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Sell Like the Best Meeting Your Goal ...
Brief Summary
Some people are born to sell. Stephan Schiffman is not one of those people. But he is one of the best salespeople around—because he patiently and carefully trained himself to watch born salespeople and learn how they did it.
Now this acclaimed sales guru passes these secrets of successful selling on to you:
• Attitude is money
• Right attitude, right look
• Warming up to cold calling
• Getting the appointment
• Closing the deal
If you follow Stephan Schiffman's winning formula, you can discover the right words and the right approach because you've not only learned to sell—you've learned to sell like the best.
ISBN:9781598691474
Author:Stephan Schiffman
Fired Up How the Best of the Best Sur...
Brief Summary
Fired Up!: How the Best of the Best Survived and Thrived After Getting the Boot
No fight left? No future? Does the handwriting on the wall say utter failure?
Harvey Mackay, one of the world’s best-selling motivational and business authors tells you why it isn’t so. He reveals anecdotes and secrets from some of the best and brightest headliners in our world today. Their gripping accounts show that no one is immune to bad judgment or backstabbing. In colorful detail, these remarkable success stories reveal what the best of the best did to get back on top.
Each story tells a unique tale and contains valuable lessons that are applicable to any reader who wants his or her career to flourish; indeed, this is the book that will inspire, instill hope . . . and give more than a glimpse into what makes these stalwarts strong.
When Fortune magazine called Mackay "Mister Make-Things-Happen,” it was right on the money—getting this amazing group of people from various walks of life to talk openly about their abilities to bounce back shows him to be a master at getting people to divulge some of their defeats and their dreams.
Hopeful, tough-minded, and filled with indispensable advice, We Got Fired! . . . And It’s the Best Thing That Ever Happened to Us will show anyone how to turn a modern bummer into a major blessing. It’s a rarity: a sure thing in our shaky times.
ISBN:9780345471871
Author:Harvey Mackay
Enchantment The Art of Changing Heart...
Brief Summary
Enchantment, as defined by bestselling business guru Guy Kawasaki, is not about manipulating people. It transforms situations and relationships. It converts hostility into civility and civility into affinity. It changes the skeptics and cynics into the believers and the undecided into the loyal. Enchantment can happen during a retail transaction, a high-level corporate negotiation, or a Facebook update. And when done right, it's more powerful than traditional persuasion, influence, or marketing techniques.
Kawasaki argues that in business and personal interactions, your goal is not merely to get what you want but to bring about a voluntary, enduring, and delightful change in other people. By enlisting their own goals and desires, by being likable and trustworthy, and by framing a cause that others can embrace, you can change hearts, minds, and actions. For instance, enchantment is what enabled . . .
A Peace Corps volunteer to finesse a potentially violent confrontation with armed guerrillas.
A small cable channel (E!) to win the TV broadcast rights to radio superstar Howard Stern.??
A seemingly crazy new running shoe (Vibram Five Fingers) to methodically build a passionate customer base.??
A Canadian crystal maker (Nova Scotian Crystal) to turn observers into buyers.
This book explains all the tactics you need to prepare and launch an enchantment campaign; to get the most from both push and pull technologies; and to enchant your customers, your employees, and even your boss. It shows how enchantment can turn difficult decisions your way, at times when intangibles mean more than hard facts. It will help you overcome other people's entrenched habits and defy the not-always-wise "wisdom of the crowd."
Kawasaki's lessons are drawn from his tenure at one of the most enchanting organizations of all time, Apple, as well as his decades of experience as an entrepreneur and venture capitalist. There are few people in the world more qualified to teach you how to enchant people.
As Kawasaki writes, "Want to change the world? Change caterpillars into butterflies? This takes more than run-of-the-mill relationships. You need to convince people to dream the same dream that you do." That's a big goal, but one that's possible for all of us.
ISBN:9781591843795
Author:Guy Kawasaki
Juice The Creative Fuel That Drives W...
Brief Summary
Building value in our global economy increasingly demands creating new opportunities and solving new problems. In a nutshell, that's what inventors do. Just as software has driven growth and opened new markets over the past generation, invention is poised to become the X-factor for the future.
With a foreword by former Microsoft research chief Nathan Myhrvold, this groundbreaking book takes us inside the laboratories and inside the minds of some of today's leading inventors to demystify the critical process by which they imagine and create.
Evan I. Schwartz argues that invention has remained steeped in myth and misunderstanding. We tend to view invention as a byproduct of accidental discovery or supernatural genius rather than what it truly is: a focused quest fueled by a special creativity latent in each of us.
Juice juxtaposes the stories of classic inventors with a new breed of innovators, such as hypersonic sound inventor Woody Norris, genomics pioneer Lee Hood, mechanical whiz Dean Kamen, and business systems inventor Jay Walker. Schwartz reveals the brilliant strategies—including pinpointing problems, crossing knowledge boundaries, visualizing results, applying analogies, and embracing failure—that today's inventors use to journey beyond imagination and bring back ideas that can change the world.
ISBN:9781591392880
Author:Evan I. Schwartz
Digital Wars Google Microsoft and the...
Brief Summary
Which of Apple, Google and Microsoft had an office with a "drawer of broken dreams" ---and what (real) objects lay inside it?
When did Microsoft have the chance to catch Google in making money from search ---and who vetoed it?
Why did Google test 40 shades of blue on its users?
How long did outside developers wait before asking to write apps for Apple's iPhone after Steve Jobs announced it?
Who said that Microsoft should have its own music player -- and why did it fail?
Digital Wars starts in 1998, when the internet and computing business was about to be upended -- by an antitrust case, a tiny startup and a former giant rebuilding itself. Arthur looks at what are now the three best-known tech companies and through the voices of former and current staff examines their different strategies to try to win the battle to control the exploding network connecting the world. Microsoft was a giant -- soon to become the highest-valued company in the world, while Apple was a minnow and Google just a startup. By February 10 2012, Apple was worth more ($462bn) than both Microsoft ($258bn) and Google ($198bn) combined.
The chance had come from tumultuous battles between the three. To win their battles:
Apple used design, the vertical model of controlling the hardware and software and a relentless focus on the customer to the exclusion of others.
Microsoft depended on the high quality of its employees' programming skills and its monopolies in software to try to move into new markets - such as search and music.
Google focused on being quick, efficient and using the power of data analysis - not human "taste" - to make decisions and get ahead of would-be rivals.
With exclusive information from interviews with current and former employees of the three companies Arthur also addresses:
• What the inventors of the hard drive used in the iPod thought it would really be used for
• How Apple transformed the smartphone market
• Which of Android or Apple forced Microsoft to abandon Windows Mobile
• What happened to Microsoft's tablet plans
ISBN:9780749464134
Author:Charles Arthur
Living Brands Collaboration Innovatio...
Brief Summary
A Brand-New Approach to Brand-Building.
For Consumers. For Companies. For Life.
If you want to build and strengthen your brand in the twenty-first century, you need more than clever grassroots promotions and hip guerrilla marketing. You need Living Brands, Raymond Nadeau's dynamic, groundbreaking approach to branding that shows you, in six simple steps, how to become an integral part of your consumers' lives.
Living Brands is based on a passion for understanding consumers' lives and their existing needs. It uses the latest strategies of consumer collaboration to create a more culturally evolved, emotionally engaged, holistic connection to consumers. As one of the marketing industry's global pioneers, Raymond Nadeau has seen how the marketing world has changed. He provides examples of what works and what doesn't in today's consumer-savvy market. Packed with interviews from today's finest creative and cultural minds, he reveals six secrets to creating brands that truly fascinate and fulfill consumers' needs. You'll learn about
Five Top Global Trend Agencies, which come together for the first time to provide insight into customer collaboration
Culture Casting, a new model of consumer segmentation
Consumer as Creator, a new concept of brand-building based on actual lifestyles, as well as creating what Nadeau calls brand biospheres
Megatrends, the four must-have ingredients for living brands
The Focus Group Hoax, the difference between what consumers say and what they really mean
Living Brands gives you all the tools you need to adapt your brand to an ever-changing world of consumers, options, and interests. It's the intelligent way to respond to consumers' realities-and the only true way to build stellar brands that will stand the test of time.
ISBN:9780071466141
Author:Raymond Nadeau
Achieve Sales Excellence The Seven Cu...
Brief Summary
Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional
"Achieve Sales Supremacy" examines the new paradigm of business-to-business sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force. Based on exhaustive research, "Achieve Sales Supremacy", is the result of a ten-year study by The HR Chally Group, several Fortune 500 companies and The International Benchmarking Clearing house which asked business customers, the key constituent group of professional sales people, to define the qualities of world class sales organisations.
Their ratings were confirmed and bolstered by over 70,000 individual interviews and correlated against HR Chally's proprietary database of 300,000 sales professional profiles, the largest in the world. "Achieve Sales Supremacy" pinpoints the three needs of customers, which are the driving forces in the new environment, the seller's responses to this new marketplace and 7 best practice benchmarks of world class sales organisations and salespeople.
ISBN:9781593376512
Author:Howard Stevens
Way of the Turtle The Secret Methods ...
Brief Summary
Way of the Turtle: The Secret Methods that Turned Ordinary People into Legendary Traders
"We're going to raise traders just like they raise turtles in Singapore.”
So trading guru Richard Dennis reportedly said to his long-time friend William Eckhardt nearly 25 years ago. What started as a bet about whether great traders were born or made became a legendary trading experiment that, until now, has never been told in its entirety.
Way of the Turtle reveals, for the first time, the reasons for the success of the secretive trading system used by the group known as the "Turtles.” Top-earning Turtle Curtis Faith lays bare the entire experiment, explaining how it was possible for Dennis and Eckhardt to recruit 23 ordinary people from all walks of life and train them to be extraordinary traders in just two weeks.
Only nineteen years old at the time-the youngest Turtle by far-Faith traded the largest account, making more than $30 million in just over four years. He takes you behind the scenes of the Turtle selection process and behind closed doors where the Turtles learned the lucrative trading strategies that enabled them to earn an average return of over 80 percent per year and profits of more than $100 million. You'll discover
• How the Turtles made money-the principles that guided their trading and the step-by-step methods they followed
• Why, even though they used the same approach, some Turtles were more successful than others
• How to look beyond the rules as the Turtles implemented them to find core strategies that work for any tradable market
• How to apply the Turtle Way to your own trades-and in your own life
• Ways to diversify your trading and limit your exposure to risk
Offering his unique perspective on the experience, Faith explains why the Turtle Way works in modern markets, and shares hard-earned wisdom on taking risks, choosing your own path, and learning from your mistakes.
The Little Green Handbook Seven Trend...
Brief Summary
Published for the first time in the United States, The Little Green Handbook is a unique reference work that illustrates the most important global developments facing us today, explains them, and suggests area for positive change.
It relates physical trends to social and political repercussions, drawing together evidence from many interrelated fields to explain the science behind the news stories, sound bites, and cocktail-party banter. Just how serious are our environmental problems? Are we doing enough to deal with them? How many people can the planet sustain? What are the long-term effects of continued environmental damage? How fast is the process of global warming? What are the implications of our continued dependence on fossil fuels?
The Little Green Handbook has the answers. This user-friendly sourcebook is filled with up-to-date facts and figures, making complex but vitally important ideas simple. It is our duty to ensure a sustainable future for our children; The Little Green Handbook gives us the information we need to make this possible.
ISBN:9780312425814
Author:Ron Nielsen
Minimalist Oil Leather Laptop Bag 15 ...
Key Features
Minimalist Oil Leather Laptop Bag has you covered for both business and leisure with a bag that can hold your 15″ laptop, plus a separate spot for your iPad or other tablet.
• Besides holding your laptop and tablet, there’s plenty of space to hold your important papers, a charging cable, and more.
• There’s also an extra pocket to keep your iPhone or smartphone.
Minimalist Oil Leather Laptop Bag 15 ...
Key Features
Minimalist Oil Leather Laptop Bag has you covered for both business and leisure with a bag that can hold your 15″ laptop, plus a separate spot for your iPad or other tablet.
• Besides holding your laptop and tablet, there’s plenty of space to hold your important papers, a charging cable, and more.
• There’s also an extra pocket to keep your iPhone or smartphone.
"
It Is Just You Everything’s Not Shit
Brief Summary
The Optimist’s Encyclopedia.
In this A-Z of all things nice, Steve Stack takes the reader on an alphabetical tour of the good things in life.
Trivial things such as dunking biscuits, drawing pictures in steamed up windows and the sound jelly makes.
Big important things like falling in love, Nobel Peace Prize winners and the Internet.
And pretty much everything in between from Lego to the shipping forecast, popping bubble wrap to meerkats with guest appearances from Sir David Attenborough, Oliver Postgate, Columbo and The Flaming Lips.
It Is Just You, Everything’s Not Shit is the perfect gift for the cynic in your life. It will cheer up even the most miserable of old gifts.
ISBN:9781905548675
Author:Steve Stack
Is It Just Me or Is Everything Shit
Brief Summary
An encyclopedic attack on modern culture so hilariously bitter that it actually becomes uplifting. Based on two runaway UK bestsellers, this new American edition has been ingeniously adapted and features exclusive new material for US audiences by Brendan Hay, a former Daily Show headline producer and contributing writer to America: The Book.
If you hate chick lit, Che Guevara merchandise, pop Kabbalah, cosmetic-surgery-gone-wrong-as-tv-programming, DVDs with ads you can't skip, or any of a few hundred other insanely annoying modern things, then this book will finally lend creedence to your frustrations.
Say NO to the awful ideas, terrible people, useless products, and infuriating doublespeak that increasingly dominates our lives. Never before has there been a book so completely full of shit.
Clearly, it isn't just you...
ISBN:9780446197885
Author:Steve Lowe, Alan McArthur and Brendan Hay
Is It Just Me Or Has the Shit Hit the...
Brief Summary
Is It Just Me Or Has the Shit Hit the Fan? Your Hilarious New Guide to Unremitting Global Misery
The authors of Is It Just Me or Is Everything Shit? survey the post-crash landscape—are we better people now, or just the same people with less money?
"Tom Cruise and Katie Holmes' daughter Suri (with her thick dark hair and wide eyes . . . ) has been named the most 'influential' A-list toddler in a new Forbes list. The two-year-old beat Brad Pitt and Angelina Jolie's kids . . . " Forbes has an Influential Toddler list. Forbes has an Influential Toddler list.Forbes has, it bears repeating, an Influential Toddler list.
From bank bailouts to enviro-copouts; from Tory politicans listening to The Jam to celebrity credit crunch "victims" Grant Bovey and Anthea Turner; from BNP coppers to Christian theme parks to middle-class shoppers banging on about budget supermarkets; plus everyone banging on about The Wire. Funny, sharp, and timely, Is It Just Me or Has the Shit Hit the Fan? asks the crucial questions of the new age, like; why are the people who screwed the world still running the world and screwing the world until we're all screwed more than we've ever been screwed before?
ISBN:9781847443656
Author:Steven Lowe and Alan McArthur
How Dell Does It by Steven Holzner
Brief Summary
From $1,000 in capital to $47 billion in gross income, Dell is now the world's leading computer Systems Company.
How Dell Does It delineates Dell's incredible successes and the lessons learned on the way to becoming #1 on Fortune's Most Admired list--and shows how you can apply these successes to your businesses.
You'll get an insider look at the cornerstone of Dell's model: zero-tolerance for inventory, and the flexibility allowed by that policy, which is sure to be a central business paradigm, especially in the tech industry, in coming years.
ISBN:9780070611818
Author:Steven Holzner
Secrets of Superstar Sales Pros Strat...
Brief Summary
Secrets of Superstar Sales Pros: Strategies for Success from Zig Ziglar, Mary Kay Ash, John Henry Patterson, and the Best Names in Sales
Top salespeople aren't born, they're made-but how?
By examining the successful careers, philosophies, and work habits of some of the world's most brilliant achievers, Secrets of Superstar Sales Pros reveals hundreds of practical ideas that can make you a super achiever-in your own right. Here are just a few of the people and ideas you'll be hearing about:
• Dale Carnegie on how selling with a personal touch can help you sell yourself and win people over
• Lillian Vernon on making buyers feel special, working your way up, and taking chances
• Larry King on making mistakes, learning from your errors, and treating prospects with courtesy and respect
• Zig Ziglar on how a positive attitude can change your life
• Mary Kay Ash on the role of self-fulfillment
• Tony Schwartz on how to make the "deep sell”
• Gerard Nierenberg on why negotiation is really about finding win-win solutions
ISBN:9780071475891
Author:Gerhard Gschwandtner
Science Business The Promise the Real...
Brief Summary
Why has the biotechnology industry failed to perform up to expectations—despite all its promise? In Science Business, Gary P. Pisano answers this question by providing an incisive critique of the industry. Pisano not only reveals the underlying causes of biotech's problems; he offers the most sophisticated analysis yet on how the industry works.
And he provides clear prescriptions for companies, investors, and policy makers seeking ways to improve the industry's performance. According to Pisano, the biotech industry's problems stem from its special character as a science-based business. This character poses three unique business challenges: how to finance highly risky investments under profound uncertainty and longtime horizons for R&D, how to learn rapidly enough to keep pace with advances in drug science knowledge, and how to integrate capabilities across a broad spectrum of scientific and technological knowledge bases.
The key to fixing the industry? Business models, organizational structures, and financing arrangements that place greater emphasis on integration and long-term learning over shorter—term 'monetization' of intellectual property. Pisano maintains that all industry players—biotech firms, investors, universities, pharmaceutical companies, government regulators—can play a role in righting the industry. The payoff? Valuable improvements in health care, and a shinier future for human well-being.
ISBN:9781591398400
Author:Gary P Pisano
Beyond the Core Expand Your Market Wi...
Brief Summary
All companies must grow to survive--but only one in five growth strategies succeeds. In Profit from the Core, strategy expert Chris Zook revealed how to grow profitably by focusing on and achieving full potential in the core business. But what happens when your core business provides insufficient new growth or even hits the wall? In Beyond the Core, Zook outlines an expansion strategy based on putting together combinations of adjacency moves into areas away from, but related to, the core business, such as new product lines or new channels of distribution.
These sequences of moves carry less risk than diversification, yet they can create enormous competitive advantage, because they stem directly from what the company already knows and does best. Based on extensive research on the growth patterns of thousands of companies worldwide, including CEO interviews with 25 top performers in adjacency growth, Beyond the Core
• Identifies the adjacency pattern that most dramatically increases the odds of success: "relentless repeatability;"
• Offers a systematic approach for choosing among a range of possible adjacency moves; and
• Shows how to time adjacency moves during a variety of typical business situations.
Beyond the Core shows how to find and leverage the best avenues for growth--without damaging the heart of the firm.
ISBN:9781578519514
Author:Chris Zook
The Science of Growth How Facebook Be...
Brief Summary
The Science of Growth: How Facebook Beat Friendster--and How Nine Other Startups Left the Rest in the Dust
The lean entrepreneurship movement has captivated Silicon Valley and entrepreneurs across the country. It's provided an agile framework to develop the right product solution for a given target market, and is now used by almost every fledgling company to do just that.
The next challenge is growth - to achieve the financial returns and, more importantly, the impact they dreamed of when starting off on their adventure. Why do some companies realize the VC's goal of a 10x return on investment, while others flounder? What differentiates the companies that become part of the fabric of our lives and remain responsive, no matter how big they get from those that quickly fade?
To find out, Ammirati looks at 20 different companies in pairs, who have achieved product-market fit at about the same point in history with the same general target customer-one of which has gone on to achieve real scale, while the other languished. As his research reveals, just a handful of choices-among them, who to partner with, how to finance growth, and how to use data-make all the difference in the world. With such intriguing examples as LinkedIn vs. Spoke, Facebook vs. Friendster, and McDonald's vs. White Castle, Ammirati shows the secret of "the science of growth" and how to cultivate it in any organization.
ISBN:9781250074294
Author:Sean Ammirati
Marketing That Matters Ten Practices ...
Brief Summary
Whether you're an entrepreneur building a new enterprise, the leader of an established socially responsible business, or a marketing professional at a Fortune 500 company who wants to make a difference, this "in-the-trenches" guide provides action steps for creating marketing programs that benefit your company and the world.
Using real-life examples from Patagonia, General Mills, Clif Bar, and many other companies, Marketing That Matters shows how to define your company's mission, goals, and potential audience in ways that are flexible, creative, and true to your organization's core values.
They offer ten practices to engage customers using innovative marketing techniques--from discovering how customers make decisions to building committed communities of customers, employees, and strategic partners who will spread the word about your company--and potentially change the world. Marketing that Matters is the definitive handbook to help you incorporate social responsibility as a core element in your company's marketing strategy.
ISBN:9781576753835
Author:Chip Conley and Eric Friedenwald Fishman
