Using narrative to hook your audience.December 23, 2016 / Podcast # 16-37
Paul Smith, author of Lead with a Story and Parenting with a Story, has come out with a third installment of the series: Sell with a Story. He joins us to talk about how to set aside a portion of your sales pitch to tell stories to make your selling even more effective.
How to make the right deals with the right people.February 19, 2016 / Podcast # 16-04
These days if you want to make a sale it’s not just one person you have to convince anymore. Purchasing power is spread throughout the organization and there’s plenty of people to consult. It’s harder than ever. Tim Sanders joins us to talk about his book Dealstorming and how to be successful at sales in the ever changing world of work.
Applying Paretoâ€™s Principle to Your BrandMay 4, 2012 / Podcast # 12-09
Dr. Betsy Kruger, author of the book Top Market Strategy: Applying the 80/20 Rule, explains how businesses can use this system to quadruple their profits. She also discusses a commonly overlooked but, key factor in increasing profit, customer loyalty. She stresses the importance of gaining quality customer relations as opposed to mere mass. Dr. Kruger explains how to identify the customers in the top 20% and how to specifically target them with your marketing strategy. She shares insight on how companies such as Subway and Harley Davidson have used this method to create a win-win scenario for the brand and consumer.
Dr. Betsy Kruger is a widely recognized expert in marketing strategy. Professors are adopting her book, Top Market Strategy: Applying the 80/20 Rule. She writes, speaks, and consults on 80/20 topics. The Better Business Bureau has accredited her company, Strategic Power. Starting with the University of Chicago, Dr. Kruger has managed many marketing projects for leading corporations in consumer industries. She developed and sold analytical software in over forty countries. Her mission is to empower prosperity, one business at a time. Dr. Kruger has taught thousands of managers how to be more successful in business.
For additional training on this topic, consider these AMA seminars:
*Fundamentals of Marketing: Your Action Plan for Success
*Strtegic Agility and Resilience: Embracing Change to Drive Growth
*AMAâ€™s Advanced Course in Strategic Marketing
To learn more, read these AMACOM Books:
*Pricing for Profit, by Dale Furtwengler
*Exceptional Service, Exceptional Profit, by Leonardo Inghilleri, Micah Solomon
*Now, Build a Great Business!, by Mark Thompson, Brian Tracy
"I Googled it." These three words have single-handedly transformed the way customers buy across every industry and sector.June 26, 2009 / Podcast # 09-26
The ability to compare price and product created by Internet search engines coupled with our insatiable desire for instant information have created a volatile new breed of buyer, the search and switch customer. In these bruising economic times, businesses unprepared to address this buyer are losing market share by the minute.
In her book Taming The Search and Switch Customer: Earning Customer Loyalty In A Compulsion To Compare World, loyalty guru Â Â Jill Griffin, advisor to Microsoft, Dell, Toyota, Marriott, HP, Days Inn and Western Union, provides a fresh, new arsenal of loyalty solutions uniquely calibrated for todayâ€™s compulsion to compare planet of buyers.
An unusual story in customer service training - with remarkable results.July 11, 2008 / Podcast # 08-28
Founded in 1999, the online shoe retailer Zappos.com has been an astonishing success story, growing to nearly $1 billion in sales. Even more impressive than its sales numbers, however, are the numbers of customers who rave about Zapposâ€™ customer service excellence. The companyâ€™s success at customer service starts with its training program. In this interview, Zappos training manager Rachael Brown tells Edgewise how the company develops its stellar customer serviceâ€”and why Zappos offers new employees $1,000 to quit.
Companies must innovate to grow, but they often forget to look beyond their own brands.February 22, 2008 / Podcast # 08-08
In his book Hidden in Plain Sight, Erich Joachimsthaler explains how you can spot opportunities that too often are overlooked. The book introduces the demand-first innovation and growth (DIG) model that shows how to become an unbiased observer of people’s consumption and usage behaviors. Refining this skill helps companies generate organic growth through new products, services, solutions, and experiences that truly enhance peoples’ lives.
When you have devoted your life to building a business, there are fewer prospects as scary and exciting as selling it.November 26, 2007 / Podcast # 07-32
In his new book Sell Your Business Your Way: Getting Out, Getting Rich, and Getting On With Your Life (AMACOM Books), Rick Rickertsen walks readers through the entire process of selling, from valuation and preparing the business for sale to finding a buyer and assembling and closing the deal. He also addresses some often overlooked concerns, including managing the emotional issues that can undermine business and financial decisions. Read more…
How do you take the fear and uncertainty out of making and managing your contacts?August 24, 2007 / Podcast # 07-19
Lynne Waymon leads Contacts Count, a consulting and training firm for business and career networking. Her new book, Make Your Contacts Count (AMACOM) is a practical, step-by-step guide for creating, cultivating and capitalizing on networking opportunities and relationships.
Shifting demographics offer marketing oppportunities and pitfallsJune 29, 2007 / Podcast # 07-11
Ken Gronbach is a nationally recognized consultant and researcher on Demography and Generational Marketing. His new book Common Census: The Counterintuitive Guide to Intergenerational Marketing is about the radical changes affecting U.S. business, economy and culture caused by massive population shifts from generation to generation. Ken shares his observations on how marketers can respond to these changes. Read more…
How is conversational marketing different - and better - than word-of-mouth marketing?June 22, 2007 / Podcast # 07-10
Lois Kelly is the author of Beyond Buzz: The Next Generation of Word of Mouth Marketing. Sheâ€™s dedicated her career to helping companies talk about their companies and issues in ways that get people to buy, believe and change, no matter how complex the topic or how competitive the market. Read more…