Economic downturns separate the winning companies from the struggling. And as best-selling author Jeffrey J. Fox shows, tough times also give solid companies, strong managers, and potential rainmakers the opportunity to seize market share. In this eminently readable, practical resource for business leaders and managers, Fox explains exactly how the savvy few who rise to the top stay focused and alert, get new market share, hire good recently fired talent, increase investments into customer service, speed innovation, train all customer facing people, make acquisitions, get rid of underperformers, build brand names, pay for measurable performance, and lots more.
Potential rainmakers, CEOS, marketing superstars, and great bosses have long turned to Jeffrey J. Fox for advice. Now he shows exactly what to do to weather any climate.
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.
Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!
With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added."
Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox & Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox & Company.
“Fox and Reiss have created a new leadership category—The Transformative CEO.”
—Rafael Pastor, CEO, Vistage International
Bestselling author Jeffrey Fox literally wrote the book on How to Become CEO, and radio talk show host Robert Reiss has explored strategy with some of the world’s biggest business legends.
Now, in The Transformative CEO, they have identified the key traits and characteristics that describe this remarkable type of leader.
Filled with fascinating insights from superstar CEOs, this one-of-a-kind guide puts you right on the front lines with the men and women who have transformed businesses with spectacular success. You’ll learn how to:Turn around a company
(Marvel Entertainment) Build superior customer service
(Zappos) Think big and go global
(MTV International) Perform while transforming
(UPS) Have a higher purpose
(ING DIRECT) Innovate and make everything better
You’ll learn how CEOs think and act in good times and bad—and you’ll get a front-row seat to some of the most profitable industry game changers of our time, including AT&T Mobility, Danaher Corp. and many others.
The Transformative CEO provides a new definition of leadership. Jeffrey J. Fox and Robert Reiss show how anyone can become a transformative leader.
Find out how:
HOME DEPOT cofounder and CEO Bernie Marcus built a new model of retail culture for customers—from the ground up.
1-800-FLOWERS.COM founder and CEO Jim McCann turned the 800 number into a brand—and delivered record profits and growth.
PAUL MITCHELL SYSTEMS founder John Paul DeJoria higher purposes first—success unshared is failure.
BLACK ENTERTAINMENT TELEVISION (BET) CEO Robert L. Johnson founded a television network–and tranformed television.
CAMPBELL SOUP CEO Douglas Conant warmed up employee morale—and made its business hot again.
Make a big splash, instead of a lot of little ripples Always have a pipeline to the president Own a market, not a mill The long and short definitions of marketingThere are also provocative 'Instant Marketing Superstar' challenges throughout the book, offering the reader a chance to solve real business problems. In a time of corporate budget cuts, it's more important than ever for all employees to be creative marketers. How to Become a Marketing Superstar is certain to find a place on the shelves of anyone who wants to increase sales in a competitive marketplace.
Do you want to get to the top? Do you want to know how to rise above the crowd and become a leader in your field? Then this is the book for you. In How to Get to the Top, bestselling author Jeffrey J. Fox combines his own experience as an extremely successful entrepreneur with lessons learned at the family dinner table by business leaders such as Howard Schultz, CEO of Starbucks; Tom Chappell, founder of Tom's of Maine; Leslie Blodgett, CEO of Bare Escentuals; and George Steinbrenner, principal owner of the New York Yankees. The essential guide on how to get to the top--and stay there--this compelling book contains hard-hitting advice on independence and self-reliance, management dynamics, and problem solving, including:
You can't unsour the milk. Speak sweetly: You may have to eat your words. Tip as if you were the tippee. Act like you own the place. You have to know the rules to break them. Never be late. Always compliment the chef . . . especially at home. Teach your girls to whistle. Spend the company's money as you would your own. Don't teach the quarterback to catch.
Through a series of humorous poignant vignettes, Jeff illustrates forty "rainmaker" business lessons that can be applied to not only paperboys, but anyone in business and sales. Rain's time as a paperboy proves to be just as valuable as getting an MBA.
As with Jossey-Bass' popular Lencioni business fables, the format for Rain includes an actionable business model at the end of the book with instant takeaways and practical advice.
The Great Boss Simple Success Formula:
Companies Do What the Boss Does Groom 'Em, or Broom 'Em Hire Slow, Fire Fast Don't Be Tired The Rule of the Ds Delegate Down, Down, Down Don't Hire a Dog and Bark Yourself Don't Shoot from the Lip Never Be Little, Never Belittle Listen to Phonies, Fools, and Frauds Don't Check Expense Accounts "Quit" Is for Scrabble® It's Okay to Be QuirkyDid you ever have a great boss? Everyone should have one, but not enough people do. If you're a boss, or hope to become one, or have a less-than-great boss, then this is the book that could change your career--and your life.
In times like these, being a great boss can be harder than ever. If you want surprising and useful advice on how to handle the tough stuff--from having to fire a long-time employee to being a new boss with a demoralized team--the stories, observations, and advice contained in this gem of a book will set your feet in the right direction. And if you just want advice on living up to the legend who preceded you in the job, or even ways to emulate someone who was a great boss to you, Jeffrey Fox has gathered anecdotes from some of the mightiest and most respected bosses in America. The bestselling author who brought you How to Become CEO and How to Become a Rainmaker knows the territory about which he speaks.
Fox is the master of the counterintuitive angle. For every boss who has implied "I know what's best, that's why I'm the boss," Fox counsels, "Listen to Phonies, Fools, and Frauds" and "Don't Check Expense Accounts." His stories from bosses who have cared equally for employees' lives and the bottom line will inspire you to see that profit counts, but so do camaraderie, motivation, and a great place to work.
In a time of considerable corporate downsizing, it's more important than ever for bosses to surround themselves with motivated employees. Jeffrey Fox's How to Become a Great Boss will have a place on the shelves of top brass everywhere who want to remain leaders of their pack.