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Strengths Based Selling
Explains how to identify and maximize sales talent, outlines the basic steps of the selling process, and includes an access code to an online assessment test.
Scaling Teams
Leading a fast-growing team is a uniquely challenging experience. Startups with a hot product often double or triple in size quickly—a recipe for chaos if company leaders aren’t prepared for the pitfalls of hyper-growth. If you’re leading a startup or a new team between 10 and 150 people, this guide provides a practical approach to managing your way through these challenges. Each section covers essential strategies and tactics for managing growth, starting with a single team and exploring typical scaling points as the team grows in size and complexity. The book also provides many examples and lessons learned, based on the authors’ experience and interviews with industry leaders. Lear...
Sell This, Sell That
Sales and salespeople: what’s the first things that come to mind? That desperate second-hand car salesperson? That infomercial fast-talker? That person hounding you to try a free sample of whatever as you walk around the shopping mall? Let’s change these perceptions right now! The reality is, being in sales in any industry and being a salesperson can be one the most noble and most lucrative careers you may ever have! If you are a trusted, genuine salesperson, you will have more freedom to do what you want; more time to plan how to be even more successful; and have every chance to increase your income, perhaps even double it, or more than double it. What other career can give you all that...
Whistleblowers
Solid guidance for managing whistleblower policies in light of the new Dodd-Frank Act provisions In July 2010, President Obama signed the Dodd-Frank Wall Street Reform and Consumer Protection Act that greatly expanded whistleblower bounties in connection with violations of federal securities laws, including the Foreign Corrupt Practices Act. Discussing business protection strategies and best practices in dealing with whistleblowers, Whistleblowers will appeal to board members, executives, corporate compliance personnel, attorneys for whistleblowers and defense attorneys, as well as potential employee whistleblowers. Case studies of GlaxoSmithKline, Pfizer and other high profile whistleblower incidences Examines new Dodd-Frank incentives to whistleblowers Recommends best practices for corporations in light of new whistleblowing incentives Explores other federal and state statutory incentives to whistleblowing Timely and comprehensive, Whistleblowers emphasizes the disincentives to whistleblowing, reviewing the academic studies of whistleblowers with the idea of developing best practices in working with whistleblowers.
Principles of Marketing
Principles of Marketing is designed to meet the scope and sequence for a one-semester marketing course for undergraduate business majors and minors. Principles of Marketing provides a solid grounding in the core concepts and frameworks of marketing theory and analysis so that business students interested in a major or minor in marketing will also be prepared for more rigorous, upper-level elective courses. Concepts are further reinforced through detailed, diverse, and realistic company and organization scenarios and examples from various industries and geographical locations. To illuminate the meaningful applications and implications of marketing ideas, the book incorporates a modern approac...
Replacing the Rainmaker: Business Development Tools, Techniques and Strategies for Accountants
"Replacing the Rainmaker" is a practical guide to business development for accountants. It offers an array of tools, techniques and strategies to help accountants win more work. It gives you everything you need to launch a successful firm-wide business development effort. Each topic in the book culminates with three key takeaways and many topics include step-by-step processes to help put the ideas into action. The book is supplemented by additional resources, including online workshops, templates, spreadsheets and any other materials needed to jump-start your business development efforts. The book is written for any CPA, whether you're a sole practitioner, staff accountant or partner at a large firm. If you have an open mind and a desire to grow your business through calculated business development strategies, this book is for you.
Persuade
Becoming successful in business requires that you win with others relationally before you can persuade them financially. It is not enough to sell your product - you must sell yourself. Customers must buy what you are saying before they buy what you are selling. Persuade is a success playbook filled with skills that will help you connect quicker, communicate confidently, and close more sales. But Persuade is not your typical business book. It is filled with stories of life and love, family and friends, and success strategies that will help you serve more, sell more, and succeed more.
If your success is dependent on your ability to build relationships and increase re...
The Real World Guide to Fashion Selling and Management
Provides the kind of examples and information that lead to success in the fashion retail world, including the characteristics of great salespeople, using digital and social media, and adapting to change in the fashion marketplace.
People Follow You
Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Relevant to middle and high level managers, People Follow You pro...
The Business Coaching Toolkit
Discover the 10 best Coaching practices for solving problems and implementing change with clients--right away Coaching works, there's no doubt about that. But the coaching industry is going through tremendous change that all professional coaches need to address. Equipping coaching professionals to stay on the cutting-edge of their craft, The Business Coaching Toolkit: Top 10 Strategies for Solving the Toughest Dilemmas Facing Organizations expertly provides a collection of application-based, proven tools that present creative solutions to common situations encountered in today's workplace. This hands-on guide creatively empowers professionals to: * Achieve greater performance by identifying ...
