Ditch the Pitch

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Ditch the Pitch

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Ditch the Pitch

Best-selling sales author Steve Yastrow advocates, “Tear up your sales pitch and, instead, improvise persuasive conversations.” Let go of pre-written scripts and embrace Steve’s guidelines for effortlessly enabling spontaneous conversations that persuade customers to say “yes.”

Ditch the Pitch is designed to teach Steve’s approach to fresh, spontaneous, persuasive conversations. Customers don’t want to hear sales pitches, but so many sales people still rely on them. These new skills will show the reader how to identify the details that make each customer unique and how to navigate a conversation that focuses on the right message for the right customer at the right time.

Praise for Ditch the Pitch

“It’s simple: sell to people the way you’d like to be sold to. This book will give salespeople the courage to be human.”
Seth Godin, Author, The Icarus Deception

“In these high pressure times of bite-size communications we all hunger to be listened to and cared for individually. Our customers know great hospitality, the kind that is not about selling but treating their needs as our highest priority. Steve Yastrow’s teachings are applicable to any business that values long-standing success based on personal relationships.”
– Alex von Bidder, Managing Partner, The Four Seasons Restaurant, New York

Business is an act of improvisation and I’m thrilled to see this thought brought into such sharp focus by Steve Yastrow. There’s an axiom in our work: the less your plan the more you’ll discover. We’d all benefit from ditching the pitch more often, and co-creating with our clients and prospects so we can discover more.”
– Tom Yorton, CEO, Second City Communications

“Sales is all about listening and creating a conversation based on what you hear. Steve Yastrow shows us how in this great book for salespeople and every one of us who needs to persuade people in our daily lives.”
– Rich Sheridan, Sales Vice President, salesforce.com

“I recommend Yastrow’s book for any sales team or individual sales rep looking for a better way to make the selling process more productive and pleasant. And I say go ahead, ditch your pitch in favor of a persuasive conversation. Engage your customers in the process by asking good questions, questions that will have them coming up with the answers themselves and lead them to their own conclusions, no convincing required.”
– John FoxHuffington Post

“This new and refreshing approach to persuasive marketing will appeal to readers in sales jobs and beyond.”
 Publishers Weekly

We: The Ideal Customer Relationship

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We: The Ideal Customer Relationship

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We
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We: The Ideal Customer Relationship

With a fresh, provocative look at how to connect with customers, Steve Yastrow helps readers understand how to differentiate their businesses in a meaningful way. Yastrow turns conventional sales and marketing on its head by showing what really motivates your customers: a strong relationship with your business. And what is the best kind of customer relationship? A “We” relationship, where the customer sees you not as a vendor or a provider, but as a collaborator. Both a manifesto and how-to guide, We: The Ideal Customer Relationship will change the way you interact with customers and change the way your customers think about you.

Praise for We: The Ideal Customer Relationship

“When Steve Yastrow writes, I pay close attention. He is at once a wonderful storyteller, a sophisticated purveyor of ideas, and an effective change agent. We is a superb book.”
Tom Peters

“This book will give you a breakthrough strategy for next generation marketing. Read this book and supercharge your sleepy marketing efforts with engagement.”
Tim Sanders, former Chief Solutions Officer at Yahoo and author of Love Is The Killer App: How To Win Business and Influence Friends

“Steve Yastrow is at the forefront of the next evolution in marketing. We have implemented many of his innovative ideas described in his new groundbreaking book We at Kimpton and have seen very positive results in property performance and customer loyalty as a result.”
Mike Depatie, CEO, Kimpton Hotels & Restaurants

Brand Harmony

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Brand Harmony

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Brand Harmony
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Brand Harmony

Steve Yastrow dispels myths about branding and shows how companies can successfully create Brand Harmony in the minds of their customers by aligning the entire organization to tell one cumulative story. Full of common-sense wisdom, Brand Harmony presents a fresh and revealing approach to branding and explains how companies of all types and sizes can drive results by focusing on harmonizing the customer experience. The book includes a series of how-to exercises based on Yastrow’s proven methods and real-life examples, which walk the reader through each stage of the branding process.

Praise for Brand Harmony

“Clear, compelling and powerful. Branding—in all its power and glory—made accessible and exciting. Hint: It’s for everyone, not just marketers.”
Tom Peters

“Steve Yastrow completely changed the way our company looks at marketing. This book will be a must-read for all of my employees.”
Carsten Pederson, President, Club 8 USA

“Steve possesses an insight into the workings of the marketing process in its entirety. With today’s business environment, he brings a new dimension to the old line, ‘marketing isn’t everything, but everything is marketing.’ The book is rich in ideas and ‘thought starters’. An important read for the young practitioner to the most senior executive, this common sense approach for business is timeless.”
– Paul D. Schrage, Senior Executive Vice President of Marketing, Retired, McDonald’s Corporation