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Gesamtkatalog

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Mark N: The M²ARK Method

The M²ARK Method

The Relationship-First System for Sales That Last

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

Increase visibility, customer engagement and conversion rates with the ultimate blueprint for e-commerce growth.

E-commerce Growth Strategy shares valuable insights and practical strategies to help businesses thrive in the rapidly accelerating e-commerce landscape. By connecting e-commerce tools and metrics to broader brand-building and marketing strategies, this book guides readers through essential areas such as customer-centricity, cross-functional collaboration, consumer data and behaviour, acquisition and retention strategies, community building, search engine marketing, paid social advertising, product development, alternative growth routes and tracking success. Written by an experienced e-commerce growth advisor and operator, E-commerce Growth Strategy features bullet-pointed chapter summaries, interviews with industry leaders, case studies and online toolkits. E-commerce Growth Strategy is a vital resource for brands seeking to methodically plan, execute, and manage their e-commerce growth plans.

A Brand-Driven Approach to Attract Shoppers, Build Community and Retain Customers

E-Commerce Growth Strategy

Have you ever wondered how your B2B brand could use influencers to drive revenue? Ever seen B2C brands killing it in the creator economy and wanted to do the same? If so, this practical guide on how B2B brands can partner with creators to generate more authentic and effective campaigns is the book for you. Transform your B2B marketing strategy with the power of influencer marketing. B2B Influencer Marketing is a comprehensive guide for B2B brands looking to leverage the creator economy to drive revenue and enhance campaign effectiveness. This book demystifies influencer marketing for B2B businesses, offering actionable insights and strategies to build successful influencer partnerships. Explore the history and evolution of influencer marketing, understand the landscape and learn how to forge long-term partnerships with creators. From choosing the right influencers to measuring campaign performance, this guide provides a road map to navigate the complexities of influencer marketing. With practical advice and real-world examples from companies including Dell and Spotify, this book is an essential resource for any B2B marketer looking to harness the power of influencer marketing.

Work With Creators to Generate Authentic and Effective Marketing

B2B Influencer Marketing

Jeb Blount

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.

Because today's buyers have more power than ever before--more information, more at stake, and more control over the buying process--they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal.

In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer--along with your company's growth, profits, and market valuation.

In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator.

In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN.

You'll learn:
* Seven Immutable Rules of Sales Negotiation
* Why "Win-Win" Usually Means "You-Lose"
* The One Rule of Sales Negotiation You Must Never Break
* How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor
* The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles
* Seven Principles of Effective Sales Negotiation Communication
* How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink
* How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools
* Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation
* How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table
* How to Protect Yourself from the Psychological Games that Buyers Play

With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve.

INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer.

You'll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

INKED

Sales Strategies for Startups - worth millions in the right hands
These sales strategies have been employed to make millions many times over and over. It is up to you if you will be next.

Create Your Own Oil Wells
Like a nodding donkey working for you day and night, this book will help you to generate new sales like you were pumping oil without the mess, side effects, or destruction to the environment.

Talk To CustomersCustomers don't care about you or what you have done, they are interested in what you can do for them.
This book is simply focused on how to take what you have and give it to them. Simple, and straightforward, the strategies are proven to work well, are easy to understand, cost little, and are fast to implement. You don't have to look too far to see them all in action, often hidden in plain sight.
These are the kind of strategies used by start-ups, sole traders, big A-Z brands, and a few smart banks - all over the world, often delivered by agencies at significant cost.
This is the only sales toolkit you will ever need.



Checklists developed over the yearsIf you find something not selling as much as you wish, all you need to do is ramp up the juice.
Start with the basics, examine your product or service, and then run through the sales process from beginning to end. It is very similar to Lean mapping and agile, now in common use for production, applied to marketing.
Using the same blueprints these have delivered success for clients across the UK, Europe, and the US from Miami to New York, Chicago, to California.
As the author of the best-selling book on Amazon, 'How To Start A Business Without Any Money', which explains how to generate cash through sales to start a business. The book revealed and identified 42 growth hacks as short summaries.
Readers were interested in learning how they could practically apply each growth hack to their unique business. The growth hack summaries there are expanded here to focus on the most important issues to make the blueprints and strategies easy to work for you.


Pull out all you can
Each print chapter ends with guided notes pages, so while you are in the moment, you can write out your plan.

Sales Strategies for CEOs, Sales and Marketing

Sales Strategies For Startups

How can sales managers coach their teams through multiple, sometimes stressful, rollouts? You can teach your team to embrace and manage change from the bottom up. Global sales management and transformation leader Grant Van Ulbrich makes a compelling case for tackling this issue using an innovative change management model designed with sales teams in mind. Transforming Sales Management begins with an overview of sales management, sales transformation and change management. Showcasing the issues of organization-focused frameworks in today's current sales atmosphere, the book makes a case for a bottom-up change management model: SCARED SO WHAT. Transforming Sales Management takes readers through the implementation of the model used at various Fortune 100 groups, universities, and institutions, detailing the framework in two parts: SCARED (Surprise, Champion/Conflicted, Action, Receptive/Rejective, Explore, Decide) and SO WHAT (Strategy, Options, Way forward, Hope, Actions, Taking ownership). The author explains the emotional impact of change and why it's important to critically reflect and focus on actions before making a decision and responding to it. The book applies the model to complex sales situations and provides useful support tools to help readers react when confronted with change. Readers will learn how to help their sales teams navigate corporate rollouts, changes to organizational design, the implementation of new technologies, rejection of sales opportunities and changing customer expectations.

Lead Sales Teams Through Change

Transforming Sales Management

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

In social marketing, the concept of phygital approaches, blending physical and digital experiences, has emerged as a transformative strategy. As consumers navigate the digital world, implementing phygital techniques offers a unique opportunity to create immersive and engaging brand interactions. Phygital marketing combines the sensory experiences of physical environments with the immediacy and data-driven precision of digital platforms to enhance customer engagement and loyalty while providing valuable analytics into consumer behavior. Further research into social marketing is necessary to understand how it may help businesses and organizations balance workplace wellbeing, customer communication, and the physical and emotional happiness of employees and consumers. Phygital Approaches to Social Marketing develops guidelines for proper social marketing research, study, teaching, and practical social marketing campaigns. It explores modern marketing through social, cultural, and economic theories, revealing how digital technology can be used to influence customer emotions and spending, while creating sustainable business environments. This book covers topics such as artificial intelligence, customer retention, and online technology, and is a useful resource for business owners, educational professionals, marketing agents, sociologists, policymakers, public health professionals, academicians, scientists, and researchers.

Phygital Approaches to Social Marketing

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.

Customer-Dominant Management as a New Target in Relationship Marketing

Customer-Dominant Logic

Wachstum ist King. Denn was ist ein Business ohne Kunden? Sandro Jenny und Tomas Herzberger verraten dir, wie du mit dem geringstmöglichen Aufwand an Zeit, Geld und Manpower einen maximalen Marketingeffekt erzielst: Das Zauberwort heißt "Growth Hacking". Zahlreiche Insider-Tricks zur Produktpositionierung, Akquise und Kundenbindung machen diesen kompakten Einstieg zum Geheimtipp für alle Marketer, ob im Startup, in der Agentur oder beim Branchen-Platzhirsch. Fear of missing out? Zurecht!

Aus dem Inhalt:

<ul><li>Nischen, Zielgruppen, Positionierung</li>
<li>GAP-Modell, Product/Market Fit</li>
<li>Quant Based Marketing, Lean Marketing</li>
<li>User Centered Design (UCD), Mobile First</li>
<li>Testing, Tracking, Monitoring, Metrics</li>
<li>Pull Marketing, Push Marketing, Engineering-as-Marketing</li>
<li>Incentives, Gamification, Scarcity etc.</li>
<li>Lead Magnets, Landing Pages, FOMO</li>
<li>Custumer Retention, Consumer Marketing</li>
<li>Cross Sales, Up Sales, digitales Business</li>
<li>Erfolgsmessung der Strategie</li></ul>



 Die Fachpresse zur Vorauflage: 

c't: »Das Buch ist ein aufschlussreicher kleiner Management-Ratgeber - und mehr.«

Mehr Wachstum, mehr Kunden, mehr Erfolg

Growth Hacking

Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value.
When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels.
Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.

How to Have Conversations and Develop Relationships that Build B2B Business

Executive Engagement Strategies

The M²ARK Method

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