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All the rules of marketing are up for grabs. Markets are fragmenting and globalizing; consumers have greater control over when and what media they watch; and digital technologies have changed how people shop, work and relax. But a small number of senior marketing leaders have tapped into the secrets of what engages consumers and keeps them coming back. This book reveals the keys to their success. Featuring exclusive interviews with experts from Ogilvy and Mather, Digitas, and Booz Allen Hamilton, "Secrets of the Marketing Masters" offers tips drawn from the experiences of the world's top marketers, from how to gain the confidence of your colleagues on the senior team, to how win your customers' trust. With this real-world, insider advice readers can discover the techniques that will set them apart from the crowd and create lasting customer loyalty.

Introduction: Secrets of the Marketing Masters

Part One-Think Inside Out

　1. Run Marketing Like a Professional Service

　2. Build a Marketing Culture

　3. Become Known as the Voice of the Customer

　4. Share the Results That Matter-Good and Bad

Part Two-Think Outside In

　5. Develop Insight into People's Needs

　6. Develop Insight into Businesses' Needs

　7. Turn Insight into Foresight

　8. Build Customer Listening Posts

Part Three-Connect Emotionally

　9. Find Your Brand's Higher Purpose

　10. Be True to Your Brand's Meaning

　11 Cultivate Positive "Word of Mouse".

　12. Cultivate Positive Word of Mouth

　13. Win People's Trust

　14. Invest in Relationships

Afterword: The Obama Effect

The Secrets: A Crib Sheet

Acknowledgments

Notes

Index

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Product Description

All the rules of marketing are up for grabs. Markets are fragmenting and globalizing; consumers have greater control over when and what media they watch; and digital technologies have changed how people shop, work and relax. But a small number of senior marketing leaders have tapped into the secrets of what engages consumers and keeps them coming back. This book reveals the keys to their success. Featuring exclusive interviews with experts from Ogilvy and Mather, Digitas, and Booz Allen Hamilton, "Secrets of the Marketing Masters" offers tips drawn from the experiences of the world's top marketers, from how to gain the confidence of your colleagues on the senior team, to how win your customers' trust. With this real-world, insider advice readers can discover the techniques that will set them apart from the crowd and create lasting customer loyalty.

Book Description

All the old rules of marketing are up for grabs. Markets are fragmenting and globalizing; consumers have greater control over when and what media they use; and digital technologies have changed how people shop, work, and relax. But a small number of senior marketing leaders know how to engage consumers and keep them coming back. This book reveals the secrets to their success. Featuring exclusive interviews with top consumer and business-to-business marketers at companies like P&G, Unilever, GE, Nortel and American Express, Secrets of the Marketing Masters offers insight and practical advice, from how to gain the confidence of your colleagues on the senior team to how win your customers’ trust. Marketers will discover how to: • build a marketing culture • share results that matter–good and bad • connect with customers on an emotional level • find ways to amplify the customer voice within their company • run marketing like a professional service • cultivate positive word of mouth both on and offline • build customer listening posts • develop forward sensing mechanisms to spot new trends With this real-world, insider advice, readers can discover the techniques that will set them apart from the crowd and create lasting customer loyalty.

From the Inside Flap

It seems that up until just a few years ago, the ad men of Madison Avenue ruled the fiercely competitive marketing world. The creative geniuses who ran these agencies seemed to have a playbook for every product category: push beer during weekend sports, sell soap on the daytime dramas, and whatever you do, do it in a 30-second TV spot. But today, the old marketing formulas don’t work. Changes in technology have changed people’s behavior; they have different habits, tastes, and values. Most of today’s marketing masters have moved off Madison Avenue, and advertising is only part of their jobs. In fact, the intellectual capital of the marketing world seems to have moved to the client side. But these marketing masters are not necessarily “superstars.” Some of them work quietly behind the scenes. They all tend to stay in one place longer than average. And they seem to have cracked the code on helping their companies achieve consistent profitable growth. But just what is their secret? Secrets of the Marketing Masters reveals the keys to their success. Featuring exclusive interviews with top consumer and business-to-business marketers at companies like P&G, Unilever, GE, Diageo, and American Express, this book offers insight and practical advice, from how to gain the confidence of your colleagues on the senior team to how to win your customers’ trust. With more than 90 specific tips drawn from the experiences of the world’s top marketers and real-life examples from both consumer and business-to-business marketing, it shows you how to: • Develop insight into people’s needs • Share results that matter—good and bad • Get to know your customer • Become your customer’s voice • Be true to your brand’s meaning • Build a strong team of creative professionals • Stay in touch with customers’ changing desires, needs, and values • Make it easy for customers to ask questions or make complaints • Understand new trends in the digital world • Cultivate positive word of mouth both on and offline When it comes to brilliant marketing, Dick Martin is an expert. For 32 years he honed his skills at AT&T where he was executive vice president of public relations, employee communications, and brand management. Here he offers rare insights from the well-known marketing masters—like John Hayes at American Express and Beth Comstock at General Electric—to lower-profile masters like Rob Malcolm at Diageo and Alessandro Manfredi at Unilever. Successful marketing is an art, and only the truly savvy seem to get it just right. With Secrets of the Marketing Masters , you will be one of the few who know exactly what your customers want, even before they do. Dick Martin was formerly executive vice president of public relations, employee communications and brand management for AT&T. He has written for publications such as the Harvard Business Review, BusinessWeek Online, Chief Executive, and Leader to Leader. He lives in Summit, New Jersey.