Selling to The New Elite

Discover the Secret to Winning Over Your Wealthiest Prospects

 Selling to The New Elite

Authors: James Taylor, Stephen Kraus, Doug Harrison
Pub Date: February 2011
Print Edition: $21.95
Print ISBN: 9780814434772
Page Count: 272
Format: Paper or Softback
e-Book ISBN: 9780814416549

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About the Authors

JIM TAYLOR, STEPHEN KRAUS, and DOUG HARRISON, coauthors of Selling to the New Elite: Discover the Secret to Winning Over Your Wealthiest Prospects (AMACOM; February 2011) and its predecessor, The New Elite: Inside the Mind of America’s Truly Wealthy (AMACOM; 2008), are recognized experts in marketing and consumer behavior. Their book is the result of many years of market research with Harrison Group, one of the country’s most respected market research and strategy firms, headquartered in Waterbury, Connecticut, with offices in Boston, Seattle and Scottsdale. Harrison Group specializes in concept testing, forecasting, branding, business consulting, and sales training for some of America’s top corporations, including esteemed leaders in the luxury category. It also produces, in partnership with American Express Publishing, the annual, industry-leading Survey of Affluence and Wealth in America.

Jim Taylor directs syndicated research, consulting projects, and services to an impressive list of clients, including Chanel, Gucci, Montage Hotels, Neiman Marcus, and UBS Private Wealth Management, at Harrison Group. Named “Marketer of the Year” by BrandWeek and one of America’s five leading business futurists by the Wall Street Journal, he is a highly sought after speaker on wealth marketing, marketplace strategy, and related topics. He has lectured at leading universities, including Harvard and Stanford, and for major business and civic organizations. He has contributed articles to national publications such as Advertising Age, the New York Times, the Wall Street Journal, and USA Today, and written two other books, The 500 Year Delta: What Happens After What Comes Next and The Visionary’s Handbook. Prior to joining Harrison Group, he served as Executive Vice President in charge of Hill & Knowlton’s flagship New York Office; Chief Executive Officer at Yankelovich, Shelly & White; and Chief Marketing Officer and Partner at Ernst & Young. Jim received his Ph.D. in communications from Michigan State. He lives in Waterbury, Connecticut.

Stephen Kraus draws on his extensive work in social science to provide consulting and research services to some of the world’s most successful companies. Acclaimed for his insights into human behavior and their marketing implications, he frequently speaks at conferences across the country, including those held by the American Psychological Association and the Society of Consumer Psychology. He is the author of the critically acclaimed Psychological Foundations of Success and his articles have appeared in BrandWeek, AdWeek, San Francisco Chronicle, Contemporary Psychology, and various scientific journals. Prior to joining Harrison Group, Steve was President of Next Level Sciences and a Partner with Yankelovich Partners, where he directed the Yankelovich Monitor—the longest continuously running study of consumer attitudes and lifestyles in America. He earned his Ph.D. in social psychology from Harvard University and twice won Harvard’s award for excellence in teaching. He lives in San Francisco, California.

Doug Harrison established Harrison Group in 1996 as a single-person operation. A veteran of over 700 forecasting studies, he has directed brand positioning, product development, and targeted marketing strategies for some of the world’s largest companies and most successful brands, including American Express, Coca-Cola, Microsoft, Home Depot, McDonald’s, Sara Lee, Honda, Louis Vuitton, Neiman Marcus, and Four Seasons. Prior to founding and building Harrison Group, Doug ran strategic research and volumetric forecasting at Yankelovich Partners. He has a B.S. degree in business and marketing from Cornell University. He lives in Westbury, Connecticut.

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