Sales And Marketing Books Pdf

Posted on by admin

Marketing & Sales. Improve the effectiveness of your marketing and sales efforts with the books in this category. For example, learn more about internet marketing, SEO and social media, as well as sales planning, negotiating and prospecting. Check our section of free e-books and guides on Marketing and Sales now! This page contains list of freely available E-books, Online Textbooks and Tutorials in Marketing and Sales Free Marketing and Sales Books.


Best books for those in the sales profession
1Words That Change Minds: The 14 Patterns for Mastering the Language of Influence
by
4.11 avg rating — 341 ratings
Rate this book
2Influence: The Psychology of Persuasion
by
4.18 avg rating — 75,323 ratings
Rate this book
3Explosive Growth: A Few Things I Learned While Growing To 100 Million Users - And Losing $78 Million
by
4.40 avg rating — 234 ratings
Rate this book
4Secrets of Closing the Sale
by
4.19 avg rating — 7,914 ratings
Rate this book
5How to Win Friends and Influence People
by
4.18 avg rating — 443,744 ratings
Rate this book
6SPIN Selling: Situation Problem Implication Need-payoff
by
3.95 avg rating — 7,817 ratings
Rate this book
7Getting to Yes: Negotiating Agreement Without Giving In
by
3.92 avg rating — 50,145 ratings
Rate this book
8The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible
by
4.19 avg rating — 3,796 ratings
Rate this book
9The 7 Habits of Highly Effective People: Powerful Lessons in Personal Change
by
4.09 avg rating — 415,973 ratings
Rate this book
10The Tipping Point: How Little Things Can Make a Big Difference
by
3.95 avg rating — 602,848 ratings
Rate this book
11Crucial Conversations: Tools for Talking When Stakes Are High
by
4.01 avg rating — 41,022 ratings
Rate this book
12The New Power Base Selling: Master the Politics, Create Unexpected Value and Higher Margins, and Outsmart the Competition
by
4.16 avg rating — 67 ratings
Rate this book
13The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results
by
4.17 avg rating — 30,402 ratings
Rate this book
14The Go-Giver: A Little Story About a Powerful Business Idea
by
4.35 avg rating — 11,645 ratings
Rate this book
15Think and Grow Rich
by
4.18 avg rating — 157,605 ratings
Rate this book
16Multilingual Digital Marketing: How to Achieve Your Digital Marketing Objectives and Increase Sales
by
4.56 avg rating — 27 ratings
Rate this book
16The Extremely Successful Salesman's Club
by
4.09 avg rating — 115 ratings
Rate this book
18Go-Givers Sell More
by
4.29 avg rating — 2,015 ratings
Rate this book
19The Surprising Truth about Sales: A Holistic Approach to Closing a Deal
by
4.97 avg rating — 39 ratings
Rate this book
20Selling 101: What Every Successful Sales Professional Needs to Know
by
4.03 avg rating — 868 ratings
Rate this book
20You, Inc.: The Art of Selling Yourself
by
3.73 avg rating — 1,206 ratings
Rate this book
2230-Minute Social Media Marketing: Step-By-Step Techniques to Spread the Word about Your Business
by
3.66 avg rating — 53 ratings
Rate this book
23Endless Referrals: Network Your Everyday Contacts into Sales
by
3.99 avg rating — 707 ratings
Rate this book
24Ultimate Sales Machine
by
3.96 avg rating — 6,566 ratings
Rate this book
25Die Macht Des Marketing: Tipps Um Mit Ihrem Online Business H�here Profite Einzufahren
by
4.82 avg rating — 11 ratings
Rate this book
25Never Split the Difference: Negotiating As If Your Life Depended On It
by
4.40 avg rating — 22,314 ratings
Rate this book
27Advanced Selling Strategies: The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople
by
4.13 avg rating — 355 ratings
Rate this book
28Trust Agents: Using the Web to Build Influence, Improve Reputation, and Earn Trust
by
3.77 avg rating — 5,619 ratings
Rate this book
29Little Red Book of Selling: 12.5 Principles of Sales Greatness
by
3.95 avg rating — 7,593 ratings
Rate this book
30How To Get Away With E-Commerce Fraud
by
4.44 avg rating — 9 ratings
Rate this book
31Ancient Secrets Of Lead Generation: Your Primitive Business Guide To Better Leads With Less Effort (PrimitiveBusiness.com #1)
by
3.89 avg rating — 19 ratings
Rate this book
32Selling with EASE: The Four Step Sales Cycle Found in Every Successful Business Transaction
by
really liked it 4.00 avg rating — 16 ratings
Rate this book
33Targeting Success, Develop the Right Business Attitude to be Successful in the Workplace (3 Off the Tee, #1)
by
4.07 avg rating — 86 ratings
Rate this book
34Who Moved My Cheese?
by
3.78 avg rating — 312,267 ratings
Rate this book
34Selling the Invisible: A Field Guide to Modern Marketing
by
3.97 avg rating — 8,435 ratings
Rate this book
34Naked News for Indie Authors: How NOT to Invest Your Marketing $$$
by
4.54 avg rating — 71 ratings
Rate this book
37Slide Spin: Your Power of Expression
by
4.50 avg rating — 12 ratings
Rate this book
38Flurfunk 3.0 - Ihr Erfolgsgeheimnis dauerhafter Kundenbindung: Verbesserung von Projektmanagement, Zusammenarbeit, Wissensmanagement Motivation mit Unternehmenswikis
by
4.80 avg rating — 10 ratings
Rate this book
39Free: The Future of a Radical Price
by
3.83 avg rating — 14,084 ratings
Rate this book
40How to Master the Art of Selling
by
4.13 avg rating — 1,282 ratings
Rate this book
41Outliers: The Story of Success
by
4.14 avg rating — 437,784 ratings
Rate this book
42How to Close Every Sale
by
3.81 avg rating — 143 ratings
Rate this book
42Streetwise Marketing On The Internet
by
3.75 avg rating — 8 ratings
Rate this book
42Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
by
4.30 avg rating — 1,588 ratings
Rate this book
45Management accounting, financial measurement and planning
by
3.38 avg rating — 8 ratings
Rate this book
45Multilingual Digital Marketing: Become the Market Leader
by
it was amazing 5.00 avg rating — 7 ratings
Rate this book
47The Middleman Economy: How Brokers, Agents, Dealers, and Everyday Matchmakers Create Value and Profit
by
3.98 avg rating — 40 ratings
Rate this book
48The Sales Bible: The Ultimate Sales Resource
by
4.05 avg rating — 3,115 ratings
Rate this book
49Culture and Consumption: New Approaches to the Symbolic Character of Consumer Goods and Activities
by
3.96 avg rating — 52 ratings
Rate this book
49New Sales. Simplified: The Essential Handbook for Prospecting and New Business Development
by
4.34 avg rating — 911 ratings
Rate this book
49Long Tail
by
3.81 avg rating — 26,618 ratings
Rate this book
49The Broken Rules of Engagement
by
it was amazing 5.00 avg rating — 29 ratings
Rate this book
49Dropshipping:Top Sellers Dropshipping Suppliers Revealed!!!: 2019 Top Notch- No Fee Dropshipping Wholesale Suppliers List
by
it was amazing 5.00 avg rating — 4 ratings
Rate this book
54Community Connections!: Relationship Marketing for Healthcare Professionals
by
4.80 avg rating — 10 ratings
Rate this book
54The Wealthy Health Copywriter: How to Earn $13,000 for Every Sales Letter You Write
by
3.83 avg rating — 36 ratings
Rate this book
54The Unbeatable Legend in Business World: All About Microsoft and How it Became The Most successful enterprise on The Earth!
by
it was amazing 5.00 avg rating — 28 ratings
Rate this book
57Plateau to Pinnacle: 9 SECRETS OF A MILLION DOLLAR FINANCIAL ADVISOR
by
4.46 avg rating — 13 ratings
Rate this book
57Selling Well: The 5 Relationships that Experts, Authors & Coaches Use to Sell 1,000 Books in 21 Days
by
4.60 avg rating — 20 ratings
Rate this book
57The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results
by
4.07 avg rating — 395 ratings
Rate this book
57People are Media: Digital Business in the Selfie Era
by
really liked it 4.00 avg rating — 7 ratings
Rate this book
61The X Factor Selling System: The Sales Expert's Guide to Selling
by
3.93 avg rating — 14 ratings
Rate this book
61Inside the Disney Marketing Machine: In the Era of Michael Eisner and Frank Wells
by
3.96 avg rating — 27 ratings
Rate this book
61Switch: Sales Transformation for Strategic Advantage
by
4.69 avg rating — 13 ratings
Rate this book
64The Authentic Sale: A Goddess's Guide to Business
by
4.73 avg rating — 15 ratings
Rate this book
64Roi: The Sales Person's Secret Weapon
by
it was amazing 5.00 avg rating — 1 rating
Rate this book
64Equity Crowdfunding: The Complete Guide For Startups And Growing Companies
by
4.54 avg rating — 26 ratings
Rate this book
64The Challenger Sale: Taking Control of the Customer Conversation
by
3.96 avg rating — 4,321 ratings
Rate this book
68Focal Point: A Proven System to Simplify Your Life, Double Your Productivity, and Achieve All Your Goals
by
4.06 avg rating — 1,126 ratings
Rate this book
68Go Getter: A Modern Story That Tells You How to Be One
by
4.50 avg rating — 8 ratings
Rate this book
68Fast Track Your Success: The 23 Fundamentals of Network Marketing
by
4.60 avg rating — 5 ratings
Rate this book
71Selling The Wheel: Choosing The Best Way To Sell For You Your Company Your Customers
by
4.15 avg rating — 235 ratings
Rate this book
72How To Attract Customers To Your Business And Keep Them Coming Back
by
it was amazing 5.00 avg rating — 3 ratings
Rate this book
73Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships
by
3.96 avg rating — 52 ratings
Rate this book
73Secrets of Question-Based Selling
by
4.10 avg rating — 377 ratings
Rate this book
75Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships
by
3.95 avg rating — 1,318 ratings
Rate this book
75SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers
by
3.93 avg rating — 351 ratings
Rate this book
75Selling by Phone: How to Reach and Sell to Customers in the Nineties
by
3.67 avg rating — 9 ratings
Rate this book
78Indie & Small Press Book Marketing
by
4.31 avg rating — 54 ratings
Rate this book
79Principles and Practice of Marketing
by
4.11 avg rating — 196 ratings
Rate this book
80It's Not about You: A Little Story about What Matters Most in Business
by
4.16 avg rating — 630 ratings
Rate this book
80Trust Me, I'm Lying: Confessions of a Media Manipulator
by
3.90 avg rating — 6,712 ratings
Rate this book
82Never Eat Alone: And Other Secrets to Success, One Relationship at a Time
by
3.85 avg rating — 36,651 ratings
Rate this book
83Love Is the Killer App: How to Win Business and Influence Friends
by
3.91 avg rating — 3,079 ratings
Rate this book
84The Impact Equation: Are You Making Things Happen or Just Making Noise?
by
3.87 avg rating — 750 ratings
Rate this book
85The Leaky Funnel
by
3.61 avg rating — 28 ratings
Rate this book
85Visual Marketing: 99 Proven Ways for Small Businesses to Market with Images and Design
by
3.96 avg rating — 28 ratings
Rate this book
85Social State: Thoughts, Stats and Stories about the State of Social Media in 2013
by
4.03 avg rating — 40 ratings
Rate this book
85Idea Stormers: How to Lead and Inspire Creative Breakthroughs
by
4.10 avg rating — 67 ratings
Rate this book
85Social Media Marketing Risk Management for Safety & Profit: How to Make More Money, Cut Costs & Mitigate Your Social Media Marketing Risks Now Before It's Too Late!: Shocking Social Media Marketing Safety, Security, Privacy & Reputation Threats on Soci...
by
4.25 avg rating — 4 ratings
Rate this book
85How to Run a Home-Based Ebay Store: A Complete Step-by-Step Guide for Your First Online Store
by
4.60 avg rating — 5 ratings
Rate this book
85Kindle Bestseller Secrets Don't Exist: Real Marketing Advice from NY Times Bestselling Authors, How to Write a Book That Sells. Secrets Others Use to Make Extra $ on Sales of Your Book. YOU CAN TOO!
by
3.80 avg rating — 5 ratings
Rate this book
85The Invisible Sale: How to Build a Digitally Powered Marketing and Sales System to Better Prospect, Qualify and Close Leads
by
4.12 avg rating — 32 ratings
Rate this book
85The Foundations of Modern Selling
by
4.50 avg rating — 2 ratings
Rate this book
85Entreprenerd: The Busy Person's Primer on SEO, Paid Advertising, and Conversion Optimisation
by
4.71 avg rating — 14 ratings
Rate this book
85Marketing for CEOs: Death or Glory in the Digital Age
by
3.72 avg rating — 18 ratings
Rate this book
85The Kim Kardashian Principle: Why Shameless Sells
by
4.02 avg rating — 83 ratings
Rate this book
85LOYAL: A Leader's Guide to Winning Customer and Employee Loyalty
by
4.27 avg rating — 11 ratings
Rate this book
85Moving Your Brand Up the Food Chain: Marketing Strategies to Grow Local & Regional Food Brands
by
4.50 avg rating — 2 ratings
Rate this book
85Brandwashed: Tricks Companies Use to Manipulate Our Minds and Persuade Us to Buy
by
3.78 avg rating — 3,491 ratings
Rate this book
85Kill Your Conversion Killers with The Dexter Method™: A Pragmatic Approach to Conversion Optimization for E-Commerce
by
4.70 avg rating — 10 ratings
Rate this book
← Previous12Next →
133 books · 244 voters · list created February 11th, 2011 by Shawn Camp(votes) .
81 likes ·
Lists are re-scored approximately every 5 minutes.

Sales And Marketing Books Pdf In Hindi


Shawn2221 books
43 friends
Rachel1014 books
147 friends
Tai972 books
99 friends
Gary97 books
4 friends
Oleksii702 books
38 friends
Susan65 books
160 friends
Free
Lorii70 books
2194 friends
Jill21 books
1 friend

More voters…



I've been meaning to read Influence: The Psychology of Persuasion and Crucial Conversations Tools for Talking When Stakes Are High, Second Edition sounds interesting.





Salesback to top

Anyone can add books to this list.


Flag thislist

Real estate sales and marketing books pdf

Why are you flagging thislist?

80/20 Sales And Marketing Book Pdf

For more information, readour terms of service.

80/20 Sales and Marketing

by Perry Marshall

Are You Tired of the 'New Bag Of Tricks' Treadmill Yet?

From the author:

Forbes Magazine said '96% Of What You Do Is A Waste' in Eric Wagner's review of this book. It's true.

If you've been marketing online for any length of time, you've gotten daily pitches about all the ways to get web traffic...How many of those things do you think you can master? Is your head hurting yet? Mine is.

Well, my friend, I got tired of the Technique-Of-The-Month club a LONG time ago. I'm not on that bandwagon anymore.

The 80/20 Principle is THE most powerful lever in business. It is the ultimate simplifier because 95% of this stuff is a waste of time. It's literally the first thing any sales or marketing professional should master. It's not merely a rule of thumb, it's a law of nature. Most people have no idea how many layers of selling power it contains. That's why I wrote 8020 Sales and Marketing.

If you're a 'numbers person' and you're just starting out in sales or marketing, this book will become the master framework for everything you do and everything you learn going forward. If you're an experienced sales or marketing pro, this book will redefine your very profession.

Permission Marketing

by Seth Godin

Seth Godin, one of the world's foremost online promoters, offers his best advice for advertising in Permission Marketing. Godin argues that businesses can no longer rely solely on traditional forms of 'interruption advertising' in magazines, mailings, or radio and television commercials. He writes that today consumers are bombarded by marketing messages almost everywhere they go. If you want to grab someone's attention, you first need to get his or her permission with some kind of bait--a free sample, a big discount, a contest, an 800 number, or even just an opinion survey. Once a customer volunteers his or her time, you're on your way to establishing a long-term relationship and making a sale. 'By talking only to volunteers, Permission Marketing guarantees that consumers pay more attention to the marketing message,' he writes. 'It serves both customers and marketers in a symbiotic exchange.'

The Tipping Point: How Little Things Can Make a Big Difference

by Malcolm Gladwell

'Why did crime in New York drop so suddenly in the mid-90s? How does an unknown novelist end up a bestselling author? Why is teenage smoking out of control, when everyone knows smoking kills? What makes TV shows like Sesame Street so good at teaching kids how to read? Why did Paul Revere succeed with his famous warning? In this brilliant and groundbreaking book, New Yorker writer Malcolm Gladwell looks at why major changes in our society so often happen suddenly and unexpectedly. Ideas, behavior, messages, and products, he argues, often spread like outbreaks of infectious disease. Just as a single sick person can start an epidemic of the flu, so too can a few fare-beaters and graffiti artists fuel a subway crime wave, or a satisfied customer fill the empty tables of a new restaurant. These are social epidemics, and the moment when they take off, when they reach their critical mass, is the Tipping Point.

In The Tipping Point, Gladwell introduces us to the particular personality types who are natural pollinators of new ideas and trends, the people who create the phenomenon of word of mouth. He analyzes fashion trends, smoking, children's television, direct mail and the early days of the American Revolution for clues about making ideas infectious, and visits a religious commune, a successful high-tech company, and one of the world's greatest salesmen to show how to start and sustain social epidemics. The Tipping Point is an intellectual adventure story written with an infectious enthusiasm for the power and joy of new ideas. Most of all, it is a road map to change, with a profoundly hopeful message--that one imaginative person applying a well-placed lever can move the world.'

Influence: Science and Practice

by Robert B. Cialdini

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say 'yes' to another's request). Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say 'yes.'

Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion. Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Get Slightly Famous: Become a Celebrity in Your Field and Attract More Business with Less Effort

by Steven Van Yoder

The best clients and customers are those that seek you out because they've already heard of you. Get Slightly FamousT shows how to build visibility and credibility by making yourself a thought leader and indispensable resource to your potential clients and customers. This expanded new edition provides a toolbox of strategies for: Getting consistent media attention; Using speaking engagements to cultivate your target market; Becoming a center of influence within your industry; Leveraging the Internet and Web 2.0 to its full potential; Creating ancillary info-products that supplement your income and build public awareness.

How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients

by Jeffrey J. Fox

Rainmakers make the big bucks. For their companies and for themselves. Here’s how.

The rainmaker is the person who brings big clients, big money, and big deals into an organization. How do they make the rain fall? Waiting for luck won’t do, a very particular human being must get involved. Successful rainmakers are among the highest-paid employees in every company in every industry. They operate under many titles—owner, partner, sales representative, CEO, agent, managing director, and fund-raiser.

Author Jeffrey Fox is a rainmaker who knows how to talk about his gift. He pursues revenues and, in his sharp, witty style, takes you along for the ride. This hard-hitting collection of sales and marketing stories is packed with fifty smart, no-nonsense tips that show you how to succeed with any customer.

Fox will explain the Rainmaker’s Credo, why customers don’t care about you, the six killer sales questions, why you should dare to be dumb, and why breakfast meetings bring rain. He’ll help you discover why you should never be “in a meeting,” why earthquakes don’t count, why you should sell on Friday afternoons, and other critical skills. If becoming a rainmaker is your goal—whatever your business—this program is for you.

How Customers Think: Essential Insights into the Mind of the Market

by Gerald Zaltman

A New Approach to Understanding How-and Why-Customers Buy

Despite the resources spent on market research, nearly 80 percent of new offerings fail. The pattern is predictable: Customers say they want something, companies create it, and once it's available, customers don't buy it. Why? Is it because customers just don't know what they want? Gerald Zaltman sorts through this puzzle and concludes that, at some level, customers do know, but marketing's most overused tools-surveys, questionnaires, and focus groups-and conventional thinking don't dig deeply enough to help them discover and express it.

In this mind-opening book, Zaltman argues that 95 percent of thinking happens in our unconscious. Therefore, unearthing your customers' desires requires you to understand the 'mind of the market,' that dynamic interplay between the consumers' and the marketers' thoughts that determines the outcome of every buying decision.

Building on research from disciplines as diverse as neurology, sociology, literary analysis, and cognitive science, Zaltman offers rich insights into what happens within the complex system of mind, brain, body, and society as consumers contemplate their needs and evaluate products. Zaltman illustrates how leading companies are 'mining the unconscious' '-with remarkable results, and introduces innovative tools and techniques that help marketers:

  • Develop research questions that speak to the unconscious brain.
  • Evoke valuable meaning through a customer's metaphors-and instill those images in brand communications.
  • Measure consumer reactions to marketing stimuli-and alter advertising or positioning strategies accordingly.
  • Build 'consensus maps' that reflect a market segment's universal thinking-and reengineer them to boost customer satisfaction, loyalty, and sales.
  • Understand how their own minds work-and how they can think in creative new ways.
  • The mind of the market is waiting to be explored. Make sure your competitors don't get there first.

Getting Business to Come to You: A Complete Do-It-Yourself Guide to Attracting All the Business You Can Enjoy

by Paul and Sarah Edwards

A huge book packed with practical advice to help the self employed to market their services and products.

Get Clients Now!: A 28-day Marketing Program for Professionals, Consultants, And Coaches

by C.J. Hayden

Get Clients Now empowers readers with its 28-day plan for energizing their marketing efforts and dramatically increasing their client base. With over 100 tactics, tools, and foolproof recipes customizable for any professional service business, this new edition is powered up with road-tested strategies for relationship-based marketing in the Internet age, plus proven techniques for overcoming the fear, resistance, and procrastination that block effective action. Readers will learn:

  • how to choose the right marketing tactics for their situation and personality
  • a foolproof method to diagnose exactly what is missing in their marketing and how to fix it
  • how to use the latest Internet marketing techniques like e-zines, search engine optimization, and blogging
  • hands-on approaches for replacing unproductive cold calling with the power of relationship marketing
  • and much, much more!

Branding For Dummies

by Bill Chiaravalle, Barbara Findlay Schenck

A simple, practical guide to the basics of branding.

Branding For Dummies breaks down the basics of brand-building for businesses both big and small. Branding is more important than ever as differentiation becomes more difficult and products become increasingly interchangeable. This handy, easy-to-read guide demystifies the process by which brands are created, managed, differentiated, leveraged, and licensed. Branding For Dummies gives readers the tools they need to apply a dynamic brand creation model to their own business using templates, tools, and proven processes. For entrepreneurs who need to jump-start their businesses, struggling small business owners, or anyone who needs to brush up on the basics of branding, this friendly guide provides the techniques and strategies of successful branding.

Kellogg on Branding: The Marketing Faculty of The Kellogg School of Management

by Philip Kotler and Alice Tybout

The Foreword by renowned marketing guru Philip Kotler sets the stage for a comprehensive review of the latest strategies for building, leveraging, and rejuvenating brands. Destined to become a marketing classic, Kellogg on Branding includes chapters written by respected Kellogg marketing professors and managers of successful companies. It includes:

  • The latest thinking on key branding concepts, including brand positioning and design
  • Strategies for launching new brands, leveraging existing brands, and managing a brand portfolio
  • Techniques for building a brand-centered organization
  • Insights from senior managers who have fought branding battles and won

This is the first book on branding from the faculty of the Kellogg School, the respected resource for dynamic marketing information for today's ever-changing and challenging environment. Kellogg is the brand that executives and marketing managers trust for definitive information on proven approaches for solving marketing dilemmas and seizing marketing opportunities.

Selling to Big Companies

by Jill Konrath

Struggling to Get Your Foot in the Door of Big Companies?

Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away.

It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts.

Discover how to:

  • Target accounts where you have the highest likelihood of success.
  • Find the names of prospects who can use your offering.
  • Create breakthrough value propositions that capture their attention.
  • Develop an effective, multi-faceted account-entry campaign.
  • Overcome obstacles and objections that derail your sale efforts.
  • Position yourself as an invaluable resource, not a product pusher.
  • Have powerful initial sales meetings that build unstoppable momentum.
  • Differentiate yourself from other sellers.

Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business.

The 22 Immutable Laws of Branding

by Al Ries, Laura Ries

As it becomes increasingly associated with impressive corporate gains realized in recent years by companies ranging from FedEx and Rolex to Starbucks and Volvo, 'branding' has developed into one of the marketing world's hottest concepts. And for good reason, contend well-known strategist Al Ries and his daughter Laura Ries in The 22 Immutable Laws of Branding: How to Build a Product or Service into a World-Class Brand.

'Marketing is building a brand in the mind of the prospect,' they write. 'If you can build a powerful brand you will have a powerful marketing program. If you can't, then all the advertising, fancy packaging, sales promotion and public relations in the world won't help you achieve your objective.' A no-holds-barred look at a diverse collection of successful--and not-so-successful--branding efforts undertaken by these and other high-profile firms, their book distills the most critical principles involved into a series of clear rules with straightforward titles such as The Law of Expansion, The Law of Contraction, The Law of Consistency, and The Law of Mortality. While some of their suggestions may at first seem counterintuitive, together they compose a logical blueprint for success in today's ever-more-competitive environment.

Selling the Invisible: A Field Guide to Modern Marketing

by Harry Bedwith

You can't touch, hear, or see your company's most important products… So how do you sell, develop, make them grow? That's the problem with services.

This 'phenomenal' book, as one reviewer called it, answers that question with insights on how markets work and how prospects think. A treasury of hundreds of quick, practical, and easy-to-read strategies, Selling the Invisible will open your eyes to new ideas in this crucial branch of marketing, including:

  • Why focus groups, value-price positioning, discount pricing, and being the best usually fail
  • The vital role of vividness, focus, 'anchors,' and stereotypes
  • The importance of Halo, Cocktail Party, and Lake Wobegon effects
  • Marketing lessons from black holes, grocery lists, the Hearsay Rule, and the fame of the Matterhorn
  • Dozens of proven yet consistently overlooked ideas for research, presentations, publicity, advertising, and client retention… and much more.

Based on the author's twenty-five years of experience with thousands of business professionals, this book delivers its wisdom with unforgettable and often surprising examples--from Federal Express, Citicorp, and a growing Greek travel agency to an ingenious baby-sitter, Fran Lebowitz, and the colors of oranges and lemons.

The first guide of its kind and a book already causing a sensation in the business community, Selling the Invisible will help anyone marketing a service, a product, or a career. Read it, and you almost certainly will understand why two advance readers call it the best book on business ever written.

by Karyn Greenstreet