including a wealth of compelling case studies and real-world examples, this is a practical guide to the new reality of PR and marketing. ... Read more

Customer Reviews (67)

Great approack to marketing and PR
A very design centric approach to marketing and PR, starting with user personas. This thinking is long over due in the marketing and PR world.

Socialized and ROI accountable make marketing and PR aligned
This book had two substantial contributions to marketer who want to servive in this new era!

Firstly, you must tell the truth becasuse you could not hide your quality or service blemish and all you could do contiunuous make yourself a trusted thought leader, and this book could help you out!

Secondly,PR will be part of strategic marketing mix as your audiences will be your buyer directly, or you will have no budget or contributions to the business by sending release periodically or mingling with journalist and failed to get published when a customer complaint in a blog become the headline, and this book could help you out!

In todays world, for both marketer or PR professionals, if your campaign did not get your buyer's inside your sales journey, you should be careful! and if your company did not aware of it, try to read the book firstly and make your survived first!

Open your eyes to the new world of marketing
David writes and excellent book comparing and contrasting the "old rules" of marketing with the new. He writes with compelling explanations about how recent changes have changed the marketing / PR profession from a focus on communicating with journalists, reports and editors to writing for and focusing directly on your end customers. He says that marketers must shift their thinking from mainstream marketing to the masses to a strategy of reaching vast numbers of underserved audiences vial the web.

The traditional "interrupt" (TV-style) advertising does not work in today's world. Blogs, podcasts, e-books, news releases, and other forms of online content let organizations communicate directly with buys in a form they appreciate. And the best part of all (if done right)...the customers will find you and they will want to buy your product.

I highly recommend this book as a resource to help turn your organization on to all the great resources for getting your message to the market!

Funny and Insightful
Great book...very funny and has some great new ideas. While the book is full of interesting information, and how-to steps, it is very enjoyable. Scott has great real-life examples and suggestions on how to advance your business in the blog world (blogosphere). Would highly recommend for either business people or PR professionals who don't know a lot about blogging and want to break into it.

New Rules of Marketing & PR
Waste of time for small business owners, this is more for bigger company that has millions of marketing budget.A lot of theory, but few practical stuff that I can actually do without money.Instead I would recommend Word of Mouth Marketing by Andy Sernovitz, I found it to be a lot more helpful for my business.There are things in there I can actually start doing right away to better my business. ... Read more

Book Description

The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.

The Unsuccessful Salesperson says, "the other guy has the best territory."

The Successful Salesperson says, "every territory is the best one."

The Unsuccessful Salesperson says, ""that company will never buy."

The Successful Salesperson says, "I can make that company buy."

Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including:

• The two major "motivating" factors in closing a sale
• The three "hot buttons" to push when selling to businesses
• How to avoid the five simple errors that spell the difference between success and near-success

Brian Tracy will help you master the art of closing the deal. ... Read more

Customer Reviews (31)

Lots of good ideas and help
This is a great way to get over some of the hang ups we have about selling to people. It is great to listen to over and over to get the suggestions in your head so you can use them to help you get more sales and make more money.

a must for any sales professional
I throughourly recommend this audio cd, anyone in any form of sales related role should have this. It's perfect for listening to in the car. Brian Tracys voice and the material he delivers is superb.
I became aware of many methodologies that have been used on me in the past and have adopted many helpful techniques.

Annoying speaker.
He says something as if it is in "quotation marks," in EVERY sentence.Who talks like that?Gets to be distracting.

Also, he references "study after study" frequently, but I would love to hear him cite a study.

My main gripe with him is his speaking habit of quoting one-third to one-half of each sentence.You'll know what I mean when you listen to him speak about ANYTHING.No other speaker does this.

Psychology of Sessling
Having listened to this CD now 3 times I am amazed at it's challenge to my belief on how much I am worth. This CD dramatically challenged me to lift the lid on my own expectations with my earnings.

You truly do only earn what you think you are worth, and I have already now made plans to increase my earning capacity in the next year by at least 100%.

Can't miss with Brian Tracy
I found the CD's to be motivating and found a few long forgotten tidbits. ... Read more

Book Description
When Guerrilla Marketing was first published in 1983, Jay Levinson revolutionized marketing strategies for the small-business owner with his take-no-prisoners approach to finding clients. Based on hundreds of solid ideas that really work, Levinsons philosophy has given birth to a new way of learning about market share and how to gain it. In this completely revised and expanded fourth edition, Levinson offers a new arsenal of weaponry for small-business success in the next century. Filled with strategies for marketing on the Internet (explaining when and precisely how to use it), tips for putting other new technologies to work, programs for targeting prospects and cultivating repeat and referral business, and management lessons in the age of telecommuting and freelance employees, this book will be the entrepreneurs marketing bible in the twenty-first century. ... Read more

Customer Reviews (13)

Definitely worth rereading
Marketing needs constant attention, rereading this book has been a worthwhile exercise. Some of the tips need tailoring for different sized business, generally the tips are practical and effective and often require very little cash outlay.

Impressed
This book turned out to be exactly what I was looking for.It gives excellent pratical tips to marketing and other ideas on how to attract people to your business.It gives a bit more insite on the subject, its not just a how to market your business book.

One of my top 10 business books
Anyone engaged in or considering starting a small business would do well to read both this book and Levinson's other writings on the subject. Most small businesses fail due to poor marketing and you'll find great solutions to that problem in this series.

a must-read for any small business (larger ones, too)
This book is loaded with ways to market your business and make it a sucess. Many of the ideas are innovative and inexpensive, yet effective. Great for businesses just starting out and for any that want to increase their bottom line.

Grow Your Business with Cost-Effective Promotional Tactics
If your new business needs to advertise and promote on a shoestring, this book may be for you. Among the author's countless suggestions, you'll surely find at least a few that suit your needs.

Of course, you may have to adapt the author's advice to your particular situation. For instance, while sharing a tradeshow booth is a great way to save money, the practice is strictly prohibited at some events. You may also not be allowed to walk around passing out flyers. It depends on the policies of the company that manages the trade show, so investigate carefully well in advance.

Additionally, some of the author's suggestions assume that you have the necessary skill to execute them. If you don't, then you may find yourself in over your head. For example, producing high-quality ads by employing low-cost talent cannot be an easy feat, especially if you have no experience with advertising production. You'll need to be able to recognize your own limitations, and spend more to compensate for whatever expertise you lack.

However, as long as you exercise sound judgment in choosing appropriate tactics, this book has much to offer. To get the most out of it, read it with a red pen or highlighter in hand, so that you can mark ideas that seem relevant to your business. Then as suitable opportunities arise in the course of your everyday business, you can consult the detailed 11-page index at the back of the book to quickly locate the advice you need.

Crammed with so many money-saving tips, this book is sure to stay on your shelf as a handy reference for years to come.

Paul Francis Musgrave, author of Indispensable Marketing Strategies: How Strategic Marketing Can Help You Achieve Business Success - A Marketing Strategy Guide for Profitable Business Management

... Read more