List books in category Business & Investing / Skills

  • AMA Handbook of Business Letters: Edition 4

    AMA Handbook of Business Letters: Edition 4
    Jeffrey Seglin

    Though the fundamentals of letter writing have remained the same, the way we communicate in business is constantly evolving. With the understanding that consistently professional correspondence is essential to success in any industry, The AMA Handbook of Business Letters offers readers a refresher course in letter-writing basics–including focusing the message, establishing an appropriate tone, and getting your readers’ attention. You’ll also receive tips that apply to all written forms of communication on things like salutations, subject lines, signatures, and formatting. Jeffrey Seglin, communications director and professor of Harvard University’s graduate and professional school, and author Edward Coleman provide over 370 customizable model letters, divided into categories reflecting various aspects of business such as sales, marketing, public relations, customer service, human resources, credit and collection, purchasing, permissions, and confirmations.With helpful appendices listing common mistakes in grammar, word usage, and punctuation, the latest version of this adaptable book–extensively updated with more than 25 percent new material–will assist professionals through every conceivable business correspondence with confidence.

  • Financial Intelligence, Revised Edition: A Manager s Guide to Knowing What the Numbers Really Mean

    Financial Intelligence, Revised Edition: A Manager’s Guide to Knowing What the Numbers Really Mean
    Karen Berman

    Inc. magazine calls it one of “the best, clearest guides to the numbers” on the market. Readers agree, saying it’s exactly “what I need to know” and calling it a “must-read” for decision makers without expertise in finance.Since its release in 2006, Financial Intelligence has become a favorite among managers who need a guided tour through the numbers—helping them to understand not only what the numbers really mean, but also why they matter. This new, completely updated edition brings the numbers up to date and continues to teach the basics of finance to managers who need to use financial data to drive their business. It also addresses issues that have become even more important in recent years—including questions around the financial crisis and those around broader financial and accounting literacy.Accessible, jargon-free, and filled with entertaining stories of real companies, Financial Intelligence gives nonfinancial managers the confidence to understand the nuance beyond the numbers—to help bring everyday work to a new level.

  • Summary: How to Master the Art of Selling: Review and Analysis of Hopkins Book

    Summary: How to Master the Art of Selling: Review and Analysis of Hopkins’ Book
    BusinessNews Publishing

    The must-read summary of Tom Hopkins' book "How to Master the Art of Selling: The Best Book Ever Written on Selling & Salesmanship”.This complete summary of the ideas from Tom Hopkins' book "How To Master The Art of Selling" exposes how the best salesmen employ skills that can be easily understood, learned and applied. Examining every stage of sales and selling, from sales calls to initial meetings, follow-ups and long-term strategies, this useful summary provides you with the tools needed to improve your own sales skills. Added-value of this summary: • Save time • Understand key concepts • Expand your sales skillsTo learn more, read "How to Master The Art of Selling" and discover how to use your creativity to control your profitability.

  • DK Essential Managers: Project Management: Planning, Organizing, Evaluating

    DK Essential Managers: Project Management: Planning, Organizing, Evaluating
    DK

    Manage your workload, delegate effectively, motivate your staff, and get the job done with Essential Managers: Project Management. Use step-by-step and "Ask yourself" features to initiate projects and manage your budgets. Learn to delegate effectively and evaluate success with the help of "In focus" panels and case studies. Define project briefs, identify stakeholders, and build effective project teams.

  • The Like Switch: An Ex-FBI Agent s Guide to Influencing, Attracting, and Winning People Over

    The Like Switch: An Ex-FBI Agent’s Guide to Influencing, Attracting, and Winning People Over
    Jack Schafer

    From a former FBI Special Agent specializing in behavior analysis and recruiting spies comes a handbook filled with his proven strategies on how to instantly read people and influence how they perceive you, so you can easily turn on the like switch.The Like Switch is packed with all the tools you need for turning strangers into friends, whether you are on a sales call, a first date, or a job interview. As a Special Agent for the FBI’s National Security Division’s Behavioral Analysis Program, Dr. Jack Schafer developed dynamic and breakthrough strategies for profiling terrorists and detecting deception. Now, Dr. Schafer has evolved his proven-on-the-battlefield tactics for the day-to-day, but no less critical battle of getting people to like you. In The Like Switch, he presents these techniques for how you can influence, attract, and win people over. Learn how to think and react like your favorite TV investigators from Criminal Minds or CSI as Dr. Schafer shows you how to improve your LQ (Likeability Quotient), “spot the lie” both in person and online, master nonverbal cues that influence how people perceive you, and turn up or turn down the intensity of a relationship. Dr. Schafer cracks the code on making great first impressions, building lasting relationships, and understanding others’ behavior to learn what they really think about you. With tips and techniques that hold the key to taking control of your communications, interactions, and relationships, The Like Switch shows you how to read others and get people to like you for a moment or a lifetime.

  • Never Stop Learning: Stay Relevant, Reinvent Yourself, and Thrive

    Never Stop Learning: Stay Relevant, Reinvent Yourself, and Thrive
    Bradley R. Staats

    Keep learning, or risk becoming irrelevant.It's a truism in today's economy: the only constant is change. Technological automation is making jobs less routine and more cognitively challenging. Globalization means you're competing with workers around the world. Simultaneously, the internet and other communication technologies have radically increased the potential impact of individual knowledge.The relentless dynamism of these forces shaping our lives has created a new imperative: we must strive to become dynamic learners. In every industry and sector, dynamic learners outperform their peers and realize higher impact and fulfillment by learning continuously and by leveraging that learning to build yet more knowledge.In Never Stop Learning, behavioral scientist and operations expert Bradley R. Staats describes the principles and practices that comprise dynamic learning and outlines a framework to help you become more effective as a lifelong learner. The steps include:Valuing failureFocusing on process, not outcome, and on questions, not answersMaking time for reflectionLearning to be true to yourself by playing to your strengthsPairing specialization with varietyTreating others as learning partnersReplete with the most recent research about how we learn as well as engaging stories that show how real learning happens, Never Stop Learning will become the operating manual for leaders, managers, and anyone who wants to keep thriving in the new world of work.

  • Presentations in Action: 80 Memorable Presentation Lessons from the Masters

    Presentations in Action: 80 Memorable Presentation Lessons from the Masters
    Jerry Weissman

    World-renowned presentation coach Jerry Weissman has spent 20 years helping top executives succeed in the most important business presentations of their lives, and he’s learned the best way to get his message across is to show his techniques in action. Weissman does just that in Presentations in Action: 80 Memorable Presentation Lessons from the Masters. He teaches how to make spectacularly successful presentations by showing exactly how great presenters have done it. Weissman dives into his library of outstanding presentations, sharing examples from current events, politics, science, art, music, literature, cinema, media, sports, and even the military. His compelling examples don’t just demonstrate what’s universal about effective human communication: they also reveal powerful ways to solve the specific challenges presenters encounter most often. This book’s five sections focus on each element of the outstanding contemporary presentation: Content: Mastering the art of telling your story; Graphics: Designing PowerPoint slides that work brilliantly; Delivery skills: How to make actions speak louder than words; Q&A: How to handle tough questions; Integration: How to put it all together. From clarifying “What’s in it for you?” to crafting better elevator pitches, improving flow to using anecdotes, Presentation in Action is packed with solutions–and packed with inspiration, too!

  • Sales Success (The Brian Tracy Success Library)

    Sales Success (The Brian Tracy Success Library)
    Brian Tracy

    Did you know that the 80/20 rule applies to the world of sales too? Eighty percent of all sales are made by only twenty percent of salespeople. Which begs the question: How are they raking in so much money, and how can others join them? Sales trainer extraordinaire Brian Tracy has spent years studying the world’s best salespeople and their methods and has discovered that the difference between the top 20 and the bottom 80 boils down to only a handful of critical areas in which the top professionals perform only a smidgen better than their peers. You are that close!In this compact and convenient guide, Tracy shares 21 tried-and-true techniques that can help any salesperson gain that winning edge. Learn how to:• Set clear goals–and achieve them+I396• Develop a sense of urgency and make every minute count• Know your products inside and out• Analyze your competition• Find and quickly qualify prospects• Understand the three keys to persuasion• Overcome the six major objections• And much more!Packed with proven strategies and priceless insights, Sales Successwill get you planted firmly on the path to success, making more money than you thought possible and greater career satisfaction than you ever believed you would find.

  • This Is Marketing: You Can t Be Seen Until You Learn to See

    This Is Marketing: You Can’t Be Seen Until You Learn to See
    Seth Godin

    #1 Wall Street Journal BestsellerInstant New York Times BestsellerA game-changing approach to marketing, sales, and advertising. Seth Godin has taught and inspired millions of entrepreneurs, marketers, leaders, and fans from all walks of life, via his blog, online courses, lectures, and bestselling books. He is the inventor of countless ideas that have made their way into mainstream business language, from Permission Marketing to Purple Cow to Tribes to The Dip. Now, for the first time, Godin offers the core of his marketing wisdom in one compact, accessible, timeless package. This is Marketing shows you how to do work you're proud of, whether you're a tech startup founder, a small business owner, or part of a large corporation. Great marketers don't use consumers to solve their company's problem; they use marketing to solve other people's problems. Their tactics rely on empathy, connection, and emotional labor instead of attention-stealing ads and spammy email funnels. No matter what your product or service, this book will help you reframe how it's presented to the world, in order to meaningfully connect with people who want it. Seth employs his signature blend of insight, observation, and memorable examples to teach you:* How to build trust and permission with your target market.* The art of positioning–deciding not only who it's for, but who it's not for.* Why the best way to achieve your goals is to help others become who they want to be.* Why the old approaches to advertising and branding no longer work. * The surprising role of tension in any decision to buy (or not).* How marketing is at its core about the stories we tell ourselves about our social status.You can do work that matters for people who care. This book shows you the way.

  • To Sell Is Human: The Surprising Truth About Moving Others

    To Sell Is Human: The Surprising Truth About Moving Others
    Daniel H. Pink

    Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing#1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind comes a surprising–and surprisingly useful–new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book–one that will change how you see the world and transform what you do at work, at school, and at home.

  • Cultural Intelligence: Surviving and Thriving in the Global Village, Edition 3

    Cultural Intelligence: Surviving and Thriving in the Global Village, Edition 3
    David C. Thomas

    Succeed in Any Culture, in Every Situation In today's global economy, the ability to interact effectively across cultures is a fundamental job requirement for just about everyone. But it's impossible to learn the customs and traits of every single culture. David Thomas and Kerr Inkson present a universal set of techniques and people skills that will allow you to adapt quickly to, and thrive in, any cultural environment. You'll learn to discard your own culturally based assumptions and pay careful attention, in a mindful and creative way, to cues in cross-cultural situations. The authors show how to apply cultural intelligence in a series of specific situations: making decisions; communicating, negotiating, and resolving conflicts; leading and motivating others; and designing, managing, and contributing to multicultural groups and teams. This extensively revised third edition has been updated with new stories showing cultural intelligence in action. Thomas and Inkson have broadened the focus beyond business to include organizations of all kinds—nonprofits, governments, educational institutions, and more. And they include a reliable and valid measure of cultural intelligence based on a decade of research by an international team of scholars.

  • Powerful Principles for Presenters: <p>Tips for Public Speakers Using Proven Communication Techniques from Commercials, Television, and Film Professionals

    Powerful Principles for Presenters: <p>Tips for Public Speakers Using Proven Communication Techniques from Commercials, Television, and Film Professionals
    Batt Johnson

    Powerful Principles for Presenters is the textbook used at New York University and Cornell University in Batt Johnson's public speaking class. It features proven communication techniques from commercials, television, and film professionals and explains their effective use for anyone. This helps you lose any self-consciousness, gain confidence, and deliver your message with as much power as politicians, actors, broadcasters, high profile business executives, and other public speakers seen in the media. When you can speak well you make your points clearly and effectively, convince and motivate others to action, and gain the competitive edge. This information is offered for the first time in one easy-to-read reference book for busy individuals without time to read a large volume the day before an important speech or presentation. This book is interactive-it identifies common problems for public speakers and offers immediate solutions. Each chapter has a workbook section to help you improve your skills, identify action steps, and measure your results. When you apply these simple, proven tips and techniques you will become a more powerful communicator delivering speeches that roar. "The style of Batt Johnson's book makes me feel that I am working directly with a coach." Dr. Carol Robbins-Director, Off-Campus College, Cornell University "The next best thing to learning from Batt Johnson in person is what you've got in your hands. He's a master communicator, and this is a great guide to his technique." Lisa Napoli-Internet Correspondent, MSNBC-TV "This book is an exhaustive how-to guide which will provide a primer for the rookie and an effective refresher for the seasoned veteran." Rapheal M. Prevot Jr.-Labor Relations Counsel, National Football League "As a financial professional, the tips have proved invaluable in the art of 'friendly persuasion.' " John Krysko-Financial Planner, American Express Company "All the busy businessperson needs to make presentations with impact is here in Batt Johnson's book. You owe it to your audience to read and use this!" Nancy Rosanoff-Past President, New York Chapter of the National Speakers Association and author of Making Money Through Intuition

  • Back to Human: How Great Leaders Create Connection in the Age of Isolation

    Back to Human: How Great Leaders Create Connection in the Age of Isolation
    Dan Schawbel

    WASHINGTON POST BESTSELLERA Financial Times Book of the MonthBack to Human explains how a more socially connected workforce creates greater fulfillment, productivity, and engagement while preventing burnout and turnover.The next generation of leaders must create a workplace where teammates feel genuinely connected, engaged, and empowered — without relying on technology. Based on Dan Schawbel's exclusive research studies — featuring the perspectives of over 2,000 managers and employees across different age groups — Back to Human reveals why virtual communication, though vital and useful, actually contributes to a stronger sense of isolation at work than ever before. How can we change this culture?Schawbel offers a self-assessment called the "Work Connectivity Index" that measures the strength of team relationships. He also shares exercises, examples, and activities that readers can work on individually or as a team, which will help them increase personal productivity, be more collaborative, and become more fulfilled at work.Back to Human ultimately helps you decide when and how to use technology to build better connections in your work life. It is a call to action to leaders across the world to make the workplace a better experience for all of us.

  • HBR Guide to Coaching Employees (HBR Guide Series)

    HBR Guide to Coaching Employees (HBR Guide Series)
    Harvard Business Review

    Help your employees help themselves.As a manager in today’s business world, you can’t just tell your direct reports what to do: You need to help them make their own decisions, enable them to solve tough problems, and actively develop their skills on the job.Whether you have a star on your team who’s eager to advance, an underperformer who’s dragging the group down, or a steady contributor who feels bored and neglected, you need to coach them: Help shape their goals—and support their efforts to achieve them.In the HBR Guide to Coaching Employees you’ll learn how to:Create realistic but inspiring plans for growthAsk the right questions to engage your employees in the development processGive them room to grapple with problems and discover solutionsAllow them to make the most of their expertise while compelling them to stretch and growGive them feedback they’ll actually applyBalance coaching with the rest of your workloadArm yourself with the advice you need to succeed on the job, from a source you trust. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.

  • An Astronaut s Guide to Life on Earth: What Going to Space Taught Me About Ingenuity, Determination, and Being Prepared for Anything

    An Astronaut’s Guide to Life on Earth: What Going to Space Taught Me About Ingenuity, Determination, and Being Prepared for Anything
    Chris Hadfield

    Colonel Chris Hadfield has spent decades training as an astronaut and has logged nearly 4000 hours in space. During this time he has broken into a Space Station with a Swiss army knife, disposed of a live snake while piloting a plane, and been temporarily blinded while clinging to the exterior of an orbiting spacecraft. The secret to Col. Hadfield's success-and survival-is an unconventional philosophy he learned at NASA: prepare for the worst-and enjoy every moment of it. In An Astronaut's Guide to Life on Earth, Col. Hadfield takes readers deep into his years of training and space exploration to show how to make the impossible possible. Through eye-opening, entertaining stories filled with the adrenaline of launch, the mesmerizing wonder of spacewalks, and the measured, calm responses mandated by crises, he explains how conventional wisdom can get in the way of achievement-and happiness. His own extraordinary education in space has taught him some counterintuitive lessons: don't visualize success, do care what others think, and always sweat the small stuff. You might never be able to build a robot, pilot a spacecraft, make a music video or perform basic surgery in zero gravity like Col. Hadfield. But his vivid and refreshing insights will teach you how to think like an astronaut, and will change, completely, the way you view life on Earth-especially your own.

  • DK Essential Managers: Maximizing Performance: DK Publishing

    DK Essential Managers: Maximizing Performance: DK Publishing
    DK

    Learn all you need to know about Neurolinguistic Programming–achieving excellence by copying the behavior and thought patterns of outstanding professionals. Maximizing Performance shows you how to boost your confidence by changing the way you see yourself and also provides practical techniquesin a variety of settings. power tips help you to deal with real-life situations and develop skills to overcome many challenges. The Essential Manager have sold more than 1.9 million copies worldwide! Experienced and novice managers alikecan benefit from these compact guides. The topics are relevant to every work environment, from large corporations to small businesses. Concise treatments of dozens of business techniques, skills, methods, and problems are presented with hundreds of photos, charts, anddiagrams. It is the most exciting and accessible approach to business and self-improvement available.

  • How to Sell Anything to Anybody

    How to Sell Anything to Anybody
    Joe Girard

    "Salesmen are made, not born. If I did it, you can do it." — Joe Girard In his fifteen-year selling career, author Joe Girard sold 13,001 cars, a Guinness World Record. He didn't have a degree from an Ivy League school — instead, he learned by being in the trenches every day that nothing replaces old-fashioned salesmanship. He insists that by building on basic principles of trust and hard work, anyone can do what he did. This bestselling classic has helped millions of readers meet their goals — and you will too. Joe will show you how to make the final sale every time, using the techniques he has perfected in his record career. You too can: TURN ONE SALE INTO 250 MORE CREATE A WINNING GAME PLAN FROM LOSING SALES KNOW THE FIVE WAYS TO TURN A PROSPECT INTO A BUYER MOVE PAST THE CUSTOMER'S LAST HURDLE TO CLOSE THE SALE SELL AT A LOSS AND MAKE A FURTUNE

  • Make It Rain!: How to Use the Media to Revolutionize Your Business & Brand

    Make It Rain!: How to Use the Media to Revolutionize Your Business & Brand
    Areva Martin

    NATIONAL BESTSELLERWhat if you could get in front of millions of prospects with the avid endorsement of famous influencers–without spending a dime?It's happening right in front of you every day. Guest experts on TV, radio, podcasts, blogs, and live streaming are getting local and national exposure for their business and brand that they could never have afforded to reach with ads.For a decade, Areva Martin has used the media to build a huge platform that expanded the influence and power of her brand exponentially. Media appearances on Dr. Phil, Anderson Cooper 360, The Doctors, CNN, MSNBC, FOX, and more have virtually eliminated the need of a marketing budget for her thriving law firm and non-profit organization, while securing her place as one of America's most sought after thought leaders.In Make It Rain! Areva breaks the silence to reveal what insiders know about the power of media appearances to revolutionize a business and brand and get your core message out to the people who need it most. You'll learn how to: Match your brand to the right audience and media venues Craft pitches producers can't resist Jump on breaking news shows Pivot and speak in soundbites like the pros Amplify every interview with social media Turn appearances into platform and become a rainmakerNever before have there been more ways to build a presence that matters. Whether you are the executive of a corporation, the author of an upcoming book, the owner of a rapidly growing small business, or the public face of a local nonprofit or association, if you have a business to build or people you want to help, nothing beats using the media to create the visibility, influence, and power you need. Are you ready to Make It Rain!?

  • Ultralearning: Master Hard Skills, Outsmart the Competition, and Accelerate Your Career

    Ultralearning: Master Hard Skills, Outsmart the Competition, and Accelerate Your Career
    Scott Young

    Now a Wall Street Journal bestseller.Learn a new talent, stay relevant, reinvent yourself, and adapt to whatever the workplace throws your way. Ultralearning offers nine principles to master hard skills quickly. This is the essential guide to future-proof your career and maximize your competitive advantage through self-education.In these tumultuous times of economic and technological change, staying ahead depends on continual self-education—a lifelong mastery of fresh ideas, subjects, and skills. If you want to accomplish more and stand apart from everyone else, you need to become an ultralearner. The challenge of learning new skills is that you think you already know how best to learn, as you did as a student, so you rerun old routines and old ways of solving problems. To counter that, Ultralearning offers powerful strategies to break you out of those mental ruts and introduces new training methods to help you push through to higher levels of retention. Scott H. Young incorporates the latest research about the most effective learning methods and the stories of other ultralearners like himself—among them Benjamin Franklin, chess grandmaster Judit Polgár, and Nobel laureate physicist Richard Feynman, as well as a host of others, such as little-known modern polymath Nigel Richards, who won the French World Scrabble Championship—without knowing French. Young documents the methods he and others have used to acquire knowledge and shows that, far from being an obscure skill limited to aggressive autodidacts, ultralearning is a powerful tool anyone can use to improve their career, studies, and life. Ultralearning explores this fascinating subculture, shares a proven framework for a successful ultralearning project, and offers insights into how you can organize and exe – cute a plan to learn anything deeply and quickly, without teachers or budget-busting tuition costs.Whether the goal is to be fluent in a language (or ten languages), earn the equivalent of a college degree in a fraction of the time, or master multiple tools to build a product or business from the ground up, the principles in Ultralearning will guide you to success.

  • Hyperfocus: How to Be More Productive in a World of Distraction

    Hyperfocus: How to Be More Productive in a World of Distraction
    Chris Bailey

    A practical guide to managing your attention–the most powerful resource you have to get stuff done, become more creative, and live a meaningful lifeOur attention has never been as overwhelmed as it is today. Many of us recognize that our brains struggle to multitask. Despite this, we feel compelled to do so anyway while we fill each moment of our lives to the brim with mindless distraction. Hyperfocus provides profound insights into how you can best take charge of your attention to achieve a greater sense of purpose and productivity throughout the day.The most recent neuroscientific research reveals that our brain has two powerful modes that can be unlocked when we use our attention effectively: a focused mode (hyperfocus), which is the foundation for being highly productive, and a creative mode (scatterfocus), which enables us to connect ideas in novel ways. Hyperfocus helps you access each of the two mental modes so you can concentrate more deeply, think more clearly, and work and live more deliberately every day. Chris Bailey examines such topics such as: * identifying and dealing with the four key types of distraction and interruption; * establishing a clear physical and mental environment in which to work; * controlling motivation and working fewer hours to become more productive; * taking time-outs with intention; * multitasking strategically; and * learning when to pay attention and when to let your mind wander wherever it wants to.By transforming how you think about your attention, Hyperfocus reveals that the more effectively you learn to take charge of it, the better you'll be able to manage every aspect of your life.

  • When to Rob a Bank: ...And 131 More Warped Suggestions and Well-Intended Rants

    When to Rob a Bank: …And 131 More Warped Suggestions and Well-Intended Rants
    Steven D. Levitt

    In celebration of the 10th anniversary of the landmark book Freakonomics comes this curated collection from the most readable economics blog in the universe. It’s the perfect solution for the millions of readers who love all things Freakonomics. Surprising and erudite, eloquent and witty, When to Rob a Bank demonstrates the brilliance that has made the Freakonomics guys an international sensation, with more than 7 million books sold in 40 languages, and 150 million downloads of their Freakonomics Radio podcast.When Freakonomics was first published, the authors started a blog—and they’ve kept it up. The writing is more casual, more personal, even more outlandish than in their books. In When to Rob a Bank, they ask a host of typically off-center questions: Why don’t flight attendants get tipped? If you were a terrorist, how would you attack? And why does KFC always run out of fried chicken?Over the past decade, Steven D. Levitt and Stephen J. Dubner have published more than 8,000 blog posts on the Freakonomics website. Many of them, they freely admit, were rubbish. But now they’ve gone through and picked the best of the best. You’ll discover what people lie about, and why; the best way to cut gun deaths; why it might be time for a sex tax; and, yes, when to rob a bank. (Short answer: never; the ROI is terrible.) You’ll also learn a great deal about Levitt and Dubner’s own quirks and passions, from gambling and golf to backgammon and the abolition of the penny.

  • Leadership Step by Step: Become the Person Others Follow

    Leadership Step by Step: Become the Person Others Follow
    Joshua Spodek

    Why is it that most of the principles and ideas we are inspired with when we read leadership books rarely end up leaving the page? Because we’ve learned what successful leaders are doing, as well as why we should be implementing it ourselves, but we have no idea how we can specifically do all this in our unique circumstances. Leadership Step by Step walks readers through what to do and how to do it by taking them through an integrated and comprehensive progression of exercises designed to cultivate key abilities, behaviors, and beliefs through experience. Each chapter opens with a story demonstrating a vital leadership skill, but it doesn’t stop there. Because next it guides you through the process of developing that skill for yourself! By the end of the 22 exercises in this hands-on book, readers will learn to:• Build self-awareness• Manage emotions• Speak in an authentic voice• Create meaningful connections• Inspire others• And much more!Don’t be content with simply learning what makes a great leader. Take the time to put in the work building those character traits inside you. Be that leader you’ve read so much about!

  • What Successful People Know about Leadership: Advice from America s #1 Leadership Authority

    What Successful People Know about Leadership: Advice from America’s #1 Leadership Authority
    John C. Maxwell

    #1 New York Times bestselling author John C. Maxwell responds to the most popular questions he's received to help readers achieve greater success. John Maxwell, America's #1 leadership authority, has mastered the art of asking questions, using them to learn and grow, connect with people, challenge himself, improve his team, and develop better ideas. In this compact derivative of Good Leaders Ask Great Questions, he gives detailed answers to the most popular and intriguing questions posed to him by people at all stages of their careers, including: · How can you be a leader if you're at the bottom? · How do you motivate an unmotivated person? · How can you succeed with a leader who is difficult to work with? · How do you find balance between leading others and producing? · What gives a leader sustainability? No matter whether you're a seasoned leader or wanting to take the first steps into leadership, this book will provide helpful and applicable advice and improve your professional life.

  • HBR Guides to Being an Effective Manager Collection (5 Books) (HBR Guide Series)

    HBR Guides to Being an Effective Manager Collection (5 Books) (HBR Guide Series)
    Harvard Business Review

    Master the most critical professional skills with this five-volume set that covers topics from personal effectiveness to leading others. This specially priced collection includes books from the HBR Guide series on the topics of Getting the Right Work Done, Better Business Writing, Persuasive Presentations, Making Every Meeting Matter, and Project Management.You'll learn how to:Prioritize and stay focusedOvercome procrastinationConquer email overloadPush past writer's blockCreate powerful visualsEstablish credibility with tough audiencesModerate lively conversations and regain control of wayward meetingsBuild a strong project teamCreate a realistic schedule–and stay on trackManage stakeholders' expectationsArm yourself with the advice you need to succeed on the job, with the most trusted brand in business. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.

  • The 5 Essential People Skills: How to Assert Yourself, Listen to Others, and Resolve Conflicts

    The 5 Essential People Skills: How to Assert Yourself, Listen to Others, and Resolve Conflicts
    Dale Carnegie Training

    From one of the most trusted and bestselling brands in business training and throughout the world, The 5 Essential People Skills shows how to deliver a message to others with power and clarity, how to build loyalty and inspire creativity by demonstrating assertiveness, and how to be assertive.Put these five essential skills to work and begin your transformation! Have you ever walked away from a conversation full of doubts and insecurities? Do you feel as if you’ve lost a little ground after every staff meeting? Most of us are either too passive or too aggressive in our business life, and we end up never getting the support, recognition, or respect we desire. The business leaders and trainers from Dale Carnegie Training have discovered that applying appropriate assertiveness to all your interactions is the most effective approach to creating a successful career. The 5 Essential People Skills will help you be the most positively commanding, prosperous, and inspired professional you can be. You will learn how to: · Relate to the seven major personality types· Live up to your fullest potential while achieving personal success · Create a cutting-edge business environment that delivers innovation and results · Use Carnegie’s powerhouse five-part template for articulate communications that grow business· Resolve any conflict or misunderstanding by applying a handful of proven principles Once you master these powerful skills, you will be well on your way to a new level of professional and personal achievement.

  • Smart Trust: Creating Prosperity, Energy, and Joy in a Low-Trust World

    Smart Trust: Creating Prosperity, Energy, and Joy in a Low-Trust World
    Stephen M.R. Covey

    After illustrating the global relevance of trust with his book The Speed of Trust by selling more than one million copies in twenty-two languages, Stephen M.R. Covey again illuminates the hidden power of trust to change lives and impact organizations in Smart Trust. In a compelling and readable style, he and long-time business partner Greg Link share enlightening principles and anecdotes of people and organizations that are not only achieving unprecedented prosperity from high-trust relationships and cultures but—even more inspiring—also attaining elevated levels of energy and joy. Find out why trusted people are more likely to get hired or promoted, get the best projects and bigger budgets, and are last to be laid off. This sea-changing book will forever shift your perspective as it reveals and validates, once and for all, the transformational power of trust. Reading Smart Trust will increase your probability of thriving in this increasingly unpredictable marketplace. The more unpredictable it becomes, the more your (and your organization’s) sound judgment and ability to trust in this low-trust world will give you a tremendous competitive advantage—and the capacity to navigate the uncertainty low trust creates.

  • Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

    Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.
    Mike Weinberg

    A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want.Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed?Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, the harder it is to get results. In Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and nonsense, so you can start winning more New Sales. Here’s the truth: Many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results.The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team.What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book.Mike Weinberg, bestselling author of New Sales. Simplified. and Sales Management. Simplified., brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible.

  • What the CEO Wants You To Know, Expanded and Updated: How Your Company Really Works

    What the CEO Wants You To Know, Expanded and Updated: How Your Company Really Works
    Ram Charan

    The classic on the universal laws of business success, completely revised and updated for today's leadersCompletely rewritten for today’s business world, What the CEO Wants You to Know, expanded and updated, written by bestselling author Ram Charan, describes the fundamentals behind every business, from street vendors in Mumbai, to Fortune 500 companies. Drawing on stories from Uber, Amazon, Apple, Toyota, Netflix, Lyft, The Limited, Walmart, GE and Starbucks, Charan, in the most accessible language imaginable, explains the ins and outs of how companies work, from gross revenue and operating costs, to inventory and cash flow, from turnover, profits and margins, to return on capital and accounts payable and receivable, from product quality to sales. A classic in the business literature, with hundreds of thousands of copies in print, this short and engaging book is like a miniature MBA course between covers.For everyone who wants to master and understand the levers that drive a successful business, What the CEO Wants You to Know is the perfect answer.

  • Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

    Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
    Thomas Freese

    Question Based Selling ( QBS®) is a commonsense approach to sales, based on the theory that "what" salespeople ask-and "how" they ask-is more important than anything they will ever say. This technique makes sense because in order to present solutions, you first must learn your customer's needs.How do you uncover a prospect's needs? By asking questions. But not just any questions. You must ask the right questions at the right time. And this book provides a step-by-step, easy-to-follow program that does just that.With this proven, hands-on guide, you will learn to:–Penetrate more accounts–Establish greater credibility –Generate more return calls –Prevent and handle objections –Motivate different types of buyers–Develop more internal champions–Close more sales…faster–And much, much more

  • Kirkpatrick s Four Levels of Training Evaluation

    Kirkpatrick’s Four Levels of Training Evaluation
    James D. Kirkpatrick

    A timely update to a timeless model.Don Kirkpatrick's groundbreaking Four Levels of Training Evaluationis the most widely used training evaluation model in the world. Ask any group of trainers whether they rely on the model's four levels Reaction, Learning, Behavior, and Results in their practice, and you'll get an enthusiastic affirmation.But how many variations of Kirkpatrick are in use today? And what number of misassumptions and faulty practices have crept in over 60 years? The reality is: Quite a few.James and Wendy Kirkpatrick have written Kirkpatrick's Four Levels of Training Evaluation to set the record straight. Delve into James and Wendy's new findings that, together with Don Kirkpatrick's work, create the New World Kirkpatrick Model, a powerful training evaluation methodology that melds people with metrics. In Kirkpatrick's Four Levels of Training Evaluation, discover a comprehensive blueprint for implementing the model in a way that truly maximizes your business's results. Using these innovative concepts, principles, techniques, and case studies, you can better train people, improve the way you work, and, ultimately, help your organization meet its most crucial goals.

  • The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling

    The Art of Closing the Sale: The Key to Making More Money Faster in the World of Professional Selling
    Brian Tracy

    As one of the top salespeople in the world, Brian Tracy knows the ability to close a sale is the key skill required by all top sales professionals. Fortunately, your success or failure at closing sales is not based on innate ability. In this straightforward how-to, Tracy reveals how practicing the skills of the highest paid salespeople in every business can earn you more and better sales. The Art of Closing the Sale offers readers a practical, proven, step-by-step process that any salesperson can follow–making sales faster and easier than ever before. You’ll learn how to: build value by focusing on benefits and solutions; lower perceived risk by emphasizing guarantees and assurances; answer any objection; and bring a sales conversation to a natural and easy conclusion using effective questioning. Filled with tangible tips and industry insights, The Art of Closing the Sale will give you the confidence you need to increase your reach and effectiveness in any market.

  • Thanks for the Feedback: The Science and Art of Receiving Feedback Well

    Thanks for the Feedback: The Science and Art of Receiving Feedback Well
    Douglas Stone

    The bestselling authors of the classic Difficult Conversations teach us how to turn evaluations, advice, criticisms, and coaching into productive listening and learningWe swim in an ocean of feedback. Bosses, colleagues, customers—but also family, friends, and in-laws—they all have “suggestions” for our performance, parenting, or appearance. We know that feedback is essential for healthy relationships and professional development—but we dread it and often dismiss it.That’s because receiving feedback sits at the junction of two conflicting human desires. We do want to learn and grow. And we also want to be accepted just as we are right now. Thanks for the Feedback is the first book to address this tension head on. It explains why getting feedback is so crucial yet so challenging, and offers a powerful framework to help us take on life’s blizzard of off-hand comments, annual evaluations, and unsolicited advice with curiosity and grace.The business world spends billions of dollars and millions of hours each year teaching people how to give feedback more effectively. Stone and Heen argue that we’ve got it backwards and show us why the smart money is on educating receivers— in the workplace and in personal relationships as well.Coauthors of the international bestseller Difficult Conversations, Stone and Heen have spent the last ten years working with businesses, nonprofits, governments, and families to determine what helps us learn and what gets in our way. With humor and clarity, they blend the latest insights from neuroscience and psychology with practical, hard-headed advice. The book is destined to become a classic in the world of leadership, organizational behavior, and education.

  • The E-Myth Contractor: Why Most Contractors Businesses Don t Work and What to Do About It

    The E-Myth Contractor: Why Most Contractors’ Businesses Don’t Work and What to Do About It
    Michael E. Gerber

    With The E-Myth Contractor, Michael E. Gerber launches a series of books that apply the E-Myth to specific types of small businesses. The first is aimed at contractors.This book reveals a radical new mind-set that will free contractors from the tyranny of an unprofitable, unproductive routine. With specific tips on topics as crucial as planning, money and personnel management, The E-Myth Contractor teaches readers how to:Implement the ingenious turnkey system of management—a means of creating a business prototype that reflects the business owner's unique set of talents and replicating and distributing them among employees and customers.Recognise and manage the four forms of money—income, profit, flow and equity.Harness the power of change to expand the company.The book also provides help on a larger level, leading readers towards becoming business visionaries by relinquishing tactical work and embracing strategic work, by letting go to gain control. Once put into action, Gerber's revolutionary ideas promise not only to help contractors build successful businesses, but successful lives as well.

  • The AMA Handbook of Business Documents: Gudielines and Sample Documents That Make Busienss Writing Easy

    The AMA Handbook of Business Documents: Gudielines and Sample Documents That Make Busienss Writing Easy
    Kevin Wilson

    From business plans and sales presentations to newsletters and email marketing, The AMA Handbook of Business Documents gives readers the tips, tricks, and specific words they need to make their company come across on page or screen in a way that leads to its success. This versatile guide to preparing first-class written pieces provides readers with dozens of sample documents and practical tips to give them a strategic and creative advantage when crafting proposals, memos, emails, press releases, collection letters, speeches, reports, sales letters, policies and procedures, warning letters, announcements, and much more. You’ll learn about the various types of business documents and the parts of a document that spell either big success or big trouble. Suited equally to executives, entrepreneurs, managers, administrative staff, and anyone else charged with putting a business’s intentions into words, this handy guide will forever transform the way you communicate your company’s identity, products, services, and strengths in written communication.

  • How to Say It® at Work: Power Words, Phrases, and Communication Secrets for Getting Ahead, Second Edition

    How to Say It® at Work: Power Words, Phrases, and Communication Secrets for Getting Ahead, Second Edition
    Jack Griffin

    A fully revised edition of the bestselling communication tool.This revised edition includes new advice on the latest developments in the workplace since the book?s initial publication ten years ago. Along with a new chapter on digital communication, each original chapter includes a discussion of topics such as diversity issues, team building, green business, and more. In addition, the revision includes a new chapter on the art of the effective argument, with a step-by step emphasis on building a persuasive case and acquiring the skills necessary for disagreeing without being disagreeable.

  • H3 Leadership: Be Humble. Stay Hungry. Always Hustle.

    H3 Leadership: Be Humble. Stay Hungry. Always Hustle.
    Brad Lomenick

    From spending more than two decades alongside thought leaders such as Jim Collins and Malcolm Gladwell, as well as countless Fortune 500 CEOs and start-up entrepreneurs, leadership consultant Brad Lomenick has created a practical road map for helping anyone implement and live out the twenty transformational habits that he discovered to be common among the world’s most innovative leaders. In H3 Leadership, Lomenick organizes these twenty habits into three distinct filters he calls “the 3 Hs”:• Humble: Who am I?• Hungry: Where do I want to go?• Hustle: How will I get there?These attributes, and the habits it takes to create and nourish them, belong to the leader who is willing to work hard, get the task done, and make sure the mission is never about him or her. But becoming an H3 leader goes far beyond learning what all these are. It requires putting them into practice daily. Start your journey in developing the 3 Hs today!

  • Finance Basics (HBR 20-Minute Manager Series)

    Finance Basics (HBR 20-Minute Manager Series)
    Harvard Business Review

    Intimidated by corporate finance? The numbers (and the jargon) can feel overwhelming–but you have to understand them to manage effectively. Finance Basics explains the fundamentals simply and quickly, introducing you to key terms and concepts such as:How to navigate financial statementsHow to weigh costs and benefitsWhat’s involved in budgeting and forecastingHow to gauge a company's financial healthDon't have much time? Get up to speed fast on the most essential business skills with HBR's 20-Minute Manager series. Whether you need a crash course or a brief refresher, each book in the series is a concise, practical primer that will help you brush up on a key management topic. Advice you can quickly read and apply, for ambitious professionals and aspiring executives–from the most trusted source in business. Also available as an ebook.

  • The Design of Everyday Things: Revised and Expanded Edition

    The Design of Everyday Things: Revised and Expanded Edition
    Don Norman

    The ultimate guide to human-centered design Even the smartest among us can feel inept as we fail to figure out which light switch or oven burner to turn on, or whether to push, pull, or slide a door. The fault, argues this ingenious-even liberating-book, lies not in ourselves, but in product design that ignores the needs of users and the principles of cognitive psychology. The problems range from ambiguous and hidden controls to arbitrary relationships between controls and functions, coupled with a lack of feedback or other assistance and unreasonable demands on memorization.The Design of Everyday Things shows that good, usable design is possible. The rules are simple: make things visible, exploit natural relationships that couple function and control, and make intelligent use of constraints. The goal: guide the user effortlessly to the right action on the right control at the right time.The Design of Everyday Things is a powerful primer on how–and why–some products satisfy customers while others only frustrate them.

  • How I Raised Myself From Failure to Success in Selling

    How I Raised Myself From Failure to Success in Selling
    Frank Bettger

    A business classic endorsed by Dale Carnegie, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas—or anything else—this book is for you.When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger’s life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable—and more valuable to your company—when you apply Bettger’s keen insights on: • The power of enthusiasm • How to conquer fear • The key word for turning a skeptical client into an enthusiastic buyer • The quickest way to win confidence • Seven golden rules for closing a sale

  • Self-Improvement 101: What Every Leader Needs to Know

    Self-Improvement 101: What Every Leader Needs to Know
    John C. Maxwell

    John C. Maxwell, an expert in leadership development, uses his decades of experience to teach readers how to reach their full potential through a commitment to personal growth. In Self-Improvement 101, he provides the essential tips and tools to help any leader continue striving for excellence no matter what industry, business, or level of leadership. You’ll learn: the secret of becoming a lifelong learner, where to focus your time for maximum growth, what sacrifices are worth making to keep getting better, how to overcome obstacles to self-improvement, the key to turning experience into wisdom, and why leaders need to be learners, among many other essential lessons. People never reach their potential by accident. Often, those who achieve the greatest success have the greatest desire to learn and grow. Self-Improvement 101 guides readers on an essential journey to uncovering their own desire, commitment, and unyielding determination to improve their life–and to improve themselves.

  • Beyond Talent: Become Someone Who Gets Extraordinary Results

    Beyond Talent: Become Someone Who Gets Extraordinary Results
    John C. Maxwell

    Some talented people reach their full potential, while others self-destruct or remain trapped in mediocrity. What makes the difference? Author John C. Maxwell, the go-to guru for business professionals across the globe, insists that the choices people make–not merely the skills they inherit–propel them to greatness. In other words: if you really want to make an impact in your organization, it’s the skills that take you beyond talent that matter most. In Beyond Talent, Maxwell shares thirteen attributes to add to your talent to maximize your potential and live the life of your dreams. Among other truths, readers will learn: belief lifts your talent; initiative activates your talent; focus directs your talent; preparation positions your talent; practice sharpens your talent; perseverance sustains your talent; and character protects your talent.You can have talent alone–but you’ll inevitably fall short of your potential. Beyond Talent teaches you how to really stand out.

  • Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results, Edition 2

    Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results, Edition 2
    Thomas Freese

    "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: •Penetrate more accounts •Overcome customer skepticism •Establish more credibility sooner •Generate more return calls •Motivate different types of buyers •Develop more internal champions •Close more sales…faster •And much, much more

  • Sales Management (The Brian Tracy Success Library)

    Sales Management (The Brian Tracy Success Library)
    Brian Tracy

    The pressure surrounding the sales manager is intense. Given the task of recruiting, managing, and motivating a top team of high-performing sales professions, so much of the sales manager’s success is dependent on others. Or is it?Sales expert Brian Tracy has spent decades studying the most successful sales managers and professionals in every industry. In this indispensable pocket-sized resource, he has encapsulated 6 key characteristics of a winning sales team. In Sales Management, he distills these simple but powerful strategies so that sales managers can learn how to:• Select and recruit sales champions• Establish clear objectives• Inspire singleness of purpose• Motivate people with the right incentives• Develop winners through continuous coaching and training• Conduct game-changing performance reviews• De-hire poor performers• And moreDon’t leave your success as a sales manager in the hands of others. Learn today how YOU can increase your sales team’s effectiveness, improve their bottom line, and advance your own career in the process.

  • The 33 Strategies of War

    The 33 Strategies of War
    Robert Greene

    Brilliant distillations of the strategies of war—and the subtle social game of everyday life—by the bestselling author of The 48 Laws of Power and The Laws of Human Nature Robert Greene’s groundbreaking guides, The 48 Laws of Power, The Art of Seduction, and Mastery, espouse profound, timeless lessons from the events of history to help readers vanquish an enemy, ensnare an unsuspecting victim, or become the greatest in your field. In The 33 Strategies of War, Greene has crafted an important addition to this ruthless and unique series. Spanning world civilizations, synthesizing dozens of political, philosophical, and religious texts and thousands of years of violent conflict, The 33 Strategies of War is the I-Ching of conflict, the contemporary companion to Sun Tzu’s The Art of War. Abundantly illustrated with examples from history, including the folly and genius of everyone from Napoleon to Margaret Thatcher, Shaka the Zulu to Lord Nelson, Hannibal to Ulysses S. Grant, as well as movie moguls, Samurai swordsmen, and diplomats, each of the thirty-three chapters outlines a strategy that will help you win life’s wars. Learn the offensive strategies that require you to maintain the initiative and negotiate from a position of strength, or the defensive strategies designed to help you respond to dangerous situations and avoid unwinnable wars. The great warriors of battlefields and drawing rooms alike demonstrate prudence, agility, balance, and calm, and a keen understanding that the rational, resourceful, and intuitive always defeat the panicked, the uncreative, and the stupid. An indispensable book, The 33 Strategies of War provides all the psychological ammunition you need to overcome patterns of failure and forever gain the upper hand.

  • The Challenger Sale: Taking Control of the Customer Conversation

    The Challenger Sale: Taking Control of the Customer Conversation
    Matthew Dixon

    What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

  • Think Like a Freak: The Authors of Freakonomics Offer to Retrain Your Brain

    Think Like a Freak: The Authors of Freakonomics Offer to Retrain Your Brain
    Steven D. Levitt

    The New York Times bestselling Freakonomics changed the way we see the world, exposing the hidden side of just about everything. Then came SuperFreakonomics, a documentary film, an award-winning podcast, and more.Now, with Think Like a Freak, Steven D. Levitt and Stephen J. Dubner have written their most revolutionary book yet. With their trademark blend of captivating storytelling and unconventional analysis, they take us inside their thought process and teach us all to think a bit more productively, more creatively, more rationally—to think, that is, like a Freak.Levitt and Dubner offer a blueprint for an entirely new way to solve problems, whether your interest lies in minor lifehacks or major global reforms. As always, no topic is off-limits. They range from business to philanthropy to sports to politics, all with the goal of retraining your brain. Along the way, you’ll learn the secrets of a Japanese hot-dog-eating champion, the reason an Australian doctor swallowed a batch of dangerous bacteria, and why Nigerian e-mail scammers make a point of saying they’re from Nigeria.Some of the steps toward thinking like a Freak: First, put away your moral compass—because it’s hard to see a problem clearly if you’ve already decided what to do about it. Learn to say “I don’t know”—for until you can admit what you don’t yet know, it’s virtually impossible to learn what you need to. Think like a child—because you’ll come up with better ideas and ask better questions. Take a master class in incentives—because for better or worse, incentives rule our world. Learn to persuade people who don’t want to be persuaded—because being right is rarely enough to carry the day. Learn to appreciate the upside of quitting—because you can’t solve tomorrow’s problem if you aren’t willing to abandon today’s dud.Levitt and Dubner plainly see the world like no one else. Now you can too. Never before have such iconoclastic thinkers been so revealing—and so much fun to read.

  • Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want

    Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want
    Lee B. Salz

    "If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin–oftentimes unnecessarily.To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies.In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople:Recognize that the expression "we are the best" causes differentiation to backfire.Avoid the introspective question that frustrates salespeople and ask the right question to fire them up.Understand what their true differentiators are and how to effectively position them with buyers.Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe."Create strategies to position differentiators so buyers see value in them.The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople:Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities.Shape buyer decision criteria around differentiators.Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition.Leverage the irrefutable, most powerful differentiator…themselves.Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

  • Micromastery: 39 Little Skills to Help You Find Happiness

    Micromastery: 39 Little Skills to Help You Find Happiness
    Robert Twigger

    'Micromastery is a triumph. I read it with delight, and instantly vowed to put more conviction into the latest thing I'm trying, which is using a plectrum when I play the guitar'Philip PullmanWant to learn how to cook? Start by making an omelette.Want to able to dance? First learn the Tango Walk.Want to be more creative, smarter and happier? Read this book.Micromastery is the inspiring new way to approach any kind of challenge or skill. With this simple, accessible technique you can get a grip on new subjects quickly, then experiment and grow.Whether it's making a perfect soufflé, painting a door or lighting a fire — just three of the thirty nine little skills this book will teach you — you'll find that cultivating micro areas of expertise is life-changing. Become a fearless learner, spot more creative opportunities, and improve your brain health and wellbeing.Start small. Start specific. But start – and you'll be on the path to mastery.'A brilliantly smart, cunningly simple idea. Conquering every skill, talent, and life hack in seconds is what the modern man yearns for'Jim Allen, MD, RDF Television'Robert Twigger is an inspiring author. Read this book!'Nick Hodgson, Kaiser Chiefs'Brilliant. . . . mastering a series of small tasks has created pockets of perfection through my day, and made me calmer and happier in the process'Rachel Kelly, author of Walking on Sunshine: 52 Small Steps to HappinessRobert Twigger is an author, adventure traveller and apprentice micromaster. His first book, Angry White Pyjamas, about a year spent in a Japanese martial arts dojo, won the William Hill Sports Book of the Year Award and the Somerset Maugham Award. He has lectured on risk management, polymathics and leadership at Oxford Brookes Business School, Oxford University, the Royal College of Art, and to companies including P&G, Maersk shipping, Oracle computing and SAB Miller.

  • Negotiating for Success: Essential Strategies and Skills

    Negotiating for Success: Essential Strategies and Skills
    George J. Siedel

    We all negotiate on a daily basis. We negotiate with our spouses, children, parents, and friends. We negotiate when we rent an apartment, buy a car, purchase a house, and apply for a job. Your ability to negotiate might even be the most important factor in your career advancement.Negotiation is also the key to business success. No organization can survive without contracts that produce profits. At a strategic level, businesses are concerned with value creation and achieving competitive advantage. But the success of high-level business strategies depends on contracts made with suppliers, customers, and other stakeholders. Contracting capability—the ability to negotiate and perform successful contracts—is the most important function in any organization.This book is designed to help you achieve success in your personal negotiations and in your business transactions. The book is unique in two ways. First, the book not only covers negotiation concepts, but also provides practical actions you can take in future negotiations. This includes a Negotiation Planning Checklist and a completed example of the checklist for your use in future negotiations.The book also includes (1) a tool you can use to assess your negotiation style; (2) examples of “decision trees,” which are useful in calculating your alternatives if your negotiation is unsuccessful; (3) a three-part strategy for increasing your power during negotiations; (4) a practical plan for analyzing your negotiations based on your reservation price, stretch goal, most-likely target, and zone of potential agreement; (5) clear guidelines on ethical standards that apply to negotiations; (6) factors to consider when deciding whether you should negotiate through an agent; (7) psychological tools you can use in negotiations—and traps to avoid when the other side uses them; (8) key elements of contract law that arise during negotiations; and (9) a checklist of factors to use when you evaluate your performance as a negotiator.Second, the book is unique in its holistic approach to the negotiation process. Other books often focus narrowly either on negotiation or on contract law. Furthermore, the books on negotiation tend to focus on what happens at the bargaining table without addressing the performance of an agreement. These books make the mistaken assumption that success is determined by evaluating the negotiation rather than evaluating performance of the agreement. Similarly, the books on contract law tend to focus on the legal requirements for a contract to be valid, thus giving short shrift to the negotiation process that precedes the contract and to the performance that follows.In the real world, the contracting process is not divided into independent phases. What happens during a negotiation has a profound impact on the contract and on the performance that follows. The contract’s legal content should reflect the realities of what happened at the bargaining table and the performance that is to follow. This book, in contrast to others, covers the entire negotiation process in chronological order beginning with your decision to negotiate and continuing through the evaluation of your performance as a negotiator.A business executive in one of the negotiation seminars the author teaches as a University of Michigan professor summarized negotiation as follows: “Life is negotiation!” No one ever stated it better. As a mother with young children and as a company leader, the executive realized that negotiations are pervasive in our personal and business lives. With its emphasis on practical action, and with its chronological, holistic approach, this book provides a roadmap you can use when navigating through your life as a negotiator.

  • Working With Emotional Intelligence

    Working With Emotional Intelligence
    Daniel Goleman

    Do you have what it takes to succeed in your career?The secret of success is not what they taught you in school. What matters most is not IQ, not a business school degree, not even technical know-how or years of expertise. The single most important factor in job performance and advancement is emotional intelligence. Emotional intelligence is actually a set of skills that anyone can acquire, and in this practical guide, Daniel Goleman identifies them, explains their importance, and shows how they can be fostered.For leaders, emotional intelligence is almost 90 percent of what sets stars apart from the mediocre. As Goleman documents, it's the essential ingredient for reaching and staying at the top in any field, even in high-tech careers. And organizations that learn to operate in emotionally intelligent ways are the companies that will remain vital and dynamic in the competitive marketplace of today—and the future.

  • Make Yourself Unforgettable: How to Become the Person Everyone Remembers and No One Can Resist

    Make Yourself Unforgettable: How to Become the Person Everyone Remembers and No One Can Resist
    Dale Carnegie Training

    From one of the most trusted and bestselling brands in business training, Make Yourself Unforgettable reveals how to develop and embody unforgettable qualities so you can become the effective and desirable colleague and friend possible.Learn how to develop and embody the ten essential elements of being unforgettable! What does it really mean to have class? How do you distinguish yourself from the crowd and become a successful leader? When should intuition guide your business decisions? The answers to these and other important questions can be found in this dynamic and inspiring guidebook for anyone looking to lead a life of greater meaning and influence. In Make Yourself Unforgettable you can learn the secrets to making a positive, lasting impression, including: · The six steps to managing communication problems · The four unexpected stumbling blocks to ethical behavior and how to avoid them · A new way to understand and exude confidence · Techniques for building resiliency and preventing fear · The five key social skills that identify someone as a class act Once you discover how you can naturally and effortlessly distinguish yourself, you’ll quickly find people in all areas of life responding to you more positively and generously than ever before.

  • Cold Calling Techniques (That Really Work!)

    Cold Calling Techniques (That Really Work!)
    Stephen Schiffman

    The definitive guide to cold calling success!For more than thirty years, Stephan Schiffman, America's #1 corporate sales trainer, has shown millions of salespeople how to close a deal. In this newest edition of Cold Calling Techniques (That Really Work!), he'll show you why cold calling is still a central element of the sales cycle and where to find the best leads. Updated with new information on e-mail selling, refining voice-mail messages, and online networking, his time-tested advice includes valuable discussion points that you'll need to cover in order to effectively present your product or service and arrange a meeting. Schiffman teaches you how to use his proven strategies to:Turn leads into prospectsLearn more about the client's needsConvey the ability to meet the client's demandsOvercome common objections With Cold Calling Techniques (That Really Work!), 7th Edition, you'll watch your performance soar as you beat the competition and score a meeting every time!

  • Money: Small Business Opportunities - Money Making Ideas - Start Your Own Business for Beginners - Escape the Rat Race and Be Your Own Boss

    Money: Small Business Opportunities – Money Making Ideas – Start Your Own Business for Beginners – Escape the Rat Race and Be Your Own Boss
    Alex Nkenchor Uwajeh

    Money: Small Business Opportunities – Money Making Ideas – Start Your Own Business for Beginners – Escape the Rat Race and Be Your Own BossDeciding to start a business can be one of the most exciting decisions you’ll make in your lifetime. Being your own boss can be an extremely fulfilling experience, both professionally and personally. However, there’s also plenty of work involved in creating a successful business enterprise. No matter what type of business you choose to start, the key is to always treat your fledgling enterprise as a professional business at all times.Are you ready to look into some business ideas? Other Available Books:*The Power of Positive Affirmations: Each Day a New Beginning *Christian Living: 2 Books with Bonus Content. *Bitcoin and Digital Currency for Beginners: The Basic Little Guide. *Investing in Gold and Silver Bullion – The Ultimate Safe Haven Investments. *Nigerian Stock Market Investment: 2 Books with Bonus Content. *The Dividend Millionaire: Investing for Income and Winning in the Stock Market. *Economic Crisis: Surviving Global Currency Collapse – Safeguard Your Financial Future with Silver and Gold. *Passionate about Stock Investing: The Quick Guide to Investing in the Stock Market. *Guide to Investing in the Nigerian Stock Market. *Building Wealth with Dividend Stocks in the Nigerian Stock Market (Dividends – Stocks Secret Weapon). *Precious Metals Investing For Beginners: The Quick Guide to Platinum and Palladium. *Child Millionaire: Stock Market Investing for Beginners – How to Build Wealth the Smart Way for Your Child – The Basic Little Guide. *Taming the Tongue: The Power of Spoken Words. *The Real Estate Millionaire: Beginners Quick Start Guide to Investing In Properties and Learn How to Achieve Financial Freedom. *Business: How to Quickly Make Real Money – Effective Methods to Make More Money: Easy and Proven Business Strategies for Beginners to Earn Even More Money in Your Spare Time.

  • Pragmatic Thinking and Learning: Refactor Your Wetware

    Pragmatic Thinking and Learning: Refactor Your Wetware
    Andy Hunt

    Printed in full color.Software development happens in your head. Not in an editor, IDE, or designtool. You're well educated on how to work with software and hardware, but what about wetware–our own brains? Learning new skills and new technology is critical to your career, and it's all in your head.In this book by Andy Hunt, you'll learn how our brains are wired, and how to take advantage of your brain's architecture. You'll learn new tricks and tipsto learn more, faster, and retain more of what you learn.You need a pragmatic approach to thinking and learning. You need to Refactor Your Wetware.Programmers have to learn constantly; not just the stereotypical new technologies, but also the problem domain of the application, the whims of the user community, the quirks of your teammates, the shifting sands of the industry, and the evolving characteristics of the project itself as it is built. We'll journey together through bits of cognitive and neuroscience, learning and behavioral theory. You'll see some surprising aspects of how our brains work, and how you can take advantage of the system to improve your own learning and thinking skills.In this book you'll learn how to:Use the Dreyfus Model of Skill Acquisition to become more expertLeverage the architecture of the brain to strengthen different thinking modesAvoid common "known bugs" in your mindLearn more deliberately and more effectivelyManage knowledge more efficiently

  • Speak Like Churchill, Stand Like Lincoln: 21 Powerful Secrets of History s Greatest Speakers

    Speak Like Churchill, Stand Like Lincoln: 21 Powerful Secrets of History’s Greatest Speakers
    James C. Humes

    Turn any presentation into a landmark occasion“I love this book. I’ve followed Humes's lessons for years, and he combines them all into one compact, hard-hitting resource. Get this book on your desk now.”—Chris Matthews, HardballEver wish you could captivate your boardroom with the opening line of your presentation, like Winston Churchill in his most memorable speeches? Or want to command attention by looming larger than life before your audience, much like Abraham Lincoln when, standing erect and wearing a top hat, he towered over seven feet? Now, you can master presentation skills, wow your audience, and shoot up the corporate ladder by unlocking the secrets of history’s greatest speakers.Author, historian, and world-renowned speaker James C. Humes—who wrote speeches for five American presidents—shows you how great leaders through the ages used simple yet incredibly effective tricks to speak, persuade, and win throngs of fans and followers. Inside, you'll discover how Napoleon Bonaparte mastered the use of the pregnant pause to grab attention, how Lady Margaret Thatcher punctuated her most serious speeches with the use of subtle props, how Ronald Reagan could win even the most hostile crowd with carefully timed wit, and much, much more.Whether you're addressing a small nation or a large staff meeting, you'll want to master the tips and tricks in Speak Like Churchill, Stand Like Lincoln.

  • 解決問題最簡單的方法: 在故事中學會麥肯錫5大思考工具

    解決問題最簡單的方法: 在故事中學會麥肯錫5大思考工具
    渡邊健介

    ──暢銷10年,全球20個國家/12種語言翻譯── 學校沒教、但你絕對需要的解決問題能力 故事╳圖解╳練習 這次,你一定能學會麥肯錫的關鍵技術! ▍賽斯.高汀Seth Godin(《有機會,拚就對了!》作者)、丹.艾瑞利Dan Ariely(《不理性敬上》作者)、羅爾.布萊恩Lowell Brya(麥肯錫名譽董事)一致推薦! ▍《朝日新聞》、《日經新聞》、《週刊文集》、《AERA》、《GQ》、《CanCan》、《anan》、美國《Business Week》、《USA Today》、《New York Post》相繼報導! ▍日本慶應義塾高校納入選修課程 原本只是為日本孩子而寫,卻引發全球話題 用最簡單的方式,掌握麥肯錫的關鍵技術 在故事中學會5大問題解決工具── /課題分析表(讓該做的事一目瞭然) /分解樹(探究原因、激發創意) /是非樹(確定思考方向) /假設樹(整理思考邏輯) /決策表(做出正確的選擇!) 『這本書中介紹的解決問題方法,是根據我過去服務的麥肯錫顧問公司所應用的方法。 麥肯錫利用這套方法為世界上具代表性的企業訂定策略,此外,它們替個人解決問題時,也一定會用上這套方法。 我在22歲時學到這套思考方法,當時我受到很大的衝擊:這才是真正的思考!為什麼我沒有早點學會! 接著我覺得,我應該要盡可能將這套思考方法傳達給更多的人,因此寫下了這本書。』 ──渡邊健介 誰說問題解決法只有商業菁英才需要? 誰說邏輯思考術一定會讓人看得頭昏眼花? 最有趣、最親切的麥肯錫思考術! 從中學生到上班族一致推薦:越早學會越好的技術! 不管是要解決生活中的大小問題、達成目標、實現夢想,都需要相同的步驟: 1理解現狀 2鎖定原因 3決定解決方案 4執行 所謂解決問題,簡單地說就是「正確地理解現狀」,「找出問題產生的原因」,「徹底思考有效的解決方案」,然後「執行」。然而,這個過程中需要一連串縝密的分析與判斷,只要有一個疏漏或差錯,結果就無法如願。 一個問題不管看起來多龐大、多複雜,都可以分解成幾個小問題,只要注意到這一點,我們就會變得比較有自信,也會比較樂觀,可以更從容地面對問題。接著,就能體會到靠自己解決問題的樂趣! 世界頂尖顧問公司──麥肯錫證實最有效的問題解決工具與思考方法,本書利用生動有趣的故事、深入淺出的解說,帶你一步步養成未來生存不可或缺的能力!

  • Networking for People Who Hate Networking, Second Edition: A Field Guide for Introverts, the Overwhelmed, and the Underconnected, Edition 2

    Networking for People Who Hate Networking, Second Edition: A Field Guide for Introverts, the Overwhelmed, and the Underconnected, Edition 2
    Devora Zack

    Would you rather get a root canal than face a group of strangers? Does the phrase “working a room” make you want to retreat to yours? Devora Zack, an avowed introvert and successful consultant who gives presentations to thousands of people at dozens of events annually, feels your pain. She found that other networking books assume that to succeed, you have to act like an extrovert. Not at all. There is another way. Zack politely examines and then smashes to tiny fragments the “dusty old rules” of standard networking advice. She shows how the very traits that make many people hate networking can be harnessed to forge an approach more effective and user-friendly than traditional techniques. This edition adds new material on applying networking principles in personal situations, handling interview questions, following up—what do you do with all those business cards?—and more. Networking enables you to accomplish the goals that are most important to you. But you can't adopt a style that goes against who you are—and you don't have to. As Zack writes, “You do not succeed by denying your natural temperament; you succeed by working with your strengths.”

  • The Productivity Project: Accomplishing More by Managing Your Time, Attention, and Energy

    The Productivity Project: Accomplishing More by Managing Your Time, Attention, and Energy
    Chris Bailey

    A fresh, personal, and entertaining exploration of a topic that concerns all of us: how to be more productive at work and in every facet of our lives. Chris Bailey turned down lucrative job offers to pursue a lifelong dream—to spend a year performing a deep dive experiment into the pursuit of productivity, a subject he had been enamored with since he was a teenager. After obtaining his business degree, he created a blog to chronicle a year-long series of productivity experiments he conducted on himself, where he also continued his research and interviews with some of the world’s foremost experts, from Charles Duhigg to David Allen. Among the experiments that he tackled: Bailey went several weeks with getting by on little to no sleep; he cut out caffeine and sugar; he lived in total isolation for 10 days; he used his smartphone for just an hour a day for three months; he gained ten pounds of muscle mass; he stretched his work week to 90 hours; a late riser, he got up at 5:30 every morning for three months—all the while monitoring the impact of his experiments on the quality and quantity of his work. The Productivity Project—and the lessons Chris learned—are the result of that year-long journey. Among the counterintuitive insights Chris Bailey will teach you: · slowing down to work more deliberately; · shrinking or eliminating the unimportant; · the rule of three; · striving for imperfection; · scheduling less time for important tasks; · the 20 second rule to distract yourself from the inevitable distractions; · and the concept of productive procrastination. In an eye-opening and thoroughly engaging read, Bailey offers a treasure trove of insights and over 25 best practices that will help you accomplish more.

  • Managing Your Boss In A Week: Managing Up In Seven Simple Steps

    Managing Your Boss In A Week: Managing Up In Seven Simple Steps
    Sandi Mann

    Managing your boss just got easierHaving a good working relationship with the person in charge is crucial to enjoying a positive and fulfilling work life. All of the problems created by difficult relationships can be avoided, in many cases, by simply learning the skills to successfully 'manage' your boss. Most of us think that it is the other way around – that the boss manages us – but the astute employee knows that it works both ways.If you understand how your boss operates, the inner working of their brain and their personality, you are far better able to meet their needs as an employee. And an employee who meets the needs and expectations of their boss will be a popular employee indeed!This book guides you through the process of managing your boss so as to ensure that you are ideally placed to become their favourite employee. Whether you choose to read it in a week or in a single sitting, this is your fastest route to success:- Sunday: What kind of animal is the 'boss'?- Monday: What type of boss do you have?- Tuesday: Using the psychological contract to manage your boss- Wednesday: How to impress your boss- Thursday: Getting more from your boss- Friday: Dealing with the boss from hell- Saturday: Common problems with managing the boss