As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.... [ read more ]
If you still think "the customer is king," you're falling behind. Today's most powerful growth engine is users--people who interact with a company through digital media and technology even if they have never spent a dime. Become indispensable to users and the profits will follow.
As CEO of the digital marketing agency Huge, Aaron Shapiro goes inside blue-chip companies to advise them on how to thrive in this new business reality. He led an extensive study of the Fortune 1000 and found that the most successful companies focus on users first. Look at Facebook and Google. They built their businesses before they even figured out what they were selling, let alone who their customers were.
Shapiro argues that every business needs to stop obsessing about customers and start creating powerful user experiences. ... [ read more ]
Organizing Genius analyzes the "great" collaborative teams. It explores what it means to be a great group and how to achieve that working dynamic. This book is for anyone in a leadership position.... [ read more ]
Everyone loves a comeback, and sometimes failure is the best education. That is the theme of this collection of interviews with 28 successful and famous people from all walks of life who, at one time or another, have been fired. Career and business writer Mackay shows a remarkable ability to get highly visible people to open up and reveal their dark past.... [ read more ]
We train our physical bodies to excel at physical tasks. Why not train our minds to excel at mental tasks?
Through the latest research in cognitive science and neuroscience, management and innovation expert David Silverstein explores how the brain's systems interconnect and how you can commit to building your brain and improving your mental game.
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Power Sleep disucusses easy, drug-free ways to improve your body and brain for an alert and productive work day. This book includes twenty great sleep strategies, the golden rules of sleep, the do's and don'ts of sleeping pills and over-the-counter remedies, and much more.... [ read more ]
With the candor and freshness you'd expect from a close and experienced friend, Cone delivers hundreds of insights in a quick, no-nonsense and witty manner on all facets of marketing and advertising of real value to businesses and organization of all sizes.... [ read more ]
Green Beans and Ice Cream? At first glance, they don’t sound like they go together. But this groundbreaking new book from author Bill Sims, Jr. will change forever the way you deal with your family, customers, coworkers, students, and yes, even your spouse! In Bill’s thirty year history, he has helped design more than one thousand behavior change systems that have produced tremendous gains in performance and profits at America’s top companies including Disney, Coca-Cola, McDonald’s, General Motors, and Dupont. Hidden in this book you will find Bill’s “secret sauce”, and the recipe for rapid, sustainable behavior change and engagement--Positive Reinforcement (PR+) The book explains why positive reinforcement is one of the most powerful forces on the planet. Use it wisely, and performance moves off the chart. Use it poorly, and the results can be disastrous. ... [ read more ]
"Strategic Negotiation" provides readers with a systematic and rational process that enables them to go beyond "win-win" and create true, measurable business value, and allow both you and the customer to meet and exceed your negotiation goals. This book is good for anyone in dealing with sales.... [ read more ]
Corporations, it seems, are always seeking the ""silver bullet"" that will create intimacy with customers. But most efforts fail from the moment they begin, say respected consultants, Tom Stevenson and Sam Barcus. The reason? Accountability for program leadership is placed on the sales force rather than on the executives and senior managers who have a more seasoned business perspective. For the first time ever, Stevenson and Barcus outline the relationship-building processes used successfully by professional consulting firms. Sales professionals in other industries will learn never-before-published explanations and documentation regarding consulting firm approaches and techniques.... [ read more ]
The Right Fight, the new management guide from noted business strategists Saj-nicole Joni and Damon Beyer, turns management thinking on its head and shows why, in the fast-moving, hyper-competitive marketplaces of the 21st century, leaders need to both foster alignment and orchestrate thoughtful controversy in their organizations to get the best out of them. The authors’ groundbreaking research—including examples as diverse as Unilever, Microsoft, Coca-Cola, Dell, the Clinton Administration, and the Houston Independent School System—shows that happy workers can become bored or complacent and thus less productive than workers who are subjected to a little properly managed tension. Readers of Good to Great and Winning, as well as the Harvard Business Review and Strategy + Business, will find much to ponder in The Right Fight.... [ read more ]
Offensive Marketing explores consumer marketing in the "world of tommorow." It contains a set of consumer and profit-oriented approaches that lead to winning strategies. This book is for marketing professionals.... [ read more ]
Same Game, New Rules provokes a deeper level of thought about selling and achievement in busness. As the rules of selling change, thinking must change as well. For the sales professional, antiquated thinking will lead to way too much work for way too little money. This book raises the professional seller to a new level of awareness about selling and achievement. It does so by giving the reader new ways to think about the old game of selling.... [ read more ]
Bury My Heart at Conference Room B is about igniting the massive power of any manager's emotional commitment to his or her company-worth more than financial, intellectual and physical commitment combined. ... [ read more ]
How Winners Sell discusses successful techniques in order to beat the competition every time. This guide has ways to develop the new skills needed to thrive in today's hyper-competitive marketplace, identify what's important to top executives to consistently gain and maintain trust, learn crucial information about the competition that will help win the sale, and much more. ... [ read more ]
How does the hopeful entrepreneur convince the power brokers to accept his vision-and fast? In 2004, young Brazilian businessman Bellino sold Donald Trump on his idea to create the largest and most exclusive golf resort in Latin America, the first enterprise in Brazil to bear the Trump brand. The tale lies in how Bellino convinced the Donald in three minutes flat. A lifelong business enthusiast, Bellino leads readers through his succinct presentation methodology, praising the benefits of intuition and risk, using personal experiences, intriguing references, and lessons from the Donald's Apprentice TV series as his guide. The latter portion of the book presents capsule profiles of famous Latin American and North American entrepreneurs who succeeded against the odds, plus self-testing exercises. Advice ranges from obvious (first impressions matter) to insightful (using the "adaptive unconscious"), but never makes the kind of impact that would convince someone to, say, hand over $200 million for some Latin American links.... [ read more ]
From Average to Awesome: Lessons for Living an Extraordinary Life details the transformation process to passion, purpose and power! Candid, thought-provoking anecdotes and a powerful action plan, make From Average to Awesome a quick, yet emotional read. Author, Jim Smith, Jr., explains the effects of adverse situations and how personal experiences can transform anyone from average to awesome!... [ read more ]
Confessions From the Corner Office is a fly on the wall look at the corner office that provides tactical advice on how to get there. This book, written by two former CEOs, provides advice in a humorous and entertaining manner, and focuses on the instincts that managers need to hone in on. It provides managers with insight on how to develop a unique, caring and motivating management style. This book is based on the authors own successes, mistakes and observations of great leaders. They identify seven Attitude Instincts and eight Performance Instincts and will teach readers how to develop each for their own individual success. Each chapter will open with a playful dialogue between the co-authors discussing which critical instinct and insight helped get them into the corner office.
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According to studies, we all work for the same thing--and it's not just money. It's meaning. Through our work, we seek a sense of purpose, contribution, connection, value, and hope. Digging down to the meaning of work taps our resilience in hard times and our passion in good times. That's the simple but profound premise behind this groundbreaking book by renowned management expert Dave Ulrich and psychologist Wendy Ulrich. They've talked to thousands of people--from rank-and-file workers to clients and customers to top-level executives--and synthesized major disciplines to identify the "why" behind our most successful experiences.
Using the model of the "abundant organization," they provide you with the "how" to create meaning and value in your own workplace. ... [ read more ]
Salary, bonuses, benefits and "perks" may be the most visible elements of a rewards program, but other components are just as valuable to employees. This comprehensive book and CD-ROM package shows how nonfinancial rewards can be quantified and combined with monetary measures in a way that complements business objectives.
The authors' eye-opening research on what employees value is backed up by examples from their own consulting experience. The book's step-by-step process features more than 100 practical tools for developing an "M3" rewards system based on money, mix, and message, and provides a blueprint for creating a custom-tailored rewards strategy to match an organization's specific goals.
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Like college athletes, engaged employees are valuable, but entangled employees, like Olympians, are the ones who take an organization to new heights. What makes these top-performing employees have such an impact on the success of each of their organizations? What encourages their sense of organizational ownership?
With deep insight into eight award-winning, market-leading companies, It's My Company Too! explores how the highest-performing organizations entangle employees, systems, culture, and leadership into a unified drive for excellence. ... [ read more ]
"The Power of Open-Book Management" discusses the new approach to increased employee productivity and superior financial results. In this book, managers will find a complete guide to understanding and implementing this new method of building, strengthening, and growing their organizations.... [ read more ]
More than 500,000 sales professionals worldwide have discovered the persuasive power of the revolutionary sales proscess-Solution Selling. The Solution Selling Fieldbook now shows how to make Solution Selling work for you. This results-driven, step-by-step guide provides you with the methods, processes, job aids, tools, and techniques you need.... [ read more ]
The title says it all: Carrots and Sticks Don't Work.
Reward and recognition programs can be costly and inefficient, and they primarily reward employees who are already highly engaged and productive performers. Worse still, these programs actually decrease employee motivation because they can make individual recognition, rather than the overall success of the team, the goal. Yet many businesses turn to these measures first—unaware of a better alternative. So, when it comes to changing your organizational culture, carrots and sticks don’t work!
What does work is Dr. Paul Marciano's acclaimed RESPECT model, which gives you specific, low-cost, turnkey solutions and action plans-- based on seven key drivers of employee engagement that are proven and supported by decades of research and practice—that will empower you to assess, troubleshoot, and resolve engagement issues in the workplace.... [ read more ]
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