Chapter 4: Sales and Marketing
Approaches and pitfalls in the ongoing process of creating customers.
Peter Drucker said that the singular goal of a company is to create customers. Marketing gathers information, formulates product offerings, and develops messages to attract precious prospects. Sales translates interest and intent into dollars and cents. These books cover approaches and pitfalls in the never-ending process of creating customers.
Influence: The Psychology of Persuasion (Revised)
Robert B Cialdini
Products / Harper Business
Positioning: The Battle for Your Mind, 20th Anniversary Edition (Anniversary)
Al Ries, Jack Trout
Products / McGraw-Hill Companies
A New Brand World: 8 Principles for Achieving Brand Leadership in the 21st Century
Scott Bedbury, Stephen Fenichell
Products / Penguin Group
Selling the Invisible: A Field Guide to Modern Marketing
Harry Beckwith
Products / Grand Central Publishing
Zag: The #1 Strategy of High-Performance Brands
Marty Neumeier
Products / New Riders Publishing
Crossing the Chasm (Revised)
Geoffrey A Moore
Products / HarperBusiness
Secrets of Closing the Sale (Updated)
Zig Ziglar
Products / Fleming H. Revell Company
How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
Jeffrey J Fox
Products / Hachette Books
Why We Buy
Paco Underhill
Products / Texere Publishing
The Experience Economy: Work Is Theater & Every Business a Stage
B Joseph Pine, James H Gilmore
Products / Harvard Business Review Press
Purple Cow: Transform Your Business by Being Remarkable (2003. Corr. 2nd Printing)
Seth Godin
Products / Portfolio
The Tipping Point: How Little Things Can Make a Big Difference
Malcolm Gladwell
Products / Back Bay Books
