Book description
In this book, one of the world’s leading business consultants offers you a complete blueprint for igniting profitable, sustainable growth in your company. Monique Reece introduces the proven, start-to-finish “PRAISE” process that builds growth through six interrelated steps: Purpose, Research, Analyze, Implement, Strategize, and Evaluate/Execute. She demonstrates how to use fast, agile real-time planning techniques that are tightly integrated with execution as part of day-to-day operations… how to clarify your company’s purpose, value to customers, and most attractive opportunities… how to fix problems in sales and marketing that have persisted for decades, and finally measure the real value of marketing… how to combine the best traditional marketing techniques with the latest best practices for using social media… how to systematically and continually improve customer experience and lifetime value. Reece’s techniques have been proven with hundreds of companies over the past two decades – companies ranging from startups to intrapreneurial divisions of the world’s largest Fortune 500 firms. They work – and with her guidance, they will work for you, too.
Table of contents
- Title Page
- Copyright Page
- Contents
- Praise for Real Time Marketing for Business Growth
- Foreword
- Acknowledgments
- About the Author
- Introduction
-
Section I. Purpose: Define Your Purpose
- 1. What Is Purpose and Why Is It Important?
- 2. A Mission Statement Answers “Why Do We Exist?”
- 3. Create a Compelling Vision
- 4. Core Values Drive Behavior
- 5. The “C” Word
- 6. How The Ritz-Carlton Creates and Sustains a High-Performance Culture
- 7. Defining Core Values
- 8. Game Changers
- 9. Do What You Love and the Money Will Follow
- 10. Measurable Goals Drive Success
- 11. Situation Analysis and SWOT Analysis
-
Section II. Research: Market Opportunity
- 12. The Biggest Mistake Entrepreneurs Make
- 13. A Micro to Macro Process
- 14. Micro Perspective: Focus on High-Value Customers
- 15. Love Your Loyal Customers
- 16. 1:1 Marketing: Treat Different Customers Differently
- 17. Marketing’s Secret Weapon
- 18. Create Unique Customer Experiences
- 19. Customer Experience: The Dark Side
- 20. Why Do Customers Buy?
- 21. Real-Time Customer Research
- 22. Macro Perspective: Get the Big Picture
- 23. Market Segmentation for the Twenty-First Century
- 24. Zeroing in on Consumer Target Markets
- 25. Forecasting Demand
- 26. Competition: Keep Your Friends Close and Your Enemies Closer
- 27. Anticipate the Unexpected: Research Macro-Environmental Factors
- 28. Get Smart: Talk to Your Customers
- 29. Social Media and Online Tools Enable Real-Time Research
-
Section III. Analyze: Growth and Profit Potential
- 30. Business Expansion: Vulnerable or Poised for Growth?
- 31. Substitute Products and Services
- 32. Disrupt and Innovate
- 33. Finding New Value: Part Deux
- 34. Pricing Strategy and Objectives
- 35. Analyze Price and Profitability by Product and Service
- 36. Distribution and Channel Sales Strategy
- 37. Formula for Success: Real-Time Channel Development
- 38. Analyzing and Selecting Channels
- 39. Strategic Alliances and Partnerships
-
Section IV. Strategize: Growth Opportunities
- 40. What Is Strategy?
- 41. A Framework and Process for Strategy Development
- 42. Target Market Strategies
- 43. Positioning Strategy
- 44. What Is Your Brand Worth?
- 45. Design Your Brand Personality and Essence
- 46. Customer Strategies
- 47. Listen and Respond
- 48. Customers Are Your Best Advisors
- 49. Customers Are Cocreaters
- 50. Product and Service Strategy
- 51. Product Differentiation
- 52. Competitive Strategies
- 53. Growth Strategies
- 54. Innovation Strategies
- 55. The Long Tail
- 56. Nurture a Culture of Innovation
- 57. Sales Strategy and Plan
- 58. Marketing Objectives Drive Strategy
- 59. The Art and Science of Developing Strategy
-
Section V. Implement: Traditional and New Media
- 60. The State of Marketing Today
- Part I. Social Media, Digital Media, and Personal Communication Tactics
- 61. Digital Base Camp: Create a Great Web Site
- 62. Search Engine Marketing (SEM) and Optimization
- 63. Online Advertising
- 64. Email Marketing
- 65. Mobility Marketing
- 66. Social Media: Build Your Brand and Connect with Customers
- 67. What We Know So Far: Surprising Statistics
- 68. Measuring the Effectiveness of Social Media
- 69. Social Media Networks
- 70. The Blogosphere
- 71. Social Media Strategy and Planning Guide
- 72. Word of Mouth: Viral Marketing and Buzz
- 73. Public Relations
- Part II. Create a Tactical Plan with Execution Built-In
- 74. Make Marketing Measurable
- 75. Implementation Calendar and Budget
-
Section VI. Execute and Evaluate: Create a Culture of Execution
- 76. The Problem with Marketing
- 77. Asset-Based Marketing Measurement
- 78. Evaluate: What Is Measured Improves
- 79. ROI Optimizer™: Increase the Effectiveness of How Marketing Is Measured
- 80. The Balanced Scorecard
- 81. The Art and Science of Execution
- 82. Real-Time Marketing Planning
- 83. Create a Culture of Execution
- 84. Now It’s Up to You
- Endnotes
- Workshops and Training Programs
- Real-Time Marketing for Business Growth Free Resources and Tools
- Appendix. Marketing Plan Template
- Index
- Financial Times Press
Product information
- Title: Real-Time Marketing for Business Growth: How to Use Social Media, Measure Marketing, and Create a Culture of Execution
- Author(s):
- Release date: March 2010
- Publisher(s): Pearson
- ISBN: 9780137081363
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