Woof: Why Ordinary Organizations FailAuthor(s): Lori Turner-Wilson
Genre: Business
Language: English
Year: 2016

WOOF - Why Ordinary Organizations FailAnd How to Ensure Yours Will not by Unleashing a Powerful Sale and Marketing Strategy that is Anything But OrdinaryCHAPTER 1Establish a StrategyLEADERSHIP

• What to Do When You're Not Steve Jobs
• Difference Between a Rut and a Grave
• Rewiring Your Inherent Resistance to Change
• Beware of Shiny Objects
  

RESEARCH

• Marketing on a Wing and a Prayer
• Can Passion Become Poison?
• The More You Know: Competitive Intelligence
• The Brain Bone's Attached to the Wallet Bone
• The Psychology of Pricing
• The Price Is Right
  

PLANNING

• One Team, One Dream
• Ensure Your Sales and Marketing Plan Delivers
  

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CHAPTER 2Execute Your Marketing StrategyBRAND MANAGEMENT

• Marking Your Territory
• Speak Up
• Richard Branson on Personal Branding
• A Calling Card That Speaks Volumes
• Marketing from the Heart
  

TARGET MARKETING

• Aim High
• The Next-Generation Customer
• The Significance of Generational Marketing
• Boomers - Rebels With a Cause
• X Marks the Spot
• The Real Power of Gen Y
• Mars and Venus
  

WEBSITE AND SEARCH MARKETING

• Google: Go Mobile or Go Home
• Convert Web Traffic to Sales
• Are Traditional Websites Dead?
• Getting to Page One
• Google Gets Inside Our Heads
  

EMAIL MARKETING

• You've Got Email
• Getting Sophisticated with Email Marketing
• Four Steps to Grow Your Prospect Email List
  

SOCIAL MEDIA MARKETING

• Psychology Behind Social Media
• Investing in the Right Social Media Network
• Social Media: Best of the Rest
• Unleashing an Army of Brand Ambassadors
• From Monologue to Dialogue
• Seven Social Media Missteps to Avoid
• Facebook Marketing Strategies
• Twitter Marketing Strategies
• Seven Twitter Tips You May Be Missing
• Top Twitter Turnoffs
• Engaging Followers Via LinkedIn Company Page
• To Blog or Not to Blog?
• Five Best Practices for Leveraging Pinterest
• Ten Ways to Attract Pinterest Followers
• Instagram Marketing Secrets
• Marketing Strategies on Vine
• Real-Time Marketing
• Online Reputation Could be Killing Your Business
  

GUERRILLA MARKETING

• Guerrilla Tactics - Powerful Weapon in Consumer Warfare
• Go Big or Go Home
• Miss America and the Mooninites
• Ambient Marketing Creates Lasting Impression
• Power of Influence
• Taking it to the Streets
• The Charmin Experience
  

PUBLIC RELATIONS

• Use PR as Weapon Against Competition
• PR: Caterpillar or Butterfly?
• An Inspired Pitch
• Sales: Missing Ingredient in PR
• Top Ten PR Pitfalls
• PR Crisis: The Intersection of Danger and Opportunity
• Southwest Shows Right Model for Surviving Crises
• Spokesperson Offers Brands Larger Voice
• Drive Sales with a Cause
  

ADVERTISING

• Art and Science of Advertising
• How to Adapt to Today's Visual Culture
• Narrowcasting Kills Broadcast Advertising
• Psychology Behind Persuasive Headlines
• Online Advertising Strategies
• Mobile Dependency Energizes Text Advertising
• Ad Retargeting May Spoil Gift-Giving Surprise
• Hey There! What's Your Sign?
  

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CHAPTER 3Execute Your Sales StrategyTHE MODERN SALES PROCESS

• The Evolution of Consultative Sales
  

CALL PLANNING AND PREP

• Tips for Overcoming Fear of Selling
• Get Your Mind Right Before Selling
• Success Is All in the Prep
• Reaching the Real Decision Maker
• Cold Calling Gets a Bad Rap
• Cold Feet? How to Avoid Cold-Calling Mistakes
• Breaking Through the Voicemail Barrier
• Cold Email Mastery, a Click Away from Anyone
• The Opportunity in 'No'
• Six Best Practices to Boost Sales Efficiency
  

BUILDING TRUST AND RAPPORT

• Eight-Second Rule of First Impressions
• The Secret of Instant Rapport
• Building Trust in Sales
• The More You Tell, the Less You Sell
• Do not Let Zeal Kill the Sale
  

EFFECTIVE QUESTIONING

• The Power of Questions
• How to Ask the Tough Questions
  

TAILOR-MAKE YOUR PITCH

• Mastering the Perfect Pitch
• Talk Like TED in Your Sales Pitch
• Use Storytelling to Sway Customers
  

OVERCOMING OBJECTIONS

• Techniques for Revealing Hidden Objections
• Handling Those Objections
• Sure-Fire Ways to Overcome Price Objections
  

ADVANCING THE SALE

• Six Tips for Shortening the Sales Cycle
• Be a Seller, Not a Beggar
• How to Deal with Prospect Stall Tactics
• Follow-up Calls That Close Sales
• When Hot Prospects Go Cold
  

CLOSING THE SALE

• Going, Going, Gone
• Three Secrets to Closing More Business
• Secrets to Embracing Rejection
• "Success Is a Lousy Teacher"
• Research: Optimists Sell More
  

EVOLUTION OF SALES ROLE

• Changes in Buyer Behavior Critical to Business Survival
• How Sales Teams Can Work Themselves Out of a Job
• Pre-selling to Connected Buyers
• Navigating First Contact with Connected Buyers
  

UNINTENTIONAL SALESPEOPLE

• Perils of Unintentional Salespeople
• The Art of Selling Professional Services
  

GETTING TO KNOW YOUR BUYER

• Cultivating Relationships with Distinct Buyer Types
• Understand Prospects' Personalities
• Arm Your Sales Team with Buyer Personas
• Buying Signals Help Avoid Overselling
• Decoding Prospects' Secret Language
• The Silent Sales Killer - Body Language
• Boost Sales by Talking Their Talk
• Tips for Selling to First-Time Buyers
• Persuading CEOs to Buy
  

NETWORKING

• Casting Your Net for Success
• Make Memorable Impressions at Networking Events
• Master the Business Lunch to Connect
• Get LinkedIn to Opportunity
  

GENERATING REFERRALS

• Six Easy Ways to Kick Referral Fears
• Stop Asking for Referrals
  

NEGOTIATING

• Stop Bargaining; Start Negotiating
• Ten No-Nonsense Negotiating Strategies
• Five Top Sales Negotiation Mistakes
  

PITFALLS TO AVOID

• Avoid These Seven Deadly Sales Sins
• Top Reasons Salespeople Find Failure
• Sure-Fire Ways to Kill a Sale
• Assumptions That Cost You Sales
• Top Five Sales Excuses
  

SALES CULTURE

• Sustained Growth Requires a Selling Culture
• Developing a Repeatable Sales Process
  

RECRUITING AND COMPENSATION

• How to Spot Great Sales Talent
• Ambiverts Make Sales Rock Stars
• Right-Brained Reps in a Left-Brained World
• Six Revealing Sales Interview Questions
• Use EQ vs. IQ to Recruit Sales Talent
• Getting What You Pay For
  

TRAINING

• Are Salespeople Born or Made?
• Annual Sales Checkup
• Delivering Value to Educated Buyers
• Nine Common Sales Team Hurdles
• Three Tips for Improving a Struggling Sales Team
  

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CHAPTER 4Measure Your Sales & Marketing StrategiesTHE KEY TO PREDICTABLE RETURNS

• Benefits of a Dashboard in Driving Company Performance
• Projecting Sales & Marketing Plan Returns
• Sales Measurement Techniques to Move the Needle
• The Priorities of the Data-Driven Marketer