Marketing & Sales

An up-to-date and expert strategy guide for winning high-value competitive programs In The Pursuit of High-Stakes Business: The Competitive Discipline Behind Proposals That Win, three members of the senior leadership team at SMA, Inc. – the leading advisor for companies seeking large contracts in the defence, aerospace, and B2B sectors – deliver a detailed strategy guide for organisations engaged in...

Master AI-powered marketing before your competitors make your brand invisible Consumers are asking ChatGPT, Gemini, and Amazon's Alexa for Shopping for brand recommendations and receiving single, decisive answers that bypass traditional marketing entirely. The Answer Economy: How AI Agents Will Decide Your Brand’s Future offers business leaders the roadmap to ensure their brands are the ones AI recommends. Drawing from...

How the best consultants win clients and deals in an oversaturated, disrupted, and AI-accelerated market where business and public policy challenges are as great as they have ever been. The consulting landscape has dramatically shifted: supply exceeds demand, clients are more sophisticated and want results faster, and AI-powered platforms are reshaping almost everything. Rainmaker: How the Best Consultants Think, Act,...

When Mary Kay Ash founded her company, Beauty by Mary Kay, in 1963, women had limited options in a male-dominated business world. By the 1970s, the cosmetics and skincare company had a salesforce of tens of thousands and became the first woman-founded firm listed on the New York Stock Exchange. Mary Kay and the pink Cadillac turned into cultural icons,...

The network marketing leadership book that finally names what fear-led growth costs — and what becomes possible when love and calling lead instead. You did everything right. You showed up. You stayed consistent. You built something that looks like success from the outside. So why does it feel like you’re slowly disappearing inside of it? If you’ve ever felt like...

Master the Full Innovation Lifecycle: Mindset, Methods, Metrics, Growth and Purpose Stop guessing. Start designing. This premium five-book box set is the most profound collection of actionable tools and methods available today for innovation managers, business leaders, and foresight specialists. It represents the culmination of Michael Lewrick’s groundbreaking methodology, taking you on a journey from the initial creative spark to...

With online shopping more prevalent than ever, the role of the high street is changing, and with it, brands must also change in order to not only survive but thrive. Whilst the rise of online retail has been unstoppable in recent years, we have also seen a resurgence of interest by shoppers in physical spaces for brands. However, consumers are...

Celebrate Twenty Years of Proven Client-Attraction Strategies That Fill Your Calendar In Book Yourself Solid: 20th Anniversary, readers will discover the core principles that have helped hundreds of thousands of service professionals build thriving, referral-driven practices over the past two decades. This landmark edition brings together the time-tested strategies that still work today. It shows you how to attract ideal...

Who is McLaren's greatest nemesis? What disappoints Ocado about their competitors? What wakes Google up at 4am? Why does Wimbledon sweat the small stuff? Wild Thinking will provide readers with the confidence to run their business differently, through unique access to thinking from the most original organisations in business today. The most successful businesses in the world are singular in...

Accountants and bookkeepers are working long hours but not making the profits they should. A value pricing strategy can lead to better prices for accounting professionals and better results for their clients. The concept of value pricing is simple to understand, but many accountants struggle with the price conversation and lack the confidence to charge higher prices. Value Pricing for...

Growing a business is a team sport, and Revenue Operations—the number one fastest-growing job on LinkedIn—is how you can deliver that growth. Learn how to bring revenue-generating teams, business context, and technology together to build a high-achieving, predictable, and scalable revenue machine. The Revenue Operations Manual takes you through every aspect of this evolving function, whether that’s understanding what exactly...

Reads like a thriller. An essential epic for anyone interested in Swiss economic history. Le Temps Discover the fascinating story behind Rolex, the world's most iconic luxury watch brand. In The Making of a Status Symbol, acclaimed business historian Pierre-Yves Donzé offers a captivating and deeply researched exploration of how a small Swiss watch company transformed itself into a global...

Understand how to reach and engage with the modern buyer using this bestseller. Social Selling outlines how to implement a social selling strategy and drive revenue, competitive advantage and market share through social networks. Social Selling is a practical, step-by-step blueprint on how to create digital communities and build and turn relationships into sales online. Featuring checklists, tips and examples...

While rooted in traditional marketing principles, successful fashion marketing presents a unique set of opportunities and challenges. Marketing Fashion: A Cross-Cultural Perspective, second edition, presents marketing theories and practices as they specifically relate to apparel, home goods, and other design-driven products. Using a variety of contemporary examples, the text details how fashion marketers develop and apply marketing strategies that meet...

Designed for first-year students, Elliott's Marketing, 6th Edition offers students the perfect mix of marketing theory, strategy, and practice. This concise yet comprehensive title contains an abundance of real-world insights, explanatory diagrams, and practical examples to clarify foundational marketing concepts. Students using Marketing, 6th Edition will gain understanding and the requisite tools to practically apply their knowledge and skills throughout...

Following up on the best-selling Bibliotheca Universalis logo manual, this second volume focuses on corporate identity. In a globalised world, more and more symbols convey values such as trust, quality, or reliability. This catalogue comprehensively breaks down how texts, images, and ideas are condensed into distinctive brands. From airlines and groceries, sportswear and computers, museums, and magazines, to car brands,...

What do Coca-Cola, McDonald's, IBM, Microsoft and Virgin have in common? Yes, they are all global giants, but what they are less recognised for are all those branded products they've launched that have bombed — spectacularly and at great cost. Brand Failures takes a riveting look at how such disasters occur. In this new updated edition of the classic Matt...

Military Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent. Smart, competent, and capable people are rare and in high demand. Every organisation, from commercial enterprises, healthcare, non-profit, sports, and education, to the military, is in an outright battle to recruit and...

In the complex landscapes of multiple global crises, the book unfolds as a panoramic journey through the intricate pathways of women and power, weaving a tapestry that transcends crises and ushers in a transformative vision of a just world. Against the backdrop of a patriarchal history steeped in autocratic power practices, the author urges us to recognize, understand, and redefine...

In the complex landscapes of multiple global crises, Women, Power and the Economy unfolds as a panoramic journey through the intricate pathways of women and power, weaving a tapestry that transcends crises and ushers in a transformative vision of a just world. Against the backdrop of a patriarchal history steeped in autocratic power practices, the author urges us to recognise,...

Capture ROI from the shift towards wellness-focused ultra-luxury travel. Ultra-Luxury Travel is a strategic blueprint for executives, investors, and senior decision-makers who want to align with a new era of high-value hospitality. Author Benjamin Bryant draws on decades of experience with 65 islands worldwide and partnerships with brands such as Visit Maldives, Six Senses, and The Ritz-Carlton to reveal how...

Develop a sustainability communication strategy that applies clear principles, builds credibility, and delivers messages that move both business and sustainability goals forward. Sustainability Storytelling is a practical guide for mid to senior-career communication, marketing, and sustainability professionals who want to develop compelling, credible, compliant, and impactful sustainability narratives. As organisations face rising regulatory pressure, shifting consumer expectations, and increasing scrutiny...

Deliver strategic change communication that strengthens leadership credibility, protects organisational stability and delivers informed results. Successful Change Communication equips senior communication and HR leaders with proven tools for navigating high-impact transformation. As organisations face restructures, leadership transitions, rebrands, ownership changes and AI-driven disruption, this book provides a clear governance-led model for designing communication that reduces risk, protects trust and aligns...

Completely revised and updated to match current needs, especially after COVID, Strategic Marketing Management in Asia was written with the special purpose of creating a unique marketing management offering that would be contextually relevant, adding value for Asian students interested in understanding the basics of marketing. Asia comprises more than 60 percent of the global population, living in 51 sovereign...

Unlock the secrets to building standout brands in the rapidly evolving global travel industry. This comprehensive playbook delivers proven strategies for brand differentiation. Strategic Branding in Tourism is an essential guide for mid to senior level industry professionals seeking to build distinctive brands and capture a greater share of the rapidly evolving global travel market. This book offers a unique...

The ideal textbook for understanding how social media shapes consumer behaviour and marketing strategy. Social Media Marketing by Zizheng Yu and Hyunsun Yoon provides undergraduate students with a comprehensive introduction to the theory and practice of social media in contemporary marketing. Ideal for modules in digital and social media marketing, it equips learners with the analytical, strategic, and creative skills...

All businesses have customers, but how many of them deliver unforgettably good customer service? Customer experience expert and author John R. DiJulius reveals the hidden systems of the few exceptional companies that do: what actions they take behind the scenes to consistently surpass customer expectations. These organisations reap the benefits of greater customer loyalty, exponentially expanded referral networks, lower employee...

Welcome to a transformative exploration of cutting-edge strategies and innovative methodologies in Sales and Marketing - Advanced Techniques. In a dynamic business landscape, staying ahead requires not just expertise but a keen understanding of the evolving trends shaping the industry. This manual is your key to unlocking the intricate world of advanced sales and marketing, offering a comprehensive guide that...

If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions—the ones that uncover a customer's real needs—you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help...

Pedagogies of Value explores how China is reshaping global hierarchies of worth. Through ethnographic research among marketers, consultants, and brokers who promote foreign goods in Shanghai, Beijing, and beyond, this book investigates how value is taught, contested, and transformed in everyday encounters. From luxury brands and consumer ethnography to real estate, wine, and organic food, the book reveals how foreign...

Learn how to clean, organise and understand your data so your marketing and sales work smarter, not harder. Optimizing Sales and Marketing Data is a clear, friendly guide for early-career professionals who want to build confidence with data and learn the essentials of fixing common data problems. If you're just starting out in sales or marketing and need simple steps...

Develop a marketing strategy that applies neuroscience principles to improve engagement, optimise campaigns and elevate your professional impact. Neuromarketing is a practical guide for mid-career marketers who want to strengthen credibility and develop campaigns grounded in how people actually think, feel and decide. As competition intensifies and consumer behaviour becomes harder to predict, this book shows how to implement evidence-based...

This concise introduction to marketing essentials provides a grounding in the key concepts of the subject and the contexts in which they operate. Considering how the organisation must deal clearly with the contrasting value needs of both consumer and customer, the text views marketing through three topical lenses: technology, responsibility and employability. This provides a unique contemporary approach for today's...

A five-step strategy for turning a commodity into a necessity. When products and services become interchangeable, price becomes the ultimate determinant for consumers. Indispensable shows businesses how to break out of that cycle by using The Five Drivers—a strategy that takes companies to the next level of performance. Renowned business consultant Joe Calloway looks at how real companies have made...

The ebook edition of this title is Open Access and freely available to read online. Festschrift of Edward L. Fink, Ph.D. honours the life of Dr. Edward L. Fink, Professor Emeritus and former Laura H. Carnell Professor of Media and Communication at Temple University, and Professor Emeritus from the University of Maryland. Dr. Fink spent more than fifty years as...

This is a key textbook for understanding fashion marketing in a global, digital and sustainable era. Fashion Marketing by Jo Wiltshire and Catrin Cousins offers undergraduate and postgraduate students a comprehensive introduction to the principles, practices and contemporary challenges of marketing within the fashion industry. Taking a holistic view of the fashion landscape, this textbook explores the full spectrum of...

This textbook provides step-by-step guidance for planning, designing and delivering successful events. Written by authors with extensive industry experience of working on a wide spectrum of events, Event Planning and Management presents a clear and comprehensive model for event planning. This textbook looks at how to: - Research, develop and plan, including selecting a venue - Market and promote for...

While scholars have long considered how political messages make people feel, changes in the media environment have given people unprecedented access to the expressed emotions of others. Through both contemporary news stories and social media, people now learn how others – often strangers – feel about political events. Do people believe in the sincerity of these expressed emotions? To answer...

Some businesses engage in "greenwashing" or "shared washing," creating a misleading eco-friendly image to deceive consumers into thinking their services are environmentally friendly. As people become more aware of their environmental impact, scrutiny of these deceptive practices in the shared economy has increased. This phenomenon skews public perception, making companies seem more environmentally conscious than they actually are. Eco Illusions:...

Today drag has an unprecedented mass cultural appeal. Reaching far beyond traditional queer venues and audiences into the mainstream, it has evolved into a booming industry worth millions of dollars. Drag is art, politics, lifestyle and entertainment all in one. Yet, studies examining its market value as a product, brand or consumption practice remain scarce. This interdisciplinary collection fills that...

Deliver sustainable tourism results through informed leadership, stronger governance, and long-term value creation. Destination Stewardship provides senior tourism executives, policymakers, and destination leaders with proven tools for rethinking growth, protecting assets, and securing the future resilience of their visitor economies. As global destinations confront environmental strain and cultural erosion, this book outlines a strategic model for reshaping tourism around stewardship,...

Creative Research Communication is aimed at researchers interested in engaging the public with their research and postgraduate students exploring the practical aspects of research communication. This book provides a theoretically grounded introduction to a wide range of approaches to public engagement and research communication. Split into three sections, the reader first explores the historical approaches and current drivers for public...

Corporate Marketing Strategy offers a comprehensive treatment of the nature of relationships between companies, brands, and stakeholders in different regions of the world. The timely collection will serve as an important resource for international marketing and brand practitioners, who require more than anecdotal evidence on important aspects relating to companies' strategy, brands, identity, stakeholders, and reputation. The authors have blended...

This innovative research monograph explores the nuanced relationship between artificial intelligence, trust dynamics, and value creation in modern organisations. Drawing on rich theoretical foundations and careful empirical analysis, the authors survey how AI technologies are reshaping our understanding of trust and value creation in organisational settings, offering fresh perspectives on these evolving phenomena. AI, Trust and Business Models makes a...

Learn how to apply AI effectively, ethically and at scale throughout PR processes and strategies. AI for Public Relations is a practical guide for mid-career PR managers and agency professionals who want to build credibility and integrate AI tools into everyday practice. As AI reshapes content creation, planning, measurement, and reputation management, this book shows how to apply proven principles...

This textbook is ideal for learning and understanding more advanced data and analytical techniques in marketing analytics. Advanced Marketing Analytics by Nasir Salari provides postgraduate students with a clear and comprehensive pathway through the advanced concepts, methods and applications that define modern marketing analytics. Designed for students undertaking marketing analytics courses or degrees, it supports learners in developing critical data...

OVER 300,000 COPIES SOLD!! Number 1 Amazon BEST SELLER over the last 74 weeks! I took home more in a year than the CEOs of McDonalds, IKEA, Ford, Motorola, and Yahoo ... combined ... as a kid in my twenties ... using the $100M Offers method. It works. And it will work for you. Not that long ago though, my...

In today’s tech-infused workplace, human creativity is the key to public relations writing that will set you apart from the crowd. Effective PR writing goes beyond templates and traditional techniques to focus on purposeful messages that build trust, foster human relationships, and resonate across diverse audiences. Using AI as a coworker can speed execution and assist with editing, but you...

Taking a refreshingly non-technical approach, this textbook gives students a concise overview of the marketing research process. This text equips students with the skills needed to interpret research and use their findings to effect meaningful change. Keeping digital data and internet research at its heart, it details the main stages of the research process, covering both quantitative and qualitative methods....

This concise introduction to marketing essentials provides a grounding in the key concepts of the subject and the contexts in which they operate. Considering how the organisation must deal clearly with the contrasting value needs of both consumer and customer, the text views marketing through three topical lenses: technology, responsibility and employability. This provides a unique contemporary approach for today's...

Getting internal communication right starts with having a clear strategy. Internal Communication Strategy is your all-in-one guide to designing, developing, and delivering an effective internal communication strategy that will inspire and motivate your employees. Written by award-winning communications professional Rachel Miller and featuring key insights from companies such as Marks & Spencer, Hilton, BBC, and The Met Office, this book...

With the rise of AI, the excess of distribution channels, and the focus on tracking every touchpoint to drive revenue, consumer trust is at an all-time low. To restore trust, brands need to create delightful, seamless, and impactful journeys to connect with the humans behind the screen. Human-Centered Marketing introduces three frameworks to help mid-senior-level marketers find, connect with, and...

Relationships are the foundation of our long-term business success. The problem is a million things get in the way: "I don't have enough time." "I don't want to be a nag." "They are super busy right now." And the biggest one—"I'm just not good at this." There's a simple solution to breaking through all this noise: Giving. When you focus...

Future First is a practical guide for any business leader who wants to build, expand, or reinvent their company by finding new value in global challenges. Traditional companies often view issues like income equality, global warming, and resource scarcity as "problems." By contrast, future first leaders understand them as opportunities, as innovation challenges. Through real-life business examples ranging from Nike...

With an expanding awareness of the challenges of sustainability, featured more in the daily news than in higher education textbooks, scholars and faculty have been called to connect their syllabi to the ‘real world’. Developing a Sustainability Mindset in Management Education doesn’t just offer the ‘why’; it offers the ‘how’ through presenting the definition and model of the ‘sustainability mindset’...

With more people involved in B2B buying decisions and key accounts becoming more complex than ever, it's imperative to have clear visibility into who the decision makers are and a strategy for how you will engage with them. Building B2B Relationships presents a step-by-step guide to identifying, mapping and developing key stakeholder relationships, helping you to win more and win...

As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's...

What if selling wasn’t about pressure — but persuasion? In this unapologetically direct and high-energy guide, real estate mogul Zed Nasheet reveals the mindset, strategies, and real-world tactics behind closing deals, mastering negotiation, and building a powerful personal brand in today’s competitive market. From reading the room and influencing decisions to leveraging social media and creating unstoppable momentum, The Art...

We are entering the age of sustainability – a business era where every company, big and small, must adapt its way of doing business to meet the realities of climate change, a finite supply of natural resources, evolving attitudes about inequality, increasing digitisation and automation. At the same time, companies must meet the demands of consumers as they adjust to...

Proven blueprint to master the art of sponsorships and start signing million-dollar deals The Sponsorship Bible: The Proven Framework for Winning Marketing Partnerships Across Any Industry shatters the mystery surrounding lucrative partnerships with a revolutionary methodology that transforms sponsorship from haphazard logo-slapping into a precision-engineered revenue machine. Drawing on strategies implemented by thousands of real-world clients, this book reveals the...

Internal communication professionals and HR professionals need to know how to plan, devise and deliver successful change communication. However, many practitioners struggle to know how to communicate change, how to start and how to counteract the impact of previous changes. Change is an incredibly broad term and encompasses various scenarios. Successful Change Communication guides practitioners through the twists and turns...

Artificial Intelligence is rapidly transforming every single industry, and public relations is no exception. This book provides agencies and practitioners with the guidance they need to embrace the change in order to both create efficiencies and manage risk. Developed by leading practitioners and academics, AI for Public Relations addresses the urgent need for practical guidance on how to embrace and...

A SHORT COURSE IN CUSTOMER CARE BASICS. 7 Lessons in Customer Care is a quick course in looking after people, giving you everything you need to know in just seven short chapters. From interacting with customers to communication excellence, you'll discover how closely allied customer care is to marketing and how to manage the messages your organisation is sending out...

The marketing playbook that millions of companies adopted just broke -- Loop reveals the AI system replacing it. If your marketing strategy stopped working, the problem isn't you. The problem is that AI broke the system every playbook was built on -- and nobody has replaced it. Until now. Kipp Bodnar and Kieran Flanagan built the marketing framework that millions...

From the author of New Rules of Marketing & PR, a bold guide to converting customer passion into marketing power. How do some brands attract word-of-mouth buzz and radical devotion around products as everyday as car insurance, B2B software, and underwear? They embody the most powerful marketing force in the world: die-hard fans. In the second edition of this essential...

In Authentic PR: How Transparency Can Transform Your Business, legendary publicist Michael Levine—author of the bestselling Guerrilla PR—shows why honesty, candour, and vulnerability are now the most powerful tools in the communications arsenal. In an era when consumers can spot spin a mile away, authenticity isn’t just a buzzword—it’s a survival strategy. From Fortune 500 companies to mom-and-pop shops, Levine...

The PR Bootcamp is the ultimate toolkit for businesses who want to raise their profile, get featured in the media and boost credibility around their brand. It offers invaluable insights on how to create a successful, objectives-driven PR strategy—without the price tag of an agency—that supports your business goals. This do-it-yourself guide is perfect for businesses, entrepreneurs and founders alike,...

How the Apple Store changed shopping forever – one customer at a time. In Shop Different: A Retail Story, visionary retailer Ron Johnson reveals the untold story of how he and Steve Jobs created the Apple store. From the first store’s opening to a global empire of over 500 locations, Johnson shares a behind-the-scenes look at iconic moments, including the...

Fifteen principle-based strategies that separate digital marketing leaders from algorithmic sameness When AI has commoditised "good enough" marketing and every competitor uses the same tools, strategic clarity becomes the differentiator. In The Digital 15: Immutable Principles Every Marketer Must Know, Chris Aarons, Wall Street Journal bestselling author and UT Austin marketing professor, delivers fifteen battle-tested principles drawn from 25-plus years...

This book explores data science in practice through an ethnographic study at a global marketing technology and research firm. The book shows that, while businesses have embraced data science methods to understand markets and consumers, in practice they produce too much information. Consequently, they must be combined with creative practices that simplify and make sense of analytics. Cluley shows that...

Implement a digital communications strategy that boosts engagement, retention and productivity in a hybrid workplace. Digital Communications at Work is the practical guide for internal communications managers, HR business partners and mid-level leaders who want to optimise how employees connect, collaborate and access essential information. Written by two leading digital communications experts, it combines proven principles, actionable frameworks and real-world...

Build a customer culture that drives consistent, human-centred business results. Customer Passion by Steven Van Belleghem is a practical, evidence-based guide for managers, team leads and business strategists who want to translate customer-centric principles into measurable performance. Moving beyond theory, it offers a framework for embedding customer-first behaviour into everyday operations through 101 actionable steps, proven strategies and real-world case...

Kick your bad habits—and CLOSE MORE SALES! “I love this book, especially the importance of empathy—care enough about what you are selling to personalise its value to your customer!”—Jim Farley, VP Global Marketing, Ford Motor Company “In over 20 years of sales leadership, I had yet to see someone describe self-improvement through the elimination of existing behaviours rather than the...

Here is the bestselling guide that created a new game plan for marketing in high-tech industries. Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It's essential reading for anyone with a stake in the world's most...

From the author who defined the Experience Economy comes the next big shift: the Transformation Economy. A fundamental economic shift is emerging. Goods, services, even memorable experiences, are no longer enough to attract and keep your customers. Customers are clamouring to change, eager to reach their aspirations and to become better versions of themselves. Welcome to the Transformation Economy. To...

Put customers at the core of your business. If you read nothing else on marketing, read this book. We've chosen a new selection of current and classic Harvard Business Review articles that will help you connect better with your established customers, develop offerings that attract new ones, and unlock opportunities for growth. This book will inspire you to: Align your...

Despite massive investments, sustainable business still isn't very profitable for most companies. Here's a fresh approach for resetting sustainability for customer value and profitability. Store aisles packed with products labelled 'environmentally friendly'. Businesses scrambling to respond to stakeholder demands that they make their operations sustainable. Ads touting green credentials for all kinds of enterprises. For a long time now, this...

The New York Times bestseller that explains why certain products and ideas become popular. "Jonah Berger knows more about what makes information 'go viral' than anyone in the world." --Daniel Gilbert, author of the bestseller Stumbling on Happiness What makes things popular? If you said advertising, think again. People don't listen to advertisements, they listen to their peers. But why...

If you’re tired of chasing clients, second-guessing your scripts, and waking up to another month of unpredictable income… this book is your breakthrough. Whether you’re an entrepreneur, coach, or small business owner, the struggle is the same: how do you consistently attract clients without pressure, burnout, or gimmicks? You don’t have to pressure to sell—you just have to Teach to...

An exciting introduction to agency life, this insider’s view of professional PR firms equips you to create a successful career in the industry. Authors Regina Luttrell, Luke W. Capizzo, and Adrienne A. Wallace highlight real-world examples from the field and engage with current practitioners to help you enter the agency world and bridge the critical gap between college and professional...