Get a head start in this vital part of your business with this comprehensive and lively overview. It’s the only book available to focus on the role of air freight in the global supply chain. It includes a brief history; the functions of the various players in the industry (forwarders, airlines, airports, government agencies); regulations and restrictions; terrorism management. It details the benefits of air transport, and weighs them against its considerable environmental impact to explore the question of its sustainability. Finally, it considers the future of the industry in a dynamic and increasingly globalised world.
Enriched throughout with real life case studies and contributions from global industry experts, this is a ground-level introduction with a practical approach: all the student or professional will need to get ahead in air logistics!
“Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”
—Arthur Dorfman, National Vice President, SAP
“Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.”
—Mike Nathe, Senior Vice President, Essilor Laboratories of America
“The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.”
—Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions
“There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.”
—John Davis, Vice President, St. Jude Medical
—Bob Kelly, Chairman, The Sales Management Association
“A must-read for managers who want to have a greater impact on sales force performance.”
—James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University
“This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!”
—Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories
About the Book:
There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?
Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching
As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”
Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
One of today's fastest-growing enterprise sectors, direct sales employs 10 million people. Of that number, 2 million are managers. The most respected name in the business and a living legend, Michael Malaghan has done more than $2 billion worth of direct sales business over the past decade. In Making Millions in Direct Sales, he shares what he knows about assembling, managing, and motivating supercharged sales teams. Managers and those who aspire to become managers learn:Eight essential activities every direct sales manager must master 14 great motivators every sales manager should know How to combine sales contents and commissions in a unified motivational system
Updates for this edition include:
--New Opening Vignettes provide recent examples of leading sales organizations.
--New Sales Management in the 21st Century boxes include new sales executives and personal comments.
--New Ethical Dilemma boxes give students the opportunity to address important ethical issues, many as role-play exercises.
--New and revised chapter cases with related sales management role-playing activities.
--New and revised techniques in the Developing Sales Management Knowledge and Developing Sales Management Skills activities.
--New or expanded coverage of social networking in recruiting and selecting; virtual sales training; promoting ethical behavior in sales organizations; compensation of sales managers; and how to optimize the use of sales contests.
An instructor's manual with learning objectives, a test bank, PowerPoint presentation materials, and more is available online to adopters.
The Atlantic • The Huffington Post • Men’s Journal • MSN (U.K.) • Kirkus Reviews • Publishers Weekly
#1 NEW YORK TIMES BESTSELLER • WINNER OF THE JAMES BEARD FOUNDATION AWARD FOR WRITING AND LITERATURE
Every year, the average American eats thirty-three pounds of cheese and seventy pounds of sugar. Every day, we ingest 8,500 milligrams of salt, double the recommended amount, almost none of which comes from the shakers on our table. It comes from processed food, an industry that hauls in $1 trillion in annual sales. In Salt Sugar Fat, Pulitzer Prize–winning investigative reporter Michael Moss shows how we ended up here. Featuring examples from Kraft, Coca-Cola, Lunchables, Frito-Lay, Nestlé, Oreos, Capri Sun, and many more, Moss’s explosive, empowering narrative is grounded in meticulous, eye-opening research. He takes us into labs where scientists calculate the “bliss point” of sugary beverages, unearths marketing techniques taken straight from tobacco company playbooks, and talks to concerned insiders who make startling confessions. Just as millions of “heavy users” are addicted to salt, sugar, and fat, so too are the companies that peddle them. You will never look at a nutrition label the same way again.
Praise for Salt Sugar Fat
“[Michael] Moss has written a Fast Food Nation for the processed food industry. Burrowing deep inside the big food manufacturers, he discovered how junk food is formulated to make us eat more of it and, he argues persuasively, actually to addict us.”—Michael Pollan
“If you had any doubt as to the food industry’s complicity in our obesity epidemic, it will evaporate when you read this book.”—The Washington Post
“Vital reading for the discerning food consumer.”—The Wall Street Journal
“The chilling story of how the food giants have seduced everyone in this country . . . Michael Moss understands a vital and terrifying truth: that we are not just eating fast food when we succumb to the siren song of sugar, fat, and salt. We are fundamentally changing our lives—and the world around us.”—Alice Waters
“Propulsively written [and] persuasively argued . . . an exactingly researched, deeply reported work of advocacy journalism.”—The Boston Globe
“A remarkable accomplishment.”—The New York Times Book Review
From the Trade Paperback edition.
The Big Short by Michael Lewis - A 15-minute Instaread Summery
Inside this Instaread Summary:
• Overview of the entire book
• Introduction to the important people in the book
• Summary and analysis of all the chapters in the book
• Key Takeaways of the book
• A Reader's Perspective
Preview of this summary: Chapter 1
In December of 1991, Steve Eisman was working for Oppenheimer and Co. as an analyst and became known for his knack for ignoring consensus, an analysis of a stock’s future sales and earnings.
In the early 1990s, the Salomon Brothers trading floor began a whole new bond market by packaging mortgages into bonds. In this way, they began to tap the unused equity many people had in their homes, driving the interest rates of mortgages so low that even those with less than perfect credit could get low rates. This led to a surge in subprime mortgages, mortgages offered to those with poor credit ratings. Subprime mortgages were then packaged into bonds and sold to investors.
Eisman hired accountant Vincent Daniel to help him decipher the suspicious accounting used by subprime mortgage originators. Daniel discovered companies were booking profits for expected future values of loans, and prematurely displaying themselves as profitable. However, they were failing to reveal the delinquency rate of the home loans they were making, claiming that they were selling these loans to be packaged as bonds, so their risk was limited. An example of this was Long Beach Savings, one of the first banks to implement what was called the originate and sell method, a method of originating a loan that was likely to be defaulted on and sell it to another lender, but leave it on the books to appear as profit...
Flash Boys by Michael Lewis - A 30-Minute Instaread Summary Inside this Instaread Summary:
• Overview of the entire book
• Introduction to the important people in the book
• Summary and analysis of all the chapters in the book
• Key Takeaways of the book
• A Reader's Perspective
Preview of this summary:
In 2007, stock brokers were frustrated by the varying speed of communication between the Chicago Mercantile Exchange and the data center beside the Nasdaq stock exchange in Carteret, New Jersey. A former stock broker, Dan Spivey, researched the situation and discovered that most fiber optics buried between the two cities followed train tracks and major cities. The problem lay in the fact that this route was not straight, as was ideal for speed of communication, but made many twists and turns. Spivey studied maps and found a route following small paved roads and dirt roads that were straighter. Spivey traveled the route with a construction man, looking for obstacles. They were unable to find any.
Spivey founded a company with Jim Barskdale, the former CEO of Netscape Communications, called Spread Networks. Through this company they began the complicated process of laying the fiber. This included more than four hundred deals that had to be arranged with the many towns the route transected.
Spivey contacted construction engineer Steve Williams, and asked him to supervise the laying of fifty miles of fiber, starting in Cleveland. Williams did such a good job, Spivey and Barskdale hired him to supervise the complete installation. Williams and Spivey disagreed on the route on many occasions. Spivey was frustrated with Williams’ attempts to avoid obstacles by deviating from the route and Williams did not understand why the straight route was so important.
A full year after Spread began burying the fiber, their project remained a secret. Even their workers were kept in the dark to protect the project from being blown out of the water by unwanted competition. Then it was time to begin selling the line to Wall Street. Unfortunately, it was difficult to prove the value of their product, let alone prove that it existed. To solve this, Spivey went to sales meetings with a large map that showed the route of the fiber as well as pictures of the amplifiers built inside maximum security bunkers along the route. The reception was not always good. Many disliked the language of the contract Spread wanted them to sign, especially the language that kept the companies from sharing the line with their clients.
Spread ran into multiple problems finishing their project. One held them up for some time while they struggled to find a way to bury cable under a river. They eventually found a tunnel that worked perfectly for their purposes. Another was the hostility they faced in a small town in Pennsylvania when they attempted to get permission to dig under a parking lot that blocked their route.....
The reality: The biggest thing you won't learn in college is how to succeed professionally.
Some of the smartest, most successful people in the country didn't finish college. None of them learned their most critical skills at an institution of higher education. And like them, most of what you'll need to learn to be successful you'll have to learn on your own, outside of school.
Michael Ellsberg set out to fill in the gaps by interviewing a wide range of millionaires and billionaires who don't have college degrees, including fashion magnate Russell Simmons, Facebook co-founder Dustin Moskovitz and founding president Sean Parker, WordPress creator Matt Mullenweg, and Pink Floyd songwriter and lead guitarist David Gilmour. Among the fascinating things he learned:How fashion designer Marc Ecko started earning $1000 a week in high school with his own clothing business, and later grew it into an empire. How billionaire Phillip Ruffin went from lowly department store employee with no college degree, to owner of Treasure Island on the Vegas Strip. How John Paul DeJoria went from homelessness to billionaire as founder of John Paul Mitchell Systems Hair Care Products.
This book is your guide to developing practical success skills in the real world. Even if you've already gone through college, the most important skills weren't in the curriculum-how to find great mentors, build a world-class network, learn real-world marketing and sales, make your work meaningful (and your meaning work), build the brand of you, master the art of bootstrapping, and more.
Learning the skills in this book well is a necessary addition to any education. This book shows you the way, whether you're a high school dropout or a graduate of Harvard Law School.
This book will teach you the skills you need to learn how to communicate better through conversational hypnosis. Learn the tricks and techniques to help people feel instantly comfortable with you, so you can be more persuasive. We have all the tools you need to be a charismatic and powerful communicator, encouraging people to see your way of thinking without arguments or any negativity. This is a must have book for anyone who has to rely on communication for work, such as CEO’s, marketing, and sales departments. Give your communication skills a boost by learning conversational hypnosis.
Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book, 42 Rules to Increase Sales Effectiveness (2nd Edition), upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams.
In '42 Rules to Increase Sales Effectiveness (2nd Edition), ' you will learn: The Effective Sales Perspective The Effective Sales Process The effective Salesperson Effective Territory Management Effective Sales Communication The Effective Sales Meeting Effective Sales Closing This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It's a great read for any professional to confirm that their own "salesmanship" is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.
This new edition builds on the success of the previous edition, focusing on the role of air freight in the global supply chain, including areas such as: the main players in the industry; regulations and restrictions; and terrorism management. Updates to this edition include:
the role of E-Commerce and its changing influence on the industry;
a new chapter on crime, security and terrorism;
updated case studies, and
new contributors providing professional insight from the industry.
Enriched throughout with international case studies and contributions from industry experts, Air Cargo Management provides a practical approach. It is the perfect companion for undergraduate students studying air logistics, transportation logistics, air cargo and supply chain management. Professionals and managers in the field will also find Sales’ easy style and industry insights useful and applicable to their practice.
The art and science of selling has never been more complex, demanding, or potentially lucrative. As a sales professional, you know that staying ahead of the game means continually educating yourself-both in the successful techniques that have stood the test of time and about the freshest new ideas on everything-from generating leads to creating trust, from branding your business to closing the deal.
That's why Everything I Know About Sales Success is so helpful. It's full of powerful insights and strategies from the nation's top-selling individuals and companies on everything from providing customer service to branding. You'll discover:How top CEOs like Citigroup's Sandy Weill and Merrill Lynch's David Komansky rose to the top-and how they sell from behind the big desk Eight ways to become more Trump-like in your sales career Sales and marketing concepts that led Michael Dell and his company to the undisputed leadership position in the PC industry Arnold Schwarzenegger's lessons for flexing your selling muscles Nine management tips from Intel's Andy Grove
Whether you're starting at the bottom or have the top office in view, the collective experiences and strategies that propelled these driven people up the corporate ladder can serve as an invaluable guide, helping you to win the hearts and minds of your own customers, break new ground, and eventually set the path for others to follow.
“I’m sorry,” the doctor said. “He is permanently and totally blind. There is nothing we can do for him.”
George and Sarah Hingson looked at each other, devastated. Their six-month-old son, Michael was a happy, strawberry blond baby boy, healthy and normal in every way except one. When the Hingsons switched on a light or made silly faces, Michael did not react. Ever. “My best suggestion is that you send him to a home for the blind,” the doctor continued. “He will never be able to do anything for himself.”
Forty-seven years later, a yellow Labrador retriever puppy was born in the whelping unit of Guide Dogs for the Blind in San Rafael, California. The puppy’s name was Roselle. On September 11, 2001, she saved Michael’s life. This is Roselle’s story too.
—From the Introduction
Every moment in Michael Hingson’s and Roselle’s lives seemed to lead up to this day. When one of four hijacked planes flew into the World Trade Center’s north tower on September 11, 2001, Michael Hingson, a district sales manager for a data protection and network security systems company, was sitting down for a meeting. His guide dog, Roselle, was at his feet. Paired for twenty-one months, man and dog spent that time forging a bond of trust, much like police partners who trust their lives to each other.
Michael couldn’t see a thing, but he could hear the sounds of shattering glass, falling debris, and terrified people flooding around him and Roselle. However, Roselle sat calmly beside him. In that moment, Michael chose to trust Roselle’s judgment and not to panic. They were a team.
Thunder Dog is a story that will forever change your spirit and your perspective. It illuminates Hingson’s lifelong determination to achieve parity in a sighted world and how the rare trust between a man and his guide dog can inspire an unshakable faith in each one of us.
The book contributors are Bob Rickert, Jim Graham, Teresa Hiatt, Michael Rockelmann, Maris Edelson, Susan Onaitis, Susanne Conrad, Rick Wills, Ken Phillips, Trish Uhl, Gary Summy, Lanie Jordan, and Renie McClay.
Book Yourself Solid, Second Edition reveals why self-promotion is a critical factor to success, giving you a unique perspective that makes this guide much more than an ordinary "how to" manual for getting more clients and raising a business profile.
Book Yourself Solid, Second Edition enables you to adopt the right promotional perspective and provides the strategies, techniques, and skills necessary to get more clients and increase profits. Through verbal and written exercises, you'll discover the keys to developing a strong marketing plan and brand image.Features unique, personalized, updated social media marketing strategies for service professionals Provides new pricing models and sales strategies for simpler selling Delivers fresh networking and outreach strategies guaranteed to take only minutes a day Offers new solid product launch strategies and tactics for creating instant awareness Author a New York Times bestseller, TV personality, and highly recognized professional speaker
Get the proven tools you can put into effect today with Book Yourself Solid, Second Edition, and watch your business grow exponentially!
--Michael A. Berman, Chief Operating Officer, Outside Ventures
In the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do--it's what you don't do:Don't sell against a competitorDon't be satisfiedDon't stop getting ideasDon't use boilerplate proposalsDon't overuse e-mail The book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice--from listening to the client to following up on the sale--that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.
With this book, you will be able to use the principles of language and communication combined with hypnotic language and hypnotic language patterns to get people to sit up and take notice when you speak. You will learn how to get their attention, hold it, and get them to easily be persuaded and influenced by you. If you have ever wanted to boost your communication skills, this is the way. It does not matter if you are in sales and want to increase your sales or if you are a business owner who wants to create an impact with your presentations and meetings, this book and the conversational techniques included will help you succeed.
Michael wakes up in the hospital with a bandage on his head and fear in his heart. The stress of building a growing business, with his wife Sarah, caused him to collapse while on a morning jog. When Michael finds out the man who saved his life is a Carpenter he visits him and quickly learns that he is more than just a Carpenter; he is also a builder of lives, careers, people, and teams.
As the Carpenter shares his wisdom, Michael attempts to save his business in the face of adversity, rejection, fear, and failure. Along the way he learns that there's no such thing as an overnight success but there are timeless principles to help you stand out, excel, and make an impact on people and the world.
Drawing upon his work with countless leaders, sales people, professional and college sports teams, non-profit organizations and schools, Jon Gordon shares an entertaining and enlightening story that will inspire you to build a better life, career, and team with the greatest success strategies of all.
If you are ready to create your masterpiece, read The Carpenter and begin the building process today.
J. Moffett Walker believes you and others want to know about Michael the individual and how he moonwalked all the way to the top. Blueprints of Sir Michael, a resourceful yet creative book, provides new information about this world superstar.
Finally, there’s a comprehensive guide to digital marketing specifically for B2B companies. In B2B Digital Marketing, Michael Miller thoroughly explains how to use each leading digital marketing vehicle to successfully market any product or service to your target companies. You’ll start with planning, discovering how to choose your best platforms and strategies for customer acquisition, sales conversion, and retention. Next, master crucial execution skills for web, search, social, and mobile marketing, online advertising, email, blogs, YouTube, online PR, and more. Finally, discover exactly how to measure your effectiveness, refocus based on what you learn, and prepare for the newest developments in B2B digital marketing. Whether you’re a B2B marketer, product manager, sales professional, PR specialist, manager, or entrepreneur, this book will help you use new low-cost techniques to build stronger relationships, close more sales, and earn higher profits—starting today!
You’ll Learn How To:
• Define realistic, measurable goals for your B2B digital marketing initiative
• Segment your audience and identify the best digital platforms and vehicles for connecting with them
• Systematically address the entire B2B buying continuum: reach, acquisition, conversion, retention, and loyalty
• Create a flexible, actionable B2B digital marketing plan
• Design a website that helps B2B buyers quickly find exactly what they need
• Optimize your site for today’s search engines and today’s customers
• Use tailored, targeted email to reach more customers and prospects at lower cost
• Craft online advertising to reinforce organic search, support promotions, and attract web seminar participants
• Drive real value from Facebook, LinkedIn, Google+, and Twitter
• Effectively utilize blogs, podcasts, and streaming media
MICHAEL MILLER has written more than 100 nonfiction books, including The Ultimate Web Marketing Guide; Using Google® AdWords and AdSense; Using Google® Search; The Complete Idiot’s Guide to Search Engine Optimization; Sams Teach Yourself Google Analytics in 10 Minutes; and Facebook for Grown-Ups. Miller’s books have sold more than one million copies worldwide. He has established a reputation for clearly explaining technical subjects to non-technical readers, and offering exceptionally useful real-world advice on complex topics. More information can be found at his website, www.molehillgroup.com.
Nearly everyone, when faced with difficult times, wavers in their ability to commit to completion of the task before them, whether its earning a college degree, losing weight, or hitting a new sales goal for the quarter. Why this wavering? Why this struggle? Its simple: motivation wanes, and the absolute key to success in life is finding and keeping motivation. This book will show you exactly how to do that!
In this book you'll learn:
1. Specify ways to find your inner motivation
2. Why its so important to "question yourself" in order to lay the foundation for success
3. How the success of Michael Jordan and the success of Dropbox stem from the same source--a source you yourself can tap!
4. Generating strategies to keep motivation high and how to keep positive even when the chips are down
5. And much, much more
When a struggling technology company fires its chief sales officer (CSO), the Board of Directors decides a “sales transformation” is required. Two candidates emerge as finalists for the CSO position. Phillip Evan Hawthorne is an up-and-coming, aggressive sales VP from another high-flying technology company. Phillip’s self-assured style and ability to bring in fresh talent makes him an appealing candidate. His only rival, Ben Delaney, is a retired chief sales officer with no technology experience but a track record of consistent performance. Ben also has a penchant for storytelling as a means of sharing the truth about selling and possesses one big secret that only Phillip could truly appreciate.
Interviewing for the position on the same day, Ben and Phillip are forced to sit in the same waiting area where their dramatically different personalities collide. As an agitated Phillip paces the room, Ben shares a story that Phillip is certain has no relevance for him or any other sane businessperson with a healthy sense of urgency. What he will soon find is that this is just the first of many stories Ben will share, each with an important and timely lesson for Phillip or anyone seeking to transform sales performance and customer relationships.
Phillip ultimately wins the CSO position, but finds his aggressive management style and approach of replacing underperforming people isn’t addressing the company’s fundamental sales issues. That’s when Phillip accepts what he believes to be a chance invitation to a cookout where he has the opportunity to meet with Ben. Seeing the relevance in Ben’s stories and desperate to transform his own sales organization and deliver the results his board expects, Phillip decides to meet with Ben more regularly. As the two men embark on a journey to transformation, Philip listens to Ben’s stories about things like fish fries, African proverbs, talent show judges, homebuilders and little league coaches. Through multiple revelations, Phil begins to transition his sales organization from one that delivers subpar performance using a random approach, to a high performance team utilizing clearly defined, formal processes for selling and sales management. Meanwhile, he undergoes his own personal transformation, as he not only comes to terms with his own challenges as a leader, but also his emotionally painful past.
Nicols has over thirty-four years of experience in sales, sales management, executive management, and sales force development. He is the original developer of Axiom Sales Force Development’s Selling Sciences ProgramTM, the selling process and methodology that have become the standard for many Fortune 100 companies. His expertise and insights can help any sales organization achieve “Sales Transformation.”
Packed with warmth and humor, A Journey to Sales Transformation can set you and your organization on the road to greater sales and margins, lower sales staff turnover and most importantly, longer lasting relationships with your customers.
Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world:
Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar
“Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.”
—John Burke, Group Vice President, Oracle Corporation
“Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.”
—Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone
“Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.”
—Gerhard Gschwandtner, publisher of Selling Power
“This book breaks the paradigm. It really works miracles!”
—David R. Hibbard, President, Dialexis IncTM
“What Great Salespeople Do humanizes the sales process.”
—Kevin Popovic, founder, Ideahaus®
“Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.”
—Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC
About the Book:
This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes.
Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn.
The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to:Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers
Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.
This book includes six in-depth interviews with leading professionals from a variety of industries to provide you with the advice, inspiration, and motivation you need to achieve your goals.
Peter Mallouk is the president of Creative Planning, twice named the #1 Wealth Management Firm in America by CNBC. He has been personally featured three years in a row as the #1 Independent Advisor in America by Barron’s.
Ben Caballero has been the top-ranked real estate professional in America since 2013 in two categories — number of real estate sales transactions, and cumulative transaction (dollar) volume — as published by the Wall Street Journal and as independently confirmed by REAL Trends. His lifetime production exceeds 20,000 sales and $6 billion, making him the most productive real estate agent in history.
This top NBA sports agent, whose clients include Derrick Rose and Draymond Green, is a former athlete and three-time NBA champion who once shared the court with basketball greats including Michael Jordan.
Shelly is the CEO and co-founder of BrightStar Care, a national home care and medical staffing agency with 315 locations and $350 million in annual system-wide revenue. You may also recognize her from the popular TV show Undercover Boss.
Scott Gerber, principal and CEO of Gerber Group, is widely viewed as a leading entrepreneur in the hospitality/food and beverage industry, appearing on shows such as CNBC's Squawk on the Street, Fox News, and CBS’s Undercover Boss.
Liz is the co-CEO and co-founder of TransPerfect, the world's largest privately held provider of language and technology solutions for global business, with over 4,000 employees in 90 cities worldwide.
Whether you are looking to climb the corporate ladder, become a record-breaking professional athlete, or grow your own business from the ground up, you will find the inspiration you need within the pages of this book.
Now, in The Leader In You, coauthors Stuart R. Levine and Michael A. Crom apply the famed organization’s time-tested human relations principles to demonstrate how anyone, regardless of his or her job, can harness creativity and enthusiasm to work more productively.
With insights from leading figures in the corporate, entertainment, sports, academic, and political arenas—and encompassing interviews and advice from such eminent authorities as Lee Iacocca and Margaret Thatcher—this comprehensive, step-by-step guide includes strategies to help you: identify your leadership strengths; achieve your goals and increase your self-confidence; eliminate an “us vs. them” mentality; become a team player and strengthen cooperation among associates; balance work and leisure; control your worries and energize your life; and much more!
The most important investment you will ever make is in yourself—once you discover the key that unlocks The Leader In You.
* The official continuation of Airbender from its creators, Michael Dante DiMartino and Bryan Konietzko!
* Avatar: The Last Airbender—The Search continues to top the sales charts!
* The perfect companion to The Legend of Korra!
Geshe Michael Roach, one of the great teachers today of Tibetan Buddhism, has richly woven The Diamond Cutter in three layers. The first is a translation of selections from the Diamond Sutra itself, an ancient text comprised of conversations between the Buddha and his close disciple Subhuti. Considered a central work by Buddhists throughout the world, the Diamond Sutra has been the focus of much interpretation over the centuries. In the second layer, Geshe Michael quotes from some of the best commentaries of the Tibetan tradition. In the main text, the third layer, he uses both sutra and commentary as a jumping-off point for presenting his own teaching.
Geshe Michael gives fresh insight into ancient wisdom by using examples from his own experience as one of the founders of the Andin International Diamond Corporation, which was started with capital of fifty thousand dollars and which today has annual sales in excess of one hundred million dollars. Much of the success of Andin has come from applying the business strategies presented in The Diamond Cutter. Geshe Michael's easy style and spiritual understanding make this work of timeless wisdom an invaluable source for those already familiar with, and those unfamiliar with, Tibetan Buddhism.
Conventional accounting uses the logical (albeit, flawed) formula: Sales - Expenses = Profit. The problem is, businesses are run by humans, and humans aren't always logical. Serial entrepreneur Mike Michalowicz has developed a behavioral approach to accounting to flip the formula: Sales - Profit = Expenses. Just as the most effective weight loss strategy is to limit portions by using smaller plates, Michalowicz shows that by taking profit first and apportioning only what remains for expenses, entrepreneurs will transform their businesses from cash-eating monsters to profitable cash cows. Using Michalowicz's Profit First system, readers will learn that:
· Following 4 simple principles can simplify accounting and make it easier to manage a profitable business by looking at bank account balances.
· A small, profitable business can be worth much more than a large business surviving on its top line.
· Businesses that attain early and sustained profitability have a better shot at achieving long-term growth.
With dozens of case studies, practical, step-by-step advice, and his signature sense of humor, Michalowicz has the game-changing roadmap for any entrepreneur to make money they always dreamed of.
At last, a guide you can really carry along to flea markets and garage sales, containing hundreds of illustrations and photos to make on-the-spot appraisals easy. 725 photos and listings The hottest Hot Wheels car colors Breakdown: each year's best castings Most collectible Hot Wheels cars
In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you:
Implement a simple framework for sales leadershipFoster a healthy, high-performance sales cultureConduct productive meetingsCreate a killer compensation planPut the right people in the right rolesCoach for successRetain top producers and remediate underperformersPoint salespeople at the proper targetsSharpen your sales storyRegain control of your calendarAnd more
Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.
The country’s leading connoisseur presents a comprehensive guide for developing your tea palate.
The Harney & Sons Guide to Tea transforms tea drinkers into tea experts. Written by one of the country’s leading tea professionals, The Harney & Sons Guide to Tea is an illuminating resource for tea drinkers interested in developing and refining their palate as well as their understanding of the complex agricultural, historical, and cultural significance of tea.
Drawing on his singular experience, Michael Harney masterly explores the full range of teas, revealing how each tea is distinctive, with a taste that derives from a precise combination of cultivation and production techniques, and influenced by the geography as well as its history. These lively profiles of diverse tea varieties—from delicate white tea to aged black puerh tea—include brewing instructions and vivid descriptions of the beverage scent, taste, and appearance; everything you need to become a connoisseur.
Tea has long been popular in the United States, but only recently have Americans treated this nuanced beverage with a deeper curiosity, more refined approach, and wider appetite. The Wall Street Journal reports that total U.S. tea sales are nearly four times what they were in 1990, and this growing population of discriminate consumers will celebrate the new vocabulary provided in The Harney & Sons Guide to Tea.
Unique in scope, candor, and accessibility, The Harney & Sons Guide to Tea will quickly become the classic reference and staple in the library of every serious tea drinker.
#1 on Warren Buffett’s Recommended Reading List, Berkshire Hathaway Annual Shareholder Letter, 2012
Named one of “19 Books Billionaire Charlie Munger Thinks You Should Read” in Business Insider.
“A book that details the extraordinary success of CEOs who took a radically different approach to corporate management.” — Charlie Munger, Vice-Chairman of Berkshire Hathaway Corporation
“Thorndike explores the importance of thoughtful capital allocation through the stories of eight successful CEOs. A good read for any business leader but especially those willing to chart their own course.” — Michael Dell, chairman of the board of directors and chief executive officer of Dell
What makes a successful CEO? Most people call to mind a familiar definition: “a seasoned manager with deep industry expertise.” Others might point to the qualities of today’s so-called celebrity CEOs—charisma, virtuoso communication skills, and a confident management style. But what really matters when you run an organization? What is the hallmark of exceptional CEO performance? Quite simply, it is the returns for the shareholders of that company over the long term.
In this refreshing, counterintuitive book, author Will Thorndike brings to bear the analytical wisdom of a successful career in investing, closely evaluating the performance of companies and their leaders. You will meet eight individualistic CEOs whose firms’ average returns outperformed the S&P 500 by a factor of twenty—in other words, an investment of $10,000 with each of these CEOs, on average, would have been worth over $1.5 million twenty-five years later. You may not know all their names, but you will recognize their companies: General Cinema, Ralston Purina, The Washington Post Company, Berkshire Hathaway, General Dynamics, Capital Cities Broadcasting, TCI, and Teledyne. In The Outsiders, you’ll learn the traits and methods—striking for their consistency and relentless rationality—that helped these unique leaders achieve such exceptional performance.
Humble, unassuming, and often frugal, these “outsiders” shunned Wall Street and the press, and shied away from the hottest new management trends. Instead, they shared specific traits that put them and the companies they led on winning trajectories: a laser-sharp focus on per share value as opposed to earnings or sales growth; an exceptional talent for allocating capital and human resources; and the belief that cash flow, not reported earnings, determines a company’s long-term value.
Drawing on years of research and experience, Thorndike tells eye-opening stories, extracting lessons and revealing a compelling alternative model for anyone interested in leading a company or investing in one—and reaping extraordinary returns.
If you use Microsoft Access in your every day business life but haven't learned to fully exploit the program, now's your chance. Automating Microsoft Access with VBA is a thorough introduction to programming Microsoft Accessing using Visual Basic for Applications (VBA). With this book, you will gain a working knowledge of VBA and be able to customize your Microsoft Access databases. You will cover topics that include:Operators and functions Debugging and error handling Menu commands Forms and reports Jet databases DAO object model
Save money by learning to use VBA to customize your databases instead of paying someone else to do it for you!
Blueprint to Business is the ultimate guide to becoming a successful entrepreneur. Bestselling author and CEO Mike Alden puts aside the rainbows and sunshine, gets real about what it takes to 'make it,' and gives you the real-world guidance you need to hear. Through anecdotes and advice, he shares his experiences along with those of other top founders and entrepreneurs to give you a realistic picture of what it takes to build a business. It's a bit of tough love, a healthy dose of reality, and a tremendously motivating guide to striking out on your own; from motivation and commitment to business licenses and the IRS, this guide is your personal handbook for the biggest adventure of your career.
So you want to start a business: how much are you willing to commit in terms of time, money, and energy? How do you plan to bring in customers? What will set you apart from the crowd? What will convince clients to come to you rather than your competitor with an established track record? These questions must be answered before you even begin planning—and then, you have to make that canyon-sized leap from planning to doing. This book guides you through the early stages with practical advice from a real-world perspective.Turn 'dreams' into goals, and goals into reality Discover just what it takes to build a successful business Dig into the paperwork and legal/regulatory requirements Adjust your expectations to reflect your abilities and willingness to commit
Starting a business could be the best thing you've ever done—or it could be the worst. Mitigate the risk by setting yourself up for success from the very beginning with the invaluable advice in Blueprint to Business.
"I've had the opportunity to work directly with Michael Alden on his children's book. His business know how and ability to get things done is unparalleled.”
—Naren Aryal, CEO Mascot Books.
"As an entrepreneur and author myself, I would recommend Blueprint to Business to anyone who is in business or looking to start a company. Michael Alden's no nonsense approach is much needed for anyone who wants the real truth about the life of an entrepreneur."
—Ken Kupchik, author of The Sales Survival Handbook Cold Calls, Commissions, and Caffeine Addiction The Real Truth About Life in Sales
"Michael Alden's story is truly inspirational. He has seen some extremely difficult times and has overcome extraordinary odds along his journey. He harnessed what he learned even as a young child to achieve great business success. The lessons in Blueprint to Business not only help those in business but it is for anyone who wants more out of life.”
—June Archer, author of YES! Every day can be a good day: The Keys to success that lead to an Amazing life
“As a young entrepreneur, I have found that truly successful people help and teach others. Michael Alden has taken the time to help me with my business and my book. His experience is undeniable and I would recommend Blueprint to Business to any entrepreneur who wants to learn from someone who has done great things and continues to.”
—Casey Adams, social media influencer and author of Rise of The Young: How To Turn Your Negative Situation Into A Positive Outcome, and Build A Successful Personal Brand
“Being an entrepreneur has its challenges. Michael Alden shares his business experiences to help others succeed. His advice and enthusiasm is directed towards teaching and leading through example. If you are looking to succeed in business this book is a must read!"
—Christopher J. Wirth, entrepreneur, speaker, trainer, coach and host of the No Quit Living Podcast
“I’ve known Mike for over ten years. I have had the opportunity to work very closely with him on dozens of transactions. His ability to get things done and work through obstacles is second to none. When most people would give up, Mike figures out a way to get things done.”
—Jim Shriner, television personality and author of Live Disease Free Naturally.
At the publisher's request, this title is sold without DRM (Digital Rights Management).
About Michael Z. Williamson:
_A fast-paced, compulsive readãwill appeal to fans of John Ringo, David Drake, Lois McMaster Bujold, and David Weber.Ó _ Kliatt
_Williamson's military expertise is impressive.Ó _SF Reviews
The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before.
It’s a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.