Daum / Turner Roar! Get Heard in the Sales and Marketing Jungle

A Business Fable
1. Auflage 2010
ISBN: 978-0-470-60986-6
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 232 Seiten, E-Book

Don't just get your message out. ROAR it out!
In this captivating parable, you'll follow Ryan Miller, anexecutive struggling with reduced sales in a challenging economy.Ryan is mentored by his old Livingston, New Jersey high schoolfriend, Lenny Bernstein, now a Hasidic Jew in Brooklyn having greatsuccess in his packaging business. Over a series of lunches aroundNew York City, Lenny shares the key insights that have driven hissales through the roof, while allowing him to run his businessefficiently-and still have plenty of time for family. Lennyexplains the simple mnemonic R-O-A-R
* Recognize the four types of buyers
* Observe from the buyer's perspective, and adapt yourmessage
* Acknowledge the buyer's special wants and needs
* Resolve the buyer's issues
Praised by renowned money manager Ken Fisher, Roar! givesyou a 3,500-year-old sales secret that has never before beenarticulated in a business context, one you can use to recharge yoursales operation and revitalize both your business and your life. Itmay be a jungle out there, but it's a little less scary once youknow how to ROAR!

Autoren/Hrsg.

Daum, Kevin

Turner, Daniel A.

Inhaltsverzeichnis

Chapter 1 The Meeting.
Chapter 2 Visiting the V.P.
Chapter 3 Following Up.
Chapter 4 The 3,500-Year-Old Process.
Chapter 5 The Wise Buyer.
Chapter 6 The Cynical Buyer.
Chapter 7 The Simple Buyer.
Chapter 8 The Disinterested Buyer.
Chapter 9 The Referral.
Chapter 10 The Sales Call.
Epilogue.
Summary of ROAR! Concepts.
Integrating the ROAR! Approach.
Our Inspiration.
Acknowledgments.
About the Authors.
Bonus Chapter and Coupon.

Über Autor(innen)

Kevin Daum is the founder of TAE International, a marketingconsultancy that helps companies deliver The Awesome Experiencethrough compelling messaging, intentional marketing, and memorabledelivery. He has a degree in theatre and is an Inc. 500entrepreneur whose sales and marketing techniques resulted in morethan $1 billion in sales. Kevin is a graduate of the MITEntrepreneurial Executive Leadership program, a former board memberof the Entrepreneurs' Organization (comprising 7,200 CEOs), and theNational Columnist for Smart Business magazine. Kevin and his teamof consultants deliver programs on customer experience, marketing,and creativity. Visit Kevin online at www.KevinDaum.com.
Daniel A. Turner is President and founder of TCG, an Inc.500 company that has saved taxpayers over $250 million. Dan is onthe board of the Entrepreneurs' Organization and is a graduate ofthe MIT Entrepreneurial Executive Leadership program.