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Catalogue complet

Mark N: The M²ARK Method

The M²ARK Method

The Relationship-First System for Sales That Last

This comprehensive guide reveals how to systematically identify and capture cross-sell and up-sell opportunities, whether through internal transformation, organizational consolidation, or merger and acquisition scenarios. By understanding the fundamental principles of revenue expansion and cost optimization at the same time, business leaders can dramatically improve their company's value proposition while strengthening market position.Every business professional will encounter organizational change-whether through M&amp;A activity during economic booms or internal restructuring during downturns. These pivotal moments present extraordinary opportunities to simultaneously increase sales and reduce costs, yet most organizations fail to maximize their potential. This book provides the strategic framework and practical tools needed to excel during these critical transitions, showing how to plan and implement cross-selling initiatives that deliver substantial revenue growth while streamlining operations for maximum efficiency. Drawing from real-world M&amp;A scenarios and internal transformation case studies, this guide demonstrates how to improve profit from both ends of the equation. You'll learn to identify cross-selling opportunities that others miss, develop implementation strategies that minimize disruption, and create sustainable revenue streams that outlast the initial organizational change.Whether you're leading a merger integration, managing a divisional consolidation, or simply seeking to optimize your current sales approach, this book provides the insights and methodologies to transform organizational complexity into competitive advantage and measurable profit improvement.

The Executive's Growth Guide to M&A, Re-Organization and Profit Optimization

Cross-Sell to Scale

Cutting-edge science can make all the difference for salespeople in a time when they are facing a business world in transformation.

In The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals, neuroscientist Kai-Markus Mueller and sales professional Gabriele Rehbock deliver a hands-on guide to the hidden dynamics that influence the outcomes of most business deals. In plain English, the book unpacks recently discovered insights from psychology, behavioural economics, and neuroscience and explains how to apply them to your advantage in real-life business situations.

The authors show you how to influence buying decisions and how to successfully respond to challenging business situations in order to put you in control of the levers that drive sales success. You'll also find
* Advanced strategies and tactics that offer a lasting edge in negotiations, sales and other business transactions
* Smart techniques to build rewarding customer relationships
* The psychology behind gains and losses revealing new keys to profitable pricing
* Real-life advice on how to counter a buyer's intimidation tactics: time, uncertainty, fear, and silence

An essential, step-by-step playbook for sales professionals, The Invisible Game will also earn a place on the bookshelves of entrepreneurs, business owners, and other independent professionals--like lawyers, accountants, freelancers, consultants, and programmers--who regularly sell their services to other businesses.

Cutting-edge science can make all the difference for salespeople in a time when they are facing a business world in transformation.

In The Invisible Game: The Secrets and the Science of Winning Minds and Winning Deals, neuroscientist Kai-Markus Mueller and sales professional Gabriele Rehbock deliver a hands-on guide to the hidden dynamics that influence the outcomes of most business deals. In plain English, the book unpacks recently discovered insights from psychology, behavioural economics, and neuroscience and explains how to apply them to your advantage in real-life business situations.

The authors show you how to influence buying decisions and how to successfully respond to challenging business situations in order to put you in control of the levers that drive sales success. You'll also find
* Advanced strategies and tactics that offer a lasting edge in negotiations, sales and other business transactions
* Smart techniques to build rewarding customer relationships
* The psychology behind gains and losses revealing new keys to profitable pricing
* Real-life advice on how to counter a buyer's intimidation tactics: time, uncertainty, fear, and silence

An essential, step-by-step playbook for sales professionals, The Invisible Game will also earn a place on the bookshelves of entrepreneurs, business owners, and other independent professionals--like lawyers, accountants, freelancers, consultants, and programmers--who regularly sell their services to other businesses.

The Secrets and the Science of Winning Minds and Winning Deals

The Invisible Game

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.

A leadership playbook for making customer experience a core aspect of your business.In a rapidly changing world filled with uncertainties, one thing remains crystal clear: customers are increasingly fickle and no longer care about loyalty to any particular company. In addition, many well-intentioned companies are falling short of customer expectations, despite every organization’s potential for excellence. The truth is customer experience is not what it used to be. New technologies, values, generational expectations, economic instability, - and the rapid pace of change all must be considered as you forge ahead. How do you put the customer first in the face of all these emerging trends?Using cutting-edge research and interviewing top leaders across industries, customer experience futurist Blake Morgan has pulled together eight new laws that the best companies follow in terms of building and maintaining a focus on the customer. Customer experience is a decision leaders must make every day, and this book shows you how:<ol><li>C.reate a customer experience mindset.</li><li>eX.ceed longterm profit expectations by focusing on both short term and long term profits.</li><li>L.ay out your customer experience strategy creation and stick to it.</li><li>E.mbark on your 90 day get started plan.</li><li>A.nticipate the future by being a customer experience futurist.</li><li>D.on’t forget that employees are customers too.</li><li>E.valuate success and measure what can be measured.</li><li>R.eaffirm the priority - keep CX front and center.</li></ol>Learn the laws, see how the best companies apply them, and build them into your organization to become a transformational customer experience leader!

New Rules for Building A Business Around Today’s Customer

The 8 Laws of Customer-Focused Leadership

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

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

Business Myths series

A brand is just a logo - everyone knows that, don't they? After all, it's not as though a good brand can save a bad business, and besides, the digital revolution is making branding irrelevant... Myths of Branding, written by renowned branding experts Andy Milligan and Simon Bailey, explores the huge number of misguided, mistaken and blatantly false myths that abound in the branding arena. From the belief that developing brands is nothing more than fiddling with logos, to the perception that it's a 'soft' area of marketing that doesn't go beyond visual identity and that the customer is always right - these myths are all surprisingly entrenched, yet could not be further from the truth. Myths of Branding uses up-to-date case studies and witty examples to debunk these popular misconceptions, and replaces them with the reality of what it's really like to work in the world of branding. Jam-packed with entertaining anecdotes and useful information that practitioners can learn from, it guarantees a deeper, sharper understanding of the realities of branding and brand management. About the Business Myths series... The Business Myths series tackles the falsehoods that pervade the business world. From leadership and management to social media, strategy and the workplace, these accessible books overturn out-of-date assumptions, skewer stereotypes and put oft-repeated slogans to the test. Entertaining and rigorously researched, these books will equip you with the insight and no-nonsense wisdom you need to succeed.

Debunk the most pervasive myths about the world of branding, with this expert overview that separates the facts from the falsehoods.

Dispel the Misconceptions and Become a Brand Expert

Myths of Branding

Logistics Transportation Systems, Second Edition brings together multiple topics on transportation logistics systems from both qualitative and quantitative perspectives, providing detailed examples of real-world logistics workflows. It explores the key concepts and problem-solving techniques required by researchers and logistics professionals to effectively manage the continued expansion of logistics transportation systems, which is expected to reach an estimated 25 billion tons in the United States alone by 2045. In addition to updating existing content, it also discusses new topics in contemporary fields, including supply chain resiliency, reshoring, and visibility, reflecting the latest market changes and technological advancements. This book provides an ample understanding of logistics transportation systems, including basic concepts, in-depth modeling analysis, and network analysis for researchers and practitioners. In addition, it covers policy issues related to transportation logistics, such as security, rules and regulations, and emerging issues including reshoring. This thoroughly updated new edition also features two new chapters on supply chain resiliency and strategic sourcing and supplier selection. This book is an ideal guide for academic researchers and both undergraduate and graduate students in transportation modeling, supply chains, planning, and systems. It is also useful to transportation practitioners involved in planning, feasibility studies, consultation and policy for transportation systems, logistics, and infrastructure.

Logistics Transportation Systems

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.

Win and retain customers with this essential resource for linking e-commerce tools and metrics to wider brand and marketing strategies.

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

E-Commerce Growth Strategy

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

'Sharing is Caring'. This well-known saying describes accurately my main motivation for writing this book, in which I've gathered together over a decade's worth of insights from working in the proposal industry. And because Young Professionals are most of the time those in need of great care and guidance, this book does not just provide theoretical knowledge on selected themes but also tackles topics that will be invaluable in supporting professional development. In addition, the book shares suggestions and insights on themes that might not be perceived as technical but are equally important for a successful career in Bid and Proposal Management.

VATIS TSAGUE

A Collection of Selected Articles Based on Over 10 Years of Industry Experience

Proposal Management Insights

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.

Teach your sales reps how to confront and work through complex challenges using an innovative change management model designed with sales teams in mind.

Lead Sales Teams Through Change

Transforming Sales Management

The M²ARK Method

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