Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

Author: Rick Page
Publisher: McGraw Hill Professional
ISBN: 0071505121
Category : Business & Economics
Languages : en
Pages : 191

Book Description
"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

The Loop Approach

Author: Sebastian Klein
Publisher: Campus Verlag
ISBN: 3593511207
Category : Business & Economics
Languages : en
Pages : 233

Book Description
How best to adapt established companies to a rapidly changing economy has long been a topic of debate in both the corporate and academic worlds. This challenge is especially pressing for large organizations that may have grown top-heavy and rigid with time but now need to be light on their feet to stay relevant and profitable. Until now, the best attempts have consisted of plucking tools and methods from the world of start-ups and applying them wholesale in large corporate environments. Most of these efforts have either fizzled or failed outright because they lacked a framework for a comprehensive corporation-sized rollout. »The Loop Approach« introduces a new series of methods that could help change the course of operations for even the most colossal organizations. Sebastian Klein and Ben Hughes provide a wide-ranging set of guidelines for achieving corporate agility, complete with checklists and worksheets that should prove instantly applicable. Want proof? The methods outlined in »The Loop Approach« have already been successfully implemented at such European corporate giants as Audi, Deutsche Bahn, and Telekom.

The 1% Windfall

Author: Rafi Mohammed
Publisher: Harper Collins
ISBN: 0061985279
Category : Business & Economics
Languages : en
Pages : 262

Book Description
Leading pricing expert Rafi Mohammed shows businesses how to reap a financial windfall and foster growth using the underutilized and often overlooked strategy of setting prices. The 1% Windfall reveals how modest incremental changes to an everyday business practice—pricing—can yield significant rewards. Illustrating the power of pricing, a study of the Global 1200 found that if companies raised prices by just 1%, their average operating profits would increase by 11%. Using a 1% increase in price, some companies would see even more growth in percentage of profit: Sears, 155%; McKesson, 100%; Tyson, 81%; Land O'Lakes, 58%; and Whirlpool, 35%. The good news is that better pricing is more than simply raising prices. Instead, the key is to offer customers a variety of pricing options. This strategy is win-win: profits to companies and choices for consumers. But how do executives and managers set the right price? Underpinned by sound empirical research and real-life anecdotes, The 1% Windfall addresses this fundamental question. This book offers guidelines that any company—whether a multinational conglomerate, a small business, or even a nonprofit—can follow to create a comprehensive pricing strategy for any product or service. In addition, these versatile techniques and tools provide solutions to avert a slump in a recession, offset the impact of inflation, or battle a new competitor. The result is a mind-opening, clear blueprint for com-panies to price for profit and growth.

The Story Factor

Author: Annette Simmons
Publisher:
ISBN: 9780465078073
Category : Business & Economics
Languages : en
Pages : 324

Book Description
Cover subtitle: Inspiration, influence, and persuasion through the art of storytelling

Leading from Anywhere

Author: David Burkus
Publisher: Houghton Mifflin
ISBN: 0358533279
Category : Business & Economics
Languages : en
Pages : 255

Book Description
The ultimate guide to leading remote employees and teams, tackling the key challenges that managers face-from hiring and onboarding new members to building culture remotely, tracking productivity, communicating speedily, and retaining star employees

Be Where Your Feet Are

Author: Scott O'Neil
Publisher: St. Martin's Essentials
ISBN: 1250769884
Category : Self-Help
Languages : en
Pages : 182

Book Description
Scott O'Neil, one of America's most successful sports executives, shares seven principles to keep you present, grounded, and thriving. When we’re moving at 115 MPH, we rarely see the wall coming. But it comes for all of us and when it does, we grasp for lessons, for meaning, for purpose. Each moment (good or bad) and each win or loss, provides us an opportunity to learn, and if we choose to take it, that opportunity can change our lives-and the world- for the better. The human spirit craves connection. Authenticity. Belonging. Touch. Gratitude. Purpose. We need to make our interactions count. Whether it’s the death of a friend, loss of a job, a bad break-up or the isolation of COVID-19, those who manage to be where their feet are will grow, stretch and emerge stronger, smarter and more prepared as we find peace and gratitude in the pause. In Be Where Your Feet Are, Scott O’Neil, CEO of the Philadelphia 76ers and New Jersey Devils, offers his own story of grief and healing, and shares his most valuable lessons in what keeps him present, grounded and thriving as a father, husband, coach, mentor, and leader. Scott avails his network to share poignant life lessons from an array of people including professional athletes and sports executives, a world-famous Movie Director, Saudi royalty; and his teenage daughters, among many others. Be Where Your Feet Are provides a humbling and vulnerable peek behind the curtain as well as a framework, anecdotes, and exercises to guide the reader towards self-discovery. A gifted storyteller with an uncanny ability and willingness to bare raw emotion, Scott weaves in and out of stories that have left deep imprints on him and are written to lift and inspire.

Insanely Simple

Author: Ken Segall
Publisher: Penguin UK
ISBN: 0670921203
Category : Business & Economics
Languages : en
Pages : 246

Book Description
'Simple can be harder than complex. You have to work hard to get your thinking clean to make it simple. But it's worth it in the end, because once you get there, you can move mountains' Steve Jobs, BusinessWeek, May 25, 1998 To Steve Jobs, Simplicity wasn't just a design principle. It was a religion and a weapon. The obsession with Simplicity is what separates Apple from other technology companies. It's what helped Apple recover from near death in 1997 to become the most valuable company on Earth in 2011, and guides the way Apple is organized, how it designs products, and how it connects with customers. It's by crushing the forces of Complexity that the company remains on its stellar trajectory. As creative director, Ken Segall played a key role in Apple's resurrection, helping to create such critical campaigns as 'Think Different' and naming the iMac. Insanely Simple is his insider's view of Jobs' world. It reveals the ten elements of Simplicity that have driven Apple's success - which you can use to propel your own organisation. Reading Insanely Simple, you'll be a fly on the wall inside a conference room with Steve Jobs, and on the receiving end of his midnight phone calls. You'll understand how his obsession with Simplicity helped Apple perform better and faster.

No Bullsh*t Leadership

Author: Chris Hirst
Publisher: Profile Books
ISBN: 1782835458
Category : Business & Economics
Languages : en
Pages :

Book Description
WINNER OF BUSINESS BOOK OF THE YEAR AWARD 2020: LEADERSHIP FOR THE FUTURE A Financial Times Business Book of the Month 'A brilliant set of leadership tools that will help you succeed whatever your goal' - Sir Clive Woodward 'A punchy, plainly written guide, offering a readable and enlightened view of what leaders do and how they should do it' - Financial Times 'A new rubric on leadership' - Evening Standard Inspiration behind the No Bullsh*t Leadership Intelligence Squared podcast Leadership is not some special club, open only to elites. It's not a gold star given only to those with expensive degrees. Leadership is for everyone. Based on the author's hard-won experience as a Global CEO, this smart, fun book delivers a step-by-step working manual on how to lead - for anyone. Full of simple and direct approaches, it demystifies an over-analysed subject to get to the heart of modern leadership: the life-changing, career-transforming power to get stuff done. These principles and actionable steps apply to every field, from small businesses to community initiatives, from schools to sports teams to global enterprises. No matter your goal, this book will show you how to: - make effective decisions - build a world-class team - take care of yourself and others - achieve results

IT'S ALL IN YOUR HEAD

Author: Russ
Publisher: HarperCollins
ISBN: 0062962442
Category : Self-Help
Languages : en
Pages : 112

Book Description
Instant National Bestseller! Wall Street Journal bestseller; USA Today bestseller; Publishers Weekly bestseller; international bestseller. An inspirational book by self-made musical superstar, Russ, reminding you that it starts with YOU, to believe in yourself, and to get out of your own way. Twenty-seven-year-old rapper, songwriter, and producer Russ walks his own path, at his own pace. By doing so, he proved that he didn’t need a major label to surpass over a billion streams on Spotify/Apple Music, get on Forbes’ 2019 “30 Under 30,” make the Forbes‘ “30 Under 30 Cash Kings” at number 20 for most earned, sell out arenas across the U.S. and around the globe, and become one of the most popular and engaged rappers right now. His method was simple: love and believe in yourself absolutely and work hard no matter what. In this memoir, Russ inspires readers to walk to their individual rhythms and beat their biggest obstacles: themselves. With chapters named after his most powerful and popular songs, IT'S ALL IN YOUR HEAD will reflect on the lessons he’s learned from his career, family, and relationships. He’ll push readers to bet on themselves, take those leaps of faith, and recognize struggles as opportunities. With illustrations throughout consistent with the brand Russ has built and his fan base loves, IT'S ALL IN YOUR HEAD will give readers an inside-look at the man and the motivation behind the music. A lover of books like The Alchemist and The Seven Spiritual Laws of Success, Russ delivers a short, potent, inspirational, raw, and honest book that gives readers a way to find self-belief and unlock their potential. Fans already rely on Russ as an inspiration of confidence; now, he is taking it to the next level with this book, which will contain lyrics from his music and visuals that reflect his inimitable style.

Words Can Change Your Brain

Author: Andrew Newberg
Publisher: Penguin
ISBN: 1101585706
Category : Psychology
Languages : en
Pages : 262

Book Description
In our default state, our brains constantly get in the way of effective communication. They are lazy, angry, immature, and distracted. They can make a difficult conversation impossible. But Andrew Newberg, M.D., and Mark Waldman have discovered a powerful strategy called Compassionate Communication that allows two brains to work together as one. Using brainscans as well as data collected from workshops given to MBA students at Loyola Marymount University, and clinical data from both couples in therapy and organizations helping caregivers cope with patient suffering, Newberg and Waldman have seen that Compassionate Communication can reposition a difficult conversation to lead to a satisfying conclusion. Whether you are negotiating with your boss or your spouse, the brain works the same way and responds to the same cues. The truth, though, is that you don't have to understand how Compassionate Communication works. You just have to do it. Some of the simple and effective takeaways in this book include: • Make sure you are relaxed; yawning several times before (not during) the meeting will do the trick • Never speak for more than 20-30 seconds at a time. After that they other person's window of attention closes. • Use positive speech; you will need at least three positives to overcome the effect of every negative used • Speak slowly; pause between words. This is critical, but really hard to do. • Respond to the other person; do not shift the conversation. • Remember that the brain can only hold onto about four ideas at one time Highly effective across a wide range of settings, Compassionate Communication is an excellent tool for conflict resolution but also for simply getting your point across or delivering difficult news.