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
Harper Business
Positioning: The Battle for Your Mind, 20th Anniversary Edition (Anniversary)
Al Ries, Jack Trout
McGraw-Hill Companies
A New Brand World: 8 Principles for Achieving Brand Leadership in the 21st Century
Scott Bedbury, Stephen Fenichell
Penguin Group
Selling the Invisible: A Field Guide to Modern Marketing
Harry Beckwith
Grand Central Publishing
Zag: The #1 Strategy of High-Performance Brands
Marty Neumeier
New Riders Publishing
Crossing the Chasm (Revised)
Geoffrey A Moore
HarperBusiness
Secrets of Closing the Sale (Updated)
Zig Ziglar
Fleming H. Revell Company
How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
Jeffrey J Fox
Hachette Books
Why We Buy: The Science of Shopping--Updated and Revised for the Internet, the Global Consumer, and Beyond (Updated, Revised)
Paco Underhill
Simon & Schuster
The Experience Economy (Updated)
B Joseph Pine, James H Gilmore
Harvard Business Review Press
Purple Cow: Transform Your Business by Being Remarkable (2003. Corr. 2nd Printing)
Seth Godin
Portfolio
The Tipping Point: How Little Things Can Make a Big Difference
Malcolm Gladwell
Back Bay Books
