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Get More Referrals Now!by Bill Cates
McGraw-Hill 2004; US$ 16.95Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing ''The Four Cornerstones of Referrals'' --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers:.:.; Work less and earn more by getting existing customers to work for them generating high-quality referrals.; Turn every business contact into a relationship and every relationship into a sales success story. more...
Hope Is Not a Strategyby Rick Page
McGraw-Hill Companies,Inc. 2003; US$ 18.95"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines in Hope Is Not a Strategy ."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado. Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy , and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no... more...
30 Minutes ... To Get Your Own Wayby Patrick Forsyth
Kogan Page 1999; US$ 3.95Do you know how to get your own way? Can you make people say 'yes' rather than 'no'? In this succinct and practical guide to the art of persuasive communication, Patrick Forsyth will teach anyone in business the vital skill of influencing others - in just half an hour. more...
Creating Customer Evangelistsby Ben McConnell; Jackie Huba
Dearborn Trade Publishing 2002; US$ 25.00"Evangelism marketing" is the process of getting buyers to believe in a product or service so much that they are compelled to tell others about it. Here's how some of the most successful organizations have transformed customers into passionate and influential evangelists. more...
Sales Don?t Just Happenby Stephan Schiffman
Dearborn Trade Publishing 2002; US$ 15.95Today's economy makes for a tough selling environment. That shouldn't scare salespeople into holding hands with indecisive prospects, coaxing them along just because they haven't said "no". In fact, says Stephan Schiffman, a respected sales prospecting expert, they should be doing just the opposite. more...
Storyselling for Financial Advisorsby Scott West; Mitch Anthony
Dearborn Trade Publishing 2000; US$ 30.00Put the power of story telling into selling financial products. The authors explain the process of making these intuitive connections, then translate their findings into understandable and practical strategies that any financial professional can use. They present actual stories, including many by Warren Buffet, one of the greatest "storysellers" of all time. more...
Never Cold Call Againby Frank J. Rumbauskas
John Wiley & Sons, Inc. 2006; US$ 18.95"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket." - Jeffrey Gitomer, Author, Little Red Book of Selling "You can never get enough of a good thing! Read this book and USE its contents!" - Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever Salespeople everywhere are learning the hard way that cold calling doesn't work anymore. Yet, millions of salespeople are stuck in the past, using twentieth-century sales techniques to try to lure twenty-first century customers. There has to be an easier way to find prospects - and there is. Today's... more...
Marketing Metricsby Paul W. Farris; Neil T. Bendle; Phillip E. Pfeifer; David J. Reibstein
Pearson Education 2006; US$ 39.99This is the eBook version of the printed book. Few marketers recognize the extraordinary range of metrics now available for evaluating their strategies and tactics. In Marketing Metrics , four leading researchers and consultants systematically introduce today's most powerful marketing metrics. The authors show how to use a "dashboard" of metrics to view market dynamics from various perspectives, maximize accuracy, and "triangulate" to optimal solutions. Their comprehensive coverage includes measurements of promotional strategy, advertising, and distribution; customer perceptions; market share; competitors' power; margins and profits; products and portfolios; customer profitability; sales forces and channels; pricing strategies;... more...
The Little Blue Book of Advertisingby Steve Lance; Jeff Woll
Penguin Group Inc. 2006; US$ 16.99The new bible for creating more powerful advertising These days, the fundamentals of advertising that truly build great brands are often overlooked. But Steve Lance and Jeff Woll are leading a back-to-what-works movement with The Little Blue Book of Advertising . This is a short, fun-to-read, practical book designed to be read quickly and referred to again and again. Each of their fifty-two ideas relates to day-to-day problems with real examples, then provides an innovative, sometimes blunt solution. For instance: #3 Read what your customer reads, watch what she watches #10 Quality is the absence of nonquality signals #15 Sell the benefit, the advantage, and the feature?in that order #19 Get the no-bodies out of your approval process... more...
Differentiate or Dieby Jack Trout; Steve Rivkin
John Wiley & Sons, Inc. 2008; US$ 26.95A newly revised and expanded edition of the revolutionary business classic, Differentiate or Die, Second Edition shows you how to differentiate your products, services, and business in order to dominate the competition. Veteran marketing guru Jack Trout uses real-world examples and his own unique insight to show you how to bind customers to your products for long-term success and loyalty. This edition includes new case studies, new research, and updated examples from around the world. more...









