Following a brief overview of the planning process, each chapter provides a self-contained guide to planning a specific marketing task, the range of plans included cover the most common challenges facing marketing teams in both consumer and business-to-business sectors.
Includes templates and worked up marketing plans and is rigorous and thorough – equipping you with plans that really work.
Today’s successful salespeople sell solutions to their customers, rather than push products at them. To do this well you need a diverse range of skills. You need sharp business skills or else you’ll make few or poor sales and negotiating skills for the same reason. You need to be an excellent communicator, have a healthy level of confidence and be able to develop a feeling of empathy and rapport with the people you meet as you pursue sales. You need to be able to understand your customer's needs and wants, design a tailored solution for them and explain exactly what benefits they will derive from it.
Fast Track to Success: Sales helps you do this by giving you an overview of best practice in all aspects of sales, along with practical advice on how to lead and manage a sales team.
This practical, career-oriented book gets you up to speed on sales quickly. It gives you:Sales in a nutshell - a series of frequently-asked-questions to give you a concise overview of the subject The top 10 tools and techniques you can use to help you develop your approach to successful selling Simple checklists to help you identify the strengths and weaknesses of your capabilities and those of your team Advice on leading your team – how to decide your leadership style and build your team Tips on how to progress your career, whether it’s your first 10 weeks in the job or whether you’re looking to get right to the top
Don’t get left behind, set out on the Fast Track today. For more resources, log on to the series website at www.fast-track-me.com.
EVERYTHING YOU NEED TO ACCELERATE YOUR CAREER
The Fast Track books provide you with a complete resource to get ahead as a manager – faster. They bring together the latest business thinking, cutting edge online material and all the practical techniques you need to fast track your career. Specially designed to help you learn what you need to know and to develop the skills you need to get ahead, each book is broken down into 4 key areas:Awareness - find out where you are now and what you need to do to improve Business building - the tools and techniques you need to build up your skills Career development- learn the steps you should take now if you want to get ahead Director’s toolkit - tips to get you to the top. And make sure you stay there!
Fast Track features include:The Fast Track Top 10 – a concise, cutting edge summary of the information you need to shine Quick Tips and FAQs – a short cut to practical advice from people who have been there before you and succeeded Real life stories to give examples of what works – and critically, what doesn’t Practical career guidance including a framework of objectives for your first 10 weeks in a new role Expert Voices – to give you the state of the art view from today’s leading experts
Visit the companion web-site www.Fast-Track-Me.com to learn more about the books and explore the business methods, tools and techniques contained in each book – log on now to get on the Fast Track today.
About the authors
John is a Senior Management Consultant with Mercuri International, one of the world's largest sales consultancies.
At Mercuri he is actively involved with selling as well as developing and delivering sales and sales management training workshops to companies across all industries around the world.
He has 25 years experience in selling to SMEs as well as the world's largest multinationals in Europe, North America and the Middle and Near East. Having lived in North America for over 10 years, he brings the best in sales techniques from both sides of the Atlantic.
He has worked in front line sales, led international sales teams and inspired third party distributors.
John has also run international business redesign projects and has over five years in Marketing Director roles. He gained a B.Sc at Southampton University in 1981.
Marketing has never been more pressured than it is today, and . as a marketing professional, you are increasingly expected to do more for less and The Secrets of Success in Marketing is the book to offer some relief.
These are the real secrets, all learned from years of experience and successful marketing, and they’re the secrets that the seriously successful use to stay ahead of the game.
A practical, project-based approach creates a series of self-contained guides to planning, implementing and managing consumer and business-to-business marketing projects – ideal for busy marketing professionals who want fast, focussed advice. Real-life examples and case studies are drawn from market leaders in a variety of sectors, and this insight combined with the expert experience of a renowned author create a unique approach to teaching the core skills of marketing.
These quick reads, based on McGraw-Hill bestsellers, are designed to meet the needs of busy people. Titles in the series focus on each book's main themes and action ideas, reduced to a manageable page count for on-the-go readers.
A six-step program for hearing and understanding customers' needs, and then selling solutions instead of products.
There is a difference between being a sales person and a sales professional—with 10 Steps to Successful Sales, you'll gain the knowledge you need to accelerate revenue, manage your organization, and leverage the sales process. With this fast-moving, advice-packed, and actionable guide, you'll become the professional that your clients want you to be. You'll learn from the best, with sage advice from more than 100 top-performing sales professionals.
The book is designed to help anyone who is directly or indirectly responsible for driving revenue. It is designed to help you continuously improve, despite the complexities of the selling environment.
From developing a personalized selling system, to establishing customer loyalty and trust, to understanding the buying process and creating a personal development plan based on world-class knowledge and skill, this book is a practical, easy-to-use resource. Build top-line revenue for your organization and develop world-class sales habits used by successful sales professionals in multiple industries.
The 10 Steps to becoming an effective and efficient trusted advisor
· Step 1: Embrace a Sales Mindset
· Step 2: Know Your Job and Your Role
· Step 3: Develop Winning Habits
· Step 4: Understand the Buying Process
· Step 5: Leverage the Sales Process
· Step 6: Create Your Own Personal Selling System
· Step 7: Accelerate Revenue
· Step 8: Communicate Effectively
· Step 9: Manage Your Sales Organization
· Step 10: Develop World-Class Sales Competence.
It covers a range of topics, including:
Understanding organisational culture
Performing SWOT and PEST analyses
Researching new markets
Corporate mission and values
Performance measurement and balanced scorecard
The combination of action-oriented checklists and handy pen-portrait profiles of key thinkers, including Charles Handy, Henry Mintzberg and Michael Porter, will help you master the crucial skills you need to further your career as a manager.
The marketer is taken step-by-step through the key phases of the marketing planning process and alerted to the barriers that can prevent a service organization being successful in introducing marketing planning. Practical frameworks and techniques are suggested for undertaking the marketing planning process and implementing the principles covered.
The world renowned authors also tackle key organizational aspects relating to marketing planning which can have a profound impact on its ultimate effectiveness. These include: marketing intelligence systems; market research; organization development stages; marketing orientation.
Marketing Plans for Services is for marketers in the service sector and students of marketing.
“Marketing Plans for Services is clearly the premier text in the field. From an explanation of ‘why’ services are driving all marketing activities to ‘measuring the results’, and all things in between, this new and updated text explains why and how ‘services’ are the key elements for most all 21st century organizations. Follow the masters of service marketing to marketplace success.” Professor Don Schultz, Northwestern University
“McDonald, Frow and Payne have worked extensively with a wide range of service businesses across the globe in successfully realising their growth opportunities. This experience shows in this practical text which contains all one needs to know in developing and implementing successful marketing plans for service organizations. This book represents a tested roadmap for planning services marketing success and combines an excellent balance of key concepts, frameworks and tools with practical advice. Their proven step-by-step marketing planning system for services and the examples of marketing plans make this a ‘must have’ book that should be on the desk of any forward-thinking services marketer.” Mark Veyret, Global Business Development Leader, PricewaterhouseCoopers
“Marketing planning is crucial today where increased competition, complexity and the internet forces you to redefine your marketing strategy and focus more clearly on what is required to achieve improved results. If not, you will not succeed in meeting these challenges. McDonald, Frow and Payne are internationally recognized authorities in marketing planning and services marketing. Based on their extensive experience across in helping organizations from a wide range of service sectors, this book gives you the practical ‘how to’ skills to successfully implement strategic marketing plans.” Bob Barker, Vice President of Corporate Marketing and Digital Engagement, Alterian