Hacking the Human Mind
"A book for the ages." --Rory Sutherland, Author, Alchemy How did the world's best brands get so big? They had more than great products -- they hacked the human mind. This book reveals their secrets. Richard Shotton (The Choice Factory, The Illusion of Choice) and 9x CEO MichaelAaron Flicker take a look at the behavioral science underpinning the success of 17 leading brands, including Apple, Dyson, Red Bull, and Starbucks. What is it about Amazon that pulls us back again and again? How does a two-minute wait make Guinness taste better? Why do we pay more for water than we know it's worth? The answers are here. And it's not just theory. Hacking the Human Mind is a practical guide, filled with techniques for you to try today. So you too can make your brand the one people reach for -- without them ever really knowing why.
The Heart Of The Sale
In 'The Heart Of The Sale' sales expert Marcus Elwell presents a revolutionary approach that challenges traditional sales tactics and emphasises the importance of service when selling. Through his 7-step framework, Elwell guides readers on a transformative journey towards building authentic relationships, fostering trust, and achieving sustainable success in the world of sales. Drawing on his years of experience and expertise, Elwell delves into the mindset shift required to embrace a service-oriented approach, rather than a transactional mindset. By mastering key principles and practical strategies, readers learn how to elevate their sales game and create meaningful connections that benefit both parties involved.With a focus on methodologies that prioritise the needs and interests of the customers, 'The Heart Of The Sale' offers a refreshing perspective on sales that goes beyond mere transactions to cultivate long-lasting partnerships and mutual success. Through case studies, actionable insights, and real-world examples, Elwell empowers readers to implement his 7-step framework and transform their sales approach to one that is rooted in service, integrity, and genuine value.'The Heart Of The Sale' is a must-read for sales professionals, entrepreneurs, and anyone looking to revolutionise their approach to sales and establish themselves as trusted partners in their respective industries.Marcus Elwell's innovative guide is a roadmap to achieving success by prioritising service, fostering meaningful connections, and ultimately ensuring that everybody wins in the sales process.
SPIRE Sales Culture
SPIRE Sales Culture is a comprehensive roadmap for evolving from a traditional sales operation to a team of true Sales Practitioners who diagnose customer problems, listen deeply, and provide high-impact solutions.Drawing on over 35 years of experience, Robert Herbst has compiled the ultimate guide to help you grow and lead a resilient and effective B2B sales team rooted in integrity. This book will teach ambitious sales leaders everything they need to know to build a winning team.As someone who's guided hundreds of sales leaders and trained thousands of B2B salespeople, Rob understands firsthand what it takes to succeed in rapidly changing industries. His book Cheating Death inspires and guides frontline sales warriors. His Spire Selling online career development platform helps sales practitioners and their managers confidently navigate change and acquire the skills needed to thrive in today's brave new B2B world.However, this book teaches what Rob loves most - transforming sales teams into dream teams.
The Dawn of Swatch
The Dawn of Swatch tells the remarkable story of how a simple plastic watch didn't just save the Swiss watch industry-it reshaped how we think about branding, innovation, and disruption. In the 1980s, as Swiss watchmakers lost ground to Japanese quartz technology, Swatch broke every rule: bold, affordable, fashion-forward, and marketed with game-changing creativity.Blending first-hand accounts with analysis, the authors reveal how strategic vision, unconventional thinking, and fearless marketing turned Swatch into a global success. More than a business case, this book offers timeless insights into brand strategy, innovation, product launches, entrepreneurship, and building iconic brands.Ideal for business leaders, entrepreneurs, marketers, and anyone interested in strategy, it provides a blueprint for how bold decisions and visionary branding can redefine an industry.
9 Must-Follow Steps to Establishing a Thriving Private Practice in the UK
Build a Profitable Cosmetic Practice in the UK - The Smart Way.In today's competitive landscape, medical expertise alone isn't enough to grow a thriving private cosmetic clinic. You need a smart strategy, standout branding, and marketing that truly converts.Written by renowned medical marketing strategist Huyen Truong, MBA, this no-fluff, step-by-step guide reveals the 9 essential strategies to help UK-based cosmetic and plastic surgeons attract more patients, grow their reputation, and dominate their niche.Whether you're launching your first clinic or expanding to a second location, you'll find clear, actionable advice on branding, content marketing, SEO, social media, lead generation, pricing, and more - backed by insights from successful UK surgeons.Ready to build a clinic that's not just booked out - but built to last?This book is your roadmap.
NeuroBranding
In a world where decisions are made before we even realise we're making them, a new form of marketing is taking over one that bypasses conscious thought and speaks directly to your brain s primal circuits. This eye-opening book explores the science and strategy of neurobranding the cutting-edge intersection of cognitive psychology and branding, AI in marketing, and subconscious marketing. Drawing on insights from brain-based consumer behaviour, this book exposes how companies are using biometric advertising, emotional AI, and predictive marketing technology to shape your choices in real time. From eye-tracking and facial recognition to scent-driven persuasion and digital mood detection, it reveals how marketing is no longer about selling products but about manipulating perception before awareness even kicks in. Whether you're a marketer, entrepreneur, strategist, technologist, or simply a curious consumer, this book is your essential guide to understanding and navigating the evolving attention economy. You ll learn how marketing manipulation works at the neural level, why traditional marketing tactics are being replaced by AI-driven influence systems, and what you can do to stay aware and in control of your decisions. Through compelling research, real-world examples, and actionable insights, this book offers a rare glimpse into the psychological warfare unfolding behind every swipe, scroll, and click. It arms readers with the knowledge to see through the illusion of choice and empowers them to engage with brands and technology more consciously. If you're ready to explore the future of influence, decode the mechanics of modern persuasion, and understand how your brain is the new battleground for attention, this is your blueprint.
Selling to Skeptics
Discover the secret strategy used by some of the most successful advertisers online to convert jaded skeptics into confident buyers.Selling in competitive markets is tough. And as big brands continue to pour money into online advertising, it's only going to get tougher. So, how do small business owners maximize their ad dollars to stay competitive? By crafting their sales argument to appeal to those with the biggest doubts. In Selling to Skeptics, veteran salesperson Russ Reynolds shares a simple framework that turns even the most skeptical prospects into confident buyers. Those who learn and use the framework gain a competitive advantage in the marketplace, resulting in lower ad costs and larger conversion rates. More than just theory, Selling to Skeptics contains case studies and real-world examples of this framework in action, empowering marketing professionals with a new understanding of how to sell online in a highly competitive environment and equipping them with a practical guide to quickly put their learnings into action.
Be the Legend
Unlock one's full potential and become the legend in one's industry with Gene Frederick's inspiring new book, Be the Legend.Award-winning realtor and industry expert Gene Frederick shares his personal journey and proven strategies to help professionals rise above the competition and achieve extraordinary success. Through a blend of personal anecdotes and actionable insights, Be the Legend offers a step-by-step road map for mastering sales and leadership.Whether someone is a real estate agent, a business professional, or an entrepreneur, this inspirational guidebook will provide them with the direction and inspiration needed to stand out, make a lasting impact, and build a meaningful legacy.Each chapter is designed to inspire action, equipping people with the confidence and strategies necessary for career transformation and professional excellence. With practical guidance and real-world examples, Be the Legend serves as a powerful resource for those striving to reach the highest levels of success in their field.
The SaaS Psychology
Stop guessing what users feel - learn to read the signals, fix the leaks, and turn indifferent customers into lifelong advocates. Are your retention numbers flat?Do users sign up and then vanish?Features don't fail products - psychology does. In The SaaS Psychology, product leader Aries Ram shows SaaS founders, product managers, and product marketers how to interpret the real signals behind churn, indifference, and delight. This concise, no-fluff guide translates behavioral science into practical playbooks you can use today to increase activation, lower churn, and build product love.Inside this book, you'll find actionable frameworks for: Diagnosing whether your users are frustrated, ignoring, or loving your product - and what that means for growth. Reducing cognitive load and creating onboarding flows that make users feel smart. Building trust with micro-interactions, in-app signals, and empathetic support. Designing habit loops and retention mechanics that turn casual users into repeat users. Re-engagement campaigns, messaging strategies, and positioning that make your product emotionally relevant. Advocacy and community playbooks to convert promoters into your most effective growth channel. A ready-to-use Product Emotion Audit Worksheet and step-by-step rescue & activation checklists. Who this book is for: SaaS Founders who need repeatable growth and lower churn. Product Managers who want to ship features that actually stick. Product Marketers who must craft messaging that resonates and converts.If you build, launch, or market SaaS products, this book gives you the psychology-first tools to make users choose you - and keep choosing you. Why it works: Aries Ram combines 15+ years of real-world experience in SaaS product marketing, customer research, and product strategy with clear, tactical playbooks - not academic theory. Expect concise chapters, case-inspired examples, and immediately usable templates you can run with this week. Read this book if you want to: Stop treating churn as an inevitability. Turn passive accounts into active customers. Build onboarding and product experiences that reduce support load and increase referrals. Make product decisions based on human behavior, not guesswork. Take action now: Open this book, run the Product Emotion Audit, and start moving users from frustrated → engaged → loyal. Your next growth step won't be another feature - it will be a deeper understanding of your customers. About the author: Aries Ram is a SaaS product & marketing strategist who helps founders and product teams turn user insight into growth. This book follows his first title, The SaaS Prescription: Is Your Product a Painkiller, Antibiotic, or Vitamin? Ready to stop guessing and start fixing your SaaS Product? Click "Buy Now" and get the playbook that makes your product matter.
The Framemaking Sale
This essential guide reinvents selling for today's B2B market, showing sellers how to overcome stalled deals and customer indecision Business-to-business commerce is broken. Today's customers find themselves overwhelmed by too many options, too much information, and too many obstacles. The result is often an inability to execute any but the safest of purchase decisions, frequently resulting in no decision at all. Could this be the death of sales as we know it? Traditional sales methods are all carefully designed to change the way customers think of sellers--to win customers' business by first gaining their trust. But Brent Adamson and Karl Schmidt argue the real key to B2B sales success is to focus on boosting customers' confidence in themselves and their ability to make large-scale, collective decisions on behalf of their company. Through a combination of powerful research and data, real-world examples, and practical tactics from some of the world's best leaders and sales professionals, The Framemaking Sale provides a blueprint for a completely new approach to selling. Using the authors' unique Framemaking method, this book offers a paradigm-shifting perspective on buying and selling with confidence, empowering sales teams and customers alike to thrive in this new world of selling.
Never Ask for the Sale
A tech leader and executive coach's actionable guide for anyone looking to supercharge their selling prowess and close the deal with authenticity and integrity. Sue Heilbronner launched an executive coaching, facilitation, and speaking solo entrepreneurial venture which grew from zero to $1 million in annual revenue in six years. Now, she offers her insight into salespersonship in an irreverent, direct, and actionable guide to success in sales. Never Ask For The Sale goes beyond simple tips, and influences the reader's overall understanding of selling. Sue Heilbronner shares decades of experience, stories, tools, and exercises to coach people to be more successful at achieving their goals by aligning their work with their greatest strengths, and marketing that cohesive story with a winning sales strategy: passionate ambivalence. Heilbronner introduces this concept as the strategic yet honest practice of presenting oneself as selective in the work they take on while enthusiastic about their area of expertise. At the heart of the book is the notion that any successful seller, in any context, is fantastic at selling themself--whether that is within services in a solopreneur business, an early-stage startup, a college application, or a nonprofit mission. Never Ask For The Sale prompts deep self-awareness admixed with highly pragmatic calls to action at the intersection of coaching, personal growth, conscious leadership, and sales.
Mastering Guru Marketing
Mastering Guru Marketing: How to Become the Trusted Authority Your Market SeeksIn today's crowded, noisy marketplace, the difference between being ignored and being in demand comes down to one thing: authority. In Mastering Guru Marketing, Michael Blumberg shares the proven framework he's refined over decades of consulting, coaching, and thought leadership to help professionals, consultants, and business leaders rise above the noise and become the go-to experts in their industries.Blending real-world stories, actionable strategies, and timeless principles, Blumberg reveals how to: Pinpoint and deeply understand your ideal audienceCreate a compelling value proposition that makes you unforgettableLeverage AI and content marketing to amplify your expertiseBuild trust through education-first engagementNurture relationships with a process-driven outreach strategyAlign your work with a higher mission that inspires loyalty and impactWhether you're an entrepreneur, service provider, or corporate leader, this book will help you replace pushy sales tactics with a relationship-driven approach that attracts high-quality clients, accelerates business growth, and cements your reputation as a trusted authority.If you're ready to stop competing on noise and start leading with wisdom, Mastering Guru Marketing is your blueprint.
The Competitive Power of the Product Lifecycle
The fundamental stages behind every product This book is a practical and accessible guide to understanding and applying the concept of product lifecycle, providing you with the essential information and saving time. In 50 minutes you will be able to: - Understand the theory of the product lifecycle and the features of each of the four phases: launch, growth, maturity and decline - Learn how to make the right decisions according to the lifecycle phases of your product and how to react during the decline phase - Identify how you can use the product lifecycle to tailor your marketing strategies and constantly innovate and improve your product in order to prolong its growth phase ABOUT 50MINUTES.COM Management & Marketing 50MINUTES.COM provides the tools to quickly understand the main theories and concepts that shape the economic world of today. Our publications are easy to use and they will save you time. They provide elements of theory and case studies, making them excellent guides to understand key concepts in just a few minutes. In fact, they are the starting point to take action and push your business to the next level.
Benchmarking for Businesses
Measure and improve your company's performance This book is a practical and accessible guide to understanding and implementing benchmarking, providing you with the essential information and saving time. In 50 minutes you will be able to: - Understand the different types of benchmarking and choose the best one for your company - Catch up with the competition by comparing their processes to your own and identifying the best practices - Use your results to make concrete improvements to your processes and procedures ABOUT 50MINUTES.COM Management & Marketing 50MINUTES.COM provides the tools to quickly understand the main theories and concepts that shape the economic world of today. Our publications are easy to use and they will save you time. They provide elements of theory and case studies, making them excellent guides to understand key concepts in just a few minutes. In fact, they are the starting point to take action and push your business to the next level.
Redefining Public Relations in Emerging Markets
This book explores the dynamics of public relations (PR) in emerging economies across Africa, South America, and Asia. Offering an in-depth examination of the cultural, political, and media landscapes that define PR practices in these regions, chapters highlight innovative approaches, challenges, and opportunities for both scholars and practitioners. The authors explore the unique ways organisations address ethical dilemmas, respond to crises, and leverage purpose-driven campaigns to build trust and safeguard reputations. Offering insights into the integration of digital tools and AI in PR, the book explores the evolution of gender dynamics in leadership, the role of PR in addressing socio-environmental crises and stakeholder engagement. A valuable resource for PR practitioners, academics, and students, this book bridges global trends with local adaptations, offering practical guidance and a thought-provoking analysis on the exciting and complex world of public relations in emerging economies.
Deploy Empathy
With over 5,000 copies sold worldwide, Deploy Empathy has become a go-to guide for anyone interested in learning how to interview customers. This updated and expanded edition includes guidance on using AI in customer research, a customer interview workshop guide, additional analysis methods with worked examples, and more."Deploy Empathy is a playbook for making empathy part of your daily work, and in turn, building a business that customers love." - Jim Kalbach, author of The Jobs to Be Done PlaybookMaster customer interviewing (no people skills required!)Readers call this "the most practical overview of customer research" they've ever read because it gives you everything you need to start today: Ready-to-use interview scripts for discovery, retention, and cancellation conversationsThe beloved "How to Talk So People Will Talk" section with specific phrases that help people open up (and shows you how to practice these skills safely with friends and family first)Clear frameworks for making sense of what you learnA real interview so you know what success looks like
MindSell
Sell smarter. Connect deeper. Perform stronger.In a world flooded with gimmicks, overhype, and dubious sales advice, it's easy to lose sight of what really moves people to say "yes". Enter the MindSell model.MindSell is a simple, powerful, influence-based framework for supercharging your sales performance. No pressure tactics. No tricks. No outdated scripts. The seven pillars of MindSell are built from practical tools and strategies rooted in the timeless science of human behaviour: Master your mindset. Before you can effectively influence others, you must gain mastery over your own mind.The power of positioning. Stand above the competition by positioning yourself as the solution to any potential client's problems, confidently answering the question: "Why you?"Rapid rapport. Use the science-based tools of human connection to build instant trust and rapport, both in and outside of sales meetings.Tailored influence. Adapt your message to match people's distinct personalities, create higher-level connections, and sell seamlessly.Strategic curiosity. Master the art of asking great questions to receive favorable answers, including that all-important "yes".Win the short game and the long game. Close quick sales to win the short game while building strong relationships to win the long game.Sunset goal setting. Set goals designed to create a life of excellence-the life you desire.MindSell embodies more than just selling. By mastering the seven pillars, you'll supercharge your sales, your performance, and your life.chrishelder.com.au
The Revops Advantage
Make revenue your organizational priority Books claiming to be the definitive guide to revenue operations are ignoring a key issue: companies aren't really organized around revenue growth. In The RevOps Advantage: How to Maximize Your Revenue Teams' Potential, Amy Osmond Cook, PhD, Ryan Westwood, and Bala Balabaskaran--three of technology's most accomplished go-to-market executives--share their groundbreaking approach to architecting teams with revenue growth at the core. Drawing from decades of leadership experience at top companies like Salesforce and Microsoft, as well as their own entrepreneurial successes, the authors explain how to organizationally prioritize revenue, make it a center of excellence in an organization, and execute for exponential growth. Based on extensive primary research, interviews with RevOps leaders at world-class organizations like Atlassian, LinkedIn, and Sprout Social, and proven frameworks from their past successes, The RevOps Advantage provides: A Clear Blueprint for RevOps Success: Learn how to break down silos and build a unified revenue engine that delivers sustainable growth. Actionable Insights and Strategies: Master the art of aligning people, processes, and technology for maximum efficiency and impact. A Strategic Advantage: Understand how a well-architected RevOps function transforms your organization into a hypergrowth powerhouse--even in uncertain economic climates. With practical advice on everything from big-picture revenue planning to maintaining data hygiene and creating a feedback loop for continuous improvement, this book equips executives, founders, and RevOps professionals with the tools they need to lead their teams to unprecedented success. For revenue leaders and C-suite readers, The RevOps Advantage is a map to scalable growth through better strategy, org design, people strategy, and technology adoption. For Go-to-Market professionals, it's a data-driven playbook for better results and realizing ambition. It's a must-read guide for anyone looking to create a scalable revenue engine and achieve hypergrowth.
The Brand New Future
Today's consumers are increasingly looking for brands that resonate with their personal values and do something good for the world. Demand for sustainability has reached an all-time high, where brands are expected to play an important role in shaping a more sustainable future. Consumers are aware of the environmental and social impacts of their purchases, which has resulted in demand for transparency from brands and companies demonstrating a commitment to ethical practices. This book, by a leading brand strategist and practitioner, calls out to those companies and brands that want to work towards a more sustainable and equitable future. Besides showing how brands work, it provides a practical roadmap for the creation of successful brands that contribute towards a more just and regenerative world. The world is changing, and people are seeking brands that have a higher purpose and that are actively working to make a difference in society.
Pimps, Prostitutes and Other Corporate Misfits
Pimps, prostitutes and other corporate misfits is an insightful and gripping memoir of a seasoned Human Resource professional, Felicity Underwood, who has spent over two decades in the trenches of corporate reality. Through her candid storytelling, Felicity offers a rare glimpse into the inner workings of some of the most dysfunctional and toxic workplaces she has encountered, highlighting the pervasive issues that plague modern businesses and providing a beacon of hope for those caught in similar situations. Whether you're an HR professional, a leader, or an employee, this book is a must-read for anyone who has faced or is dealing with toxic workplace dynamics.
Reputation Revolution
Your brand's future is decided in seconds. Are you ready?In today's digital age, a single search can define your reputation - and determine whether opportunities come flooding in or disappear forever. Reputation Revolution: Navigating Perception in the Age of Instant Judgment is the definitive guide to mastering your brand's online image, written by Uri Samet - a veteran of nearly two decades in digital marketing and over a decade leading high-stakes Online Reputation Management (ORM) campaigns for brands worldwide.This book reveals the proven playbook for building, defending, and amplifying your reputation in a world where perception drives success. Whether you're a corporate leader, marketing professional, entrepreneur, or communications strategist, you'll learn how to turn the uncontrollable chaos of the internet into a powerful growth engine.What You'll Discover Inside: The psychology of online judgment - Why people form lasting opinions in seconds, and how cognitive biases, emotions, and algorithms shape the way your brand is seen.Search engines as the ultimate gatekeepers - How to control what shows up when people "Google" you, dominate first-page results, and leverage zero-click searches to your advantage.Core ORM strategies for digital dominance - From SEO fundamentals and structured data to multilingual optimization for global brands.Harnessing social media as a perception amplifier - The unique ORM role of LinkedIn, TikTok, Instagram, Facebook, X/Twitter, YouTube, Reddit, and other key platforms.The power of Digital PR - How to generate high-authority, positive coverage that pushes your brand narrative to the forefront.Content mastery - Building authoritative blogs, Q&A profiles, and Wikipedia presence to lock in trust.Crisis management frameworks - Proven step-by-step methods to prepare for, respond to, and recover from reputation attacks in the digital space.The future of reputation in the age of AI - How generative AI and conversational search engines are reshaping online perception, and what you can do now to stay ahead.Why This Book Matters NowIn a hyperconnected world, your brand's image isn't just about looking good - it directly influences trust, opportunity, and growth. From first impressions on Google to viral moments on TikTok, your brand narrative is being written with or without you. This book equips you to take control.Who This Book Is ForCEOs, founders, and executives who want to protect and enhance brand value.Marketing and PR professionals seeking a complete ORM framework.Entrepreneurs and small business owners ready to compete with industry giants.Communications teams tasked with crisis prevention and rapid response.Anyone who understands that in business, your reputation is your most valuable asset.About the AuthorUri Samet is the founder and CEO of Buzz Dealer, a pioneering digital PR and ORM agency. With clients across industries and continents, Uri has built a reputation for solving some of the most complex online perception challenges. His insights are drawn from real-world experience in transforming reputations from vulnerable to unbreakable.Whether you're defending against a PR crisis, building a powerful brand image from scratch, or aiming to dominate your digital space, Reputation Revolution gives you the strategies, tools, and mindset to win.
The Modern Beauty Empire
The Science, Art, and Strategy of Launching Your Iconic Cosmetic, Makeup & Beauty Line.Whether you're mixing up ideas in your kitchen or dreaming up your own beauty line from your desk, this book is your backstage pass to the modern beauty industry.Step-by-Step Guide to Launching Your Own Beauty Brand & Skincare ProductsWant to start a skincare brand or launch your own cosmetic product line, but don't know where to begin? This book gives you the exact roadmap from idea to store shelf.Written by Yannis Zand, a beauty industry expert with 20+ years of experience in cosmetic formulation, skincare product development, and beauty brand marketing, this friendly and practical guide helps you create, launch, and grow a successful beauty business without wasting time or money.This isn't just theory, it's the real, behind-the-scenes stuff they don't tell you on YouTube.Inside, you'll learn how to: Find Your "It Factor" - Nail your brand's story and stand out in a crowded market.Create Products People Love - Choose formulas, ingredients, and packaging that scream, buy me.Navigate the Not-So-Glam Stuff - Regulations, compliance, testing, and all the legal bits made simple.Market Like a Pro - From social media buzz to retail shelves, I'll show you how to sell without feeling "salesy."Stay on Track - Handy checklists at the end of every chapter keep you moving from idea to launch.Build a beauty brand strategy that stands out in today's crowded market.Design packaging that sells, and meets industry regulations.Market your products online, in stores, and through influencers.Avoid common mistakes that cost beauty entrepreneurs thousands.Whether you dream of a single hero product or a full luxury skincare line, The Modern Beauty Empire will help you turn your vision into a thriving business.Perfect for aspiring beauty entrepreneurs, skincare founders, and anyone passionate about creating their own makeup or cosmetic products.If you've got the dream, I've got the map. Whether you're starting with a single lip balm or an entire skincare line, The Modern Beauty Empire will walk you through every stage until your beauty brand is not just alive, but thriving.Grab your copy today and let's get your beauty empire off the Pinterest board and into real life.
Strategic Public Relations in Emerging Economies
This book examines the nuances of public relations in the developing world. Offering a comprehensive exploration, description, analysis, and explanation of diverse PR strategies, tactics, and challenges, authors draw on insights from both the public and private sectors of developing societies. The chapters explore the unique cultural nuances, socio-political contexts, and emerging trends that continue to shape PR practices in emerging economies. The book examines how to effectively navigate complex regulatory environments, build strong relationships with publics, and leverage innovative communication strategies to achieve impactful results in the public and private sectors. This must-have book provides valuable insights into the challenges and opportunities facing PR professionals in emerging markets.
Modern Business
"Modern Business: Marketing Methods and Salesmanship" offers insights into the strategies and techniques essential for success in the business world. Compiled by the Alexander Hamilton Institute, this work provides a comprehensive overview of effective marketing methodologies and the art of salesmanship. Readers will discover valuable principles for understanding consumer behavior, crafting compelling marketing campaigns, and building strong customer relationships. This book emphasizes the importance of adaptability and innovation in response to evolving market dynamics. Whether you're a seasoned professional or just starting your career, this book offers timeless advice for navigating the complexities of modern business and achieving lasting success.This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work was reproduced from the original artifact, and remains as true to the original work as possible. Therefore, you will see the original copyright references, library stamps (as most of these works have been housed in our most important libraries around the world), and other notations in the work.This work is in the public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work.As a reproduction of a historical artifact, this work may contain missing or blurred pages, poor pictures, errant marks, etc. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.
Roadmap for Success
This book aims to planning allow small businesses to thrive through Thompson's objective is to provide entrepreneurs with an opportunity to plan in a way that is future-proof and professional. An important aspect of the book is to emphasize why planning from scratch and in detail plays a crucial role in whether a business will survive in the future or not. Thompson's years of experience guiding businesses means he is well-equipped to write this guide with authority. If you have a business or are planning to start one but have not given it enough thought, then you should pause for a moment and read this book. You need to know what important planning elements can help make or break your business. So, what are you waiting for? Begin evaluating your strategies and business through this book and save yourself from a disaster waiting to happen.
Make People Matter
MAKE PEOPLE MATTER: CRACKING THE CODE TO INCREASE YOUR INFLUENCE, INCOME, AND IMPACT"With Make People Matter, Cheri Tree gives leaders at all levels the ideas and tools to create great workplaces. Her insights are valuable and practical, leading your organization to its greatest impact."- Robin Sharma, #1 Worldwide Bestselling Author of The 5 AM Club and The Wealth Money Can't Buy"This book is money in the BANK-your bank! Salespeople who use BANK will replace salespeople who don't."- Jeffrey Gitomer, Author of The Little Red Book of SellingWhat if the key to transforming your relationships, your career, and your income was a code?In Make People Matter, bestselling author and global entrepreneur Cheri Tree reveals how her revolutionary BANK(R) methodology unlocks the power of connection through the science of personality. This book isn't just a guide-it's a blueprint for mastering communication, building deeper relationships, and creating real impact in a world that's more disconnected than ever.Grounded in decades of research and real-world results, this book is divided into four powerful sections: The Mission: Learn how to leverage personality science to build stronger, more meaningful connections.The Moments: Read true stories of people and businesses transformed by BANK-from saving marriages to saving lives.The Movement: Discover how you can be part of a global wave of change-makers using BANK to reshape communication.The Match: Explore how your personal mission contributes to a world-changing cause through the Codebreaker Foundation.This inspiring compilation also features personal stories, insights, and powerful contributions from an incredible lineup of authors who embody the message of human connection, the power of emotional intelligence, and influence.Whether you're a business leader, educator, parent, coach, or just someone who wants to make a difference-Make People Matter will give you the tools and inspiration to unlock human potential, one conversation at a time.Includes bonus access to exclusive tools, training, and digital resources to help you crack the code and live the BANK way.
Roadmap for Success
This book aims to planning allow small businesses to thrive through Thompson's objective is to provide entrepreneurs with an opportunity to plan in a way that is future-proof and professional. An important aspect of the book is to emphasize why planning from scratch and in detail plays a crucial role in whether a business will survive in the future or not. Thompson's years of experience guiding businesses means he is well-equipped to write this guide with authority. If you have a business or are planning to start one but have not given it enough thought, then you should pause for a moment and read this book.You need to know what important planning elements can help make or break your business. So, what are you waiting for? Begin evaluating your strategies and business through this book and save yourself from a disaster waiting to happen.
Brand Strategy
Brand Strategy by C. Whan Park presents a compelling synthesis of how brands are built, positioned, and sustained in competitive markets. Drawing on years of research and academic insight, Park unpacks the strategic foundations of brand identity, brand equity, and the psychological connections that consumers form with brands over time.This book explores core topics such as differentiation, symbolic meaning, brand portfolio design, and long-term positioning. Park also highlights how consumer perceptions, emotional resonance, and value-based branding contribute to strong, resilient brand architectures.Through conceptual models and empirical findings, the book offers a roadmap for developing brand strategies that foster loyalty, increase relevance, and support business growth. It's a must-read for marketing professionals, brand managers, and students of branding who want to understand both the theory and practice behind successful brand-building.Part of the Legend in Consumer Behavior series, Brand Strategy reinforces Park's legacy as a leading voice in brand thought leadership.
Brand Strategy
Brand Strategy by C. Whan Park presents a compelling synthesis of how brands are built, positioned, and sustained in competitive markets. Drawing on years of research and academic insight, Park unpacks the strategic foundations of brand identity, brand equity, and the psychological connections that consumers form with brands over time.This book explores core topics such as differentiation, symbolic meaning, brand portfolio design, and long-term positioning. Park also highlights how consumer perceptions, emotional resonance, and value-based branding contribute to strong, resilient brand architectures.Through conceptual models and empirical findings, the book offers a roadmap for developing brand strategies that foster loyalty, increase relevance, and support business growth. It's a must-read for marketing professionals, brand managers, and students of branding who want to understand both the theory and practice behind successful brand-building.Part of the Legend in Consumer Behavior series, Brand Strategy reinforces Park's legacy as a leading voice in brand thought leadership.
Involvement and Reference Group Influence
Involvement and Reference Group Influence by C. Whan Park examines how personal relevance and social dynamics shape consumer decision-making. This book explores two powerful psychological forces: an individual's level of involvement with a product or brand, and the influence exerted by peers, opinion leaders, and aspirational groups.Park draws on decades of behavioral research to illustrate how highly involved consumers process information differently than those with low involvement, and how reference groups subtly (or overtly) guide preferences, purchases, and brand attitudes. He offers frameworks for understanding when and how social influence becomes most impactful-especially in high-stakes or identity-driven buying contexts.This book is essential for academics, marketers, and behavioral strategists seeking to decode the interaction between internal motivation and external social cues. As part of the Legend in Consumer Behavior series, it underscores Park's enduring contributions to understanding the social and personal factors behind consumer choices.
Decision-making and Choice Decision
Decision-making and Choice Decision by C. Whan Park offers a deep exploration into the psychological mechanisms that drive how consumers evaluate options and make choices. With clarity and academic rigor, Park uncovers the sequential and comparative processes involved in consumer judgments, from initial consideration to final selection.This book examines how individuals assess alternatives, deal with uncertainty, and simplify complex decisions using both analytical and intuitive methods. Park also highlights contextual factors such as framing effects, attribute weighting, and the influence of prior knowledge on decision outcomes.Grounded in empirical studies and theoretical frameworks, the book provides marketers, researchers, and educators with essential tools to understand and predict choice behavior. It explores topics such as compromise effects, choice deferral, and post-decision satisfaction, offering actionable insights for product positioning and marketing communication strategies.As part of the Legend in Consumer Behavior series, this work captures C. Whan Park's significant contributions to decision science and reaffirms his role in shaping the way we understand consumer choice dynamics.
Causes of Brand Attachment and Its Effect on Consumers' Information Processing, Evaluations, and Behaviors
In Causes of Brand Attachment and Its Effect on Consumers' Information Processing, Evaluations, and Behaviors, C. Whan Park explores the psychological drivers behind consumers' deep emotional bonds with brands and how these attachments influence their thoughts, judgments, and actions.Park identifies key factors-such as self-identity, emotional resonance, and symbolic meaning-that cause consumers to form meaningful relationships with brands. He then examines how these attachments impact the way consumers process brand-related information, evaluate competing options, and remain loyal over time.The book bridges emotional branding with cognitive processing, offering a multi-dimensional framework for understanding how affection and loyalty develop and persist. For marketers, brand strategists, and scholars, it provides actionable insights into how brand attachment can shape long-term consumer behavior.As part of the Legend in Consumer Behavior series, this book solidifies Park's reputation as a thought leader in emotional and cognitive branding research.
The Role of Familiarity and Knowledge in Consumer Behavior
In The Role of Familiarity and Knowledge in Consumer Behavior, C. Whan Park explores how a consumer's previous experience and conceptual understanding shape the way they perceive, evaluate, and respond to marketing stimuli. This book presents foundational theories and empirical studies that examine how familiarity with a product, brand, or category reduces cognitive load and influences choice behavior.Park delves into the subtle differences between subjective familiarity and objective product knowledge, showing how each affects recall, judgment, and purchase decisions. The book provides insights into how marketing strategies can leverage familiarity to boost trust, reduce perceived risk, and enhance persuasion.Ideal for researchers, students, and marketers, this book is a vital resource for understanding the cognitive shortcuts consumers use in high- and low-involvement decisions. As part of the Legend in Consumer Behavior series, it highlights C. Whan Park's lasting impact on marketing scholarship and sheds light on the essential role of mental representations in consumer decision-making.
Decision-making and Choice Decision
Decision-making and Choice Decision by C. Whan Park offers a deep exploration into the psychological mechanisms that drive how consumers evaluate options and make choices. With clarity and academic rigor, Park uncovers the sequential and comparative processes involved in consumer judgments, from initial consideration to final selection.This book examines how individuals assess alternatives, deal with uncertainty, and simplify complex decisions using both analytical and intuitive methods. Park also highlights contextual factors such as framing effects, attribute weighting, and the influence of prior knowledge on decision outcomes.Grounded in empirical studies and theoretical frameworks, the book provides marketers, researchers, and educators with essential tools to understand and predict choice behavior. It explores topics such as compromise effects, choice deferral, and post-decision satisfaction, offering actionable insights for product positioning and marketing communication strategies.As part of the Legend in Consumer Behavior series, this work captures C. Whan Park's significant contributions to decision science and reaffirms his role in shaping the way we understand consumer choice dynamics.
Optimizing Service Encounters
Most value creation in services takes place in service encounters -- at the interfaces between customers, employees, and service organizations. However, managers are often unable to effectively optimize them, because their tools either fail to fully comprehend these interfaces, lying therefore on the fringes of the value creation process, or predate digital technologies. Optimizing Service Encounters reviews the recent development of three levers for optimizing service encounters, which lie at the core of the service value creation process and are relevant in a digital world. These include leveraging co-production to innovate in service design, delighting customers through experience design, and fostering employee engagement by putting people first. Given today's abundant datasets and short feedback loops enabling scientific experimentation, the time is ripe for effectively optimizing service encounters.
The Role of Familiarity and Knowledge in Consumer Behavior
In The Role of Familiarity and Knowledge in Consumer Behavior, C. Whan Park explores how a consumer's previous experience and conceptual understanding shape the way they perceive, evaluate, and respond to marketing stimuli. This book presents foundational theories and empirical studies that examine how familiarity with a product, brand, or category reduces cognitive load and influences choice behavior.Park delves into the subtle differences between subjective familiarity and objective product knowledge, showing how each affects recall, judgment, and purchase decisions. The book provides insights into how marketing strategies can leverage familiarity to boost trust, reduce perceived risk, and enhance persuasion.Ideal for researchers, students, and marketers, this book is a vital resource for understanding the cognitive shortcuts consumers use in high- and low-involvement decisions. As part of the Legend in Consumer Behavior series, it highlights C. Whan Park's lasting impact on marketing scholarship and sheds light on the essential role of mental representations in consumer decision-making.
Causes of Brand Attachment and Its Effect on Consumers' Information Processing, Evaluations, and Behaviors
In Causes of Brand Attachment and Its Effect on Consumers' Information Processing, Evaluations, and Behaviors, C. Whan Park explores the psychological drivers behind consumers' deep emotional bonds with brands and how these attachments influence their thoughts, judgments, and actions.Park identifies key factors-such as self-identity, emotional resonance, and symbolic meaning-that cause consumers to form meaningful relationships with brands. He then examines how these attachments impact the way consumers process brand-related information, evaluate competing options, and remain loyal over time.The book bridges emotional branding with cognitive processing, offering a multi-dimensional framework for understanding how affection and loyalty develop and persist. For marketers, brand strategists, and scholars, it provides actionable insights into how brand attachment can shape long-term consumer behavior.As part of the Legend in Consumer Behavior series, this book solidifies Park's reputation as a thought leader in emotional and cognitive branding research.
Involvement and Reference Group Influence
Involvement and Reference Group Influence by C. Whan Park examines how personal relevance and social dynamics shape consumer decision-making. This book explores two powerful psychological forces: an individual's level of involvement with a product or brand, and the influence exerted by peers, opinion leaders, and aspirational groups.Park draws on decades of behavioral research to illustrate how highly involved consumers process information differently than those with low involvement, and how reference groups subtly (or overtly) guide preferences, purchases, and brand attitudes. He offers frameworks for understanding when and how social influence becomes most impactful-especially in high-stakes or identity-driven buying contexts.This book is essential for academics, marketers, and behavioral strategists seeking to decode the interaction between internal motivation and external social cues. As part of the Legend in Consumer Behavior series, it underscores Park's enduring contributions to understanding the social and personal factors behind consumer choices.
Consumer Information Processing
In Consumer Information Processing: Marketing Applications, James R. Bettman bridges the gap between cognitive science and real-world marketing challenges. This book presents actionable insights into how consumers navigate complex information environments-offering marketers practical frameworks for shaping perceptions, influencing preferences, and guiding purchase decisions.Bettman dives into consumer heuristics, brand comparisons, and the effects of information order and format. From packaging to promotions, he reveals how cognitive principles can be applied to optimize messaging, product presentation, and decision environments. This work goes beyond theory to show how information overload, attribute recall, and mental simplification impact marketing outcomes.A must-read for marketers, behavioral strategists, and UX professionals, the book equips readers with evidence-based strategies to improve customer targeting, engagement, and conversion. It is a vital addition to the Legend in Consumer Behavior series, showcasing Bettman's impact on the practice of marketing and the science behind it.
Adaptive Decision Making
Adaptive Decision Making by James R. Bettman explores how individuals and consumers adjust their decision-making strategies based on context, complexity, and evolving goals. Unlike static models of behavior, this book emphasizes flexibility-how people shift between intuitive shortcuts and analytical thinking depending on the situation.Drawing from decades of behavioral and cognitive research, Bettman delves into topics such as dynamic preferences, decision strategies under time pressure, and how feedback influences future choices. He also investigates the role of motivation, learning, and uncertainty in shaping consumer behavior across diverse environments.This book is essential reading for professionals in marketing, behavioral economics, and design who aim to understand how real-world decisions deviate from idealized models. With clear explanations and empirical foundations, Bettman presents a practical framework for interpreting decision-making as a fluid and adaptive process.Part of the Legend in Consumer Behavior series, this book captures the evolution of decision science and offers powerful insights for anyone seeking to influence or predict behavior in an ever-changing marketplace.
B2B Marketing Guidebook - Vol. 2
The future of B2B marketing isn't coming -- it's already here. The second volume of the significantly updated edition of "B2B Marketing" dives deep into the execution layer of modern marketing. This edition is packed with AI/PI-driven methods, advanced digital tactics, and best-in-class case studies from global leading companies such as Daikin, Mayr, Predictores, SK Laser, Thyssenkrupp and W羹rth to help B2B professionals scale growth, deepen relevance, and lead in a data-first world. Whether building a smarter lead generation engine, optimizing touchpoints, embracing account-based strategies, or navigating social selling and influencer marketing, this book provides the frameworks, tools, and insights to turn vision into reality. Readers will learn how to ignite digital growth, master touchpoint performance management, and align content strategy with AI. Essential for CMOs, marketing professionals, strategists, and consultants, this volume is a must-have for moving from theory to results. Volume 1 gave you the roadmap. Volume 2 gives you the tools to drive it.
Consumer Information Processing
In Consumer Information Processing: Marketing Applications, James R. Bettman bridges the gap between cognitive science and real-world marketing challenges. This book presents actionable insights into how consumers navigate complex information environments-offering marketers practical frameworks for shaping perceptions, influencing preferences, and guiding purchase decisions.Bettman dives into consumer heuristics, brand comparisons, and the effects of information order and format. From packaging to promotions, he reveals how cognitive principles can be applied to optimize messaging, product presentation, and decision environments. This work goes beyond theory to show how information overload, attribute recall, and mental simplification impact marketing outcomes.A must-read for marketers, behavioral strategists, and UX professionals, the book equips readers with evidence-based strategies to improve customer targeting, engagement, and conversion. It is a vital addition to the Legend in Consumer Behavior series, showcasing Bettman's impact on the practice of marketing and the science behind it.
Emotion, Adaptive Decision Making, And Consumer Behavior
In Emotion, Adaptive Decision Making, and Consumer Behavior, James R. Bettman offers a groundbreaking look at the interplay between emotion and decision strategies in shaping consumer actions. Moving beyond rational models, Bettman explores how feelings-both conscious and unconscious-impact attention, memory, and the ultimate choices consumers make.This book highlights how emotions can trigger shifts in decision tactics, such as when stress leads to simpler, rule-based choices or when positive moods encourage more exploration. With evidence from psychology and consumer research, Bettman illustrates how emotional states interact with information environments and influence outcomes like brand loyalty, risk perception, and satisfaction.An essential addition to the Legend in Consumer Behavior series, this book is invaluable for anyone in marketing, user experience, or behavioral design who seeks to understand how emotion drives human behavior. Through rigorous research and real-world implications, Bettman provides deep insight into one of the most influential yet often overlooked factors in decision-making: emotion.
Emotion, Adaptive Decision Making, And Consumer Behavior
In Emotion, Adaptive Decision Making, and Consumer Behavior, James R. Bettman offers a groundbreaking look at the interplay between emotion and decision strategies in shaping consumer actions. Moving beyond rational models, Bettman explores how feelings-both conscious and unconscious-impact attention, memory, and the ultimate choices consumers make.This book highlights how emotions can trigger shifts in decision tactics, such as when stress leads to simpler, rule-based choices or when positive moods encourage more exploration. With evidence from psychology and consumer research, Bettman illustrates how emotional states interact with information environments and influence outcomes like brand loyalty, risk perception, and satisfaction.An essential addition to the Legend in Consumer Behavior series, this book is invaluable for anyone in marketing, user experience, or behavioral design who seeks to understand how emotion drives human behavior. Through rigorous research and real-world implications, Bettman provides deep insight into one of the most influential yet often overlooked factors in decision-making: emotion.
Attitude, Identity, and Influence
Attitude, Identity, and Influence by James R. Bettman offers a compelling look into how internal beliefs and social dynamics shape consumer behavior. This book explores the psychological underpinnings of attitude formation, the role of self-concept in brand choice, and how consumers navigate influence from peers, culture, and media.Bettman synthesizes research from social psychology and behavioral marketing to explain how identity-driven motives interact with cognitive processing. Topics include value alignment, attitude strength, resistance to persuasion, and the influence of group norms on purchasing behavior. The result is a rich analysis of how who we are-and who we want to be-affects what we buy.A valuable resource for researchers, marketers, and branding professionals, this book highlights strategies to connect authentically with consumers based on identity relevance and attitudinal resonance. As part of the Legend in Consumer Behavior series, Bettman's work continues to illuminate the complex forces that shape modern consumer decision-making.
Consumer Information Processing
Consumer Information Processing: Decision Making by James R. Bettman provides a pioneering exploration into how consumers perceive, interpret, and respond to information when making purchase decisions. Drawing from cognitive psychology, behavioral science, and marketing strategy, Bettman constructs a detailed framework that decodes the mental models consumers use to evaluate alternatives and make trade-offs. This book dives deep into the mechanics of memory, attention, and learning, showcasing how these processes influence buying behavior across product categories.Ideal for academics, market researchers, and behavioral economists, the book blends empirical research with theoretical models to reveal how consumers process complexity, cope with uncertainty, and adapt over time. It also touches on real-world applications-from advertising effectiveness to digital interface design-offering critical insight for brands looking to influence decision-making pathways.Part of the Legend in Consumer Behavior series, this edition cements Bettman's legacy as a transformative thinker in the field. For anyone studying or influencing consumer behavior, this book remains an essential, research-driven resource.
