resources | book notes
INTERNET MEDIA STRATEGY
Internet Sales Guidebook. by Daniel Ambrose;
Selling, Managing and Marketing Web 3.0 Media Brands.
"We've partnered with Daniel Ambrose, one of the magazine induustry's most talented sales coaches to bring you this unique guidebook....And now he has literally written the book on Internet Sales."
Diane Schwartz, VP Group Publisher, Media Industry Newsletter. Read more here. Buy it here.
BEST SALES BOOKS
Influence; Science and Practice, by Robert B. Cialdini;
The science behind the teaching. Buy it here.
Metaphorically Selling, by Anne Miller;
Buyers can best understand your proposition by seeing it as comparable with another idea or product they understand. Metaphors help you communicate that way, and help you control the comparison rather than let the prospect form their own comparable. Read the book note here.
Selling the Invisible, by Harry Beckwith;
Advertising is an invisible service…full of ideas that can help you sell more of it.
Read the book note here. Buy it here.
Selling (without selling), by Carol Super;
An advertising sales star tells about interpersonal skills skillfully. Buy it here.
SPIN Selling, by Neil Rackham;
This research validated selling approach supports and very nearly mirrors the Ziff-Davis structured selling approach. Buy it here.
Selling to VITO; The Very Important Top Officer, by Anthony Parinello;
Selling at the top in advertising media sales is harder, but more important than ever. Read the Book Note.
Buy it here.
Successful Local Broadcast Sales, by Paul Weyland
What They Don’t Teach You at Harvard Business School, by Mark H. McCormack, Buy it here.
BEST BOOKS FOR DICSUSSIONS WITH CUSTOMERS
The Influentials, by Ed Keller and Jon Berry;
Most magazines and internet media companies reach audiences that are above average in one way of another. This will help you sell that to your clients.
Buy it here.
Jump Start Your Business Brain by Doug Hall;
What to claim in your sales pitch, and how to get clients to believe it. Also helpful for talking with clients about what they should say about their business in their advertising. Buy it here.
Positioning, by Al Reis and Jack Trout;
The classic on positioning.
Buy it here.
Selling the Invisible, by Harry Beckwith;
If you don’t read it to help you sell ads, read it to help your clients market their business better. Read the Book Notes. Buy it here.
Tipping Point by Malcolm Gladwell;
Clients are always looking for the magic that will help their sales grow faster…this book will help you help them. Buy it here.
BEST BOOKS ON THE HISTORY OF MAGAZINE AND NEWSPAPER PUBLISHERS
The Trust; The Private and Powerful Family Behind The New York Times, by Susan E. Tifft and Alex S. Jones;
This is an indepth, insider, and insightful account appropriately focused on the business side that makes supports the editorial power of the most influential newspaper in the world. Buy it here.
Newspaperman;
S.I. Newhouse and the Business of News, Richard H. Meeker: Understand the wiley ad sales and business strategies that established Newhouse in the newspaper business. Buy it here.
The Fanciest Dive;
What happened when the media empire of Time/Life leaped without looking into the age of high-tech. By Christopher Byron; This sub-title should read what happened ‘the first time…’ as of course the second leap was the purchase of AOL. Buy it here.
Time Inc. The Intimate History of a Publishing Enterprise; 1923 – 1941, by Robert T. Elson.
The authorized account of the founding of the greatest magazine empire. Two subsequent volumes are also available, but this is the best. Buy it here.
The Last Days of The New Yorker, Gigi Mahon:
The saga of the decline of the New Yorker, and it’s purchase by the Advance Publications. Buy it here.
The Paper;
The Life and Death of the New York Herald Tribune, by Richard Kluger; The New York Herald Tribune is surpassed, then run out of business, by the superior advertising salesmanship and business management of the New York Times. Buy it here.
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