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BIBLIOGRAPHY AND RECOMMENDED READING
A word from the Author:
Below is a list of the books referenced in Smart Yacht Marketing 101 that have inspired and informed me over the years, many of which were recommended by some of the most successful salespeople and marketers I know, both within and outside of yachting.
The older books are fascinating in that so many of the ideas and techniques they promote are not only still in use today but arguably more pertinent than ever. In fact, they demonstrate just how much of what is heralded today as being ‘groundbreaking new marketing’ has actually been around in various forms for decades...or even centuries!
All of them, I think, reveal how much both great marketing and robust selling comes down to our mindset and the ability to focus on goals and objectives together.
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Happy reading!
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SOME RECOMMENDED READING
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On Marketing & Messaging...
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Bill Bernbach’s Book: A History of the Advertising That Changed the History of Advertising
Bob Levenson
Villard Books (1987)
Guerilla P.R
Michael Levine
HarperBusiness (1994)
Hey Whipple, Squeeze This - The Classic Guide to Creating Great Advertising (6th Edition)
Luke Sullivan
Wiley (2022)
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Positioning: The Battle for Your Mind
Al Ries and Jack Trout
McGraw-Hill Education (2001)
The 22 Immutable Laws of Marketing
Al Ries and Jack Trout
Harper Business (1994)
The Anatomy of Buzz Revisited: Real-Life Lessons in Word-Of-Mouth Marketing
Emanuel Rosen
Crown Business (2009)
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The Copy Book - How Some of the Best Advertising Writers in the World Write Their Advertising
D&AD
Taschen (2018)
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Top of Mind: Use Content to Unleash Your Influence and Engage Those Who Matter To You
John Hall
McGraw-Hill Education; 1 edition (2017)
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​​On Sales & Selling...
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7L: The Seven Levels of Communication: Go From Relationships to Referrals
Michael J. Maher
BenBella Books (2014)
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Endless Referrals
Bob Burg
McGraw-Hill Education; 3 edition (2005)
Secrets of Closing the Sale
Zig Ziglar
Revell; Updated ed. edition (2004)
The Challenger Sale: Taking Control of the Customer Conversation
Matthew Dixon and Brent Adamson
Portfolio Penguin (2013)
The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea
Bob Burg and John David Mann
Penguin (29 Oct. 2015)
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The Psychology of Selling
Brian Tracy
Jaico Publishing House (2012)
The Referral Engine: Teaching Your Business to Market Itself
John Jantsch
Penguin (2011)
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The Silent Language of Leaders: How Body Language Can Help – or Hurt – How You Lead
Carol Kinsey Goman Ph.D.
John Wiley & Sons; 1st Edition (2011)
To Sell Is Human: The Surprising Truth About Moving Others
Daniel H. Pink
Canongate Books Ltd (2014)
​What Every BODY is Saying: An Ex-FBI Agent’s Guide to Speed-Reading People
Joe Navarro
William Morrow Paperbacks; 1st Edition (2008)
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On Mindset & Persuasion...
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Brainfluence: 100 Ways to Persuade and Convince Consumers with Neuromarketing
Roger Dooley
John Wiley & Sons; 1st Edition (2011)
Freakonomics: A Rogue Economist Explores the Hidden Side of Everything
Steven D. Levitt and Stephen J. Dubner
Penguin (2007)
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Influence: The Psychology of Persuasion - New & Expanded
Robert B. Cialdini, PH.D.
Harper Business (2021)
Motivation and Personality
Abraham Maslow
Wilder Publications (2013)
NLP at Work: The Essence of Excellence (3rd edition)
Sue Knight
Nicholas Brealey Publishing (2009)
Start With Why - How Great Leaders Inspire Everyone To Take Action
Simon Sinek
Penguin (2019)
Think and Grow Rich
Napoleon Hill
Manjul Publishing House Pvt Ltd (2013)
​​On Yachting Industry...
​The Superyacht Industry
Ed: Marcela de Kern Royer
Lulu.com (2021)
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SOME USEFUL WEBSITES AND ASSOCIATIONS
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Altrata powered by data from Wealth-X
Asia Pacific Superyacht Association
www.apsuperyacht.org
Boat International Media
www.boatinternational.com
ISS – International Superyacht Society
www.superyachtsociety.org
IYBA – International Yacht Brokers Association
www.iyba.org
LYBRA – Large Yacht Brokers Association
www.lybra.org
MYBA – Worldwide Yachting Association
www.myba-association.com
PYA – Professional Yachting Association
www.pya.org
Superyachtfan
www.superyachtfan.com
Superyacht Life
www.thesuperyachtlife.com
Superyacht Report Group
www.thesuperyachtgroup.com
Superyacht Times
www.superyachttimes.com
SYBAss – Superyacht Builders Association
www.sybass.org
Yacht Harbour
www.yachtharbour.com
YPY – Young Professionals in Yachting
www.ypyinternational.org
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