Peter Drucker’s body of work on business philosophy and strategy has yet to be surpassed, in my view.

One of my favourite Drucker quotes which I refer to regularly is:
“There are two functions, and two functions only, of any business: innovation and marketing”.

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From Martin Lindstrom, author of Buyology:
NeuroMarketing is where science and marketing meet. Buyology bears witness to an historic meeting between neuroscientists and marketing experts, a union that sheds new light on how we make decisions about what we buy — everything from food, to cell phones, to cigarettes, to political candidates — and why.

A research discipline that’s still in its infancy, NeuroMarketing uses high–tech brain scanning techniques, such as fMRI and EEG, to investigate brain activity. This neuro–imaging hardware enables us to examine and analyze what really drives our behavior, our opinions, our preference for Corona over Budweiser, iPods over Zunes, or McDonald’s over Wendy’s.

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Trendwatching: Has there ever been more urgency for corporations to ditch the greed and embrace generosity?

It’s something that countless individuals have already started doing, of course: giving is the new taking, and sharing is the new giving.

And yes, we do realize that this month’s Trend Briefing is massive, but in this business climate, can you really afford not to spend some time figuring out how to get a little closer to your customers?

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NEW HOT TOPIC: “MULTIPLY YOUR BUSINESS BY TEN IN 2010”

• What are the 3 priorities for all leading sales professionals? Referrals. Referrals. Referrals.

• Your customers influence at least ten other people. In any target audience the 10% lead the 90%. There is usually a small group of heavy-hitters who call the shots.

• They may be a handful of trade journalists, a few market-leaders, some early-innovators, an industry spokesperson, a recognised guru or a high profile customer.

• When these people talk the rest of the target audience listens! Every marketing plan should give deliberate thought to how to replicate your satisfied customers.

How WOMBAT selling could save you

January 10, 2010

WOMBAT, Michael Hewitt-Gleeson’s savvy book on ‘How to Sell by Word of Mouth’ published by Hardie Grant Books is my first favourite read of 2010. I love writers who slay cherished assumptions with social science. Hewitt-Gleeson leverages a PhD of credibility and 20 years of international experience in leadership, creativity and sales to decree closing the sale is dead.

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• Download The Book: simply click here.

• Download The Cover: simply click here.

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Dr Michael Hewitt-Gleeson is Australia’s best-selling author of NewSell. In this third edition entitled, WOMBAT Selling: How to Sell by Word of Mouth he has upgraded previous editions and added ecommerce.