Can Akdeniz is the author of Go Nuts, Cool Boss, Happy Company and MBA 2.0. His books are dedicated to helping people navigate the waters of life in the constantly changing world.
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.
This book specifically explains what Kaizen is and from where it actually originated. It has a unique set of aspects regarding the Kaizen for your better understanding. Kaizen is significantly more than a world-class management practice; it is a method to expel fear from our minds, empowering us to find a way to better things. The procedure of progress begins with mindfulness and desire in our brains and after that prompts activity and change in the physical world.
To flourish in today's highly competitive economy, associations need to work more adequately and beneficially than in any other time. Working on developing people who are good at problem solving, expanding productivity, enhancing quality, and decreasing waste are crucial achievement elements. This guide focuses more on Gemba Kaizen philosophy rather than on an individual's personal life. Although this is a philosophy that can explain and help in all sorts of issues. Its major focus is on how to improve the workplace for better results and increased productivity.
This book gives the readers a lot of information about the famous Japanese Kaizen philosophy especially:
What is Kaizen?
Its three pillars
Principles and tools
The difference between Kaizen and innovation
In short, Kaizen helps in:
1. See the waste
2. Constantly change for the better and
3. Turn a problem into a profitable venture.
But what is exactly is ‘Agile Project Management’? And what is an ‘Agile team’? What makes an ‘Agile Project Manager’ different from a ‘traditional’ project manager? These are just some of the questions we’ll be answering within this book. We also want you to:
Understand the variables and factors that have an impact on the overall implication and sustainability of your movement towards an Agile Project Management style
Identify the main differences between management and leadership styles and behaviours and why going Agile could change your business for the better
Recognise that Agile principles can be applied to any size business within any industry
Learn how to move towards adopting an Agile Project Management style
How to harness the power of Agile to save costs for small businesses
By the time you’ve finished, you’ll have a solid understanding of the Agile principles, the kinds of businesses that benefit from Agile Project Management, and how to successfully manage your business using the key Agile principles.