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Kelvin Johnson Jr.

The Sales Trap Prevention Playbook

Unlock the secrets to B2B go-to-market success with Kara Smith Brown's transformative book, The Revenue Engine. This is your roadmap to building a powerful revenue engine: Share Good News: Build relationships and keep conversations alive with compelling stories and data insights.
 Track Interest: Identify opportunities and guide prospects through your pipeline effectively.
 Follow Up Consistently: Convert leads into loyal customers with proactive engagement.
 

Packed with real-world case studies and actionable strategies, this playbook is essential for both seasoned professionals and newcomers. CEOs and leadership teams will gain insights on leveraging data and measuring success through pipeline volume, velocity, and value-empowering informed decisions.
Say goodbye to random acts of marketing and embrace a structured approach that delivers measurable results and secures your place at the executive table. Elevate your marketing game and drive your business forward!

Fueling a B2B High Octane Pipeline

The Revenue Engine

Wiley Series in Probability and Statistics

Fine-tune your marketing research with this cutting-edge statistical toolkit Bayesian Statistics and Marketing illustrates the potential for applying a Bayesian approach to some of the most challenging and important problems in marketing. Analyzing household and consumer data, predicting product performance, and custom-targeting campaigns are only a few of the areas in which Bayesian approaches promise revolutionary results. This book provides a comprehensive, accessible overview of this subject essential for any statistically informed marketing researcher or practitioner. Economists and other social scientists will find a comprehensive treatment of many Bayesian methods that are central to the problems in social science more generally. This includes a practical approach to computationally challenging problems in random coefficient models, non-parametrics, and the problems of endogeneity. Readers of the second edition of Bayesian Statistics and Marketing will also find: <ul><li>Discussion of Bayesian methods in text analysis and Machine Learning </li><li>Updates throughout reflecting the latest research and applications </li><li>Discussion of modern statistical software, including an introduction to the R package bayesm, which implements all models incorporated here </li><li>Extensive case studies throughout to link theory and practice</li></ul> Bayesian Statistics and Marketing is ideal for advanced students and researchers in marketing, business, and economics departments, as well as for any statistically savvy marketing practitioner.

Fine-tune your marketing research with this cutting-edge statistical toolkit

Bayesian Statistics and Marketing illustrates the potential for applying a Bayesian approach to some of the most challenging and important problems in marketing. Analyzing household and consumer data, predicting product performance, and custom-targeting campaigns are only a few of the areas in which Bayesian approaches promise revolutionary results. This book provides a comprehensive, accessible overview of this subject essential for any statistically informed marketing researcher or practitioner.

Economists and other social scientists will find a comprehensive treatment of many Bayesian methods that are central to the problems in social science more generally. This includes a practical approach to computationally challenging problems in random coefficient models, non-parametrics, and the problems of endogeneity.

Readers of the second edition of Bayesian Statistics and Marketing will also find:
* Discussion of Bayesian methods in text analysis and Machine Learning
* Updates throughout reflecting the latest research and applications
* Discussion of modern statistical software, including an introduction to the R package bayesm, which implements all models incorporated here
* Extensive case studies throughout to link theory and practice

Bayesian Statistics and Marketing is ideal for advanced students and researchers in marketing, business, and economics departments, as well as for any statistically savvy marketing practitioner.

Bayesian Statistics and Marketing

YOUR BLUEPRINT TO A POWERFUL AND EFFECTIVE SALES PROCESS THAT IMPROVES CONVERSION AND INCREASES REVENUE

Are you struggling to stand out from the competition? Do you know how to sell successfully while staying true to yourself? Can you play the long game and follow up effectively? In From Pitch to Profit, award-winning sales leader and negotiator Julia Ewert unveils The Infinite Sales System(r). This tried-and-tested, powerful, scalable process will help you generate consistently stellar results and empower yourself and your team to grow your business.

The Infinite Sales System shows you how to persuade and influence while also building genuine trust and relationships. You'll learn the skills and conversation hacks you need to make a great first impression; connect with leads, prospects, and clients; and communicate and negotiate with poise and confidence in any situation.

This is your personal guidebook to supercharging your sales and negotiation skills. Discover how to:
* better qualify to win more ideal clients
* be yourself (not a 'typical' salesperson) and still be excellent at sales
* strategically and genuinely address client pain points with your offerings
* master the most effective next-step techniques at each conversion point
* adopt a repeatable system that generates more consistent and stronger results.

From Pitch to Profit is your ticket to forging resilient, successful and long-lasting client relationships. With this vital handbook, you'll find it easy to boost your profit margins and turn your business into a sustainable revenue machine.

Learn a proven, easy-to-follow, and repeatable approach for connecting with clients, winning negotiations, and increasing revenue -- no matter your industry

From Pitch to Profit reveals how you can win more clients and grow your business using The Infinite Sales System(r): a strategic, tried-and-tested process that follows the same expert techniques used by the world's best negotiators. Successful business is not about an aggressive used-car-sales approach. It's about one-on-one communications that lead to trust and partnership. From Pitch to Profit gives you the strategies and easy-to-learn skills you need to build the genuine relationships that lead to higher sales and revenue.

What does selling have in common with negotiating a hostage situation? How do you stand out amongst the competition? How do you sell effectively while staying true to yourself? How do you follow up, and when do you play the long game? From Pitch to Profit answers these questions and more, taking you step by step through how you can drive more business, consistently and efficiently. You'll learn the conversations you need to connect with prospective clients and grow your profits -- from a stellar first impression to building real, mutual trust.
* Discover the exact questions you need to ask in the first sales meeting -- and get an actionable plan for following up more effectively.
* Learn how to spot the clues that will tell you what clients need from you to buy in.
* Successfully convert more match-fit customers.
* Generate more predictable revenue with higher margins.

From Pitch to Profit gives you a proven, scalable process for selling a product or service, managing your clients, and successfully developing your business into a sustainable revenue machine.

How to Build Genuine Trust and Achieve Business Success with The Infinite Sales System

From Pitch to Profit

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.

Are you ready to supercharge your sales?

When it comes to growing a business, it's no longer about what you sell, but how you sell it. Whether you're just starting out, upgrading your side hustle or wanting to grow your existing business, your success depends on your sales. How to Sell Anything Online reveals the most successful marketing strategies from some of the best online businesses around the world. From content marketing and ads for Facebook, TikTok, Google and Instagram to influencer marketing, website optimisation and SEO, this book will be your go-to business sidekick.

Anaita Sarkar, cofounder and CEO of Hero Packaging and founder of marketing company Sell Anything Online, shares a comprehensive toolkit of online actions and tips that you can put in motion immediately. With the help of case studies from experts across the industry, you'll learn how to:
* Reinforce the foundational pillars that every small business needs for success.
* Create brand awareness and seamlessly convert your audience into loyal customers using a simple, proven marketing funnel.
* Maximise how different social media platforms are used to propel your business forward.
* Discover the "magic bucket" strategies for treating your customers like VIPs, building a community and developing brand ambassadors.

Whether you're mastering content creation, optimising email campaigns or exploring influencer collaborations, this guide has you covered. With How to Sell Anything Online, you'll discover the secret sauce for consistent, profitable sales growth!

The Ultimate Marketing Playbook to Grow Your Online Business

How to Sell Anything Online

Practical, real-world sales advice you can apply immediately to improve your numbers

In Coffee's For Closers: The Best Real Life Sales Book You'll Ever Read, veteran sales leader and coach Tony Morris delivers a can't-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories - rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.

In the book, you'll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You'll also find:
* Expert tips on gaining commitment and closing, as well as advice on how to handle prospects' objections and stalling tactics
* Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely
* Strategies for handling rejection - a frequently encountered experience for every salesperson

A practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee's For Closers will become one of those essential resources you rely on to inform your everyday approach to sales.

Practical, real-world sales advice you can apply immediately to improve your numbers

In Coffee's For Closers: The Best Real Life Sales Book You'll Ever Read, veteran sales leader and coach Tony Morris delivers a can't-miss, hands-on guide to becoming the best salesperson you can be. This is not a book filled with high-level theories - rather it is a book that offers innovative and easy-to-understand sales techniques you can apply immediately and integrate into your daily life as a salesperson.

In the book, you'll explore tried-and-true, step-by-step tutorials on getting past gatekeepers, cold-calling, questioning, listening to customers, and crafting airtight proposals. You'll also find:
* Expert tips on gaining commitment and closing, as well as advice on how to handle prospects' objections and stalling tactics
* Ways to generate leads, build rapport with customers, prepare for your next sales call, and even manage your time wisely
* Strategies for handling rejection - a frequently encountered experience for every salesperson

A practical blueprint for sales success that is heavily informed by real-world experience and commonsense, Coffee's For Closers will become one of those essential resources you rely on to inform your everyday approach to sales.

The Best Real Life Sales Book You'll Ever Read

Coffee's for Closers

Make events the most powerful marketing tool you have&nbsp; In&nbsp;Event Success: Maximizing the Business Impact of Physical, Virtual, and Hybrid Experiences,&nbsp;Alon Alroy, Eran Ben-Shushan, and Boaz Katz&nbsp;of&nbsp;Bizzabo&nbsp;draw on the knowledge&nbsp;they've&nbsp;gained&nbsp;powering events for companies like Amazon, Salesforce, and Uber&nbsp;to&nbsp;deliver an end-to-end playbook for readers wanting to maximize their organization's return on events.&nbsp;&nbsp; Event Success&nbsp;will help you unlock the full potential of your events and&nbsp;make them your most important marketing channel. You'll learn&nbsp;how&nbsp;to&nbsp;create elevated experiences in any format that drive strategic business goals, including:&nbsp;&nbsp; <ul> <li>How to measure event success with surveys, data, analytics, and key KPIs&nbsp;</li> <li>How to integrate events into a strategic, end-to-end marketing plan&nbsp;</li> <li>How to collect, analyze, and funnel event data to other teams to drive business growth&nbsp;</li> <li>What&nbsp;events are successful, what the data says about them, and real-life examples from&nbsp;SAP, the&nbsp;Financial Times, IBM, and other leading brands that capture the imagination of their audiences through events&nbsp;</li> </ul> Event Success&nbsp;is ideal for&nbsp;marketers, event professionals, and anyone&nbsp;responsible for creating buzz, driving new sales, and building thought leadership with&nbsp;in-person, hybrid, or virtual events. It's also an invaluable resource for maximizing your organization's "RoE"-or Return on Event-with measurable increases in sales.&nbsp;

Make events the most powerful marketing tool you have

In Event Success: Maximizing the Business Impact of Physical, Virtual, and Hybrid Experiences, Alon Alroy, Eran Ben-Shushan, and Boaz Katz of Bizzabo draw on the knowledge they've gained powering events for companies like Amazon, Salesforce, and Uber to deliver an end-to-end playbook for readers wanting to maximize their organization's return on events.

Event Success will help you unlock the full potential of your events and make them your most important marketing channel. You'll learn how to create elevated experiences in any format that drive strategic business goals, including:
* How to measure event success with surveys, data, analytics, and key KPIs
* How to integrate events into a strategic, end-to-end marketing plan
* How to collect, analyze, and funnel event data to other teams to drive business growth
* What events are successful, what the data says about them, and real-life examples from SAP, the Financial Times, IBM, and other leading brands that capture the imagination of their audiences through events

Event Success is ideal for marketers, event professionals, and anyone responsible for creating buzz, driving new sales, and building thought leadership with in-person, hybrid, or virtual events. It's also an invaluable resource for maximizing your organization's "RoE"--or Return on Event--with measurable increases in sales.

Maximizing the Business Impact of In-person, Virtual, and Hybrid Experiences

Event Success

PRAISE FOR THE BUSINESS OF BELONGING "A tactical primer for any business embarking on the critical work of actively building community." -SETH GODIN, Author of This is Marketing "This book perfectly marries the psychology of communities, with the hard-earned secrets of someone who's done the real work over many years. David Spinks is the master of this craft." -NIR EYAL, bestselling author of Hooked and Indistractable "Every business needs to make building engaged communities their number one priority. This is the book that will help you get it done." -ERICA KUHL, Former VP of Community, Salesforce "I can't think of anyone more qualified to write a book about community than David. His passion for the subject, combined with his hands-on experience across many different types of community, have given him unique perspectives and insights. This will become the go-to handbook for building and running community." -DOUGLAS ATKIN, Former Global Head of Community for Airbnb and author of The Culting of Brands

"A tactical primer for any business embarking on the critical work of actively building community."--Seth Godin, Author, This is Marketing

"This book perfectly marries the psychology of communities, with the hard-earned secrets of someone who's done the real work over many years. David Spinks is the master of this craft."--Nir Eyal, bestselling author of Hooked and Indistractable

The rise of the internet has brought with it an inexorable, almost shockingly persistent drive toward community. From the first social networks to the GameStop trading revolution, engaged communities have shown the ability to transform industries. Businesses need to harness that power. As business community expert David Spinks shows in The Business of Belonging: How to Make Community your Competitive Advantage, the successful brands of tomorrow will be those that create authentic connection, giving customers a sense of real belonging and unlocking unprecedented scale as a result.

In his career of over 10 years in the business of building community, Spinks has learned what a winning community strategy looks like. From the fundamental concepts--including how community drives measurable business value and what the appropriate metrics are--to high-level community design and practical engagement techniques, The Business of Belonging is an epic journey into the world of community building.

This book is for decision makers who want to better understand the value and opportunity of community, and for community professionals who want to level up their strategy. Featuring a foreword by Startup Grind and Bevy cofounder Derek Andersen, it will give you a step-by-step model for strategically planning, creating, facilitating, and measuring communities that drive business growth. Attracting and retaining community members who are also loyal customers, brand evangelists, and leaders--that's the goal for today's connected businesses, and this book is the map to getting there.

How to Make Community your Competitive Advantage

The Business of Belonging

Find your customers and connect online Digital marketing was once just the sidekick to traditional marketing. Now marketing in the digital world can be the thing that helps the small businesses compete with the big ones. This book helps you drive your marketing efforts from the digital side, building a strategy that makes sense for your budget and your business. You'll get step-by-step instructions on how to run campaigns on Facebook®, Instagram®, TikTok®, and other socials. Reach out to influencers, get a handle on content marketing, learn how artificial intelligence affects marketing, and discover the essentials you need to know in this easy-to-digest guide. 9 books in 1... <ul><li>Creating Your Digital Marketing Strategy</li> <li>Understanding the Importance of the Customer Experience</li> <li>Marketing Using Artificial Intelligence</li> <li>Dipping Into Content Creation</li> <li>Implementing Channel Promotions</li> <li>Targeting Your Work With Influencers</li> <li>Facebook Marketing</li> <li>Deploying Other Social Media</li> <li>Analyzing Data For Success</li></ul>

Develop and refine your comprehensive online marketing plan

With more than 800 content-packed pages, Digital Marketing All-in-One For Dummies is the most comprehensive tool for marketers looking to beef up their online presence. In this edition, you'll learn the latest trends in digital marketing strategies, including brand new insight on how to incorporate artificial intelligence into your marketing plans. You'll also get the latest information on how to manage your customers' experiences, create exceptional marketing content, get help from influencers, and leverage social accounts for more followers and greater profits. With the help of this friendly Dummies guide, you'll accelerate your journey from traditional to digital marketing processes, uncover tips to prove ROI of marketing activities, and increase audience engagement.
* Build and implement a winning digital plan for your brand
* Learn how to establish an online presence with social media
* Turn online prospects into loyal customers
* Target consumers in any market segment and age bracket

Dig into the latest marketing advice as you provide your potential and existing customers the kind of personal experience you look for as a customer.

Digital Marketing All-In-One For Dummies

WALL STREET JOURNAL BESTSELLER

Add 50% to 100% to Your Sales?In 5 Minutes Per Day

5-Minute Selling presents a proven, simple process that can double your sales, even if you don?t have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100% to your sales.

The techniques in this book are simple but powerful:
* You?ll learn the power of picking up the phone proactively to call customers and prospects when nothing is wrong, because almost nobody does this
* You?ll get approaches for offering customers additional products and services?and asking about what else they are buying elsewhere?because almost nobody does this either
* You?ll also learn about the low-tech but incredibly effective singular impact of the hand-written note

In short, 5-Minute Selling is about showing customers and prospects that we care about them more than our competition does with simple, repeated, lightning-fast, high-value, consistent communications.

Don?t Read This Book, DO THIS BOOK:

5-Minute Selling lays out a Two-Week Challenge for you implement in your sales work. Follow the detailed process for five minutes per day, for 10 working days (less than one total hour of time), and, like thousands before you, you will begin to see dramatic improvements in your sales growth.

WALL STREET JOURNAL BESTSELLER

Add 50% to 100% to Your Sales?In 5 Minutes Per Day

5-Minute Selling presents a proven, simple process that can double your sales, even if you don?t have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100% to your sales.

The techniques in this book are simple but powerful:
* You?ll learn the power of picking up the phone proactively to call customers and prospects when nothing is wrong, because almost nobody does this
* You?ll get approaches for offering customers additional products and services?and asking about what else they are buying elsewhere?because almost nobody does this either
* You?ll also learn about the low-tech but incredibly effective singular impact of the hand-written note

In short, 5-Minute Selling is about showing customers and prospects that we care about them more than our competition does with simple, repeated, lightning-fast, high-value, consistent communications.

Don?t Read This Book, DO THIS BOOK:

5-Minute Selling lays out a Two-Week Challenge for you implement in your sales work. Follow the detailed process for five minutes per day, for 10 working days (less than one total hour of time), and, like thousands before you, you will begin to see dramatic improvements in your sales growth.

The Proven, Simple System That Can Double Your Sales ... Even When You Don't Have Time

5-Minute Selling

Praise for Marketing 6.0 "Immersive marketing is intended to transport the customer into a story until she is convinced that she is there herself. In the process, real and illusory stimuli mix to form a new kind of perceived reality. This book guides us into this futuristic marketing world. Truly enlightening and thought-provoking." -HERMANN SIMON, Founder and Chairman, Simon-Kucher "Virtual, immersive worlds are rising fast. Old models won't work in these new realities. Marketing 6.0 is the best guide yet for marketers who aspire to lead the future." -ROB WOLCOTT, Co-Founder and Chairman, TWIN Global "Always at least a step ahead, the most astute and accomplished of all marketing thought-leaders, Philip Kotler, and his long-time co-authors Hermawan Kartajaya and Iwan Setiawan, once again shine a light on the path forward in one of the most complex and challenging marketing eras ever. Marketing 6.0 comprehensively and convincingly shows how marketers can thrive in a time of transformative technology and unprecedented change." -KEVIN LANE KELLER, E.B. Osborn Professor of Marketing, Tuck School of Business, Dartmouth College "Philip Kotler, the father of modern marketing, has the unique ability to identify emerging marketing trends and predict how they will change the business landscape. Marketing 6.0 is no exception. It outlines how the widespread adoption of augmented reality and virtual reality will impact the ways in which companies interact with their customers and explains why the future of marketing lies in creating immersive customer experiences." -ALEXANDER CHERNEV, Professor of Marketing, Kellogg School of Management, Northwestern University

Rediscover the fundamentals of marketing along with the rise of metamarketing from the best in the business

In Marketing 6.0, the celebrated promoter of the "Four P's of Marketing," Philip Kotler, explains how marketers can use technology to address customers' needs and make a difference in the world. In a new age of metamarketing, this book provides marketers with a way to integrate technological and business model evolution with the dramatic shifts in consumer behavior that have happened in the last decade. Readers will learn about:
* The building blocks of metamarketing
* Generation Z and Generation Alpha and the technologies they use daily
* How to tap into metaverses and extended reality
* The potential obstacles and solutions for creating a more interactive and immersive experience.

Marketing has evolved to address global challenges and changing customer expectations. Incorporating sustainability themes and new technologies for customer engagement are essential for businesses to remain relevant. Indeed, marketing has shifted from traditional to digital, but most customers still value some forms of human interaction. As a result, multichannel and omnichannel marketing have become popular among marketers aiming to leverage both traditional and digital engagement. Metamarketing goes beyond that and offers a genuine physical and digital convergence by providing a more interactive and immersive customer experience across physical and digital spaces.

The Future is Immersive

Marketing 6.0

Praise for VALUE CAPTURE SELLING "Larreche brings a wealth of expertise in sales and marketing to this insightful book. By focusing on the importance of value creation for both the customer and the corporation, this book revolutionizes the sales approach. Value Capture Selling is a must-read for anyone seeking to master the art of selling and create lasting customer relationships." -- Marshall Goldsmith, Thinkers50 #1 Executive Coach and New York Times bestselling author of The Earned Life, Triggers, and What Got You Here Won't Get You There "Value Capture Selling is the sales book of the decade! It provides a novel approach that leads salespeople to a more effective negotiation position that satisfies customer needs while creating corporate value for your business. A must-read for anyone who wants to win more sales and achieve higher profits." --Gerhard Gschwandtner, Founder and Publisher, Selling Power "Most sales forces focus only on revenue, not value capture. Larreche's book can help you make the necessary transition. If you are in sales, read it because the data revolution is increasing scrutiny from finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." -- Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value--both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" --Laurent Beraza, Director, UK, Germany &amp; France, Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center--right where they belong." --Anna Campagna, Senior Director, Global Sales, Heineken "Value Capture Selling is an excellent reference for any sales professional who would like to improve their ability to create and capture value for their firm. The ever-more-relevant concepts of BATNA and ZOPA are brilliantly demonstrated, and the emphasis on preparation is rightly hammered home!" -- Manish Kumar Singh, Global Head of Marketing, Customer Services &amp; Solutions, IGT Systems, Philips Healthcare "Selling with the emphasis on corporate value requires more business acumen and a stronger leadership attitude from sales professionals--that is, an upgrading of their function. In Value Capture Selling, Larreche provides sales professionals in every industry the knowledge they need to excel in this exciting new world. I highly recommend this book!" --Omar Haddadeen, Inside Sales Analyst, Bombardier

"The sales book of the decade" --Selling Power magazine

Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche's approach is so innovative that Selling Power magazine named it "The sales book of the decade."

For years, sales professionals have focused on creating value for their customers--the first phase in selling. However, in today's fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers.

Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals--both veteran and new alike--with a complete roadmap for making the transition from value selling to value-capture selling, including:

* Why the creation of corporate value--short, medium, and long term--is essential for the firm and its internal and external partners
* How to master the key drivers of corporate value: profitability, market share, and customer satisfaction
* How to prepare for value capture
* How to frame strategies and tactics for value capture
* How to close deals for higher corporate value capture

Value-capture selling is the current challenge for corporations and sales professionals everywhere--making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation.

In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art!

Praise for Value Capture Selling:

"Most sales forces focus only on revenue, not value capture. Larreche's book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation."
--Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works

"Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value--both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!"
--Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales

"Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center--right where they belong."
--Anna Campagna, Sr. Director Global Sales, HEINEKEN

How to Win the 3rd Sales Transformation

Value Capture Selling

Unlock the full potential of modern marketing and sales

In the newly revised and updated edition of No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, celebrated speaker, writer, and Chief Market Officer of 6sense, Latané Conant, delivers an eye-opening and engaging guide for salespeople and marketers to use technology to identify prospects and put them at the center of everything they do.

You'll learn how to prioritize which accounts to work, engage the entire buying team, uncover hidden intent signals, and measure real success. You'll also discover:
* Strategies for building a tech-stack that prioritizes your customers
* Ways for chief marketing officers to stop playing defense and go on offense
* Insights for the modern sales leader, including how to sellers up to win, design successful territories, and hire and retain top sellers
* How the modern era of marketing and sales is different from what it used to be and how to capitalize on your new capabilities

A can't-miss handbook for marketers, salespeople, and team leads, No Forms. No Spam. No Cold Calls. is an original and thought-provoking journey through the techniques and strategies made possible by modern revenue technologies.

Unlock the full potential of modern marketing and sales

In the newly revised and updated edition of No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, celebrated speaker, writer, and Chief Market Officer of 6sense, Latané Conant, delivers an eye-opening and engaging guide for salespeople and marketers to use technology to identify prospects and put them at the center of everything they do.

You'll learn how to prioritize which accounts to work, engage the entire buying team, uncover hidden intent signals, and measure real success. You'll also discover:
* Strategies for building a tech-stack that prioritizes your customers
* Ways for chief marketing officers to stop playing defense and go on offense
* Insights for the modern sales leader, including how to sellers up to win, design successful territories, and hire and retain top sellers
* How the modern era of marketing and sales is different from what it used to be and how to capitalize on your new capabilities

A can't-miss handbook for marketers, salespeople, and team leads, No Forms. No Spam. No Cold Calls. is an original and thought-provoking journey through the techniques and strategies made possible by modern revenue technologies.

The Next Generation of Account-Based Sales and Marketing

No Forms. No Spam. No Cold Calls

The Sales Trap Prevention Playbook

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