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 ]
Marketing to the Campus Crowd is for any company looking to boost its bottom line and establish long-term brand loyalty by tapping into this lucrative market. This book discusses ways to implement campus marketing and strategic themes and how to avoid the most common fatal mistakes firms typically make. ... [ read more ]
More than 16 million Americans work as sales professionals, according to the U.S. Bureau of Labor Statistics. Add in the vast number of small business owners, consultants, doctors, lawyers, and other professionals who must sell their services and promote their credibility in order to succeed, and it’s clear that there is a huge need for practical, easy-to-apply information on the art of sales. From Contact to Contract fills this need in a way no other book does. From prospecting and presenting to consultative conversations and closing, this book provides a comprehensive collection of 496 tips and best practices without getting bogged down in long explanations of sales theory and models. ... [ read more ]
Playing to Win, a noted Wall Street Journal and Washington Post bestseller, outlines the strategic approach Lafley, in close partnership with strategic adviser Roger Martin, used to double P&G’s sales, quadruple its profits, and increase its market value by more than $100 billion when Lafley was first CEO (he led the company from 2000 to 2009). The book shows leaders in any type of organization how to guide everyday actions with larger strategic goals built around the clear, essential elements that determine business success—where to play and how to win.... [ read more ]
This book aims to give the marketer an informed rationale for making decisions. It offers an alternative perspective on chartering the major brands within the organization, as well as integrating creativity, managing efficiency, and directing purpose.... [ read more ]
Whether you're an account manager for a large corporation or a fledgling entrepreneur, the small business market is one you can't afford to ignore. Your bottom line depends on it. Yet to capture this market, you need to adopt a new strategy-a strategy that recognizes the limited budgets, intense competitors, oppressive taxes, and inadequate resources that plague most small business owners. Outfoxing the Small Business Owner shows you how to tap the heart, mind, and pocketbook of these cagey customers. You'll rethink your usual approach, tailoring it to your customers' individual challenges and idiosyncrasies. You'll learn what works for small business owners-and how it's different than what works for your larger accounts.... [ read more ]
The difference between helping and selling is just two letters, but those two letters make all the difference.
What if - faced with more competition than ever before - you stopped trying to be amazing, and just started being useful?
Jay Baer's Youtility offers a new business approach that cuts through the clutter: marketing that is truly, inherently useful. If you sell something, you make a customer today, but if you genuinely help someone, you create a customer for life.... [ read more ]
Mass Affluence explores the idea that "Mass Marketing is back" but with a new target and a fresh approach that companies ignore at their paril. Nunes and Johnson argue against the old mass-marketing concepts of the 1950s and outlines seven new rules for capturing this newly discovered ignored market.... [ read more ]
What's the quickest way to ruin a friendship? Do great friendships have anything in common? Are close friendships in the workplace such a bad thing? These are just a few of the questions that #1 New York Times bestselling author Tom Rath asked when he embarked on a massive study about the impact of friendships. Along with several leading researchers, Rath pored through the literature, conducted several experiments, and analyzed more than 8 million interviews from The Gallup Organization's worldwide database. ... [ read more ]
Fear, curiosity, exhaustion, loyalty, paranoia, optimism, rage, and revelation--not quite the kind of emotions that are anticipated or discussed when leaders embark on organizational change, but exactly the kind to expect, says Jeanie Daniel Duck in her treatise on the human element of growth. The Change Monster examines how to effectively plan for, address, and manage the least predictable and perhaps the most important aspect of a successful transformation.... [ read more ]
Get the expert perspective and practical advice on big data
The Big Data-Driven Business: How to Use Big Data to Win Customers, Beat Competitors, and Boost Profits makes the case that big data is for real, and more than just big hype. The book uses real-life examples-from Nate Silver to Copernicus, and Apple to Blackberry-to demonstrate how the winners of the future will use big data to seek the truth. Written by a marketing journalist and the CEO of a multi-million-dollar B2B marketing platform that reaches more than 90% of the U.S. business population, this book is a comprehensive and accessible guide on how to win customers, beat competitors, and boost the bottom line with big data.... [ read more ]
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