Marketing Insights

Selling value to B2B buyers today can feel like trying to stop a freight train that's hurtling towards the sales graveyard of commoditization and discounting. Today's empowered buyer has done research, has a clear idea of his or her firm's needs, and knows how much the firm is willing to pay.

Buyer Personas is the marketer's actionable guide to learning what your buyer wants and how they make decisions. Written by the world's leading authority on buyer personas, this audiobook provides comprehensive coverage of a compelling new way to conduct buyer studies, plus practical advice on adopting the buyer persona approach to measurably improve marketing outcomes. Listeners will learn how to segment their customer base, investigate each customer type, and apply a radically more relevant process of message selection, content creation, and distribution.

User Tested delivers an eye-opening and compelling treatment of putting customers back at the center of your business model. In this book, you'll discover why the company that offers the best customer experience always wins and that real, three-dimensional people can't be reduced to data points on a graph.

The real-world, battle-tested concepts in this book focus heavily on influencing your buyer’s psyche (i.e. their “operating system”) so that you enjoy: Faster conversion of prospects.

Happily create customers for keeps.If marketing is the art of creating a customer, smart marketing creates customers who want to stick around and who match the values and approach of the business owner or organization. Discover the assumptions and actions underpinning the ability to build a solid base of customers you enjoy doing business with.

Become the master of your business fate.With proper attention to marketing strategy, success is no accident. Time spent planning where you want your business to go and the customers you prefer to serve pays off. Discover also how to earn and keep trust, build a reputation, amplify sales and set your course for profit.Despite today's world of fierce economic, competitive and technical challenges, defining goals and maintaining your intended direction does not require an MBA or high-level number crunching.

List the hottest buzzwords in business today and "analytics" is bound to come out near the top. But to most people, analytics implies complex tools and technical experts manipulating massive amounts and varieties of information (i.e.,"Big Data"). But complex Big Data analytics isn't the only game in town. And many people don't realize that a business doesn't need data scientists and complex tools to derive useful information and valuable benefits from any amount of raw data.

Part "how to do" and part "how to think", Wit, Wisdom and the Business of Weddings is your companion on a journey to a more successful wedding business. Alan Berg has been called "the leading international speaker and expert on the business of weddings and events", and he's been writing articles and blogs for years.

How do Amazon, Apple, Google, Nike, Southwest Airlines, Starbucks, and The Walt Disney Company grow better and faster than others in the same industry? In Upstream Marketing, authors Tim Koelzer and Kristin Kurth share best practices, research, case studies, and analysis informed by their more than twenty years of experience helping transform client brands and businesses through their work at EquiBrand Consulting, a top management consultancy. The result is a groundbreaking deep-dive into the fundamentals of upstream marketing.

Discover the 11 insights that will change the way you think and sell. Improve performance through self-awareness and relationships. Mattson and Seidman - C-level executives at Sandler Training, a world leader in sales training - focus listeners on the 11 core principles that can reshape identity and promote professional growth.

Behavior change is hard, but O’Mara shows that by adopting strategies that are well-founded in the science of brain and behavior, individuals and organizations can adapt to the demands of the modern world.

Are you interested in a career in Public Relations? Do you believe you have what it takes to repair and manage reputations? Is Public Relations something you need to do for yourself? If you answered yes to any of these questions, then this book is for you… 50 Things to Know About Public Relations by Sara Maya offers an insightful view into life in Public Relations … Most books on Public Relations tell you the textbook version of things.

There are plenty of how-to marketing guides out there, but this one focuses on tried-and-true methods that are essential for every business. No, it won’t walk you through how to set up a social media page, but it will offer you the advice you can implement today to see results like more customers and better performance in your marketing.

Do you know Instagram has 150 million users per month? Are you taking advantage of this free social network to market your products? Do you know Instagram has a different demographics than Facebook? Instagram has been one of the biggest social networks. If you are considering using Instagram to promote or market your business, you need to know the mindset of your followers and how to build a relationship with them, and how to get more followers.

Unleash the power of words to sell.It's easier to attract potential customers and persuade them to buy when you understand your audience and respect the nuances of language. Discover how to select tone, details, imagery, numbers, facts, verb tenses, punctuation, pronouns and more to create rapport and inspire an opt-in, an inquiry or a sale.

Attract interest, then nail the sale. With attention spans mercilessly short, you can't afford to approach customers with anything but the very strongest, most on-target pitch. Learn how to capture the interest of perfect prospects for your product, service or cause, then convince them to complete an order. This pithy, provocative book from a master of creative marketing offers both timeless principles of persuasion and insights from recent research and marketing trends. Real-life examples illustrate Marcia Yudkin's advice....

Case history about the sale of a firm and the transitions that come next.

You have a vital mission as a sales professional: to generate revenue for your company and ensure its continued success. But in today’s selling landscape, buyers are more educated than ever. You need a way to cut through the noise and navigate new complexities.

Imagine if you knew the full contact information for every person who was in-market and actively pursuing a purchase of what you sell. If, as a skilled marketer, you had this information, could you convert them? In-Market Leads is an executive briefing that will serve as a fresh revelation and profound opportunity for marketing executives that heed its call.

Since the start of the advertising industry in the 19th century, it has been about telling. Now, thanks to the social media and digital revolution, everyone has a voice. Welcome to the decade of do - a new era for marketing and communications. It’s a time when people, brands, and organizations are taking on the world’s problems and trying to solve them. This book looks at why this is happening, the pioneers who are driving it forward, and what this means for the rest of us.