Woof: Why Ordinary Organizations Fail
Woof: Why Ordinary Organizations Fail
Overview
WOOF provides a practical playbook for driving growth by creating a measurable sales and marketing strategy that's grounded in research and generates a predictable return on investment. Written by Lori Turner-Wilson, the award-winning syndicated "Guerrilla Sales & Marketing" columnist and CEO of RedRover Sales & Marketing Strategy, WOOF is a "business mentor in book form" according to D. Bryan Jordan, Chairman, President and CEO of First Horizon National Corporation. Russ Klein, CEO of the American Marketing Association, says WOOF is "bite-sized and easy to pick up over and over again. I keep it around for inspiration..." Just as a heart surgeon would never cut before a diagnosis, so should go your sales and marketing strategy. Turner-Wilson outlines the way a proper diagnosis requires objective, comprehensive research insights that can only be gathered by gaining the authentic perspectives of your current customers and the broader marketplace. Only through proper research can you determine the sales and marketing levers to pull in order to generate a strong, predictable return on investment. She explains that the brands deploying the most successful marketing strategies share these approaches. They have claimed a unique brand territory. They have a distinct brand voice that resonates with buyers. They have a deep understanding of their target market - who they are, what makes them tick, and why they buy. They have identified the most cost efficient and productive avenues for reaching them, and they focus on these channels in order to maintain an affordable cost of customer acquisition. Believing that the strongest return on investment can only be had when marketing and sales strategies align, WOOF shares insights into Turner-Wilson's sales philosophies. The consultative sales model was conceived in the 1970s and was ahead of its time. Its discovery or question-based approach puts the sales person in the enviable role of adviser, and its principles couldn't be more relevant today. At its core is the premise that you must first seek to understand before you can truly be understood. Master this sales methodology, and you will find yourself forging impenetrable, long-term relationships and consistently outpacing competing sales professionals. Only through introspection can we improve, says Turner-Wilson. She reflects on how well Microsoft co-founder Bill Gates clearly understood this when he said, "I have been struck again and again by how important measurement is to improving the human condition." Thanks to technological advancements, the author demonstrates that our ability to easily measure sales and marketing strategies has improved exponentially. Gone are the days where it's good enough to simply monitor revenue growth and marketing expense, making vague correlations between the two. Today's savvy sales and marketing leaders make informed, data-driven decisions. The author's firm, RedRover Sales & Marketing Strategy, is an internationally award-winning boutique sales training and marketing agency that has generated measurable sales and marketing results for its clients for more than a decade. Lori Turner-Wilson spent her pre-RedRover career on the client side of the business, allowing her to see the world a bit differently than most agency heads. Having been in the client's shoes - leading corporate marketing, sales and communications teams - she knows what it's like to have ultimate responsibility for the bottom line. As such, she is RedRover's compass, ensuring client strategies are measurable and likely to deliver tangible, meaningful results.Description
Condition Guidelines
Books - New and Used
The following guidelines apply to books:
- New: A brand-new copy with cover and original protective wrapping intact. Books with markings of any kind on the cover or pages, books marked as "Bargain" or "Remainder," or with any other labels attached, may not be listed as New condition.
- Used - Good: All pages and cover are intact (including the dust cover, if applicable). Spine may show signs of wear. Pages may include limited notes and highlighting. May include "From the library of" labels. Shrink wrap, dust covers, or boxed set case may be missing. Item may be missing bundled media.
- Used - Acceptable: All pages and the cover are intact, but shrink wrap, dust covers, or boxed set case may be missing. Pages may include limited notes, highlighting, or minor water damage but the text is readable. Item may but the dust cover may be missing. Pages may include limited notes and highlighting, but the text cannot be obscured or unreadable.
Note: Some electronic material access codes are valid only for one user. For this reason, used books, including books listed in the Used – Like New condition, may not come with functional electronic material access codes.
Shipping & Delivery
Shipping Fees
- Stevens Books offers FREE SHIPPING everywhere in the United States for ALL non-book orders, and $3.99 for each book.
- Packages are shipped from Monday to Friday.
- No additional fees and charges.
Delivery Times
The usual time for processing an order is 24 hours (1 business day), but may vary depending on the availability of products ordered. This period excludes delivery times, which depend on your geographic location.
Estimated delivery times:
- Standard Shipping: 5-8 business days
- Expedited Shipping: 3-5 business days
Shipping method varies depending on what is being shipped.
Tracking
All orders are shipped with a tracking number. Once your order has left our warehouse, a confirmation e-mail with a tracking number will be sent to you. You will be able to track your package at all times.
Damaged Parcel
If your package has been delivered in a PO Box, please note that we are not responsible for any damage that may result (consequences of extreme temperatures, theft, etc.).
If you have any questions regarding shipping or want to know about the status of an order, please contact us or email to support@stevensbooks.com.
Returns & Refunds
You may return most items within 30 days of delivery for a full refund.
To be eligible for a return, your item must be unused and in the same condition that you received it. It must also be in the original packaging.
Several types of goods are exempt from being returned. Perishable goods such as food, flowers, newspapers or magazines cannot be returned. We also do not accept products that are intimate or sanitary goods, hazardous materials, or flammable liquids or gases.
Additional non-returnable items:
- Gift cards
- Downloadable software products
- Some health and personal care items
To complete your return, we require a tracking number, which shows the items which you already returned to us.
There are certain situations where only partial refunds are granted (if applicable)
- Book with obvious signs of use
- CD, DVD, VHS tape, software, video game, cassette tape, or vinyl record that has been opened
- Any item not in its original condition, is damaged or missing parts for reasons not due to our error
- Any item that is returned more than 30 days after delivery
Items returned to us as a result of our error will receive a full refund,some returns may be subject to a restocking fee of 7% of the total item price, please contact a customer care team member to see if your return is subject. Returns that arrived on time and were as described are subject to a restocking fee.
Items returned to us that were not the result of our error, including items returned to us due to an invalid or incomplete address, will be refunded the original item price less our standard restocking fees.
If the item is returned to us for any of the following reasons, a 15% restocking fee will be applied to your refund total and you will be asked to pay for return shipping:
- Item(s) no longer needed or wanted.
- Item(s) returned to us due to an invalid or incomplete address.
- Item(s) returned to us that were not a result of our error.
You should expect to receive your refund within four weeks of giving your package to the return shipper, however, in many cases you will receive a refund more quickly. This time period includes the transit time for us to receive your return from the shipper (5 to 10 business days), the time it takes us to process your return once we receive it (3 to 5 business days), and the time it takes your bank to process our refund request (5 to 10 business days).
If you need to return an item, please Contact Us with your order number and details about the product you would like to return. We will respond quickly with instructions for how to return items from your order.
Shipping Cost
We'll pay the return shipping costs if the return is a result of our error (you received an incorrect or defective item, etc.). In other cases, you will be responsible for paying for your own shipping costs for returning your item. Shipping costs are non-refundable. If you receive a refund, the cost of return shipping will be deducted from your refund.
Depending on where you live, the time it may take for your exchanged product to reach you, may vary.
If you are shipping an item over $75, you should consider using a trackable shipping service or purchasing shipping insurance. We don’t guarantee that we will receive your returned item.
Overview
WOOF provides a practical playbook for driving growth by creating a measurable sales and marketing strategy that's grounded in research and generates a predictable return on investment. Written by Lori Turner-Wilson, the award-winning syndicated "Guerrilla Sales & Marketing" columnist and CEO of RedRover Sales & Marketing Strategy, WOOF is a "business mentor in book form" according to D. Bryan Jordan, Chairman, President and CEO of First Horizon National Corporation. Russ Klein, CEO of the American Marketing Association, says WOOF is "bite-sized and easy to pick up over and over again. I keep it around for inspiration..." Just as a heart surgeon would never cut before a diagnosis, so should go your sales and marketing strategy. Turner-Wilson outlines the way a proper diagnosis requires objective, comprehensive research insights that can only be gathered by gaining the authentic perspectives of your current customers and the broader marketplace. Only through proper research can you determine the sales and marketing levers to pull in order to generate a strong, predictable return on investment. She explains that the brands deploying the most successful marketing strategies share these approaches. They have claimed a unique brand territory. They have a distinct brand voice that resonates with buyers. They have a deep understanding of their target market - who they are, what makes them tick, and why they buy. They have identified the most cost efficient and productive avenues for reaching them, and they focus on these channels in order to maintain an affordable cost of customer acquisition. Believing that the strongest return on investment can only be had when marketing and sales strategies align, WOOF shares insights into Turner-Wilson's sales philosophies. The consultative sales model was conceived in the 1970s and was ahead of its time. Its discovery or question-based approach puts the sales person in the enviable role of adviser, and its principles couldn't be more relevant today. At its core is the premise that you must first seek to understand before you can truly be understood. Master this sales methodology, and you will find yourself forging impenetrable, long-term relationships and consistently outpacing competing sales professionals. Only through introspection can we improve, says Turner-Wilson. She reflects on how well Microsoft co-founder Bill Gates clearly understood this when he said, "I have been struck again and again by how important measurement is to improving the human condition." Thanks to technological advancements, the author demonstrates that our ability to easily measure sales and marketing strategies has improved exponentially. Gone are the days where it's good enough to simply monitor revenue growth and marketing expense, making vague correlations between the two. Today's savvy sales and marketing leaders make informed, data-driven decisions. The author's firm, RedRover Sales & Marketing Strategy, is an internationally award-winning boutique sales training and marketing agency that has generated measurable sales and marketing results for its clients for more than a decade. Lori Turner-Wilson spent her pre-RedRover career on the client side of the business, allowing her to see the world a bit differently than most agency heads. Having been in the client's shoes - leading corporate marketing, sales and communications teams - she knows what it's like to have ultimate responsibility for the bottom line. As such, she is RedRover's compass, ensuring client strategies are measurable and likely to deliver tangible, meaningful results.Description
Condition Guidelines
Books - New and Used
The following guidelines apply to books:
- New: A brand-new copy with cover and original protective wrapping intact. Books with markings of any kind on the cover or pages, books marked as "Bargain" or "Remainder," or with any other labels attached, may not be listed as New condition.
- Used - Good: All pages and cover are intact (including the dust cover, if applicable). Spine may show signs of wear. Pages may include limited notes and highlighting. May include "From the library of" labels. Shrink wrap, dust covers, or boxed set case may be missing. Item may be missing bundled media.
- Used - Acceptable: All pages and the cover are intact, but shrink wrap, dust covers, or boxed set case may be missing. Pages may include limited notes, highlighting, or minor water damage but the text is readable. Item may but the dust cover may be missing. Pages may include limited notes and highlighting, but the text cannot be obscured or unreadable.
Note: Some electronic material access codes are valid only for one user. For this reason, used books, including books listed in the Used – Like New condition, may not come with functional electronic material access codes.
Shipping & Delivery
Shipping Fees
- Stevens Books offers FREE SHIPPING everywhere in the United States for ALL non-book orders, and $3.99 for each book.
- Packages are shipped from Monday to Friday.
- No additional fees and charges.
Delivery Times
The usual time for processing an order is 24 hours (1 business day), but may vary depending on the availability of products ordered. This period excludes delivery times, which depend on your geographic location.
Estimated delivery times:
- Standard Shipping: 5-8 business days
- Expedited Shipping: 3-5 business days
Shipping method varies depending on what is being shipped.
Tracking
All orders are shipped with a tracking number. Once your order has left our warehouse, a confirmation e-mail with a tracking number will be sent to you. You will be able to track your package at all times.
Damaged Parcel
If your package has been delivered in a PO Box, please note that we are not responsible for any damage that may result (consequences of extreme temperatures, theft, etc.).
If you have any questions regarding shipping or want to know about the status of an order, please contact us or email to support@stevensbooks.com.
Returns & Refunds
You may return most items within 30 days of delivery for a full refund.
To be eligible for a return, your item must be unused and in the same condition that you received it. It must also be in the original packaging.
Several types of goods are exempt from being returned. Perishable goods such as food, flowers, newspapers or magazines cannot be returned. We also do not accept products that are intimate or sanitary goods, hazardous materials, or flammable liquids or gases.
Additional non-returnable items:
- Gift cards
- Downloadable software products
- Some health and personal care items
To complete your return, we require a tracking number, which shows the items which you already returned to us.
There are certain situations where only partial refunds are granted (if applicable)
- Book with obvious signs of use
- CD, DVD, VHS tape, software, video game, cassette tape, or vinyl record that has been opened
- Any item not in its original condition, is damaged or missing parts for reasons not due to our error
- Any item that is returned more than 30 days after delivery
Items returned to us as a result of our error will receive a full refund,some returns may be subject to a restocking fee of 7% of the total item price, please contact a customer care team member to see if your return is subject. Returns that arrived on time and were as described are subject to a restocking fee.
Items returned to us that were not the result of our error, including items returned to us due to an invalid or incomplete address, will be refunded the original item price less our standard restocking fees.
If the item is returned to us for any of the following reasons, a 15% restocking fee will be applied to your refund total and you will be asked to pay for return shipping:
- Item(s) no longer needed or wanted.
- Item(s) returned to us due to an invalid or incomplete address.
- Item(s) returned to us that were not a result of our error.
You should expect to receive your refund within four weeks of giving your package to the return shipper, however, in many cases you will receive a refund more quickly. This time period includes the transit time for us to receive your return from the shipper (5 to 10 business days), the time it takes us to process your return once we receive it (3 to 5 business days), and the time it takes your bank to process our refund request (5 to 10 business days).
If you need to return an item, please Contact Us with your order number and details about the product you would like to return. We will respond quickly with instructions for how to return items from your order.
Shipping Cost
We'll pay the return shipping costs if the return is a result of our error (you received an incorrect or defective item, etc.). In other cases, you will be responsible for paying for your own shipping costs for returning your item. Shipping costs are non-refundable. If you receive a refund, the cost of return shipping will be deducted from your refund.
Depending on where you live, the time it may take for your exchanged product to reach you, may vary.
If you are shipping an item over $75, you should consider using a trackable shipping service or purchasing shipping insurance. We don’t guarantee that we will receive your returned item.
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