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Marketing Books |
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Recommended books provide valuable insight into the fundamentals of marketing and sales, and cover topics such as influence and persuasion, systemizing business development, powerful communications, permission based marketing, consultative selling, differentiation and positioning. |
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W. Chan Kim and Renee Mauborgne – Your company will succeed not by battling competitors, but by creating “blue oceans” of uncontested space. Based on a study of 150 strategic moves in business history, the authors of Blue Ocean Strategy contend that in order |
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Jim Collins - The findings from this book are the result of five years of research to discover if successful companies that have far outperformed their peers and endured the test of time share certain qualities that led to their |
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Michael Gerber - Why do 40% of small businesses fail in their first year and 80% in the next 5 years? Gerber dissects the painful steps in the life of a new business and explains why systemization is the key to help entrepreneurs |
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Seth Godin - Consumers see about 3000 marketing messages per day. So how do you cut through the clutter and get the right type of prospects to pay attention? According to Godin, "every marketing campaign gets better when an element of permission is |
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Robert Cialdini - Arguably the best book ever on what is increasingly becoming the science of persuasion. Whether you're a mere consumer or someone weaving the web of persuasion to urge others to buy or vote for your product, this is an essential |
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Robert B. Miller and Stephen E. Heiman - A book that explains the Miller-Heiman sales methodology for successfully winning in complex sales situations. |
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Frank J. Rumbauskas - The premise of this book is that cold calling no longer works, and that salespeople must use more efficient and effective techniques to generate qualified prospects. The approach leverages today’s readily available technology tools: e-mail, web sites, blogs, etc. |
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Anthony Parinello - This book provides a 10 step plan for getting appointments with Very Important Top Officers (VITO). Parinello provides strategies and planning tools to get through to “C” level executives, get face time with them, and positioning your offerings in terms |
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Randy Schwantz - Based on the “Wedge” methodology, this book provides an approach to winning new business by driving a wedge between prospects and the incumbent supplier. It offers a technique that helps you find the strongest possible competitive advantage and the most |
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Patrick Renvoise & Christophe Morin - How does your brain make decisions? This book stipulates that twenty-first century consumers have less control over their rational choices and decisions than they may think. The Authors explain the interactions between our “new brain” and “old |
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Kevin Daley - This book describes a selling approach called the “Socratic Method”, which is a method of teaching or discussion, as used by Socrates, in which one asks a series of easily answered questions which inevitably lead the answerer to a logical |
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