Brand Real March 2, 2012Posted by McGraw-Hill Education (Asia) in Marketing & Advertising.
Tags: branding, Business, consulting, customer experience, customer service, entrepreneurship, Internet Marketing, marketing, Online Marketing, personal branding
Author: Laurence Vincent
ISBN: 9780814416761 / 0814416764
©2012 | 1st Edition | 272 pages | Hardback
Pub Date: MAR-12
Price: US$ 25.00
To create an exceptional brand experience, remember that sometimes less is more.
Companies are forever being more creative in their branding strategies, building identities ranging from the warm-and-fuzzy to the ultra-cool and edgy. But it seems that many of these enterprises forgot that a brand, at its heart, is a promise to deliver. If the brand experience does not live up to that promise, customers will take their business elsewhere.
Brand Real is a business strategy guide for making a brand’s promise stand up at every customer touch point. Packed with proven, repeatable management practices, the book shows how to establish a clean brand architecture while avoiding the needless complexity that has tripped up many promising companies.
Author Laurence Vincent presents cautionary tales of supposed brand superstars as well as instructive case studies of genuine brand giants like American Express, Apple, Cisco, Google, Qualcomm, Virgin, and others. Readers will learn how to connect the outward-facing elements of their brands—logos, advertising, imagery, communications—directly to the core elements of business strategy and forge a powerful and lasting connection with their customers.
About the Author
Laurence Vincent leads the strategy practice at the Los Angeles office of Siegel+Gale, one of the world’s premier strategic branding companies. His clients have included Coca-Cola, MasterCard, Microsoft, National Football League, Qualcomm, Sony Playstation, Southwest Airlines, The Four Seasons, The Home Depot, and vitaminwater.
Persuasive Business Proposals March 2, 2012Posted by McGraw-Hill Education (Asia) in Management & Organization.
Tags: business development, business leadership, Business Strategy, business writing, government contracts, marketing, proposal writing, proposals, rfp, writing skills
Author: Tom Sant
ISBN: 9780814417850 / 081441785X
©2012 | 3rd Edition | 256 pages | Paperback
Pub Date: APR-12
Price: US$ 19.95
Now in a third edition—the bestselling guide to writing better proposals and landing more clients.
Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs—few of which result in new clients or contracts.
Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and powerful proposals that attract prospects’ attention and speak to their needs. The new edition includes more valuable information than ever before, including:
- Essential questions for qualifying opportunities
- Ways to “power up” cover letters and executive summaries
- Advice for overcoming “value paranoia”
- Guidelines for incorporating proof into a proposal
- Tips for winning renewal contracts.
Most people find proposal writing to be tedious and time-consuming—and their documents show it. With clear instructions as well as before-and-after samples, Persuasive Business Proposals takes readers step-by-step through a highly effective process for writing customized packages that capture new business.
About the Author
TOM SANT is a renowned proposal consultant, whose clients range from small entrepreneurial operations to Global 500 companies, including General Electric, Microsoft, Lucent, and Accenture. He is the creator of the world’s most widely used proposal automation systems, ProposalMaster and RFPMaster.
Up Your Sales in a Down Market October 18, 2011Posted by McGraw-Hill Education (Asia) in Highlights.
Tags: Business, Investing, marketing, sales, selling
Author: Ron Volper
ISBN: 9781601631794 / 1601631790
©2012 | 1st Edition | 224 pages | Paperback
Pub Date: NOV-11
Price: US$ 15.99
- Win over cautious customers even in a down market
- Overcome customer fears and objections so they are ready to buy
- Avoid and bounce back from a sales slump
- Prepare and present business presentations that close more and bigger sales
- Lead and train sales teams based on the winning habits of top-performing salespeople
About the Author
What Works on Wall Street October 7, 2011Posted by McGraw-Hill Education (Asia) in Highlights, Management & Organization.
Tags: Business, Investing, marketing, sales, selling
The classic stock investing guide—updated to provide the newest, most innovative strategies
Recent history has witnessed one of the worst stock market beatings ever. As a result, abysmal returns are being called “the new normal,” financial “experts” are ringing the death knell of buy-and-hold, and investors’ faith in equities has hit an all-time low. You have two choices. You can abandon the stock market based on what is happening today. Or you can invest today based on what will happen in the future.
Containing all new data, What Works on Wall Street, Fourth Edition, is the only investing guide that lets you see today’s market in its proper context— as part of the historical ebb and flow of the stock market. And when you see the data, you’ll see there is no argument: Stocks work.
Now in its second decade of helping investors succeed with stocks, What Works on Wall Street continues to provide the most effective investing strategies, presenting incontrovertible data on what works and what doesn’t. Updated with current statistics and brand-new features, What Works on Wall Streetoffers data on almost 90 years of market performance, including:
- Stocks ranked by market capitalization
- Price-to-earnings ratios
- EBITDA to enterprise value
- Price-to-cash flow, -sales, and -book ratios
- Dividend, buyback, and shareholder yields
- One-year earnings-per-share percentage changes
Providing you with unparalleled insights into stock performance going back to 1926, What Works on Wall Street is a refreshingly calming, objective view of a subject that is usually wrapped in drama, hyperbole, and opinions that are plain wrong.
This comprehensive guide provides the objective facts and winning strategies you need; all you have to do is make the decision to ignore the so-called market experts and rely on the long-proven approach that has made What Works on Wall Street an investing classic.
Praises for What Works on Wall Street
“O’Shaughnessy’s conclusion that some strategies do produce consistently strong results while others underperform could shake up the investment business.”
“What Works on Wall Street is indisputably a major contribution to empirical research on the behavior of common stocks in the United States. . . . Conceivably, the influence of What Works on Wall Street will prove immense.”
—The Financial Analysts’ Journal
“O’Shaughnessy’s latest, What Works on Wall Street, is a serious inquiry into the investment strategies that stand up under long-term scrutiny and is refreshing research for every investor.”
—Stocks and Commodities
About the Author
James O’Shaughnessy (Stamford, CT) is Chairman and CEO of O’Shaughnessy Asset Management. He previously served as Portfolio Manager, Director of Systematic Equity, and Senior Managing Director for Bear Stearns. O’Shaughnessy is the author of the bestseller What Works on Wall Street, How to Retire Rich, Invest Like the Best, and Predicting the Markets of Tomorrow: A Contrarian Investment Strategy for the Next Twenty Years.
Seeking Alpha featured What Works on Wall Street (4th Edition) by James P. O’Shaughness on December 02; they call it “a bible for investment strategies.” To read the full article, click HERE.
Podcast on Thedisciplinedinvestor.com, November 20
Q&A on Globe and Mail, November 17
Article “Getting the most out of equities” by James P. O’Shaughnessy on Investment News, December 04
James P. O’Shaughnessy’s video on Forbes.com. CLICK HERE to watch.
James P. O’Shaughnessy wrote an article on Wall Street Journal’s Financial Adviser Blog. To Read, Please click HERE
USABookNews.com, October 28
The Quant Stock Screening Bible, November 04
NewJerseyNewsroom.com, November 09
Seeking Alpha, November 16
Reading the Market, November 16
CXO Advisory, November 25
Other books you might be interested:
- 9780071494700 Stocks for the Long Run
- 9780071592536 Security Analysis
- 9780071614139 How to Make Money in Stocks
The Customer Experience Edge September 13, 2011Posted by McGraw-Hill Education (Asia) in Management & Organization.
Tags: Business, customer centric, customer experience, customer experience edge, customer service, marketing
Authors: Reza Soudagar, Vinay Iyer, Volker Hildebrand
ISBN: 9780071786973 / 007178697X
©2012 | 1st Edition | 320 pages | Hardback
Pub Date: OCT-11
Prices: US$ 30.00
Globalization and advanced technologies have given ever greater power to the person who decides if your business will succeed or fail—the customer. Whether your company serves consumers or other businesses, you can no longer compete on price and quality alone. To gain profits and market share, you have to deliver an experience that makes customers want to come back—and that sets you apart from the competition. You need to seize The Customer Experience Edge.
Drawing on over sixty years of experience in shaping customer centric strategies and technologies for leading companies, three innovators bring you practical and proven ways to create your customer experience programs and overall business strategies. The key is to strike a balance between programs that are effective but prohibitively expensive and programs that fail to dedicate enough resources to be effective. In the middle ground lie the tools that everyone overlooks—foundational and disruptive technologies. These are the authors’ main fields of expertise, and these are what make the customer experience profitable.
The Customer Experience Edgeexplains how to combine strategy, leadership, organizational change, and technology to:
- Develop products and services that are highly valued by customers
- Form bonds that keep clients from turning to competitors
- Transform customers into your best advocates
It’s a new world of business, and customers are keenly aware that their loyalty is valuable currency. The Customer Experience Edge gives you a cost-effective, sustainable way to provide an unforgettable experience that builds loyalty and turns it into real, measurable profits.
“This excellent book makes it quite clear that your business has to focus on customer experience for 21st-century business success. It’s more than refreshing to read the multiple case studies and well thought out approach and to hear the experienced voices of these authors. You’ve spent way too much time reading this endorsement. Read the book instead. It’s so worth it.”
—Paul Greenberg, author of CRM at the Speed of Light
“To differentiate yourself and delight your customers, you must manage your customers’ experience with your goods or services, and your company. This invaluable book will show you why you must do this, and how to do it well.”
—Henry Chesbrough, author of Open Innovation and Professor at the Haas School of Business, University of California Berkeley
“Technology advances are raising the human expectation of what an experience with a company can and should be. Finally, a book has been written that combines behavioral psychological, micro-economic, and technological considerations defining the customer experience edge.”
—Paul D’Alessandro, Partner, PricewaterhouseCoopers
“As we move from Customer Experience 1.0 to Customer Experience 2.0, organizations and practitioners need a solid blueprint for success. Reza, Vinay, and Volker have created a clear and concise guide based on global best practices and proven principles. If you are ready to transform your organization, start by reading this book.”
—Lior Arussy, President, Strativity Group, and author of Customer Experience Strategy
“The Customer Experience Edge is an excellent book to gain insights on how to leverage customer experience as a competitive advantage. The case studies serve as recipes that can be added to, modified, or simply baked into business plans to improve or deliver an exceptional customer experience.”
—Deb Dexter, Customer Service Director, Cardinal Health
About the Authors
Reza Soudagar (Palo Alta, CA) has more than 18 years of experience in business consulting, software development, and implementation of customer relationship management (CRM) solutions. A manager in SAP’s CRM division, he previously developed technology strategies for clients of Accenture and Oracle. Soudagar also held a key role in the creation of Oracle’s CRM suite.
Vinay Iyer (Palo Alta, CA) has 20 years of experience as an electrical engineer, software developer, and marketer. He has developed hardware and software to help manufacturers improve operations and was a primary force behind the development of customer relationship management software for one of the leading enterprise applications vendors. He currently is the vice president for global marketing for SAP.
Dr. Volker G. Hildebrand (Palo Alta, CA) is a senior executive of the global enterprise software provider SAP with 20 years of experience in customer relationship management (CRM). He has been an instructor and pioneering researcher on how to optimize the relationship between a customer and its suppliers and has served as a CRM consultant for various large international companies. Dr. Hildebrand is the author of several books and more than 100 articles on CRM.
Other book you might be interested:
- 9780071408677 What Customers Want
The Zappos Experience September 12, 2011Posted by McGraw-Hill Education (Asia) in Highlights, Management & Organization.
Tags: branding, Business, business leadership, customer service, Enchantment, entrepreneurship, exceptional service-profit, Guy Kawasaki, marketing, profitable customer service design
ZAPPOS. The name has come to stand for a new standard of customer service, an amazing online shopping experience, a great place to work, and the most impressive transformational business success story of our time. Simply put, Zappos is revolutionizing business and changing lives.
Now, Joseph Michelli, author of the internationally bestselling business books Prescription for Excellence and The Starbucks Experience, explains how Zappos does it—and how you can do it in your industry.
The Zappos Experience takes you through—and beyond—the playful, offbeat company culture Zappos has become famous for. Michelli reveals what occurs behind the scenes at Zappos, showing how employees at all levels operate on a day-today basis while providing the “big picture” leadership methods that have earned the company $1 billion in annual gross sales during the last ten years—with almost no advertising. Michelli breaks the approach down into five key elements:
- Serve a Perfect Fit—create bedrock company values
- Make it Effortlessly Swift—deliver a customer experience with ease
- Step into the Personal—connect with customers authentically
- S T R E T C H—grow people and products
- Play to Win—play hard, work harder
When you enhance the customer experience, increase employee engagement, and create an energetic culture, you can’t help but succeed. Zappos has woven these five key components into a seamless strategy that’s the envy of business leaders.
Now that strategy is yours.
With The Zappos Experience, Joseph Michelli delivers a package for instant success right to your doorstep. All you have to do is open and use it.
“In your hands is a manifesto on how Zappos completely blew away the standard of delivering a consumer-centric experience and a revolutionary company culture. Joseph helps us all understand how to achieve a little more of that Zappos magic.”
—Eric Ryan, method cofounder and person against dirty
“If you’re looking for an inspirational path for creating a likable, trustworthy, and wow! organization, you’ve hit the mother lode.”
—Guy Kawasaki, former chief evangelist of Apple and author of Enchantment: The Art of Changing Hearts, Minds, and Actions
“This book provides a roadmap to a successful business by taking inspiration and examples from one of the most innovative, progressive companies of our time. Don’t just read it; use it.”
—Tony Hawk, professional skateboarder and author of HAWK —Occupation: Skateboarder and How Did I Get Here? The Ascent of an Unlikely CEO
“Thanks to Joseph Michelli, you can learn exactly how Zappos hit it big and how you can too. By using the five principles Joseph has distilled, you can supercharge your efforts and start down the path to legendary success.”
—Mark Sanborn, President, Sanborn & Associates, Inc., and author of The Fred Factor and You Don’t Need a Title to Be a Leader
“Often, business owners look at media darlings like Zappos with their mouths agape, full of awe but unable to take action. For those eager to do more than watch, Joseph Michelli deconstructs the Zappos story and makes it attainable.”
—Seth Godin, author of Poke the Box
About the Author
Joseph A. Michelli, Ph.D., is an internationally sought-after speaker, author, and organizational consultant. His book, The Starbucks Experience: 5 Principles for Turning Ordinary into Extraordinary, published by McGraw-Hill, regularly achieved bestseller status on the Wall Street Journal (6 weeks), BusinessWeek (5 months), and USA Today (8 weeks) lists. He has been featured on television programs such as The Glenn Beck Show and CNBC’s “On the Money” and has conducted hundreds of radio and print interviews. His other books include The New Gold Standard about service excellence at The Ritz-Carlton Hotel Company and When Fish Fly: Lessons for Creating a Vital and Energized Workplace which was co-authored with the owner of the “World Famous” Pike Place Fish Market in Seattle.
Other books you might be interested:
- 9780071477840 The Starbucks Experience
- 9780071478151 The Disney Way
- 9780071548335 The New Gold Standard
What to Ask the Person in the Mirror August 17, 2011Posted by McGraw-Hill Education (Asia) in Leadership.
Tags: Business, Enchantment, entrepreneurship, Guy Kawasaki, marketing, relationship marketing
Author: Robert Kaplan
ISBN: 9781422170014 / 1422170012
©2011 | 1st Edition | 224 pages | Hardback
Pub Date: AUG-11
Price: US$ 26.95
Not for Sale in India, Sub-Continent & Nepal
Successful leaders know that leadership is less often about having all the answers-and more often about asking the right questions. The challenge lies in being able to step back, reflect, and ask the key questions that are critical to your performance and your organization’s effectiveness.
In “What to Ask the Person in the Mirror”, HBS professor and business leader Robert Kaplan presents a process for asking the big questions that will enable you to diagnose problems, change course if necessary, and advance your career.
He lays out areas of inquiry, including questions such as:
- Do I clearly articulate my vision and top priorities?
- Does the way I spend my time enable me to achieve my top priorities?
- Do I give subordinates timely and direct feedback they can act on? Have I developed a succession roadmap?
- Is my leadership style still effective, and does it reflect who I truly am?
This highly readable and practical guide helps you learn to ask the right questions-and work through the answers in ways that are right for you. By asking these questions, you can craft new strategies for staying on top of your game.
About the Author