{"product_id":"roar-get-heard-in-the-sales-and-marketing-jungle-isbn-9780470598795","title":"Roar! Get Heard in the Sales and Marketing Jungle","description":"\u003cb\u003eDon't just get your message out. ROAR it out!\u003c\/b\u003e  \u003cp\u003eIn this captivating parable, you'll follow Ryan Miller, an executive struggling with reduced sales in a challenging economy. Ryan is mentored by his old Livingston, New Jersey high school friend, Lenny Bernstein, now a Hasidic Jew in Brooklyn having great success in his packaging business. Over a series of lunches around New York City, Lenny shares the key insights that have driven his sales through the roof, while allowing him to run his business efficiently-and still have plenty of time for family. Lenny explains the simple mnemonic R-O-A-R\u003cbr\u003e \u003c\/p\u003e \u003cul\u003e \u003cli\u003eRecognize the four types of buyers\u003c\/li\u003e \u003cli\u003eObserve from the buyer's perspective, and adapt your message\u003c\/li\u003e \u003cli\u003eAcknowledge the buyer's special wants and needs\u003c\/li\u003e \u003cli\u003eResolve the buyer's issues\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003ePraised by renowned money manager Ken Fisher, \u003ci\u003eRoar!\u003c\/i\u003e gives you a 3,500-year-old sales secret that has never before been articulated in a business context, one you can use to recharge your sales operation and revitalize both your business and your life. It may be a jungle out there, but it's a little less scary once you know how to ROAR!\u003c\/p\u003e \u003cp\u003eChapter 1 The Meeting 1\u003c\/p\u003e \u003cp\u003eChapter 2 Visiting the V.P. 11\u003c\/p\u003e \u003cp\u003eChapter 3 Following Up 31\u003c\/p\u003e \u003cp\u003eChapter 4 The 3,500-Year-Old Process 35\u003c\/p\u003e \u003cp\u003eChapter 5 The Wise Buyer 49\u003c\/p\u003e \u003cp\u003eChapter 6 The Cynical Buyer 63\u003c\/p\u003e \u003cp\u003eChapter 7 The Simple Buyer 79\u003c\/p\u003e \u003cp\u003eChapter 8 The Disinterested Buyer 91\u003c\/p\u003e \u003cp\u003eChapter 9 The Referral 109\u003c\/p\u003e \u003cp\u003eChapter 10 The Sales Call 113\u003c\/p\u003e \u003cp\u003eEpilogue 131\u003c\/p\u003e \u003cp\u003eSummary of ROAR! Concepts 137\u003c\/p\u003e \u003cp\u003eIntegrating the ROAR! Approach 151\u003c\/p\u003e \u003cp\u003eOur Inspiration 176\u003c\/p\u003e \u003cp\u003eAcknowledgments 187\u003c\/p\u003e \u003cp\u003eAbout the Authors 189\u003c\/p\u003e \u003cp\u003eBonus Chapter and Coupon 193\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eKEVIN DAUM\u003c\/b\u003e is the founder of TAE International, a marketing consultancy that helps companies deliver The Awesome Experience through compelling messaging, intentional marketing, and memorable delivery. He has a degree in theatre and is an Inc. 500 entrepreneur whose sales and marketing techniques resulted in more than $1 billion in sales. Kevin is a graduate of the MIT Entrepreneurial Executive Leadership program, a former board member of the Entrepreneurs’ Organization (comprising 7,200 CEOs), and the National Columnist for \u003ci\u003eSmart Business\u003c\/i\u003e magazine. Kevin and his team of consultants deliver programs on customer experience, marketing, and creativity. Visit Kevin online at www.KevinDaum.com. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eDANIEL A. TURNER\u003c\/b\u003e is President and founder of TCG, an Inc. 500 company that has saved taxpayers over $250 million. Dan is on the board of the Entrepreneurs’ Organization and is a graduate of the MIT Entrepreneurial Executive Leadership program.   \u003c\/p\u003e\u003cp\u003eBe the Lion in the Sales Jungle! \u003c\/p\u003e\u003cp\u003eBusiness had changed. For years, as VP of Sales and Marketing at Wolfson Furniture, Ryan Miller easily created steady growth and success. Then the economy tanked. Sales dwindled. Marketing efforts flopped. Wolfson Furniture was suddenly on the ropes. Ryan’s future, once golden, seemed dim. But life is mysterious. Just when all seems lost, serendipity lends a hand. \u003c\/p\u003e\u003cp\u003eFor Ryan, fate takes the persona of Lenny, an old high school friend. Having found happiness in Hasidic Judaism, Lenny now runs a packaging company in Brooklyn. “Business is booming, even in the down economy!” he tells Ryan excitedly. So what’s Lenny’s secret? \u003c\/p\u003e\u003cp\u003e\u003ci\u003eRoar!\u003c\/i\u003e gives you a seat at the table as these two friends reconnect, and Ryan discovers how to revitalize his sales and marketing approach. Lenny’s sales and marketing process is 3,500 years old and is beautifully simple, yet goes ignored by most companies.  \u003c\/p\u003e\u003cp\u003eAs the story unfolds in real-life kosher restaurants all over New York City, you’ll discover the step-by-step R-O-A-R system you can use to boost your results. You’ll get practical tools and tips, including a template to help you reframe your Value Proposition, detailed discussions of the four types of buyers and strategies for selling to each, plus interview questions you can customize. \u003c\/p\u003e\u003cp\u003eWarmhearted and entertaining, \u003ci\u003eRoar!\u003c\/i\u003e is an inspiring story for anyone looking to add a secret ingredient to their sales mix. Its many tools and resources will enable you to deliver a compelling message and strengthen your business in any economy. Take it from Lenny, it’s a sales jungle out there, but it’s much less scary when you know how to ROAR!\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989969289445,"sku":"NP9780470598795","price":22.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470598795.jpg?v=1761786071","url":"https:\/\/k12savings.com\/es\/products\/roar-get-heard-in-the-sales-and-marketing-jungle-isbn-9780470598795","provider":"K12savings","version":"1.0","type":"link"}