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The must-read summary of Kevin Davis' book: "Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know".
This complete summary of the ideas from Kevin Davis' book "Getting Into Your Customer's Head" explains that most sales today are made through a four-stage buy-learning process: 1. Prospective customers become aware of a need for something 2. They study all the options available to meet that need, and the cost of...
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The must-read summary of Shep Hyken's book: "The Amazement Revolution: Seven Customer Service Strategies to Create an Amazing Customer (and Employee) Experience".
This complete summary of the ideas from Shep Hyken's book "The Amazement Revolution" shows that customer service isn't a department within a company — it's everything the company does. If you can amaze your customers, they will become addicted to doing business with you or, more specifically,...
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The must-read summary of Peter Senge's book: "The Fifth Discipline: The Art & Practice of the Learning Organization".
This complete summary of the ideas from Peter Senge's book "The Fifth Discipline" shows how important it is to learn faster than the competition. In his book, the author explains how you can get rid of obstacles that stop your company from learning and create a learning organisation. By mastering the principles detailed by Serge,...
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The must-read summary of Roger Connors and Tom Smith's book: "Change the Culture, Change the Game: The Breakthrough Strategy for Energizing Your Organization and Creating Accountability for Results".
This complete summary of the ideas from Roger Conners and Tom Smith's book "Change the Culture, Change the Game" explains that culture is at the heart of every organisation. According to the authors, if you want to change your results, you must start...
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The must-read summary of Robert Kriegel's book: "How to Succeed in Business Without Working So Damn Hard: Rethinking the Rules, Reinventing the Game".
This complete summary of the ideas from Robert Kriegel's book "How to Succeed in Business Without Working So Damn Hard" shows that it's possible to be more productive, create more profit and be happier by working less hours, but in a more direct way. This summary takes this principle and splits it...
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The must-read summary of Ori Brafman and Rod Beckstrom's book: "The Starfish and the Spider: The Unstoppable Power of Leaderless Organizations".
This complete summary of the ideas from Ori Brafman and Rod Beckstrom's book "The Starfish and the Spider" shows how most companies in the past were 'spiders', with rigid hierarchies and a well-defined corporate structure. But nowadays, new 'starfish' companies are emerging with leaderless structures and...
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The must-read summary of Chip and Dan Heath's book: "Switch: How to Change Things When Change is Hard"
This complete summary of the ideas from "Switch" shows that our rational mind often fights with our emotional mind, because the latter prefers instant gratification and the former is better at long-term planning. In this summary, discover how you can engage both in order to initiate changes successfully and easily. Change is only three steps away.
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This complete summary of the ideas from Robbie Kellman Baxter's book "The Membership Economy" highlights the fact that more and more corporate giants (like Apple and Amazon) are re-thinking their business models to go from selling individual products to offering memberships. These memberships generate recurring revenues and allow the customer to build a relationship with the company. Thanks to social media, it is now easier than ever for organisations...
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The must-read summary of Scott McKain's book: "What Customers Really Want: How to Bridge the Gap Between What Your Organization Offers and What Your Clients Crave".
This complete summary of the ideas from Scott McKain's book "What Customers Really Want" shows that there is a fundamental disconnection between what customers really want and what businesses currently offer. Customers want a personal connection with the people and the organisations they...
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This complete summary of the ideas from Rafi Mohammed's book "The Art of Pricing" states that pricing is never "one-size-fits-all". If you think that way, you're leaving money on the table in the form of hidden profits you can and should access to grow your business. In his book, the author explains that instead of looking for the "perfect" price where consumer demand is optimised and your profits are maximised, try a more multi-dimensional approach...
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This complete summary of the ideas from Gary Neilson and Bruce Pasternack's book "Results" shows that in just the same way as DNA forms the basic building blocks of all living organisms in nature, business organisations are similarly built as unique combinations of four basic building blocks: decisions, motivators, information and structure. In their book, the authors explain that whatever an organisation achieves is the combined result of the daily...
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The must-read summary of Patricia Seybold's book: "The Customer Revolution: How to Thrive When Customers Are in Control".
This complete summary of the ideas from Patricia Seybold's book "The Customer Revolution" shows how a business revolution is underway — customers are literally transforming industries from the outside in and reshaping companies by deciding how they want to use the products and services offered. In this book, the author explains...
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The must-read summary of David Aaker's book: "Building Strong Brands: How the Best Brand Managers Build Brand Equity".
This summary of the ideas from David Aaker's book "Build Strong Brands" shows that a strong brand creates customer interest and loyalty, and can be an organization's most valuable strategic asset. In fact, brand equity is historical — the current brand image is derived from actions previously taken. Therefore, the process of adding...
14) Summary: Getting Everything You Can Out of All You've Got: Review and Analysis of Abraham's Book
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The must-read summary of Jay Abraham's book "Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform and Out-Earn the Competition".
This complete summary of the ideas from Jay Abraham's book "Getting Everything You Can Out Of All You've Got" shows how you can increase your success rate in everything you do in three steps: taking full advantage of what you have, creating multiple sources of success and changing your...
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This complete summary of the ideas from Michael Silverstein and Neil Fiske's book "Trading Up" shows that the tastes and preferences of American middle-market consumers are changing. More and more, they are becoming willing to "trade up" in some areas — to pay a premium price for products and services that provide a greater level of quality than typical mass market offerings. As a result, a new concept is emerging in the marketplace: "New-Luxury"....
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The must-read summary of Claude Hopkins' book: "Scientific Advertising: How to Develop a Superior Advertising Program".
This complete summary of the ideas from Claude Hopkins' book "Scientific Advertising" presents the scientific approach to advertising, which involves continually testing and comparing advertising concepts to assess their results. In his book, the author explains that doing this is the best way of ensuring that you apply the optimum...
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The must-read summary of Larry Bossidy and Ram Charan's book: "Confronting Reality: Doing What Matters to Get Things Right".
This complete summary of the ideas from Larry Bossidy and Ram Charan's book "Confronting Reality" shows that confronting reality means changing the purpose and direction of your business on a regular basis, in order to reflect ongoing changes which occur in the marketplace. Most businesses try and get by on the assumptions...
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The must-read summary of Faith Popcorn's book: "The Popcorn Report: The Future of Your Company, Your World, Your Life".
This complete summary of the ideas from Faith Popcorn's book "The Popcorn Report" shows that for anyone in business, the future is a serious issue. Business success requires that you constantly evolve towards meeting the requirements of the future. In this book, the author tries to predict future trends and gives you ideas to help...
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The must-read summary of Adrian C. Ott's book: "The 24-Hour Customer: New Rules for Winning in a Time-Starved, Always-Connected Economy".
This complete summary of the ideas from Adrian C. Ott's book "The 24-Hour Economy" shows that "time is money" is an outdated concept. In his book, the author explains that time is now far more important when consumers make decisions. People don't want to spend their time on boring, repetitive tasks and companies...
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The must-read summary of Kendra Lee's book: "The Sales Magnet: How to Get More Customers Without Cold Calling".
This complete summary of the ideas from Kendra Lee's book "The Sales Magnet" explains that in today's market, cold calling is dead. Instead it is more efficient to attract the attention of prospects using personal, digital and collaborative attractive strategies, and once you have their attention, then run the savvy sales campaigns to...
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