Who Really Determines the Success of Your Business
Author: Aaron Shapiro
Publisher: Penguin UK
Category: Business & Economics
Boardroom conversations are adapting to a new and brutal reality; there is no such thing as an offline business. And if you don't embrace digital, you'll be out of business altogether. Blockbuster, AOL, Yahoo and Borders were all unstoppable, but they didn't see the new economic order coming. Google, Facebook, Groupon, and Twitter barely existed at the turn of the millennium, but are now rocketing ahead. Aaron Shapiro is CEO of HUGE, the leading digital agency which builds and operates websites that handle 150 million users a month and bring in $1.2 billion annually for their clients. That's the GDP of a small country. He thinks constantly about the most pressing issue in business today: how can businesses can use digital to thrive? Shapiro has studied what the businesses succeeding today have in common, and in Users First, Customers Second, he teaches us to recognise that it's not just customers who interact with the digital version of our organisations. The businesses who are now roaring ahead put the interests and the digital experience of all of their users - employees, business partners, media and anyone else who interacts with you through digital channels - ahead of everything else, including their paying customers. In a world were we are all users you have a choice: you can be sure that people are using your digital ecosystem, or you can be irrelevant.
Organizational Cultures That Win in the New Era and How to Create Them
Author: Sara Roberts
Publisher: BenBella Books
Category: Business & Economics
Leaders have talked about the importance of corporate culture for decades, but the success of iconic companies like GE, Apple, and Google shows how culture is a strategic lever that can be utilized for driving growth, change, and innovation. In this new age of globalization, rapid technology shifts, and constant disruption, the 21st century marketplace is more volatile and uncertain than ever. To thrive, businesses need a new kind of emphasis around culture. Sara Roberts, former CEO and founder of Roberts Golden and a seasoned executive consultant to dozens of Fortune 500 companies and CEOs, sees how flourishing companies—from established market leaders to the surprising upstarts—share three distinct attributes: Nimble: They are much faster and more agile than ordinary organizations Focused: They use their sense of purpose as a lens to understand and meet the needs of customers and markets Feisty: They play big and act bold to capitalize on advantages and out-muscle the competition For successful companies in this new era, culture is not about playing defense but about going on offense. It’s purposely designed, leveraged, and honed to deliver value and drive growth. In Nimble, Focused, Feisty, Roberts provides not only a look into what these organizations are doing differently but also a blueprint and framework so your company can create a cultural strategy to thrive in the new era.
Xiaoming Zhu,Bingying Song,Yingzi Ni,Yifan Ren,Rui Li
Author: Xiaoming Zhu,Bingying Song,Yingzi Ni,Yifan Ren,Rui Li
Category: Business & Economics
This book introduces 10 mega business trends, ranging from big data to the O2O model. By mining and analyzing mountains of data, the author identifies these 10 emerging trends and goes to great lengths to explain and support his views with up-to-date cases. By incorporating the latest developments, this book allows readers to keep abreast of rapidly advancing digital technologies and business models. In this time of mass entrepreneurship and innovation, acquiring deep insights into business trends and grasping opportunities for innovation give readers (business executives in particular) and their companies a competitive advantage and the potential to become the next success story. The Chinese version of the book has become a hit, with some business schools using it as a textbook for their S&T Innovation and Business Trends programs. It also provides business executives with a practical guide for their investment and operation decisions.
For the want-to-be entrepreneur thinking about taking the leap, the boot-strapped entrepreneur trying to energize a business three or four years in, and the venture-backed entrepreneur trying to scale, Why Startups Fail shows you the key mistakes new ventures make—and how to avoid them. Nearly everyone has an idea for a product they could build or a company they could start. But eight out of 10 new businesses fail within the first three years. Even only one in ten venture-backed startups succeeds, and venture capitalists turn down some 99% of the business plans they see. The odds appear to be stacked against you! But entrepreneurs often make the same avoidable mistakes over and over. Why Startups Fail can help you beat the odds and avoid the pitfalls and traps that lead to early startup death. It’s easy to point to successes like Apple, Google, and Facebook. But the biggest lessons can come from failure. What decisions were made, and why? What would the founders have done differently? How did one company become a billion-dollar success while another—with a better product and in the same market—fail? Drawing on personal experience as well as the wisdom of the Silicon Valley startup community, serial entrepreneur, venture capitalist, and blogger Dave Feinleib analyzes companies that have come and gone. In short, powerful chapters, he reveals the keys to successful entrepreneurship: Excellent product/market fit, passion, superb execution, the ability to pivot, stellar team, good funding, and wise spending. In Why Startups Fail, you’ll learn from the mistakes Feinleib has seen made over and over and find out how to position your startup for success. Why Startups Fail: Shows venture-backed startups and boot-strappers alike how to succeed where others fail. Is equally valuable for companies still on the drawing board as well as young firms taking their first steps. Takes you through the key decisions and pitfalls that caused startups to fail and what you can learn from their failures. Covers the critical elements of entrepreneurial success.
The phenomenal success of the iPhone and the iPod touch has ushered in a “gold rush” for developers, but with well over 100,000 apps in the highly competitive App Store, it has become increasingly difficult for new apps to stand out in the crowd. Achieving consumer awareness and sales longevity for your iPhone app requires a lot of organization and some strategic planning. This book will show you how to incorporate marketing and business savvy into every aspect of the design and development process, giving your app the best possible chance of succeeding in the App Store. The Business of iPhone App Development was written by experienced developers with business backgrounds, taking you step-by-step through cost-effective marketing techniques that have proven successful for professional iPhone app creators—perfect for independent developers on shoestring budgets. Although there are a few iPhone app marketing books on the horizon, they appear to tackle the subject from purely a marketer’s perspective. What makes this book unique is that it was written by developers for developers, showing you not only what to do, but also how to do it, complete with time-saving resources and ready-to-use code examples. No prior business knowledge is required. This is the book you wish you had read before you launched your first app!
A graphical, on-line means to help management gather, into one place, all of the information and knowledge about their business and to make it possible for others within their companies to access it quickly and efficiently.
Author: Roman Hiebing,Scott Cooper,Steve Wehrenberg
Publisher: McGraw Hill Professional
Category: Business & Economics
The planning guide marketers have relied on for two decades—updated and expanded For more than 20 years, The Successful Marketing Plan has been the marketing professionals’ go-to guide for creating plans that define and fulfill the needs of their target markets. In this substantially revised and expanded fourth edition, Roman Hiebing, Jr., Scott Cooper, and Steve Wehrenberg outline how to develop proven objectives, strategies, and tactics that deliver the bottom line. Separating the plan into 10 market-proven, manageable components, The Successful Marketing Plan explains how to: Find the data you need to develop your plan Identify growth target markets Set realistic sales objectives Position your products through a strong branding program Condense your plan into a workable calendar of activities Arrive at a realistic budget and payback schedule Evaluate and test the plan’s effectiveness The authors of The Successful Marketing Plan have made extensive revisions to more than 50 percent of the book’s content—from a new planning model to a more user-friendly business review section to a complete revision of the strategy chapters including a new message strategy chapter. Plus, the book contains completely updated chapters on advertising, media content, and interactive communications, in addition to updates in information sources, planning charts, and the Idea Starters appendix, which has more than 1,000 tactical ideas tied to specific objectives. Great marketing begins with a great marketing plan. Use The Successful Marketing Plan to build a focused “real-world” marketing plan that will enable your company to thrive and grow in today’s cost-conscious, winner-take-all competitive arena.
Between the high-level concepts of business intelligence and the nitty-gritty instructions for using vendors’ tools lies the essential, yet poorly-understood layer of architecture, design and process. Without this knowledge, Big Data is belittled – projects flounder, are late and go over budget. Business Intelligence Guidebook: From Data Integration to Analytics shines a bright light on an often neglected topic, arming you with the knowledge you need to design rock-solid business intelligence and data integration processes. Practicing consultant and adjunct BI professor Rick Sherman takes the guesswork out of creating systems that are cost-effective, reusable and essential for transforming raw data into valuable information for business decision-makers. After reading this book, you will be able to design the overall architecture for functioning business intelligence systems with the supporting data warehousing and data-integration applications. You will have the information you need to get a project launched, developed, managed and delivered on time and on budget – turning the deluge of data into actionable information that fuels business knowledge. Finally, you’ll give your career a boost by demonstrating an essential knowledge that puts corporate BI projects on a fast-track to success. Provides practical guidelines for building successful BI, DW and data integration solutions. Explains underlying BI, DW and data integration design, architecture and processes in clear, accessible language. Includes the complete project development lifecycle that can be applied at large enterprises as well as at small to medium-sized businesses Describes best practices and pragmatic approaches so readers can put them into action. Companion website includes templates and examples, further discussion of key topics, instructor materials, and references to trusted industry sources.
Gibt es ein Rezept für Verkaufserfolg? Die meisten Führungskräfte im Vertrieb verweisen hier zuerst auf eine gute Kundenbeziehung – und sie liegen falsch damit. Die besten Verkäufer versuchen nicht nur einfach eine gute Beziehung zu ihren Kunden aufzubauen – sie stellen primär die Denkweisen und Überzeugungen ihrer Kunden in Frage. Basierend auf einer umfassenden Studie mit mehreren tausend Vertriebsmitarbeitern in unterschiedlichen Branchen und Ländern, zeigt "The Challenger Sale", dass das klassische vertriebliche Vorgehen mit dem Aufbau von Beziehungen immer weniger funktioniert, je komplexer die Lösungen sind. Doch wie unterscheiden sich Fertigkeiten, Verhaltensweisen, Wissen und Einstellung der Spitzenverkäufer vom Durchschnitt? Die Studie zeigt deutlich, dass die Verhaltensweisen, die den Challenger so erfolgreich machen, replizierbar und strukturiert vermittelbar sind. Die Autoren erklären, wie fast jeder Verkäufer, ausgestattet mit den richtigen Werkzeugen, diesen Ansatz erfolgreich umsetzen kann und so höhere Kundenbindung und letztendlich mehr Wachstum generiert. Das Buch ist eine Quelle der Inspiration und hilft dem Leser, sein Profil als Vertriebler zu analysieren und gezielt zu verändern, um am Ende kreativer und besser zu sein.
The All-Business, No-Hype Guide to Social Media Marketing
Author: Jason Falls,Erik Deckers
Publisher: Que Publishing
Category: Business & Economics
The In-Your-Face, Results-Focused, No-“Kumbaya” Guide to Social Media for Business! Detailed techniques for increasing sales, profits, market share, and efficiency Specific solutions for brand-building, customer service, R&D, and reputation management Facts, statistics, real-world case studies, and rock-solid metrics Stop hiding from social media--or treating it as if it’s a playground. Start using it strategically. Identify specific, actionable goals. Apply business discipline and proven best practices. Stop fearing risks. Start mitigating them. Measure performance. Get results. You can. This book shows you how. Jason Falls and Erik Deckers serve up practical social media techniques and metrics for building brands, strengthening awareness, improving service, optimizing R&D, driving better leads--and closing more sales. “Conversations” and “communities” are wonderful, but they’re not enough. Get this book and get what you really want from social media: profits. Think social media’s a passing fad? Too risky? Just a toy? Too soft and fuzzy? Not for your business? Wake up! It’s where your customers are. And it ain’t going away. Does that suck? No. It doesn’t. Do social media right, and all those great business buzzwords come true. Actionable. Measurable. And...wait for it...here comes the big one. Profitable. Damn profitable. Want to know how to do it right? We’ll show you. And, yeah, we know how because we’ve done it. This is the bullshit-free, lie-free, fluff-free, blessedly non-New-Age real deal. You’re going to learn how to use social media to deliver absolutely killer customer service. How to R&D stuff people actually want. Develop scads of seriously qualified leads. You’ll figure out what you want. You know, the little things like profits, market share, loyalty, and brand power. You’ll figure out how to measure it. And then you’ll go get it. One more thing. We know what scares you about social media. Screwing up (a.k.a., your mug on the front page of The Wall Street Journal). So we’ll tell you what to do so that won’t happen. Ever. No B.S. in this book. Just facts. Metrics. Best practices. Stuff to warm the hearts of your CFO, CEO, all your C-whatevers. And, yeah, you. So get your head out from under the pillow. Get your butt in gear. Let’s go make some money.
101 Zero-Cost Tactics to Take Your Company to the Next Level
Author: Ozana Giusca
SHORTCUT TO BUSINESS SUCCESS: 101 Zero-Cost Tactics to Take Your Company to the Next Level is a collection of best practices and strategies used by Fortune 500 companies adapted for small business owners. Are you putting all your time and energy into your business but still struggling to make a living? Or have you achieved some success, but seem unable to grow your business further? Or perhaps you have ideas for a new business, but are not quite sure how to go about it. This book will help you to turn your business into an effective and efficient 'money-making machine' and to create even more success in your life and business. It provides simple real life examples to explain business tactics. Each of the 101 tactics concludes with a short exercise that will make it easy to start working on your business using that tactic. If you are serious about growing your business, it is essential that you apply these tactics right away. In Shortcut to Business Success, small business growth expert Ozana Giusca shows you how to: attract more customersgrow your salesincrease internal efficiencyget the most out of your teambe a better leadersustain your business long-termtake that giant leap to get your business to a higher level As a bonus you also receive the ultimate marketing framework for your business; that is, your marketing strategy on one page, including everything you need to consider to attract more and better customers. "Hits the mark! Shortcut to Business Success is refreshingly full of professional and relevant information, written in an engaging and contemporary style. A must read for the entrepreneur who truly wants to succeed." Gerry Robert, Founder/President of Black Card Books Publishing Company "Ozana is an entrepreneur with great vision and a unique approach. She was able to link business best practices into management tools to address the business potential. Smart. Succinct. Professional. That's Ozana." Henrique Setton, Entrepreneur, Owner of Silicon House "This book is based on principles used by the most successful companies. Having read Shortcut to Business Success, I can recognise such tactics being used by multinational companies in my daily life. And best of all, it gives a clear line of action." Andy Harrington, Business Owner, UK’s #1 Public Speaking Expert "If you are looking for a very hands-on approach to building your business from the ground up, Ozana has nailed it in Shortcut to Business Success. What a purposeful read for anyone who is an entrepreneur or small business owner." Bill Walsh, America’s Small Business Expert
New competitive realities have ruptured industry boundaries, overthrown much of standard management practice, and rendered conventional models of strategy and growth obsolete. In their stead have come the powerful ideas and methodologies of Gary Hamel and C.K. Prahalad, whose much-revered thinking has already engendered a new language of strategy. In this book, they develop a coherent model for how today's executives can identify and accomplish no less than heroic goals in tomorrow's marketplace. Their masterful blueprint addresses how executives can ease the tension between competing today and clearing a path toward leadership in the future.
How Social Media Transforms the Way We Live and Do Business
Author: Erik Qualman
Publisher: John Wiley & Sons
Category: Business & Economics
The benchmark book on to the effects and implications of socialmedia on our daily lives, and how businesses can harness itspower Socialnomics is an essential book for anyone who wants tounderstand the implications of social media on our daily lives andhow businesses can tap the power of social media to increase theirsales, cut their marketing costs, and reach consumers directly. Inthis revised and updated second edition, author Erik Qualmanpresents new material based on meeting with 75 Fortune 1000companies, 50 colleges and universities, and over 100 smallbusinesses & non-profits since the first edition. Qualman'smaterials have been used from IBM to NASA to Harvard to localbusinesses. Lists the top ten easy opportunities that companies andorganization miss when it comes to social media Describes where social media should reside in an organizationand the necessary building blocks for success Explains why over 50 percent of companies still block socialmedia to their employees and why this is a detriment tosuccess Shares proper training methods for your ENTIRE organization onsocial media; not just the chosen few Reviews the top companies, organizations and individuals usingsocial media, explaining what separates them from other companiesand how to replicate their success Social media can transform your business and your relationshipwith consumers. Discover what social media can do for you, and whatyou can do for others while using social media.
Praise for The Art & Science of Technology Transfer "Phyl Speser's personality comes across in the text-complicated, intrigued, highly rational, insightful, rich in context, and fun. She had me smiling throughout. This work represents the next chapter of the technology transfer profession's development, where it will be all about getting to market with a studied awareness of value. Phyl gives us the tools to get there with a great read, just the focus we are needing in the profession." —Jill A. Tarzian Sorensen, JDExecutive Director, Johns Hopkins Technology Transfer, The Johns Hopkins University "Phyl Speser is one of the pioneers in developing the modern practice of technology transfer and in The Art & Science of Technology Transfer, she shares her experiences and philosophy in a well-written, highly readable book that is packed with case studies of both success and failure." —Ashley Stevens, Director, Office of Technology Transfer, Boston University "This readable book is a must for anyone wanting to look at the technology transfer process from a novel viewpoint. Rather than just recite the nuts and bolts of the process, it illustrates theoretical concepts with real world, practical examples. Any reader will come away with new and useful ways of looking at, and doing, this business." —Kenneth H. Levin, PHD, Deputy DirectorUniversity of Chicago Office of Technology & Intellectual Property (UCTech) "An amazing compendium of philosophy, science, and practical experience that converge to form, literally, the art and science of technology transfer. On any given page, you may find a quote from Plato, a mathematical formula, an intriguing anecdote by the author, or a practical 'how-to' statement. It's written in a very engaging style that keeps you turning from page to page . . . there's enough material in this book to launch a college course on Technology Transfer-nothing is left out!" —David Snyder, Vice President-Technology Commercialization Science Applications International Corporation (SAIC) "This is an excellent introduction to sorting out the complex world of technology transfer, eminently useful to both practitionersand students. The text is thorough, filled with the practical examples, details, and guidelines useful to learn and practice this often-arcane subject, while never losing sight of an overarching paradigm for getting new technology out of the lab and into the market. I am certain that other teachers will find it as valuable as I have." —Lawrence Aronhime, Faculty Associate and Lecturer, The Johns Hopkins University, 2005 recipient Johns Hopkins Alumni Association Excellence in Teaching Award "A clear and entertaining presentation of the complexities of technology transfer and intellectual property, this book provides usable, practical information to students and practitioners on every page. The Art & Science of Technology Transfer provides a well-crafted immersion in the processes and practices of moving ideas into the marketplace." —Phil Weilerstein, Executive Director,National Collegiate Inventors and Innovators Alliance (NCIIA)
Here is a hands-on guide to the new concept of the strategic marketing organization (SMO). Utilizing the Strategic Marketing Organization presents new insight into business-to-business marketing by introducing the reader to the SMO. The purpose of an SMO is to perpetuate and improve the business of the company by which it was hired. This book discusses key components and benefits of SMOs while relating directly to readers’problems and offering real-time solutions. Reading this guide and implementing its strategies will save money, expand market share, establish brand name, and create final bid presence as businesses learn how to choose the right SMO. They will also discover the advantages of using the SMO to determine the best program to promote the business and make it prosper, within budgetary confines. In Utilizing the Strategic Marketing Organization, the SMO is revealed as the “hired gun” that is not a traditional briefcase-in-hand consultant, an ad agency that makes pretty pictures, or an internal desktop publishing department that puts snowflakes on the company's newsletter. The powerful SMO is contrasted with the dwindling ability of the traditional advertising agency to meet real-time needs, particularly in the fast-changing business-to-business marketplace. Readers will find in this book how an SMO meets their needs for shrewd direction and fast action. Author James Stanco gives readers a reliable, reproducible format to aid in long- and short-range strategic/tactical planning, one that is flexible enough to target special opportunities and versatile enough to keep it all going in the right direction. User-friendly and easy-to-read, this book includes two in-depth, fictional case studies of how SMOs work which enhance readers’understanding of what SMOs really are and what they do. Some of the specific areas chapters discuss are customer tailoring vs. custom tailoring traditional marketing choices and why they don't work to desktop or not to desktop questions to ask when selecting the right marketing avenue common pitfalls of selecting a marketing avenue Utilizing the Strategic Marketing Organization is a vital resource for individuals concerned with their businesses, small or large, who want to exhibit greater growth, profitability, and control. The author discusses features of the SMO concept, but he features time- and money-saving benefits for all involved in or with a business venture--novice and expert owners, operators, promoters, marketers, sales managers, PR people, and agency personnel.
The vast majority of software applications use relational databases that virtually every application developer must work with. This book introduces you to database design, whether you're a DBA or database developer. You'll discover what databases are, their goals, and why proper design is necessary to achieve those goals. Additionally, you'll master how to structure the database so it gives good performance while minimizing the chance for error. You will learn how to decide what should be in a database to meet the application's requirements.
Praise for The Power of an Hour "The master at getting what you want from others now tells us how to get what we want from ourselves! This is really a great book, and I recommend it highly-for you, for your team, and for your children." -Bob Burg, author, Endless Referrals "If you want to make predictable, systematic change in your life or your business, buy this book. Each chapter is a stand-alone system that results in powerful change . . . fast." -David Hancock, The Entrepreneurial Publisher, CEO, Morgan James Publishing "Dave's methods helped me take my business from $0 to $10 million in sales.If you're a creative business owner who wants total focus and massive success, run, don't walk, and get this book!" -Stephanie Frank, author, The Accidental Millionaire "The Power of an Hour is a mighty powerful way to sort out your financesby first sorting out yourself!" -Mark Joyner, #1 bestselling author, The Irresistible Offer "The disease of the twenty-first century, no matter who you are or what you do,is Time Deficit Disorder. Dave Lakhani offers a brilliant solution in this book.Get it and take the cure-you'll be surprised how much better you feel!" -David Garfinkel, author, Customers on Demand
This book provides an as yet unavailable tool, the Stakeholder Balance Sheet, enabling managers within any organisation to unlock the DNA of the market place in which they operate and to measure their effectiveness in understanding their markets and all the key stakeholders operating within them. This simple tool provides self-testing checklists at the end of each chapter that enables managers to look at stakeholder-sensitive issues in the same way that they might scrutinise financial statements (hence it will not seem alien to most managers). A review of how well your organisation has fared on the questions will tell you how healthy your "balance sheet" is in relation to the topic of each chapter, and it will provide you with the basis for an overall enterprise balance sheet that aggregates the scores you have achieved in each topic area. Lessons to learn from application of the Stakeholder Balance Sheet are: What appropriate tools are still required to enhance their understanding of the market place, and how these should be utilised How to maximise commercial success through understanding the market place And, find effective ways of being a truly stakeholder-sensitive enterprise In a nutshell, a genuine understanding of how customers and other stakeholders think, feel and behave offers the essential starting point for any general manager - not just the marketing or sales specialist - seeking to determine the direction of his organisation. For the purpose of the book, stakeholders are described as: the direct stakeholders in the market place - customers and prospects (including both the key contacts with whom you interface and others who may influence the final decisions made); the internal stakeholders - staff; other external stakeholders - pressure groups, local community, government, intermediaries, banks, etc. "My 40 years of international business experience would completely endorse this total focus on the stakeholder balance sheet." —Sir Peter Bonfield CBE FREng, Chairman of NXP Supervisory Board and formerly CEO of BT Group plc and ICL plc "The Stakeholder Balance Sheet is an excellent and highly practical framework...This book is a must-read for decision makers in any organization, regardless of level or function." —Professor Sharan Jagpal, Professor of Marketing, Rutgers Business School & author of Fusion for Profit
The Proven System of Sales Ideas, Methods, and Techniques Used by Top Salespeople
Author: Brian Tracy
Publisher: Simon and Schuster
Category: Business & Economics
Offering winning techniques for spectacular sales results, the creator of The Psychology of Selling shows readers how to conquer fears, read customers, plan strategically, focus efforts on key emotional elements, and close every sale. 30,000 first printing.
Measurement is absolutely essential for any organization or company, functional area, department, business unit, project, or individual. Companies must know how their processes are performing, how well they are meeting customerse needs, how targeted improvements are being achieved, and how management is doing. Accurate performance measures tell companies where they are, and to take action if they are not on track or if performance does not meet expectations. Actionable Performance Measurement presents many different methods to help readers develop metrics and performance measures. To aid in corporate measures development and strategic, tactical and/or business planning, a quick and effective method of identifying specific key results areas is outlined and explained. Both customer and employee focuses are presented: how to measure each, and how to develop good surveys. In addition, Howell explains several methods for setting realistic-but-stretch targets are also presented, as well as a technique for measuring oapples and oranges.oReaders will be able to measure employee and customer satisfaction, and be prepared to capably lead or be a member of a corporate or business unit measurement team to assess existing performance indicators effectiveness.