Exploring Top Books of Shelfari

How Customers Think: Essential Insights into the Mind of the Market

How Customers Think: Essential Insights into the Mind of the Market

by Gerald Zaltman

A New Approach to Understanding How-and Why-Customers Buy Despite the resources spent on market research, nearly 80 percent of new offerings fail. The pattern is predictable: Customers say they want something, companies create it, and once it's available, customers don't buy it. Why? Is it because customers just don't know what they want? Gerald Zaltman sorts through this puzzle and concludes that, at some... (more)

Managing the Customer Experience: Turning Customers into Advocates

Managing the Customer Experience: Turning Customers into Advocates

by Shaun Smith

How much more profit could you make if you had customers who couldn't imagine doing business with anyone but you? In your dreams! Tell that to Virgin Atlantic or Harley Davidson. How great would life be if 40% of your new business simply knocked on your door without you having spent a cent advertising for it? Impossible! Tell that to First Direct. The companies in this book have managed to turn customers into... (more)

What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales

What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales

by Ram Charan

From the bestselling author of What the CEO Wants You to Know: How to rethink sales from the outside in More than ever these days, the sales process often turns into a war about price—a frustrating, unpleasant war that takes all the fun out of selling. But there’s a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business... (more)

Mass Affluence: Seven New Rules of Marketing to Today's Consumer

Mass Affluence: Seven New Rules of Marketing to Today's Consumer

by Paul Nunes

How to Capture Today's Biggest Untapped Market Forget mass customization and microsegmentation. Winning in today's business world requires a return to an approach abandoned by marketing experts decades ago. Mass marketing is back, say Paul Nunes and Brian Johnson-but with a new target and a fresh approach that companies ignore at their peril. While the mass-marketing concepts of the 1950s consisted of... (more)

Buying Trances: A New Psychology of Sales and Marketing

Buying Trances: A New Psychology of Sales and Marketing

by Joe Vitale

Praise for Buying Trances "The genius of Joe Vitale has never shone brighter. This thoroughly documented and easy-to-read book is the first of its kind. Vitale gives you the keys to their minds. All you have to do is turn the keys. They said 'yes' to you long before you said a word and they were begging to buy from you shortly after you uttered your first sentence. Buying Trances is an exciting ride to... (more)

Customer Experience Management: A Revolutionary Approach to Connecting with Your Customers

Customer Experience Management: A Revolutionary Approach to Connecting with Your Customers

by Bernd Schmitt

In this follow-up to his bestselling book Experiential Marketing, Bernd Schmitt introduces the five-step CEM process, a comprehensive tool for connecting with customers at every touch-point. A must-read for senior executives, marketing managers, and anyone charged to drive growth and spur change. PRAISE FOR Customer Experience Management "In all his work Bernd Schmitt sets about scraping away the... (more)

Clued In: How to Keep Customers Coming Back Again and Again

Clued In: How to Keep Customers Coming Back Again and Again

by Lewis P. Carbone

Every customer has an experience with a product, service, or brand--good or bad. But few businesses know how to systematically manage customer experience, so they lose their best opportunity to leverage the long-term value of their customer relationships. Now, one of the field's top consultants shows how to engineer customer experiences from start to finish. Experience Engineering founder/CEO Lou Carbone draws on... (more)

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