Ebooks

Most salespeople work hard to become proficient in reaching the frontline managers in their markets. Cost, service, functionality--they know the value propositions that speak to their most visible customers. But while many of these managers hold the initial decision-making power that can lead to that first sale, even they report to a higher authority who evaluates the manager’s decisions from an entirely different perspective. A salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective.In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved--a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. Salespeople wishing to gain a clear advantage over the competition will learn how to:• Create energy by including executives early in the sales process• Ask the right questions and pinpoint big-picture financial needs• Keep “below the line” managers from feeling bypassed• Uncover value propositions that target each set of decision-makers• And moreToo often, sales that seem locked in will stall or go dark. Or customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. Oftentimes, this could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before.
The Battle of Tom’s Brook, recalled one Confederate soldier, was “the greatest disaster that ever befell our cavalry during the whole war.” The fight took place during the last autumn of the Civil War, when the Union General Phil Sheridan vowed to turn the crop-rich Shenandoah Valley into “a desert.” Farms and homes were burned, livestock slaughtered, and Southern families suffered. The story of the Tom’s Brook cavalry affair centers on two young men who had risen to prominence as soldiers: George A. Custer and Thomas L. Rosser. They had been fast friends since their teenage days at West Point, but the war sent them down separate paths—Custer to the Union army and Rosser to the Confederacy. Each was a born warrior who took obvious joy in the exhilaration of battle. Each possessed almost all of the traits of the ideal cavalryman—courage, intelligence, physical strength, inner-fire. Only their judgment was questionable. Their separate paths converged in the Shenandoah Valley in the summer of 1864, when Custer was ordered to destroy, and Rosser was ordered to stop him. For three days, Rosser’s gray troopers pursued and attacked the Federals. On the fourth day, October 9, the tables turned in the open fields above Tom’s Brook, where each ambitious friend sought his own advancement at the expense of the other. One capitalized upon every advantage fate threw before him, while the other, sure of his abilities in battle and eager to fight, attempted to impose his will on unfavorable circumstances and tempted fate by inviting catastrophe. This long-overlooked cavalry action had a lasting effect on mounted operations and influenced the balance of the campaign in the Valley. Based upon extensive research in primary documents and gracefully written, award-winning author William J. Miller’s Decision at Tom’s Brook presents significant new material on Thomas Rosser, and argues that his character was his destiny. Rosser’s decision-making that day changed his life and the lives of hundreds of other men. Miller’s new study is Civil War history and high personal drama at its finest.
Many business executives are increasingly becoming workaholic human-doings, longing to be full and integrated human-beings. They aspire to live with integrity, where their thoughts, values, words and deeds are in harmony. The problem is that they don't know how to do so in a business world that is increasingly characterised by complexity, turbulence and greed.

Leading with Wisdom provides food for thought for people dealing with these challenges. It contains stories and reflections of 31 inspiring and compassionate business leaders who care about what is truly important in life and who integrate this awareness and sensitivity into their leadership. Leaders who search for meaning, purpose and fulfilment both in the external world of business and in the internal world of consciousness and conscience. Leaders whose leadership is a natural expression of their hearts, minds and souls. In other words, leaders who lead from a spiritual basis.

Such perspectives on leadership are not yet mainstream. Greed, prestige and power appear to still be prime motivating forces for leaders of the world's larger corporations. In spite of 25 years of globalisation, poverty is still devastatingly ubiquitous in many parts of the world. In striking contrast, the compensation packages of top leaders in business, particularly in the West, have skyrocketed, reaching levels that would have been considered impossible only a decade ago. What is clearly needed is a change in the mind-set, values and principles of our leaders, as well as of those who finance our enterprises, and of those who teach and mentor our future leaders. At the very minimum, what is needed is an expansion of the concept of 'success' so that it transcends the prevailing myopic focus on short-term financial gains.

It can be argued that this rampant greed is gradually being tamed, not just by laws, but also by social and ethical norms. In the last two decades there has been an amazing and uplifting focus on such perspectives as business ethics, corporate social responsibility and sustainability. But when leaders are questioned as to why they and their organisations should promote this new and expanded sensitivity to corporate responsibility, their 'default' answer typically is that it is profitable – an efficacious means to promote classical business ends of increasing earnings and share prices.

But how and why should such an expanded concept of leadership develop? What should provide the motivation for our leaders to find their way in an increasingly complex business world by using a compass that points not only to a pot of gold, but also to a path to deeper meaning and purpose in business? This book does not provide answers in the form of proposals as to new rules or laws or moral injunctions. Rather it provides a collage of perspectives in the form of stories of highly respected and successful executives who have integrated their spiritual search into their leadership so as to be "whole" people – leaders whose thoughts, words and deeds are in harmony with their most fundamental truths and longings, both at work and in their private lives. These stories tell of an emerging culture where business becomes a primary domain for both individual and organisational spiritual growth.

Leading with Wisdom: Spiritual-Based Leadership in Business portrays an emerging global culture. This ground-breaking book offers the experiences and perspectives of 31 top executives from 15 countries in 6 continents. It is based on extensive personal interviews. These are business people who express from first-hand experience what it is like to lead a business from a spiritual basis. They tell amazing, down-to-earth, real-life stories about how spirituality and rationality can go hand in hand in leadership and life.

Their words of wisdom demonstrate that executives who lead from a spiritual basis can achieve success, recognition, peace of mind and happiness, while at the same time serving the needs of all those affected by their leadership.

Written in an engaging style, where the special "voice" of each leader is heard, this book will be profoundly valuable to business leaders at every level and for all people who want to lead with integrity from a spiritual basis.

Discover the benefits—and drawbacks—of Google®

Google® has become a nearly omnipresent tool of the Internet, with its potential only now beginning to be realized. How can librarians effectively integrate this powerful search engine to provide service to their patrons? Libraries and Google® presents leading authorities discussing the many possibilities of using Google® products as effective, user-friendly tools in libraries. Google Scholar and Print are extensively explored with an eye toward offering an expanded view of what is and may be possible for the future, with practical insights on how to make the most of the product’s capabilities.

It seems certain that Google® is here to stay. Libraries and Google® comprehensively examines this “disruptive technology” that is seen as both a threat and an opportunity by both librarians and publishers. Both perspectives are explored in depth, along with practical applications of this and other Google® technology that may be new to librarians. Google® products and other more familiar research tools are compared for effectiveness and ease of use. The various unique needs of users and scholars are detailed and considered as a springboard for insightful discussion of the future role of librarians in today’s world. Potential problems are closely examined, such as copyright issues of digitization, and privacy concerns sparked by its collection of personal information about its users. The book comprehensively explores the path libraries need to travel to benefit from the search tool, rather than being overwhelmed and destroyed by it.

Topics in Libraries and Google® include:
the viewpoint that Google® may make libraries obsolete
new opportunities for libraries through using Google® products
technical aspects of purchasing and implementing Google® search products with proprietary vendor databases
testing the performance of Google Scholar and Print
practical use of Google®’s products
personal privacy issues
making digitized library resources more accessible
digitization of copyrighted materials
much, much more!

Libraries and Google® is horizon-expanding reading for all librarians, library science educators and students, library administrators, publishers, and university presses.

Volume 2 of Libraries and Google® is in preparation.

Google® is a Registered Service Mark of Google, Inc., Mountain View, California. Libraries and Google® is an independent publication offered by The Haworth Press, Inc., Binghamton, New York, and is not affiliated with, nor has it been authorized, sponsored, endorsed, licensed, or otherwise approved by, Google, Inc.
Learn from those who actually dealt with disaster! Regardless of the type of library, natural disasters can have catastrophic effects on its collections and artifacts. Dealing with Natural Disasters in Libraries provides an inside look at different disasters and how diverse types of libraries dealt with the consequences. This useful resource covers a wide range of natural disasters, including flood, fire, water damage, mold, sick building syndrome, and hurricane damage. Librarians from different types of libraries describe personal efforts to cope with real-life cases of disaster, and discuss principles and lessons which can be used to plan for—and better respond to—future catastrophic occurrences. Every library should have a disaster plan in place. Dealing with Natural Disasters in Libraries provides realistic guidance on how to best prepare for catastrophic damage and loss, and practical suggestions on how to best respond once disaster does strike. These authors use their unique perspectives on having lived through a disaster to provide a close examination of lessons learned. This crucial book includes a selected bibliography and a series of case studies that illustrate what other librarians did to repair and rebuild collections and facilities after experiencing some of the most challenging circumstances imaginable. Managing people, education and training, the creation of a disaster plan, the treatment of damaged materials, recovery of materials, and the successful rebuilding of a library after its complete destruction are all discussed in detail. Dealing with Natural Disasters in Libraries examines: case studies of different types of disasters and effective responses steps small libraries should take during the first month after a disaster strategies to deal with fire, smoke, and water damage issues what to do to avoid mold growth after moisture problems or water damage fixing “sick” buildings dealing with the devastation of Hurricane Katrina post-disaster recovery differing responses to minor disasters, localized disasters, major disasters, and catastrophic disasters providing public access to vital information after disasters strike prevention of potential disaster situations and more! Dealing with Natural Disasters in Libraries is an essential resource for academic librarians, public librarians, special librarians, school librarians, library science faculty, and administrators.
A comprehensive look at contemporary trends and practices in public libraries

Current Practices in Public Libraries combines research, surveys, and practical experience to examine a variety of trends, issues, and practices in public library administration. The leading researchers in the field explore vital contemporary topics ranging from literacy instruction and advocacy to ethical concerns in the acquisition of foreign language materials. This practical professional guide presents examples of successful programs at individual libraries as well as results of comprehensive national surveys about funding, computers and Internet access, and branch closures.

Current Practices in Public Libraries presents an extensive look at advocacy, ethics, multicultural outreach, literacy training, marketing, and mentoring in today’s public libraries. This comprehensive resource examines a wide range of issues, including public library funding; contributing factors to the quality of public access computing and Internet services; the impact of public library closures; recent human rights violations in U.S. public libraries; supporting local small business development; how multiculturalism and automation can affect collection development and technical services; new leadership models; the use of marketing and advocacy to build and sustain support for public libraries; promoting family learning activities; and the case for small, independent libraries.

Current Practices in Public Libraries explores: library funding library expenditures budget shortfalls fiscal planning Internet access and connectivity library siting library Bill of Rights entrepreneurs customization of library services targeted services acquisitions collection development and management outsourcing state library agencies and associations federal library programs and legislation government relations information literacy tutoring and much more Current Practices in Public Libraries is an essential resource for librarians and library administrators working in public and academic settings, and for library sciences faculty and students.
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