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Catalogue complet

Kelvin Johnson Jr.

The Sales Trap Prevention Playbook

Praise for Ecosystem-Led Growth "Bob Moore lays out timely, actionable strategies for turning partner ecosystems into growth engines. A vital read for driving concrete results in today's interconnected market." -- FREDERIC KERREST, Vice-Chairman and Co-Founder of Okta, bestselling author of Zero to IPO "There's a lot happening in the world of SaaS. The good news: the era of the customer is here to stay. Bob Moore and insightful industry leaders share practical insights in Ecosystem-Led Growth that are tangible for every leader aiming to grow their business. This book is not just a good read, but a game-changer for today's modern business strategy." -- NICK MEHTA, CEO of Gainsight, bestselling author of Customer Success "A masterclass for revenue leaders on thriving in today's market. Bob Moore adeptly connects the dots between modern partner ecosystems, the data they provide, and the path to success in this new era of growth." -- SAM JACOBS, CEO of Pavilion, bestselling author of Kind Folks Finish First "Bob Moore's Ecosystem-Led Growth deftly aligns with today's fast-paced business strategies. His approach to leveraging ecosystems for growth is both innovative and practical, essential for any entrepreneur who wants to build a massively valuable business." -- CHRIS YEH, Managing Partner of Blitzscaling Ventures, bestselling co-author of Blitzscaling

A Blueprint for Sales and Marketing Success Using the Power of Partnerships

Ecosystem-Led Growth

THE NO-FLUFF, STRAIGHT-TO-THE-POINT MARKETING GUIDE TO GROWING YOUR ONLINE SALES In How to Sell Anything Online serial entrepreneur, founder and content creator Anaita Sarkar delivers an expert, step-by-step guide to growing your online sales with tried and tested marketing strategies. From content marketing to paid ads, email campaigns, influencer collabs, SEO and more, you'll learn everything you need to know to get more orders every day. This isn't your average business book. You will learn from Anaita's marketing successes-and failures-as well as hear practical business advice from the founders and entrepreneurs of some of Australia's most well-known brands. In this book, you'll learn: <ul> <li>how to use the marketing funnel to turn a consumer into a customer and ultimately into a raving fan</li> <li>digital marketing tips, hacks and tactics to grow your brand awareness, website traffic and conversion rate</li> <li>business strategies that have worked for some of the fastest-growing e-commerce brands</li> <li>content ideas and tools to boost your social media marketing and engagement</li> <li>how to not only grow your revenue but to grow your profitability.</li> </ul> How To Sell Anything Online is a must-read for everyone who wants to boost profitability, increase cashflow and discover the marketing secrets to supercharge their online sales.

The Ultimate Marketing Playbook to Grow Your Online Business

How to Sell Anything Online

Learn how to manage a modern data stack and get the most out of data in your organization!

Thanks to the emergence of new technologies and the explosion of data in recent years, we need new practices for managing and getting value out of data. In the modern, data driven competitive landscape the "best guess" approach--reading blog posts here and there and patching together data practices without any real visibility--is no longer going to hack it. The Informed Company provides definitive direction on how best to leverage the modern data stack, including cloud computing, columnar storage, cloud ETL tools, and cloud BI tools. You'll learn how to work with Agile methods and set up processes that's right for your company to use your data as a key weapon for your success . . . You'll discover best practices for every stage, from querying production databases at a small startup all the way to setting up data marts for different business lines of an enterprise.

In their work at Chartio, authors Fowler and David have learned that most businesspeople are almost completely self-taught when it comes to data. If they are using resources, those resources are outdated, so they're missing out on the latest cloud technologies and advances in data analytics. This book will firm up your understanding of data and bring you into the present with knowledge around what works and what doesn't.
* Discover the data stack strategies that are working for today's successful small, medium, and enterprise companies
* Learn the different Agile stages of data organization, and the right one for your team
* Learn how to maintain Data Lakes and Data Warehouses for effective, accessible data storage
* Gain the knowledge you need to architect Data Warehouses and Data Marts
* Understand your business's level of data sophistication and the steps you can take to get to "level up" your data

The Informed Company is the definitive data book for anyone who wants to work faster and more nimbly, armed with actionable decision-making data.

How to Build Modern Agile Data Stacks that Drive Winning Insights

The Informed Company

The new edition of the bestselling book for real estate agents, loan officers, SaaS and small businesses.

In this revision, The Conversion Code: A Step-by-Step Guide to Marketing and Sales that Will Grow Your Business Faster, Second Edition, digital marketing and lead conversion expert Chris Smith delivers the ultimate exploration of the marketing and advertising tactics that are successfully generating higher quality leads that are easier for salespeople to convert. Smith researches and tests the latest and most popular platforms, including TikTok, YouTube and Instagram, while also studying the most effective sales techniques, tools, and scripts.

In this book, you'll learn to:
* Increase your lead conversion rate, reduce your cost per lead and improve your overall ROI from marketing and sales
* Generate an endless supply of high-quality leads from social media that are easy to convert into closed sales
* Stop chasing leads and start attracting clients with amazing marketing and clever ads
* Adapt to the consumer privacy changes that have made targeting ads and getting leads to answer the phone harder than ever
* Differentiate your brand in a way that positions you as the authority and gets people contacting you who are already sold

An invaluable reference and easy to follow guide for real estate agents, loan officers, SaaS and small businessescompeting in the hyper-competitive online environment. The Conversion Code, Second Edition, is also a fantastic resource for sales leaders, marketing managers, business owners and anyone else with a team who is responsible for growing revenue.

Stop Chasing Leads and Start Attracting Clients

The Conversion Code

An indispensable resource for students of marketing, management, and international business In the newly revised ninth edition of Global Marketing Management, a decorated team of international marketing professionals delivers an authoritative discussion of the realities of global marketing in today's economy and an insightful exploration of the future of marketing to an international audience. You'll obtain an integrated understanding of marketing best practices on a global scale, complete with relevant historical background and descriptions of current marketing environments. The latest edition builds on four major structural changes to the global marketing environment: growing anti-globalization sentiment, the growth of information technology tools, the increasing demand for personalization, and the environmental impact of business activity. In-depth case studies offer lively discussions of real-world global marketing campaigns and are accessible online. Global Marketing Management also provides: <ul> <li>Thoroughly updated examples and case studies with contemporary information</li> <li>An ongoing emphasis on the increased volatility and uncertainty of today's global markets</li> <li>Updated discussions of the balance to be struck between pursuing economies of scale and respecting unique cultural sensitivities</li> <li>New explorations of major global environmental and ethical issues</li> <li>New chapters on emerging markets, internet marketing, and corporate social responsibility</li> </ul>

Global Marketing Management

Whether you're managing a rebrand or educating your staff or students about brand fundamentals, Designing Brand Identity is the quintessential resource. The sixth edition has been updated throughout to address the challenges faced by branding professionals today. From research to brand strategy, design execution to launch and governance, Designing Brand Identity is a compendium of tools and best practices that demystifies, inspires, and provides a road map to creating sustainable and successful brands. 3 sections: brand fundamentals, process basics, and case studies 100+ branding subjects, from culture and social media to positioning and guidelines 50+ all-new case studies that describe goals, process, strategy, solutions, and results New content on AI, VR, social justice, iconography, and evidence-based marketing 800+ images, diagrams, and examples of brand touchpoints 400+ quotes from branding experts, executives, and design gurus Designing Brand Identity is the best book on the what, how, and why of identity design (it is a bible) and the book gets better and broader with each update. The 6th edition is indispensable for all identity designers, strategists, and clients. Paula Scher Partner Pentagram If you read one book on branding this year, make it Designing Brand Identity. The 6th edition features everything you need to know to build a killer brand identity-all done in a hands-on, practical manner. Ana Andjelic Chief Brand Officer, Esprit Author, The Business of Aspiration Designing Brand Identity is the book that first taught me how to build brands. For over a decade, it's been my blueprint for using design to impact people, culture, and business. Alex Center Founder/Creative Director CENTER Branding, demystified. Bursting with pragmatic insights you won't find anywhere else and all new case studies from around the world, this book is an essential guide for anyone building a brand today. Sunny Bonnell Cofounder + CEO Motto® Want to understand what branding really is-and how it's done? Get your hands on Alina Wheeler and Rob Meyerson's Designing Brand Identity. Chris Do Founder + CEO The Futur Designing Brand Identity stands as a testament to Alina Wheeler's legacy of creating resources that shape creative thinking and strategic branding. The Chobani Creative Team is humbled to be included in these pages. May Aboubakr Vice President, Creative + Marketing Operations Chobani

A Comprehensive Guide to the World of Brands and Branding

Designing Brand Identity

PRAISE FOR THE 90 DAY BRAND PLAN "Great branding is about capturing the essence of what something is, without crowding or diluting it with even a single unnecessary pixel. It's an art that few have mastered. Dain Walker is among those few." -ADAM HUDSON, Founder of Reliable Education "Dain Walker is a branding king, effortlessly combining expertise and intuition to shape influential business and personal brands. Working alongside him has opened my eyes to the intricate details and forward-thinking strategy behind building brands that matter, making me wish I had known him sooner in my entrepreneurial journey." -FRANK GREEFF, Founder of Realbase "The difference between a rat and a squirrel is branding. Dain will turn your rat into the most beautiful squirrel you've ever seen. Dain understands how to communicate who you are and what you are in your most authentic way. Authenticity is the key to creativity. He's there to unlock it." -ANDREW SCHULZ, Comedian and host of Flagrant podcast "With Dain Walker's expertise, our brand found its true north. He's not just a guide; he's the compass that led us through the intricacies of branding, making our journey uniquely impactful. If only we had found him sooner." -GRANT MAYO, Founder of Nutrition Warehouse

How to Unleash Your Personal Brand to Dominate the Competition and Scale Your Business

The 90 Day Brand Plan

Combine brand and experience into a single, exciting whole to drive growth

The Digital Transformation era has come and gone. Experiential concepts like personalization, transparency, transference, uniquity, and immediacy are now table stakes in an increasingly connected and responsive market. Companies that failed to ante up are already gone--or fading fast.

In Make Your Brand Matter, serial entrepreneur and brand strategist Steve Soechtig delivers an eye-opening discussion of the post-Digital Transformation era in which we now live. The book walks you through the evolution of brand and experience, leveraging examples of historical and digitally native brands that have succeeded and failed to seize the digital moment.

You'll discover brands that enabled new customer acquisition, customer value optimization, and customer loyalty, all the while realizing that brand and experience are two sides of the same coin. The book also offers:
* Strategies, techniques, and activities for teams to capture digital opportunities
* Discussions of why brand and experience reinforce one another and how experiences must embrace, reflect, and enforce brand identity
* Tactics to accelerate the customer's progression from evaluator to loyal advocate

Make Your Brand Matter is an essential resource for marketing professionals. It also belongs on the bookshelves of company founders, owners, managers, executives, and other business leaders seeking to develop their organization's ability to marry brand and experience into one coherent and exciting package.

Experience-Driven Solutions to Capture Customers and Keep Them Loyal

Make Your Brand Matter

Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert

In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson's arsenal: the phone.

From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don't know, this timely and important book includes:
* A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com
* Direction on how to use text messaging as an adjunct to phone sales
* Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales
* Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call.

Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.

How Proactive Calls to Customers and Prospects Can Double Your Sales

Pick Up The Phone and Sell

PRAISE FOR MARKETING 5.0 "What really impresses me about this book is how it integrates the power of modern technologies and the emerging value systems of humanity. The book supports the marketers of the future to understand this integration and to convert it into actions, which are both effective and sustainable." ?HERMANN SIMON, Founder and Honorary Chairman, Simon-Kucher &amp; Partners "Phil Kotler has an amazing ability to bring clarity to the past, present, and future of marketing, always understanding what needs to be enduring and what needs to be changed. With Marketing 5.0, Kotler and his co-authors boldly incorporate digital technologies into marketing thinking, planning, and implementation. Timely and timeless, Marketing 5.0 is your indispensable guide to marketing success." ?KEVIN LANE KELLER, E.B. Osborn Professor of Marketing, Tuck School of Business, Dartmouth College "A timely and far-reaching guide to the potential of digital technologies to transform business practice. Marketers that grasp these possibilities sooner than their rivals and then act on them faster will give their firms a durable advantage." ?GEORGE DAY, Geoffrey T. Boisi Professor Emeritus, Wharton School of the University of Pennsylvania "The book is timely and has great relevance at the present COVID-19 time. The continued lockdown in many countries has forced companies to look at the digital aspects of marketing. It is also the right size to be a handbook for practicing managers." ?WALTER VIERA, Former Chairman, International Council of Management Consulting Institutes

Technology for Humanity

Marketing 5.0

Jeb Blount

Remote learning has been around since the 18th century. Caleb Phillips began advertising correspondence courses in the Boston Gazette in 1728 allowing people, for the first time, to learn new skills no matter where they lived.

For the past 300 years, virtual training, in its various formats, has been meandering into shore on an inevitable yet slow building tide. And then, just like that, everything changed. A global pandemic. Social distancing. Working from home. In an instant, the tide became a tsunami.

The global pandemic accelerated the broad adoption of virtual instructor led training along with awareness that classroom-based training is often expensive, inefficient, and fails to deliver a fair return on investment. While it is certainly more challenging to re-create the collaborative environment of the physical classroom in a virtual setting, virtual training combines the structure, accountability, and social learning benefits of classroom training with speed, agility, and significant cost savings.

Simply put, virtual training enables organizations to rapidly upskill more people, while generating a far higher return on the training investment. Virtual training is also green. Studies indicate that virtual training consumes nearly 90% less energy and produces 85% fewer CO2 emissions than classroom training.

Still, the biggest challenge with virtual training, and the reason there has been so much resistance to it, is historically the experience has been excruciating. Not the quality of the curriculum or content. Not the talent of the trainer. The learning experience. There are few people who haven't had the pleasure of sitting through agonizing virtual training sessions. Death by voice over PowerPoint, delivered by a disengaged instructor, has an especially bitter flavor.

It is the way virtual training is delivered that matters most. When the virtual learning experience is emotionally positive:
* Participants are more engaged, embrace new competencies, and knowledge sticks
* Participants are more likely to show up to class and be open to future virtual training
* Trainers enjoy their work and gain fulfillment from making an impact
* Leaders book more virtual training
* Organizations more readily blend and integrate virtual training into learning &amp; development initiatives

This is exactly what this book is about. Virtual Training is the definitive guide to delivering virtual training that engages learners and makes new skills and behavioral changes stick. Jeb Blount, one of the most celebrated trainers and authors of our generation, walks you step-by-step through the seven elements of effective, engaging virtual learning experiences.
* Trainer Mindset &amp; Emotional Discipline
* Production &amp; Technology
* Media &amp; Visuals
* Virtual Curriculum &amp; Instructional Design
* Planning &amp; Preparation
* Virtual Communication Skills
* Dynamic &amp; Interactive Training Delivery

As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively deliver training in a virtual classroom. Once you master virtual training delivery and experience the power of remote learning, you may never want to go back to the physical classroom again.

The Art of Conducting Powerful Virtual Training that Engages Learners and Makes Knowledge Stick

Virtual Training

Wall Street Journal bestseller

Build your book of business and sell more services with this expert guide for knowledge professionals

How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it's not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking.

In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen's first-hand experience and over 40 years of Exec|Comm's best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries.

Whether you're a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to:
* Develop a client-focused mindset to help build a thriving book of business
* Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you're on the right track
* Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles

The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients' most pressing needs.

The Mindset, Strategies, and Tactics of Successful Rainmakers

Selling Your Expertise

The Sales Trap Prevention Playbook

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