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Influence, New and Expanded UK, is a remarkable book penned by the renowned author, Robert B Cialdini. Published recently in 2021, this book is a must-read for those who are intrigued by the power of persuasion and influence. The genre of this book can be best described as a fascinating blend of psychology and business, which Cialdini masterfully intertwines to provide a deeper understanding of the mechanisms behind influence. HarperCollins Publishers Inc, a globally recognized publishing house, has brought this enlightening piece of literature to the market. The book is written in English, making it accessible to a wide range of readers. Influence, New and Expanded UK, is not just a book but a comprehensive guide to understanding and navigating the complex world of influence and persuasion.
Introduksjon til tjenestedesign er den første norske boken om tjenestedesign. I tillegg til å gi en generell introduksjon til temaet, er den spekket med praktiske verktøy og metoder. Boken henter inspirasjon fra en rekke velkjente prosessrammeverk og tilbyr samtidig flere praktiske tjenestedesignverktøy i alt fra planlegging og datainnsamling til prototyping og implementering. I boken går vi blant annet igjennom: forberedelser til prosjektgjennomføring, hvordan man gjør innsiktsarbeid, idéutvikling, prototyping og testing, og implementeringBokens målgruppe er tredelt: studenter, faste/internt ansatte i offentlig eller private virksomheter og konsulenter/selvstendig næringsdrivende. Gjennom boken vil du kunne følge eksempler og tilpassede tips til de tre ulike målgruppene.Selv om boken har et grundig teoretisk fundament, tilbyr den mange praktiske verktøy og metoder som vil gjøre deg i stand til å starte din egen reise inn i tjenestedesignfaget.
Hva fungerer innen digital markedsføring og kommunikasjon, og hva fungerer ikke? For å oppnå resultater må vi ta i bruk digitale kanaler - både websider, Google, e-post, direktemeldinger, Facebook, Instagram og andre sosiale medier. Boken, som er en revisjon av Markedsføring og kommunikasjon på nett, setter leseren i stand til å ta praktiske grep og gjennomføre konkrete kampanjer i egen bedrift eller etat. Digital markedsføring og kommunikasjon henvender seg til alle som jobber innen dette fagområdet i norske bedrifter og etater, samt alle som utdanner seg innen feltet.
Nir Eyal reveals how successful companies create products people can't put down - and shows how you can do it too.INTERNATIONAL BESTSELLER WITH OVER 200,000 COPIES SOLD WORLDWIDE Based on years of research, consulting, and practical experience, Hooked:* Shows how to create user habits that stick* Includes practical insights and riveting examples, from the iPhone to Twitter, Pinterest and the Bible App* Explains how products influence our behaviour'A must-read for everyone who cares about driving customer engagement' Eric Ries, author of The Lean Startup'The most high bandwidth, high octane, and valuable presentation I have ever seen on this subject' Rory Sutherland, vice chairman, Ogilvy & Mather
A venture capitalist and popular radio show host teams up with a New York Times bestselling author to explain how to craft and deliver a winning pitch for any occasion by tapping into the evolutionary power of the human brain
THE FINANCIAL TIMES BOOK OF THE MONTH Over the past quarter century, Seth Godin has taught and inspired millions of entrepreneurs, marketers, leaders, and fans from all walks of life, via his blog, online courses, lectures, and bestselling books. He is the inventor of countless ideas and phrases that have made their way into mainstream business language, from Permission Marketing to Purple Cow to Tribes to The Dip. Now, for the first time, Godin offers the core of his marketing wisdom in one accessible, timeless package. At the heart of his approach is a big idea: Great marketers don't use consumers to solve their company's problem; they use marketing to solve other people's problems. They don't just make noise; they make the world better. Truly powerful marketing is grounded in empathy, generosity, and emotional labour.This book teaches you how to identify your smallest viable audience; draw on the right signals and signs to position your offering; build trust and permission with your target market; speak to the narratives your audience tells themselves about status, affiliation, and dominance; spot opportunities to create and release tension; and give people the tools to achieve their goals.It's time for marketers to stop lying, spamming, and feeling guilty about their work. It's time to stop confusing social media metrics with true connections. It's time to stop wasting money on stolen attention that won't pay off in the long run. This is Marketing offers a better approach that will still apply for decades to come, no matter how the tactics of marketing continue to evolve.
Reveals tips for preparing effective presentations and shows how to combine those tips with technologies for better visuals. This book provides information on how to prepare different types of charts - pie, bar, column, line, or dot - and when to use each, and recommendations on lettering size, color choice, appropriate chart types.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLDIn The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades.The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance.Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale.Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth.Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C.www.executiveboard.comwww.thechallengersale.com
It's time to leapfrog the only hurdle between you and a million-dollar company.More people than ever want to be their own boss, but venturing forward with your own business can be hugely intimidating. Are you investing effort in ideas that have no basis in customer demand? Are you shying away from even considering starting your own business? Noah Kagan knew this feeling all too well, but has since discovered how to banish the one simple thing holding aspiring entrepreneurs back, to become a 7-figure founder.MILLION DOLLAR WEEKEND offers an into-the-deep-end process for overcoming fear and perfectionism and making the business of your dreams a reality. Step-by-step, Noah shows what it takes to oust fear and build the "ask muscle", and shares practical advice that every entrepreneur needs to master. By demystifying what it takes to start a business, turning risk into realistic action and fear into fun, this is the beginning of your journey to successful entrepreneurship.And the best part? You can kickstart this process in a weekend.
Building a StoryBrand by Donald Miller is a game-changing book published in 2017 by HarperCollins Focus. The book falls under the genre of business and marketing, and it has revolutionized the way businesses communicate with their customers. Miller, with his expertise and experience, provides a seven-part framework that helps businesses clarify their message and effectively engage with their customers. The book is written in an engaging and easy-to-understand manner, making it a must-read for anyone looking to improve their business communication and marketing strategies. Published by HarperCollins Focus, 'Building a StoryBrand' continues to be a valuable resource for many businesses around the world.
Intends to transforms the way we think about the craft of persuasion. Drawing on research, and packed with case studies, this book offers new insights into the art of winning people over: it isn't just what we say or how we say it that counts, but also what goes on in the moments before we speak.
Growth is now the first thing that investors look for in assessing and valuing companies. HACKING GROWTH is a method for growth that involves cross-functional teams and continuous testing and iteration. It focuses on customers - how to attain them, retain them, engage them, and monetize them - rather than product. This book deals with this topic.
Called "The Sales Bible of Silicon Valley"...discover the sales specialization system and outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT just another book about how to cold call or close deals. This is an entirely new kind of sales system for CEOs, entrepreneurs and sales VPs to help you build a sales machine. What does it take for your sales team to generate as many highly-qualified new leads as you want, create predictable revenue, and meet your financial goals without your constant focus and attention? Predictable Revenue has the answers!
Ten years ago, Fredrik Eklund moved to New York City from his native Sweden with nothing but a worn-out pair of sneakers and a dream: to make it big in the city that never sleeps. Despite having no experience in real estate and no contacts, Fredrik transformed himself into the best seller in the most competitive real estate market on the planet, brokering multimillion-dollar deals for celebrities, selling out properties all over the city and charming TV audiences as one of the stars of Million Dollar Listing New York.In The Sell, Fredrik shares his secrets so that anyone can find success doing what they love. According to Fredrik, even if you don't consider yourself a salesperson, you've been in sales your whole life because every day you are selling your most important asset: yourself. Whenever you influence or persuade someone to give you something in exchange for what you've got - whether it's a luxury home, a great idea at work, or your profile on Match.com - you are selling. And if you know how to sell right, you can live your dream.Blending personal stories and the expertise he's gained from his meteoric rise, The Sell is the modern guide to becoming successful. Featuring everything from the importance of intangible factors like personality and charm, to tips and tricks for preparing, persuading and negotiating, The Sell is a vital go-to book for anyone who wants to have an impact in his or her personal and professional life. No matter what your background is - sales rep, CEO or kitchen-table entrepreneur - this book will help you sell yourself or your brand, and lead a richer, more fulfilling life.
Discover how to become the ultimate sales machine.
Philosophy of Science tager afsæt i de studerendes fremtid som vidensarbejdere.Bogen kombinerer en grundig gennemgang af videnskabsteoretiske positioner og problemstillinger med en perspektivering til vidensarbejdernes udfordringer i virksomheder og organisationer og til, hvordan de studerende selv kan arbejde med teorierne. Stoffet præsenteres tilgængeligt og overskueligt, bl.a. gennem opsummerende kapitler, fremhævning af nøglebegreber, samt arbejds- og refleksionsspørgsmål. Bogens findes også i en dansk paralleludgave.
A new edition of the timeless business classic featured on Mad Men--as fresh and relevant now as the day it was written "We admire people who work hard, who are objective and thorough. We detest office politicians, toadies, bullies, and pompous asses. We abhor ruthlessness. The way up our ladder is open to everybody. In promoting people to top jobs, we are influenced as much by their character as anything else." --David Ogilvy David Ogilvy was considered the "father of advertising" and a creative genius by many of the biggest global brands. First published in 1963, this seminal book revolutionized the world of advertising and became a bible for the 1960s ad generation. It also became an international bestseller, translated into 14 languages. Fizzing with Ogilvy's pioneering ideas and inspirational philosophy, it covers not only advertising, but also people management, corporate ethics, and office politics, and forms an essential blueprint for good practice in business.
The long-awaited sequel to the bestselling sales classic The Challenger Sale'A handbook of practices that will help you get into your customers' heads, deliver good value, and win the sale' DANIEL H. PINK, author of To Sell is Human and DriveFour years ago, the authors behind The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now they reveal something even more surprising: the highest-performing sales teams don't focus on friendly, attentive customers. Instead, they target challenger customers. Challenger customers are sceptical, less interested in meeting, and ultimately indifferent as to who wins the deal. But they also have the credibility, persuasive skill and will to challenge the status quo that will get a deal to the finish line far more often than customers who are easier to connect with. Based on new CEB research from thousands of B2B marketers, sellers and buyers around the world, The Challenger Customer shows you how to find these 'mobilizers' and equip them with the tools to effectively challenge their own organizations on your behalf. This ground-breaking book is the blueprint you need to make the sale again and again. thechallengercustomer.co.uk
Zig Ziglar focuses on the art of persuasion in sale, and provides tips from successful salespeople.
The Qualified Sales Leader is written by a five time Chief Revenue Officer in an easy to read conversational and narrative style. The book provides enterprise software sales leaders and their sales reps proven methods to sell more by quantifying business value for the customer and selling major company solutions to C level executives. No tricks, no shortcuts, just simple ways in which sales leaders can help their sales reps sell more software by closing more deals.
What do the world''s most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient.MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC:Your buyer doesn''t see the value of your solution? (aka they think you are expensive)You are unable to find, articulate and quantify PainYou don''t have a Champion or at the very least a Coach helping you navigate and sellYou find yourself unable to gain access to people with power and influenceYou don''t know how the customer makes decisionsYou don''t know who is involved in the decision-making processYou find yourself surprised by things that come up in the sales processThe decision criteria seem to move throughout the process, and you''re constantly playing catch upYour Competition is landing strikes against you that you neither see coming nor are able to defendYou lose track of where you stand in your dealsWhether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal.Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day.The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency.In the words of the original creator of MEDDIC, Dick Dunkel:Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you''ll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator.
The New York Times Bestseller named one of the "e;Most Important Books of 2016"e; by Inc, and a Forbes 2016 "e;Must Read Business Book"e;'If you love 'Bones' and 'CSI', this book is your kind of candy' Paco Underhill, author of Why We Buy'Martin's best book to date. A personal, intuitive, powerful way to look at making an impact with your work' Seth Godin, author of Purple CowMartin Lindstrom, one of Time Magazine's 100 Most Influential People in The World and a modern-day Sherlock Holmes, harnesses the power of "e;small data"e; in his quest to discover the next big thing.In an era where many believe Big Data has rendered human perception and observation 'old-school' or pass , Martin Lindstrom shows that mining and matching technological data with up-close psychological insight creates the ultimate snapshot of who we really are and what we really want. He works like a modern-day Sherlock Holmes, accumulating small clues - the progressively weaker handshakes of Millenials, a notable global decrease in the use of facial powder, a change in how younger consumers approach eating ice cream cones - to help solve a stunningly diverse array of challenges. In Switzerland, a stuffed teddy bear in a teenage girl's bedroom helped revolutionise 1,000 stores - spread across twenty countries - for one of Europe's largest fashion retailers. In Dubai, a distinctive bracelet strung with pearls helped Jenny Craig offset its declining membership in the United States and increase loyalty by 159% in only one year. In China, the look of a car dashboard led to the design of the iRobot, or Roomba, floor cleaner - a great success story.SMALL DATA combines armchair travel with forensic psychology in an interlocking series of international clue-gathering detective stories. It shows Lindstrom using his proprietary CLUES Framework - where big data is merely one part of the overall puzzle - to get radically close to consumers and come up with the counter-intuitive insights that have in some cases helped transform entire industries. SMALL DATA presents a rare behind-the-scenes look at what it takes to create global brands, and reveals surprising and counter-intuitive truths about what connects us all as humans.
THE SIMPLE MARKETING STRATEGY TO ATTRACT BUYERS IN THE DIGITAL ERA Today's consumers live in a digital world, with access to all the information they need to make a purchasing decision at their fingertips. To influence the behavior of your buyers, you need to be an authority who can address every question, concern, or fear they may have. You do this by setting aside the "old school" marketing and sales playbooks of yesteryear and embracing the role of a teacher, creating content that provides your buyers with the answers they seek. This is how you grow your business in the digital age. And They Ask, You Answer is your guide to accomplishing that goal. The first edition of They Ask, You Answer was a massive success, empowering marketing and sales teams across all industries (B2B and B2C), to connect with their buyers online and achieve astounding revenue growth. This revised edition goes even deeper, introducing you to the latest must-have content marketing tools, like real-time conversation technology and video. Inside, you'll also find new case studies and interviews with industry thought leaders. Finally, this book will give you insider insight into the future of digital marketing. With They Ask, You Answer in your pocket, you'll not only be positioned for success today, you'll also be ready for what's on the horizon with buyer behavior and technology.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, this title argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions.
You know your product is awesome-but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn't a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base.So what is it? April Dunford, positioning guru and tech exec, will enlighten you.Her new book, Obviously Awesome, shows you how to find your product's "secret sauce"-and then sell that sauce to those who crave it. Having spent years as a startup executive (with 16 product launches under her belt) and a consultant (who's worked on dozens more), Dunford speaks with authority about breaking through the noise of a crowded market.Punctuated with witty anecdotes and compelling case studies, Dunford's book is at once entertaining and illuminating. Among the invaluable lessons you'll learn are:- The Five Components of Effective Positioning- How to instantly connect an audience to your offering's value- How to choose the best market for your products- How to use three distinct styles of positioning to your advantage- How to leverage market trends to help buyers understand why making a purchase is important right nowWhether you're an entrepreneur, marketer or salesperson struggling to bring inventive products to market, Dunford's insights will help you find your awesome, so that your customers can too.
How to make products, ideas and behaviours really catch on.