Über uns

À propos de nous

Nachhaltigkeit

Durabilité

Open Access

Karriere

Carrière

Datenschutz

Protection des données

Impressum

Mentions légales

Zahlung und Lieferung

Paiement et livraison

LEXIA

LEXIA Arbeitsrecht

Was ist LEXIA?

C'est quoi LEXIA ?

LEXIA Familienrecht

Zeitschriften

Revues

recht

Pflegerecht

ZBJV

forumpoenale

ZStrR

Anwaltsrevue

Revue de l'avocat

RSAS

FamPra.ch

ASYL

Life Science Recht

BlAR

Sachbuch

Livres spécialisés

LOKI

Semaphor

Fokusthemen

Focus

Thema

Recht studieren

Arbeitsrecht

Droit du travail

Studium

Études

Familienrecht

Droit de la famille

Sozialversicherungsrecht

Droit des assurances sociales

Strafrecht

Droit pénal

Publikationen

Publications

Literatur

Onlinemodule LEXIA

Modules en ligne LEXIA

Bücher

Livres

Buchreihen

Collections

Datenbanken

recht.ch

Studienliteratur

Littérature pour les études

Services

Dienstleistungen für

Corporate Books

Publishing Lösungen

Aktuelles

Geschäftskunden

Professionnels

Corporate Publishing

Content solutions

Buchhandlungen

Librairies

Veranstaltungen

Événements

Presse

Dozierende

Enseignants

Studierende

Étudiants

Inserierende

Annonceurs

Newsletter

Blog

Autorinnen/Autoren

Auteurs

Unsere Schreibenden

Hilfe

Unsere Autorinnen und Autoren

Liste

Autorenlounge

Espace des auteurs

Bei uns publizieren

Publier chez nous

Autorenstimmen

Témoignages

Verlag

Éditions

Themen

Mehr wissen

Mitarbeitende

Collaborateurs

Geschichte

Histoire

Vision und Mission

Vision et mission

Unser Magazin

Notre magazine

Unternehmenskultur

Culture d'entreprise

Partner

Partenaires

Kontakt

Contact

Shop

Schweizer Recht

Ausländisches Recht

Über unseren Shop

Neuerscheinungen

Nouveautés

Unsere Funktionen

Nos fonctions

Vorankündigungen

À paraître

Nach Rechtsgebiet

Par domaine juridique

Kommentare

Commentaires

Gesamtkatalog

Catalogue complet

Mark N: The M²ARK Method

The M²ARK Method

The Relationship-First System for Sales That Last

What if the greatest salespeople on the planet are the opposite of who you think they are?Everyone sells, every day. It's why the most successful people are better than most at selling themselves, their ideas, or their products and services.Yet when people hear the word sales they think of an overly confident, articulate extrovert (at best) or a pushy, know-it-all huckster (at worst). Because of these misperceptions, when we find ourselves in a situation where we need to sell, we feel compelled to put on the persona of a ?good salesperson.? But there's a disconnect between who we think good salespeople are and who they actually are. In any room, they're not the most self-confident, they're the most self-aware. They're not the most sociable, they're the most socially aware. And they don't succeed in spite of obstacles, they succeed because of obstacles.Colin Coggins and Garrett Brown sought out some of the most successful people from all walks of life, including CEOs, entrepreneurs, doctors, trial lawyers, professional athletes, agents, military leaders, artists, engineers, and countless others in hopes of understanding why these people are so extraordinary. Colin and Garrett found that, as different as all these incredible people were, they all had an eerily similar approach to selling. It didn't matter if they were perceived as optimists or pessimists, logical or emotional, introverted or extroverted, jovial or stoic?they were all unsold on what it meant to sell and unsold on who people expected them to be.The Unsold Mindset reveals a counterintuitive approach not just to selling but to life. It's a journey toward an entirely new mindset?the greatest sellers on the planet aren't successful because of what they do, they're successful because of what they think. Being a good person and a good salesperson aren't mutually exclusive. The Unsold Mindset will change the way you think about selling and the way you think about yourself.

Redefining What It Means to Sell

The Unsold Mindset

If you've ever felt a sale slip through your fingers... this book is for you.
You've done the research. Landed the meetings. Made the best pitch of your career. So why won't your prospects seal the deal?
Welcome to Wimp Junction®.
That's the moment in the sale when your carefully planned buyer's journey is derailed - often well before you notice. Why? Because the sale ended up on the buyer's side of the tracks, where all solutions look alike and the status quo is your toughest competitor. 
Backed by over four decades of sales experience, Wimp Junction is a no-holds-barred strategic goldmine that will revolutionize the way you approach - and win - every complex sale. It's time to stop letting your prospects' buying process dictate the outcome of your sale, and start closing more deals more quickly, with the highest profit margins of your life.

The Place Your Sale Was Lost...and How to Win It Back: The Place Your Sale Was Lost...and How to Win It Back

Wimp Junction

The ultimate sales leader playbookSales is the lifeblood of every organisation, and more than ever we need strong, capable, humble, authentic and inclusive commercial leaders who know how to get the best out of their sales teams.You were at the top of your game as a sales person. But now you're a sales leader, and getting results through a high-performing sales team is a different game. There are so many different hats you need to wear: Chief Strategy Officer, Chief Team Motivator, Chief Value Storyteller...Discover a simple, powerful framework to help you make that transition, mastering each critical area of sales leadership step by step. Easy to read and packed with real-life examples, tips and coaching questions you can use today, together with downloadable tools and templates, this is the essential guide to success in what can be one of the toughest, loneliest jobs in business.Amanda Downs is Director of Commercial Leadership at The Uspire Group and Founding Director of her private coaching practice, Sales Growth Expert. A sales leadership capability expert, she brings decades of hands-on management, training and coaching wisdom to her sales leader clients globally.

How to lead your new sales team to thrive and grow

Step Up To Sales Leader

The seismic shifts in B2B selling brought about by the recent global pandemic have left scholars grappling with the fundamental question of permanence. As the traditional face-to-face dynamics of B2B sales stand challenged, academic minds seek answers: Are these changes enduring, or will we revert to the familiar norms of in-person interactions? A Critical Examination of the Recent Evolution of B2B Sales is a groundbreaking exploration designed for academic scholars seeking clarity in these uncertain times. In the pursuit for understanding, scholars encounter a myriad of questions. What truly transpired in sales activities during the pandemic? Does the surge in virtual selling signify a lasting transformation, or is it merely a temporary adaptation? Critical thinking becomes paramount, necessitating a deep dive into published ideas to discern the strength of conclusions drawn. The academic community grapples with the challenge of scrutinizing the landscape to determine if the changes are indeed permanent and if so, how B2B sales forces can effectively adapt.

A Critical Examination of the Recent Evolution of B2B Sales

Finally, a playbook for leaders of all types on how to build and maintain a relentless focus on the customer into your organization's DNA.

New Rules for Building A Business Around Today’s Customer

The 8 Laws of Customer-Focused Leadership

With emerging technology transforming customer expectations, it's important to keep a laser focus on the experience companies provide their customers. Tomorrow's customers need to be targeted today!
Customer experience futurist Blake Morgan outlines ten easy-to-follow customer experience guidelines that integrate emerging technologies with effective strategies to combat disconnected processes, silo mentalities, and a lack of buyer perspective.
The Customer of the Future explains how today's customers are already demanding frictionless, personalized, on-demand experiences from their products and services, and companies that don't adapt to these new expectations won't last. This book prepares your organization for these increas¿¿ing demands by helping you do the following: Learn the ten defining strategies for a customer experience-focused company.
Implement new techniques to shift the entire company from being product-focused to being customer-focused.
Gain insights through case studies and examples on how the world's most innovative companies are offering new and compelling customer experiences.


 
Tomorrow's customers will insist on experiences that make their lives significantly easier and better. Craft a leadership development and culture plan to create lasting change at your organization!

10 Guiding Principles for Winning Tomorrow's Business

The Customer of the Future

Business and Management (R0)

&lt;p&gt;This book provides a structured overview of Customer-Dominant Logic and formulates fundamental principles that form the basis for a realignment of customer-oriented corporate management. Customer-Dominant Logic is an innovative marketing logic that consistently places the customer at the center of all business activities. This requires a fundamental shift in perspective, where the integration of the provider with the customer takes precedence over the integration of the customer with the provider.&lt;/p&gt;

&lt;p&gt;Based on the principles of Customer-Dominant Logic, the authors present their own and new systematic management approach. They introduce "Customer-Dominant Management," detailing all necessary phases of a management process. Customer-Dominant Management aims to realize both customer and company goals through the establishment of a partnership with value-creating offerings in the customer ecosystem.&lt;/p&gt;


Manfred Bruhn

Maxim Saleschus

Karsten Hadwich

Customer-Dominant Management as a New Target in Relationship Marketing

Customer-Dominant Logic

In recent years, blockchain technology has introduced great changes within the travel industry, revolutionizing everything from booking accommodations and flights to securing transactions and verifying identities. By offering a decentralized and transparent approach, blockchain is transforming the way we experience travel, making processes more efficient, reducing costs, and enhancing security. Understanding this innovative technology is imperative for promoting more inclusive, profitable, and equitable tourism ecosystems. Exploring the World With Blockchain Through Cryptotravel provides a comprehensive overview of this transformation. These chapters offer insightful analysis and practical examples to help readers understand the vast potential and applications of blockchain in nearly every aspect of travel. The book equips executives, entrepreneurs, professionals, academics, and researchers with the knowledge and insights needed to navigate and leverage blockchain's impact on the travel industry.

Exploring the World With Blockchain Through Cryptotravel

Case Study from the year 2024 in the subject Business economics - Offline Marketing and Online Marketing, grade: A, Free University of Berlin (Business Administration and Management), course: Business Management, Marketing, language: English, abstract: Customer acquisition is the act of designing and promoting a brand’s experiences in a manner that attracts more customers to make the first conversation, which might be an order, app download, subscription or purchase. The process takes many steps since the prospective client changes from being unaware of the brand, to weighing it against other brands, to making a purchase decision. On the other hand, customer retention focuses more on nurturing a better relationship with the current customers to increase loyalty and drive repeat purchases. However, a successful retention relies on data management and delivering relevant messages according to customers’ interests and preferences. Customer acquisition and retention are the key challenges facing E’Khaya. According to Furman, “retention” is the gold standard since repeat customers not only spend more but also cost less in marketing expenses. This implies that while E’Khaya only focuses on acquiring new customers, it can incur a higher cost in customer acquisition than necessary. Therefore, this paper will provide a road map for E’Khaya to help in acquiring and retaining customers.

Armstrong Odiwuor

E'Khaya's Customer Acquisition and Retention

This book provides a structured overview of customer-dominant logic and formulates fundamental principles that form the basis for a realignment of customer-oriented corporate management. Customer-dominant logic is an innovative marketing logic that consistently places the customer at the center of all business activities. This requires a fundamental shift in perspective, where the integration of the provider with the customer takes precedence over the integration of the customer with the provider.Based on the principles of customer-dominant logic, the authors present their own and new systematic management approach. They introduce a "customer-dominant management", detailing all necessary phases of a management process. Customer-dominant management aims to realize both customer and company goals through the establishment of a partnership with value-creating offerings in the customer ecosystem.Contents:<ul><li>Subject and characteristics of customer-dominant logic</li><li>From customer-dominant logic to customer-dominant management</li><li>Theoretical foundation of customer-dominant logic in relationship marketing</li><li>Core elements of customer-dominant logic</li><li>Customer-dominant logic as a management approach</li><li>Market research and market segmentation in customer-dominant logic</li><li>Marketing strategies, marketing instruments, and marketing controlling in customer-dominant logic</li><li>Development trends of customer-dominant logic</li></ul>The Authors: 
Prof. Dr. Dr. h.c. mult. Manfred Bruhn&nbsp;is Professor of Business Administration, in particular Marketing and Corporate Management, at the Faculty of Business and Economics at the University of Basel and Honorary Professor at the Technical University of Munich. He is also the founder and Chairman of the Board of Directors of Prof. Bruhn &amp; Partner AG (Basel, Switzerland). Dr. Maxim Saleschus is a postdoctoral researcher at the Faculty of Business, Economics and Social Sciences at the University of Hohenheim. Prof. Dr. Karsten Hadwich holds the Chair of Service Management at the Institute for Marketing and Management at the University of Hohenheim. Moreover, he is the Managing Partner of Prof. Bruhn &amp; Partner AG (Basel, Switzerland).&nbsp;The translation was done with the help of artificial intelligence. A subsequent human revision was done primarily in terms of content. 
&nbsp; This book is a translation of an original German edition. The translation was done with the help of artificial intelligence (machine translation by the service DeepL.com). A subsequent human revision was done primarily in terms of content, so that the book will read stylistically differently from a conventional translation.

Praise for THE POWER OF VALUE SELLING "Julie provides practical advice and real-world examples for today's complex B2B sales environment. An essential read." -Dale Robinette, Consultant, Vistage Master Chair, Scaling Up Coach "Simple. Impactful. Relevant. This practical playbook for human-to-human connections will become the standard for customer-obsessed companies." -Melissa Widner, CEO, Lighter Capital "Generating scalable, profitable revenue takes work. Make it easier for your clients, sales team, and company by incorporating The Power of Value Selling. It will be one of the best decisions you will ever make." - Tim Marken, Former Chief Growth Officer, Boston Globe Media and Managing Partner, Leonidas Strategy Group "The concept is timeless, and it works. The Power of Value Selling delivers a fresh perspective on how modern buyers want to buy. It is a must-read if you're interested in sales training and coaching." -Richard Eldh, Founder, Emeritus, SiriusDecisions, Inc. and Former EVP, WW Sales, Gartner, Inc. "Technology permeates all facets of business. But how do you sell complex technology? Julie's book shows how. It is the valuable guide you need to accelerate your sales results." - Dan Holmes, VP, Financial Services, Dun &amp; Bradstreet "What you will learn is the critical importance of how buyers want to buy as opposed to how sellers want to sell. The framework addresses this gap. A brilliant read for leaders who want to dominate their space!" -Bradford T. Brown, CEO, BeLegendary.Coach

The Gold Standard to Drive Revenue and Create Customers for Life

The Power of Value Selling

The M²ARK Method

Autres titres sur ce thème