Títulos em Marketing e Vendas

The groundbreaking bestseller from iconic behavioral psychologist Dan Ariely, now the inspiration for the Fall 2023 NBC show The Irrational “A marvelous book that is both thought provoking and highly entertaining, ranging from the power of placebos to the pleasures of Pepsi. Ariely unmasks...

Why do so many innovation projects fail? What are the root causes of failure? How can they be avoided? Since 1991, Tony Ulwick has pioneered an innovation process that answers these questions. In 1999, Tony introduced Clayton Christensen to the idea that "people have underlying needs or processes in their lives, that they are addressing in some way right now" - an insight that was to become the Jobs-to-Be-Done theory.

A smart and funny book by a prominent Harvard psychologist, which uses groundbreaking research and (often hilarious) anecdotes to show us why we’re so lousy at predicting what will make us happy–and what we can do about it. Most of us spend our lives steering ourselves toward the best of all possible futures, only to find that tomorrow rarely turns out as we had expected. Why? As Harvard psychologist Daniel Gilbert explains, when people try to imagine what the future will hold, they make some basic and consistent mistakes.

The Brand Gap is the first audiobook to present a unified theory of brand-building. Whereas most books on branding are weighted toward either a strategic or creative approach, this audiobook shows how both ways of thinking can unite to produce a “charismatic brand”—a brand that customers feel is essential to their lives.

Aaker on Branding distills the most essential branding principles from David Aaker’s extensive works, offering a comprehensive guide to building a strong, enduring brand. This compact resource provides businesses with actionable insights on brand strategy, brand portfolios, and brand management, addressing key branding challenges and offering a road map to prioritize and apply Aaker’s concepts effectively.

Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It's no wonder many companies are seeing 50 percent or more of their salespeople miss quota.

Productize draws on the 25+ years of experience that Eisha Armstrong has in successfully creating, launching and growing productized services. Eisha knows what works and what doesn't and she is passionate about making sure organizations learn from each other and avoid reinventing the wheel.

TODOS SOMOS VENDEDORES! Você pode não saber vender ou até não se achar vendedor. Mas, em algum momento, você já foi um. Vender deixou de ser a troca de produtos ou serviços por dinheiro e tornou-se encantamento, conquista, fidelização e alinhamento de interesses. Mais valioso do que ter estoque é criar uma marca e ser o protocolo de solução para seu público-alvo. No entanto, como fazer isso

Cold calling is painful and uncomfortable for every single salesperson on Earth. The average seller makes a couple dials, hits 6 voicemails, and gives up the moment a prospect hits them with a nasty objection. But every time you decide to pick up the phone in spite of the suck, you separate yourself from the folks who quit. That's when you get ahead on the leaderboard. Cold calling sucks. And that's why it works. While most books are a 400-page exercise in academia, we have 4 promises to make this the most actionable sales book you've ever heard of.

World-renowned product positioning and marketing expert April Dunford knows that standing out in a crowded market is the key to getting sales. In Sales Pitch, she shows entrepreneurs, salespeople, marketers, and business leaders how they can achieve success by building a narrative that clearly communicates how your product is different and better than anything else on the market.

Emotions are inseparable from how we humans think, choose, and act. In Emotional Design, cognitive scientist Don Norman shows how the principles of human psychology apply to the invention and design of new technologies and products. In The Design of Everyday Things, Norman made the definitive case for human-centered design, showing that good design demanded that the user's must take precedence over a designer's aesthetic if anything, from light switches to airplanes, was going to work as the user needed.

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.

Este audiolivro mostra como dar um fim à famosa cultura do “empurra”, revelando—na teoria e na prática—como os vendedores podem atuar com foco total nos clientes de forma a conquistar a atitude compradora deles. Recheado de questões para debate em cada capítulo, o audiolivro aborda assuntos como: os fundamentos do processo de vendas; como criar empatia na sua relação com o cliente; a evolução, a convergência e as diferenças das técnicas de vendas ao longo do tempo; as boas práticas de atendimento; como construir uma proposta de valor, entre muitos outros.

From the creator of Product Launch Formula: a new edition of the number one New York Times best-selling guide that's redefined online marketing and helped countless entrepreneurs make millions. The revised and updated edition of the number one New York Times best seller Launch will build your business - fast. Whether you've already got an online business or you're itching to start one, this is a recipe for getting more traction and a fast start.

¿Sabías que entre el 70 y el 90 porciento de las startups fracasan? Si eres un empresario y no quieres formar parte de las estadísticas, entonces este audiolibro es para ti. La solución radica en comprender cómo aplicar las reglas que los comerciantes profesionales han empleado durante generaciones. Necesitas un medio a través del cual transmitir el valor de tu producto a la gente. Lleno de ejemplos del mundo real y consejos prácticos, este audiolibro es perfecto para las nuevas startups o aquellas existentes que desean aumentar su base de clientes.

You know your product is awesome, but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn’t a matter of following trends, comparing yourself to the competition, or trying to attract the widest customer base. So, what is it? April Dunford, positioning guru and tech executive, will enlighten you.

The foremost authority on innovation and growth presents a path-breaking book every company needs to transform innovation from a game of chance to one in which they develop products and services customers not only want to buy, but are willing to pay premium prices for. How do companies know how...

For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions.

Winning today isn't about beating the competition at the old game. It's about inventing a whole new game - defining a new market category, developing it, and dominating it over time. You can't build a legendary company without building a legendary category. If you think that having the best product is all it takes to win, you're going to lose. In this farsighted, pioneering guide, the founders of Silicon Valley advisory firm Play Bigger rely on data analysis and interviews to understand the inner workings of "category kings".

As Al Ries and Jack Trout - the world-renowned marketing consultants and best-selling authors of Positioning - note, you can build an impressive airplane, but it will never leave the ground if you ignore the laws of physics, especially gravity. Why then, they ask, shouldn’t there also be laws of marketing that must be followed to launch and maintain winning brands? In The 22 Immutable Laws of Marketing, Ries and Trout offer a compendium of 22 innovative rules for understanding and succeeding in the international marketplace.