Marketing that works, how entrepreneurial marketing can add sustainable value to any sized company

The principles and insights outlined in this highly engaging book have been invaluable to me in leading the marketing efforts at Victoria's Secret Stores as well as on several P&G brands.

Jill Beraud, Executive Vice President, Marketing/Limited Brands and Victoria's Secret

Differentiate yourself more effectively, protect yourself against competition, and drive higher margins

Bring entrepreneurial power to distribution, sales management, PR, promotion, advertising, and more

For marketers in every kind of company, from startup to global enterprise

Focus your marketing on what really worksand make the most of every marketing investment!

Marketing That Works introduces breakthrough marketing tools, tactics, and strategies for differentiating yourself around key competencies, insulating against competitive pressures, and driving higher, more sustainable profits.

From pricing to PR, advertising to viral marketing, this book's techniques are relentlessly entrepreneurial: designed to deliver results fast, with limited financial resources and staff support. They draw on the authors' decades of research and consulting, their cutting-edge work in

Wharton's legendary Entrepreneurial Marketing classes, and their exclusive new survey of the Inc. 500's fastest-growing companies. Whether you're launching a startup or working inside a huge global enterprise, this will help you optimize every marketing investment you make. You'll learn how to target the right customer, deliver the right added value, and make sure your customers will pay a premium for itnow, and for years to come.

Build the foundation for extraordinary profit

Discover faster, smarter techniques for positioning, targeting, and segmentation

Drive entrepreneurial attitude throughout all your marketing functions

Master entrepreneurial pricing, advertising, sales management, promotionand even hiring

Maximize the value of all your stakeholder relationships

Profit by marketing to investors, intermediaries, employees, partners, and users

Generate, screen, and develop better product ideas

Engage combat on the right battlefields

Launch new products to maximize their lifetime profitability

Stage the winning rollout: from fixing bugs to gaining reference accounts

Every dime you spend on marketing needs to work harder, smarter, faster. Every dime must differentiate your company based on your most valuable competencies. Every dime must protect you against competitors and commoditization. Every dime must drive higher profits this quarter, and help sustain profitability far into the future.

Are your marketing investments doing all that? If not, get Marketing That Worksand read it today.

Includes online access to state-of-the-art marketing allocation software!

ABOUT THE AUTHORS

Leonard Lodish, Ph.D., is Samuel R. Harrell Professor of Marketing at The Wharton School. He is co-founder and Chair of Wharton's Global Consulting Practicum, and innovator of Wharton's MBA Entrepreneurial Marketing course. His research specialties include marketing decision support systems, marketing experimentation, and entrepreneurial marketing. He has consulted with clients ranging from Procter & Gamble and Anheuser-Busch to Tropicana and ConAgra.

Howard L. Morgan is Director and forme

ABOUT THE AUTHORS xi

ACKNOWLEDGMENTS xiii

INTRODUCTION 1

CHAPTER 1 MARKETING-DRIVEN STRATEGY TO MAKE EXTRAORDINARY MONEY 11

CHAPTER 2 GENERATING, SCREENING, AND DEVELOPING IDEAS 35

CHAPTER 3 ENTREPRENEURIAL PRICING-AN OFTENMISUSED WAY TO GARNER EXTRAORDINARY PROFITS 59

CHAPTER 4 DISTRIBUTION/CHANNEL DECISIONS TO SOLIDIFY SUSTAINABLE COMPETITIVE ADVANTAGE 87

CHAPTER 5 PRODUCT LAUNCH TO MAXIMIZE PRODUCT/SERVICE LIFETIME PROFITABILITY 131

CHAPTER 6 ENTREPRENEURIAL ADVERTISING THAT WORKS-VAGUELY RIGHT OR PRECISELY WRONG? 145

CHAPTER 7 HOW TO LEVERAGE PUBLIC RELATIONS FOR MAXIMUM VALUE 179

CHAPTER 8 SALES MANAGEMENT TO ADD VALUE 191

CHAPTER 9 MARKETING-ENABLED SALES 221

CHAPTER 10 ENTREPRENEURIAL PROMOTION AND VIRAL MARKETING TO MAXIMIZE SUSTAINABLE PROFITABILITY 239

CHAPTER 11 MARKETING RESOURCE DEPLOYMENT AND ALLOCATION-THE ALLOC SOFTWARE 253

CHAPTER 12 ENTREPRENEURIAL MARKETING FOR HIRING, GROWING, AND RETAINING EMPLOYEES 273

CHAPTER 13 MARKETING FOR FINANCING ACTIVITIES 281

CHAPTER 14 BUILDING STRONG BRANDS AND STRONG COMPANIES 295

INDEX 309