Chapter 4: Sales and Marketing
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, PH D Robert B. Cialdini
Positioning: The Battle for Your Mind, 20th Anniversary Edition (Anniversary)
A New Brand World: 8 Principles for Achieving Brand Leadership in the 21st Century
Selling the Invisible: A Field Guide to Modern Marketing
Grand Central Publishing.
Zag: The #1 Strategy of High-Performance Brands
New Riders Publishing.
Crossing the Chasm (Revised)
Geoffrey A Moore
Secrets of Closing the Sale (Updated)
Fleming H. Revell Company
How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
Jeffrey J. Fox
Why We Buy: The Science of Shopping: Updated and Revised for the Internet, the Global Consumer, and Beyond (Updated, Revised)
Simon & Schuster
The Experience Economy
II Pine B. Joseph, James H. Gilmore
Harvard Business School Press.
Purple Cow: Transform Your Business by Being Remarkable (2003. Corr. 2nd Printing)
The Tipping Point: How Little Things Can Make a Big Difference
Back Bay Books.