Learn the techniques and secrets used by a highly successful B2B marketeer to grow sales exponentially and achieve dominant market shares! The 46 marketing lessons in this book - all based on real experience and actual products - provide deep insight on how to execute creative growth strategies in highly competitive markets! Based upon the authors 40 years of experience, John Thome reveals his formulas for achieving market shares of 70-80 % while destroying the competition and generating continuous growth.
Here is a sample of the many insights contained in the 46 marketing lessons in this book:
7 Criteria for GREAT new product names
15 Essential components of a successful new product launch
50 Ways to maximize trade show results
8 common mistakes that destroy show results.
5 Ways to use PR as a strategic marketing tool
5 Essential requirements for closing orders
4 Sales within every B2B sale
9 Essential components of effective demonstrations
19 Specific sales and marketing activities that you should NEVER do
11 Rules for building and maintaining an effective website
How to develop an effective, competition destroying annual marketing plan.
6 Components of highly effective web sites
Compelling content - THE critical success factor for your website
9 Ways to optimize results from your speaking opportunities.
2 examples of new products and the comprehensive sales and marketing activities used to introduce them.
4 examples of marketing alternatives to trade shows
8 - examples of sales tools that REALLY sell
WHY THIS BOOK IS DIFFERENT AND UNIQUE:
The book has been described as “a biographical tell all, written by a Fly On the Wall that it Is entertaining from cover to cover”. It brings marketing to life and explains over the 8 chapters why it is so challenging, and yet so much fun! Throughout you will find the authors formulas for success – what the book’s editor called his trade secrets. Everything is in color, because the book contains hundreds of illustrations and photos that help bring each subject to life and illustrate the lessons. It contains only real activities that were used, real products we sold and marketed all over the world. Every chapter is filled with example after example of actual marketing strategies and tactics used, and how and why they worked. The content in the 8 chapters of this book show exactly how to dominate your markets and achieve market shares of 70% or better.
John D. Thome is an accomplished and globally recognized expert on B2B marketing and on high-tech camera and print inspection systems for printing and packaging.
- He has been published in over 75 countries and 12 languages and has spoken on print inspection technology in the United States, Australia, India, Europe, and all over Central and South America.
His 44-year career in marketing of business-to-business products was marked by year after year of marketing creativity and extraordinary results.
In the rookie year of his marketing career, he helped spearhead a turnaround by developing and implementing a sales and profit improvement plan that increased sales 80%, turned a 9¢ per share loss into a 16¢ per share profit in three months and was instrumental in helping his employer generate the first corporate profit in three and a half years.
- He built, trained, and managed sales organizations in North and South America that grew and maintained market shares of 70—80% for over twenty years, in multiple countries.
- As the chief marketing officer for Pro Mark Technologies, his marketing expertise helped quadruple unit sales over a six-year period, while dollar sales grew 33% a year over that same period. The company made the INC 500 list, as one of the 500 fastest growing privately held companies in America, in multiple years, and ultimately was acquired by what is today a € 4 billion Germany company.
- As a Regional Sales Manager, he increased territory sales 300% and inspection systems sales 750% over a two-year period, while selling a third of all the 100% inspection systems sold (of the firms' best-selling model) by the entire company in all of North America.
