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Marketing Playbook: The Manual for Growing Organizations--102 of the Best Marketing Plays to Get Your Sales Team Across the Goal Line Paperback – March 1, 2005


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Product Details

  • Paperback: 140 pages
  • Publisher: Eagle Cross Publishing; Full-color throughout edition (March 2005)
  • Language: English
  • ISBN-10: 0975527800
  • ISBN-13: 978-0975527801
  • Product Dimensions: 10.9 x 7.3 x 0.6 inches
  • Shipping Weight: 1.1 pounds
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Best Sellers Rank: #3,239,987 in Books (See Top 100 in Books)

Editorial Reviews

Review

Marketing Playbook takes you inside the minds of marketing's best and brightest... insights, ideas to fuel your business' growth. -- Rieva Lesonsky, Editorial Director, Entrepreneur Magazine, January 24, 2005

About the Author

John M Fox is the president and founder of Venture Marketing, a marketing firm for growing companies. Since 1997, he and his team have invested entrepreneurial spirit, insight and creative wit to help companies effectively jump hurdles in the sales cycle.

Before VM, John served in senior sales and marketing positions where he has grown revenue significantly. These firms include Intel, U.S. Robotics, Tellabs, and Productivity Point International.

John has authored and been featured in numerous publications, including BusinessWeek, Sales and Marketing, Chicago Tribune, and PCWeek/eWeek among many others. He is a graduate engineer from the University of Illinois at Urbana-Champaign in Computer Science and earned his MBA from Keller Graduate School of Management.


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More About the Author

All you need to know about me is that I get stuff started. Important, profitable, new direction initiatives that drive top-line revenue and can't be solved by anyone on your current team. I iterate quickly. I get things off the launchpad.

I'm always looking for opportunities to make profitable connections between people, products and ideas that create new markets, mashups and business opportunities.

I'm a hands-on sales & marketing practitioner. I've actually carried a bag, lived out of a suitcase, made quota and successfully sold new technologies for companies no one's ever heard of. Run marketing. Always created value for my sales teams.

I wrote The Marketing-Playbook--The Definitive Guide to B2B Marketing. Endorsed by Seth Godin, Guy Kawasaki, Al Ries, Rieva Lesonsky and Doug Hall, the Playbook provides detailed instructions for implementing more than 100 sales-driven marketing strategies for small businesses. Think of it as a marketing director's cookbook for serving everything from appetizers to the main course to dessert. (See: http://www.marketing-playbook.com/buzz.)

In early 2011, I wrote my second book: 99 Questions to Jump Start Your Partner Channel Brain (endorsed by Jill Konrath, author of SNAP Selling and Selling to Big Companies). It's a book filled with questions I challenge anyone to answer about their Channel Partners. If the term "Channel Partners" is a new one for you, Channel Partners are anyone selling your products and services who are NOT your employees. Think: resellers, reps, dealers, affiliates, OEMs, distributors, VARs, brokers...the classic middle-men. Since the majority of companies (of any size) go to market through channels today, I thought it was time for a book that stimulated neuron-firing and action.

Most recently, I've been producing a series of Mindmeld microconferences, where I personally recruit 60 of the greatest minds in a particular vertical to record their answer to a hot-topic question. See: http://PPCMindmeld.com

Customer Reviews

4.9 out of 5 stars
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See all 12 customer reviews
This book is very engaging, in fact, hard to put down.
Denise's Reviews
He provides the reader with good insight and detail on "plays" such as print advertising, Linkedin, PR, Customer referrals, Customer surveys etc.
Conor Cunneen
It's the kind of book anybody in marketing and sales will keep and refer to often.
Philip J. Meyers

Most Helpful Customer Reviews

2 of 2 people found the following review helpful By David P. Albert on May 2, 2005
Format: Paperback
As its name suggests, John Fox presents each piece of marketing advice as a play, making it ideal for busy marketers with varying budgets. The book succinctly concentrates on maximizing marketing dollars and efforts with real-world applications. It's a beautiful book that's nicely designed and formatted, and a pleasure to read. You simply won't go wrong with the Marketing Playbook.
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1 of 1 people found the following review helpful By Philip J. Dorman on May 5, 2005
Format: Paperback
A common problemhas always been getting Sales and Marketing on the same page. Each side has its own view, agenda and lingo. John Fox recognizes this in his delivery, presenting ideas in a way that both sides can appreciate. We're giving a copy of the book to a select group in the company and asking that each recommend two "first plays."
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Format: Paperback Verified Purchase
This book is very engaging, in fact, hard to put down. As a seasoned marketing executive, I am often disappointed with marketing books yet this one was a pleasant surprise and loaded with useful information. John's suggestions are easy to implement and focused on helping sales make sales! Too many marketers focus on brand image to the exclusion of lead generation and customer aquisition. What good is a brand if there is no money in the bank! This book will keep new and seasoned marketers in growth companies on track with cost-effective ideas to ring the sales bell. An excellent feature is a list of sample vendors and the approximate cost of various "plays"; this alone will save new marketers research time and money and allow them to maximize tight marketing budgets for maximum results. This book is worth every penny and there is something inside that will work for every type of business.
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By Conor Cunneen on January 31, 2006
Format: Paperback
This is not a book which you read through over a period of hours. In fact it is quite possible that you will never read all of the book, but yet find it invaluable.

Fox breaks the sales stage down into logical segments and provides good "plays" to make the sales process more productive. Sales segments include: Thinking, Reaching, Engaging, Keeping.

None of the plays are innovative, but they are relevant. He provides the reader with good insight and detail on "plays" such as print advertising, Linkedin, PR, Customer referrals, Customer surveys etc. He also makes an effort to cost out these plays. I did find some of his costings on the high side, but it is up to you "the player" to make sure you get your value for money.

The book is not cheap, but if you want a good reference, idea book at your fingertip, it is good value.
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Format: Paperback
Marketing Playbook: The Manual for Growing Organizations is a compendium of 102 marketing strategies to meet sales goals. A football-style theme and trappings capture the reader's eye, but at its heart Marketing Playbook is all business. Tips, tricks and techniques include the basics for creating a good business card, how to create a series of "thank you" postcards with impact, using web conferencing to give a sales presentation without leaving one's chair, how to break through voicemail, and much more. A surprisingly intense amount of detail on each topic and full-color photographs on every page distinguish Marketing Playbook as a top-quality reference and resource for marketing professionals.
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2 of 3 people found the following review helpful By Philip J. Meyers on May 25, 2005
Format: Paperback
Whether a company needs to know how to get its news in front of people who care through news distribution, or how to present it in a binder, John Fox's Marketing Playbook lays it out ... plus John gives you the names of sources who will help. It's the kind of book anybody in marketing and sales will keep and refer to often.
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