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Mark N: The M²ARK Method

The M²ARK Method

The Relationship-First System for Sales That Last

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

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

Agile Prinzipien und Frameworks wurden zwar für die Entwicklung komplexer Produkte geschaffen, doch sie lassen sich auch im Vertrieb gewinnbringend nutzen. Mit diesem Buch erhalten Geschäftsführer, Vertriebsleiter, Führungskräfte, Berater und Mitarbeiter aus Service und Vertrieb praxistaugliche Methoden, mit deren Hilfe sie ihren Vertrieb als Brücke zum Kunden beweglich und lösungsorientiert gestalten können. Denn nur durch flexible, schnelle und innovative Sales- und Servicebereiche lassen sich wechselfreudige Kunden halten und junge ¿Digital Natives¿ gewinnen. Anhand zahlreicher Praxisbeispiele zeigt die Autorin, wie und wo Sie agile Methoden wie Scrum, Kanban, Design Thinking, Shopfloor, OKRs und viele mehr erfolgreich einsetzen.


Mit konkreten Anleitungen und hilfreichen Tipps für eine nachhaltige Leistungssteigerung in Sales und Service und ein Umdenken im Sinne des Kunden.


Die 2. Auflage wurde aktualisiert und unter anderen um Beiträge zu den Themen Agiler Sales-Prozess, themenzentrierte Einwand-Integration, OKR-Zyklus und Sales Board ergänzt.

Transformation in Sales und Service erfolgreich gestalten

Der agile Vertrieb

'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

Accelerate your sales career with this how-to book from an expert in sales

In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized.

This guidebook suggests putting yourself in a "one-up" position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a "one-down" position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become "one-up" themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with:
* A step-by-step approach for how to become "one-up" yourself and what you provide to your clients
* A healthy analysis of what makes a person or a company "one-down" and tips on how to course correct
* Strategies, tactics, and talk tracks that will provide you with what you need to become "one-up"
* Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system

As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

Accelerate your sales career with this how-to book from an expert in sales

In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized.

This guidebook suggests putting yourself in a "one-up" position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a "one-down" position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become "one-up" themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with:
* A step-by-step approach for how to become "one-up" yourself and what you provide to your clients
* A healthy analysis of what makes a person or a company "one-down" and tips on how to course correct
* Strategies, tactics, and talk tracks that will provide you with what you need to become "one-up"
* Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system

As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.

A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative

Elite Sales Strategies

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

This book helps sales professionals, support teams, process improvement experts, and internal consultants to reduce operational complexity to improve sales operations. In addition to proven process methodologies, it discusses how to integrate leading-edge technologies, such as Artificial Intelligence (AI), work task mining, digitalization, and data governance to reduce process complexity and friction.It is estimated that salespeople spend less than 50% of their time selling products or services. For some organizations, this percentage is as low as 30%. Non-selling time is spent on administrative activities and prospecting for new customers. Administrative activities include sales reporting, expediting orders for different reasons, handling customer inquiries and complaints, training, and working through many tools, processes, and teams needed to get information or work done. The goal of this book is to show ways to remove administrative work tasks from sellers to increase deal velocity, give back selling time, and reduce lead time from quote to cash.In parallel, the author discusses ways to automate these tasks using automation strategies, including AI for important work tasks, such as prospecting, lead management, creating quotes and proposals, preparing and managing customer meetings, and similar work. This book enhances customer, sales, support teams, and stakeholder satisfaction.

How to Use Artificial Intelligence and Digitalization Applications to Improve Processes

Sales Support Operations

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

Andersweg

Beginne eine spannende Tour de Force, auf der Du dein Potential als Smartseller auf dem großen Spielfeld des Verkaufs auslotest. Als Begleiter auf dem Andersweg zum Erfolg stellen sich zur Seite: eine ganze Menge Fakten, Learnings und Impulse; Guru Gee, das Verkaufsgenie; Henry, der endlich wissen möchte, was er einmal werden soll; und mittendrin Du selbst: Smartseller Zero, mit den ersten Schritten als Captain Future im Verkauf... Im ersten Buch der Reihe »Der Andersweg zum Erfolg« wird auf erfrischende, spannende und unkonventionelle Weise ausgelotet, welches Potential im großen Thema Verkauf steckt - und wie wir als Smartseller unseren persönlichen Andersweg konkret angehen können, von der First Impression-Leadership über die Talentanalyse bis hin zu den ersten Verkaufserfolgen! Wer sich mit den Paradigmenwechseln im Verkauf beschäftigt und verstehen lernt, wie die Alchemie des Verkaufs wirkt, gibt sich selbst die Chance für eine völlig neue Einstellung und entdeckt dabei sein Potential als wahrer Bestseller!

Beginne eine spannende Tour de Force, auf der Du dein Potential als Smartseller auf dem großen Spielfeld des Verkaufs auslotest. Als Begleiter auf dem Andersweg zum Erfolg stellen sich zur Seite: eine ganze Menge Fakten, Learnings und Impulse; Guru Gee, das Verkaufsgenie; Henry, der endlich wissen möchte, was er einmal werden soll; und mittendrin Du selbst: Smartseller Zero, mit den ersten Schritten als Captain Future im Verkauf…

Im ersten Buch der Reihe »Der Andersweg zum Erfolg« wird auf erfrischende, spannende und unkonventionelle Weise ausgelotet, welches Potential im großen Thema Verkauf steckt - und wie wir als Smartseller unseren persönlichen Andersweg konkret angehen können, von der First Impression-Leadership über die Talentanalyse bis hin zu den ersten Verkaufserfolgen! Wer sich mit den Paradigmenwechseln im Verkauf beschäftigt und verstehen lernt, wie die Alchemie des Verkaufs wirkt, gibt sich selbst die Chance für eine völlig neue Einstellung und entdeckt dabei sein Potential als wahrer Bestseller!

Entdecke Dein Potential als Smartseller und starte Deine persönliche Erfolgsgeschichte! I Fakten, Learnings Impulse für erfolgreiche Verkäufer

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.«

Stellen Sie die Weichen auf "Wachstum"!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!Acquisition, Activation, Retention, Revenue, ReferralZiele definieren, Messen, Testen, Lernen, SkalierenFür Solopreneure, Gründer, Marketer, Produktmanager, Start-upsAus dem Inhalt:Nischen, Zielgruppen, PositionierungGAP-Modell, Product/Market FitQuant Based Marketing, Lean MarketingUser Centered Design (UCD), Mobile FirstTesting, Tracking, Monitoring, MetricsPull Marketing, Push Marketing, Engineering-as-MarketingIncentives, Gamification, Scarcity etc.Lead Magnets, Landing Pages, FOMOCustumer Retention, Consumer MarketingCross Sales, Up Sales, digitales BusinessErfolgsmessung der Strategie

Mehr Wachstum, mehr Kunden, mehr Erfolg

Growth Hacking

Edition Sales Excellence

&lt;p&gt;Agile Prinzipien und Frameworks wurden zwar für die Entwicklung komplexer Produkte geschaffen, doch sie lassen sich auch im Vertrieb gewinnbringend nutzen. Mit diesem Buch erhalten Geschäftsführer, Vertriebsleiter, Führungskräfte, Berater und Mitarbeiter aus Service und Vertrieb praxistaugliche Methoden, mit deren Hilfe sie ihren Vertrieb als Brücke zum Kunden beweglich und lösungsorientiert gestalten können. Denn nur durch flexible, schnelle und innovative Sales- und Servicebereiche lassen sich wechselfreudige Kunden halten und junge „Digital Natives“ gewinnen. Anhand zahlreicher Praxisbeispiele zeigt die Autorin, wie und wo Sie agile Methoden wie Scrum, Kanban, Design Thinking, Shopfloor, OKRs und viele mehr erfolgreich einsetzen.&lt;/p&gt;

&lt;p&gt;Mit konkreten Anleitungen und hilfreichen Tipps für eine nachhaltige Leistungssteigerung in Sales und Service und ein Umdenken im Sinne des Kunden.&lt;/p&gt;

&lt;p&gt;Die 2. Auflage wurde aktualisiert und unter anderen um Beiträge zu den Themen Agiler Sales-Prozess, themenzentrierte Einwand-Integration, OKR-Zyklus und Sales Board ergänzt.&lt;/p&gt;

&lt;p&gt;&amp;nbsp;&lt;/p&gt;

&lt;p&gt;&amp;nbsp;&lt;/p&gt;


Claudia Thonet

Most sales books give you ideas. This one gives you standards.

PRECISE Selling isn't about motivation, personality, or clever tactics. It's about what actually changes performance-daily behavior, professional posture, and the discipline to ask when it matters.

Whether you're an SDR, AE, sales leader, or founder building your first sales engine-this is where you start.
From the creator of 20 Days to the Top-rebuilt from the ground up for today's buyers.

This system was built by sales leaders who still do the work. Every week. Hundreds of prospecting conversations. Real buyers. Real resistance. Real outcomes. It's the same playbook that helped one organization grow from $125 million to over $1.2 billion in revenue-not by hiring "better" sellers, but by enforcing better habits.
This is not theory. It's a 20-Day Sprint designed to professionalize your sales process.

Inside, you'll learn:
The 20-Day Sprint - A day-by-day rebuild of your process, from calendar to close.
Posture &amp; Presence - How to open any conversation so prospects treat you like a peer, not a pest, in the first six seconds.
The PRECISE Playbook - The complete framework connecting Posture, PIC Knowledge, and the skills that drive revenue.
The CLEAR Framework - A five-step questioning sequence that uncovers real pain without sounding like an interrogation.
The SHARP Method - How to handle "I need to think about it" and "Just send info" without panic or pressure.
Secure Agreement - How to stop leaving meetings with soft maybes and start locking in real next steps.
Downloadable Call Sheets - Prep tools for cold calls, warm calls, discovery, and presentations.



You'll also confront something less comfortable: what happens when teams train, agree, and then slide back into familiar habits anyway. Because in sales, doing nothing is still a decision-and comfort always shows up in the numbers.

If you adopt the standards inside, results follow. If you don't, nothing changes-and now you'll know exactly why.

20 Days to the Top

PRECISE Selling

The M²ARK Method

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