Prospect the Sandler Way shares thirty core principles for mastering stress-free lead development by phone and over the Internet, in accordance with the selling system developed by David H. Sandler. Includes updated strategies on 21st century topics like conducting effective on-line pre-call research, and using LinkedIn to generate referrals. John Rosso is an internationally recognized business development expert specializing in executive sales coaching and sales productivity, with more than 20 years in the Sandler Training organization.
Are you one of the 90% of people who are stressed about money? If so, you know it can take its toll on every part of your life. Financial health, physical health and happiness are profoundly interconnected. It's almost impossible to enjoy any one of these without the help of the other two. The authors describe this phenomenon as the intersection of money, health, and happiness.
Leveraging Your Financial Intelligence will teach you a powerful values-based approach to achieving your most important life goals. As you take steps to improve your financial well-being, you'll discover that leveraging your financial intelligence will also fuel your physical and emotional well-being.
Backed by the latest research findings in neuroscience, psychology, health, and cultural anthropology, the authors' invaluable advice focuses on the practical actions you can take to improve not just your finances, but your overall life satisfaction.
You'll be inspired by meeting people from all walks of life who have leveraged their financial intelligence to build financial security, promote fitness and health, and increase their daily sense of happiness.
Are you frustrated by trying to achieve your dreams by copying others? Internationally-acclaimed speaker and founder of the cutting-edge venture capital Amyx Ventures, Scott Amyx reveals how you can attain real success in your life, your way. His theory of Strive is a challenge to the conventional wisdom that has held so many people back from achieving their goals and enjoying lasting happiness. Scott helps you take stock of your own habits and practices to identify how your routine and misconceptions are holding you back. Fascinating insights from throughout history up through today's cutting-edge research show how embracing discomfort fuels lasting success.
Shape your life in new, exciting ways. You can have control over your career, your outlook, your actions, and your priorities. This book helps you get a fresh start to begin building the successful life you want.
● Discover what really drives success—and how conventional wisdom is wrong
● Clearly identify your own personal challenges—and how to overcome them
● Delve into the latest research on high performance to create a better you
● Learn how high-achievers approach challenge, change, and success
Smart businesses today understand the need to use stories to better connect with the people they care about. But few know how to do it well. In The Storytelling Edge, the strategy minds behind Contently, the world renowned content marketing technology company, reveal their secrets that have helped award-winning brands to build relationships with millions of advocates and customers.
Join as they dive into the neuroscience of storytelling, the elements of powerful stories, and methodologies to grow businesses through engaging and accountable content.
With The Storytelling Edge you will discover how leaders and workers can craft the powerful stories that not only build brands and engage customers, but also build relationships and make people care—in work and in life.
Optimizing Growth is a handbook for how to succeed in the age of big data. Today's business environment looks dramatically different than it did even a decade ago, and it continues to evolve at an increasing rate; macroeconomic shifts, consumer trends, technological advances, and changing competitive dynamics are accelerating the pace of change, and businesses are struggling to grow amidst the turbulence. This book provides insightful guidance, real-world success stories and practical tools to achieve growth in this new era, utilizing big data to achieve a deeper understanding of demand, customers, competitors, and opportunity. With disruption around every corner, growth now demands innovative new approaches and an improved capacity to meet customer needs; by gaining a stronger grasp of demand, businesses can elevate performance from "survive" to "thrive."
● Develop a deeper understanding of your business's growth factors
● Re-sync your thinking to gain greater leverage against disruption
● Delve deeper into demand, and boost fulfillment capabilities
● Capture more growth opportunities using precision analytics frameworks
The Bullseye Principle is the definitive how-to guide for communicating, collaborating, and executing as a leader in the corporate arena. With these "soft skills" trending above technical knowledge in executive wish lists, this book provides invaluable guidance for new and experienced leaders alike; from the planning stages to the outcome and beyond, the discussion features critical insight and actionable tips based on award-winning methods. Polish your presence, utilize intention, influence emotion, engage workers, build relationships, make connections, and leverage the power of storytelling—it all comes down to technique.
The success of any communication rests more on how the information is conveyed than what that information actually is; at every level, in every sphere, effective leaders strive to master key skills that inspire, empower, motivate, and more. This book gives you a solid blueprint for effective communication in nearly any situation, merging the practical and theoretical to help you:
● Master the most challenging business interactions
● Become more influential as a leader and communicator
● Adopt a 3-step methodology to collaborate more effectively
● Build your personal brand and executive presence toward sustained success
Brand Now uncovers the new rules of branding in our complex and chaotic world. Written by the author of Get Scrappy, the digital marketing bible for business, this latest book explains how to build brands that resonate both online and off. The book helps you:
● Create a brand with meaning
● Reinforce it with the right touchpoints
● Hone your brand's unique story
● Share it through engaging content
● Cultivate a sense of community
● Craft a coherent experience
● Stand out with simplicity and transparency
The world may be growing louder, but with Brand Now's big ideas and practical toolbox, you can break through the noise—and win a place in the hearts and minds of your customers.
Quantum Negotiation is a handbook for getting what you need using a mindset and behaviors based on a refreshingly expansive perspective on negotiation. Rather that viewing every negotiation as an antagonistic and combative relationship, this book shows you how to move beyond the traditional pseudo win-win to construct a deal in which all parties get what they need. By exploring who we are as negotiators in the context of social conditioning, this model examines the cognitive, psychological, social, physical, and spiritual aspects of negotiation to help you produce more sustainable, prosperous, and satisfying agreements.
We often think of negotiation as taking place in a boardroom, a car dealership, or any other contract-centered situation; in reality, we are negotiating every time we ask for something we need or want. Building more robust negotiation behaviors that resonate beyond the boardroom requires a deep engagement with others and a clear mindset of interdependence. This book helps you shift your perspective and build these important skills through a journey of discovery, reflection, and action.
Better Together provides powerful and implementable solutions to fostering gender equality in your business. As a result, your business will be more successful, your customers will be happier with better products/services, and your employees will be much more fulfilled. Women are one half of our species and over half of the earth's population. There is no product or service women don't buy. And yet, today only twenty-four women CEOs lead America's Fortune 500 companies.
If you survey the landscape of founders who've created the most successful companies of recent years, you will mostly find white males. Zuckerberg, Dorsey, Cheskey, Kalanick, Evan Spiegel—captains of Facebook, Twitter, Airbnb, Snapchat—revolutionary founders who have created massively valuable companies impacting billions. Does this mean that women don’t have great ideas, that women don't build and lead great companies? The goal of Better Together is to provide managers, employees, CEOs, and board members a guide to build a sustainable robust female workforce at all levels.
Amid constant swirl, uncertainty, and complexity is your team capable of doing big things? Too often people are pulled together, labeled a “team,” given a directive, and expected to deliver results quickly. Soon, however, due to lack of focus, increasing pressures and competing priorities the team suffers from DSD: distracted, hopelessly stressed and disconnected from one another. Predictably, the team flatlines and the energy needed to succeed is lost.
Based upon research of what successful teams do to overcome severe odds, Do Big Things presents an intuitive, seven-step process that equips teams with how to quickly and consistently operate in a manner necessary for success.
Team members develop the self-awareness and ability to:
● Bring their best to every situation
● Bring out the best in others in every interaction
● Partner across the business to deliver common objectives
Filled with practical tools and engaging stories of teams today, Do Big Things equips leaders with “the how” to quickly identify and activate the behaviors needed to achieve more than you or your team ever thought possible. Idea and information exchanges interlock the hand, head and heart of each team member to get everyone moving toward a common goal. Increasingly, individually and collectively, the team becomes emotionally stronger and more productive as they do their work.
What if we could speak Words of Life that transform those under our influence and ignite fires of intrinsic motivation? What if those we lead found great purpose in what they do and worked at their jobs with all their heart? Isn’t that what leaders, parents and teachers really want? Ultimately, don’t we hope to foster intrinsic motivation so that the individuals we lead become better employees, better students or better athletes? Recent discoveries of brain science and the wisdom of top CEO's that Dr. Tim Irwin interviewed for this book give us the answers we’ve long sought.
In most organizations, the methods used to provide feedback to employees such as performance appraisal or multi-rater feedback systems, in fact, accomplish the exact opposite of what we intend. We inadvertently speak Words of Death. Brain science tells us that these methods tend to engage a natural "negativity bias" that is hardwired in us all.
Science in recent years discovered that affirmation sets in motion huge positive changes in the brain. It releases certain neuro chemicals associated with well-being and higher performance. Amazingly, criticism creates just the opposite neural reaction. Leaders must forever ban the term, "Constructive Criticism." Brain science tells us that we can establish a connection between the employee's work and his or her aspirations.
Impromptu shows leaders how to think on their feet and respond eloquently in every situation. Never have there been so many opportunities to inspire and influence in everyday situations—elevator chats, corridor conversations, networking gatherings, meetings, and ceremonial events. Indeed, today the most iconic leadership moments are spontaneous, spur-of-the-moment events that reveal the inner workings of the leader's mind. When these impromptu opportunities arise, leaders must be able to listen, think, and respond within seconds. They don't read a script from a page, they convey the narrative that is already in their mind. They can tailor a message—in a meeting, in the corridor, or in a tweet—to influence and inspire any audience. Those who shine in that moment are remembered for their leadership. Those who stumble are remembered for their gaffes, mixed messages, or insensitivity. Nobody remembers the leaders who retreat to their office, formulate a strategic plan, and distribute a memo the following week.
Guided by her entrepreneurial success as founder of The Humphrey Group and her firm's work with tens of thousands of leaders over the past thirty years, Judith Humphrey makes clear the importance of preparing to be spontaneous—as counterintuitive as that may sound! Drawing upon the best impromptu moments from the Greeks to the present, the book looks at every aspect of impromptu speaking. You will learn how to:
● Think like an impromptu leader
● Quickly read an audience of one or a thousand
● Collect your thoughts and craft a persuasive message
● 'Script' yourself within seconds for any occasion
● Avoid 'um's' and 'ah's' and use the right words at the right time
● Discover improv techniques that will enable you to shine
● Deliver your message with clarity, confidence, and conviction.
The ability to speak on the spot is often seen as an innate gift, a talent of 'natural-born' leaders. The truth is, it's a skill that can be learned—a skill that is quickly becoming a must—have for anyone in a leadership position. Impromptu provides clear, actionable guidance to help you reach your full leadership potential. It will enable you to influence and inspire followers on the many 'small stages' that define our daily lives.
Nobody wants to feel "marketed to;" we want to make our own choices based on our own research and experiences online. When problems arise, we demand answers on social media, directly engaging the company in front of a global audience. We are the most empowered, sophisticated customer base in the history of PR, and PR professionals must draw upon an enormous breadth of skills and techniques to serve their clients' interests. Unfortunately, those efforts are becoming increasingly ephemeral and difficult to track using traditional metrics. This book merges content and measurement to give today's PR agencies a new way to build brands, evaluate performance and track ROI.
The ability to reach the new consumer, build the relationship, and quantify the ROI of PR services allows you to develop an inbound business and the internal capabilities to meet and exceed the needs of the most demanding client. In this digital age of constant contact and worldwide platforms, it's the only way to sustainably grow your business and expand your reach while bolstering your effectiveness on any platform. This book shows you what you need to know, and gives you a clear framework for putting numbers to reputation.
Managing Up helps you build the sort of relationships that foster more communication, collaboration, cooperation, and understanding between people at different levels of power, with a variety of perspectives and skills. This type of bridge-building builds your reputation for effectiveness and fit, so you can start skipping rungs on the ladder as you build a strong, successful career. Managing Up is your personal manual for building this vital skill so you can begin building your best future.
Real-world strategies give you a set of actionable steps, supplemented by expert advice from a top leadership consultant that helps you get on track to advancement. It's never too early or too late to start adjusting your alignment, and this book provides the help you need to start accelerating your trajectory.
● Develop robust relationships with influential people
● Enhance your self-awareness and become more adaptable
● Gain new opportunities and accelerate your career
● Stop 'schmoozing' and develop true, lasting connections
In Retirement Fail, top financial advisor Greg Sullivan shares the insights he has gained over his thirty-five-year career in wealth management to help you identify potential pitfalls and learn how to safeguard your hard-earned retirement assets. Because, contrary to what most people think, it is not poor portfolio performance that usually busts your retirement accounts. Rather, it's the emotional decisions you make that can cause major problems. Whether it's buying a vacation home that is beyond your reach, subsidizing your adult kids to a degree that is ill advised, or passing on the umbrella insurance your advisor recommended, the choices you make have an enormous effect on whether you'll be able to enjoy the comfortable retirement you've dreamed about.
● Lays out the nine common hazards that trip up otherwise well-prepared retirees, encouraging you to think through your decisions and set a course aligned with your values and your ultimate goals
● Goes beyond traditional financial advice, using personal stories to illustrate how others have become mired in—or solved—these financial dilemmas
● Creates a valuable framework you can use to chart your path or begin conversations with your advisor, so that you can act to protect your financial independence
Edward Ashford Lee explores the ways that engineers use models and abstraction to build inventive artificial worlds and to give us things that we never dreamed of—for example, the ability to carry in our pockets everything humans have ever published. But he also attempts to counter the runaway enthusiasm of some technology boosters who claim everything in the physical world is a computation—that even such complex phenomena as human cognition are software operating on digital data. Lee argues that the evidence for this is weak, and the likelihood that nature has limited itself to processes that conform to today's notion of digital computation is remote.
Lee goes on to argue that artificial intelligence's goal of reproducing human cognitive functions in computers vastly underestimates the potential of computers. In his view, technology is coevolving with humans. It augments our cognitive and physical capabilities while we nurture, develop, and propagate the technology itself. Complementarity is more likely than competition.
Energy is the only universal currency; it is necessary for getting anything done. The conversion of energy on Earth ranges from terra-forming forces of plate tectonics to cumulative erosive effects of raindrops. Life on Earth depends on the photosynthetic conversion of solar energy into plant biomass. Humans have come to rely on many more energy flows—ranging from fossil fuels to photovoltaic generation of electricity—for their civilized existence. In this monumental history, Vaclav Smil provides a comprehensive account of how energy has shaped society, from pre-agricultural foraging societies through today's fossil fuel—driven civilization.
Humans are the only species that can systematically harness energies outside their bodies, using the power of their intellect and an enormous variety of artifacts—from the simplest tools to internal combustion engines and nuclear reactors. The epochal transition to fossil fuels affected everything: agriculture, industry, transportation, weapons, communication, economics, urbanization, quality of life, politics, and the environment. Smil describes humanity's energy eras in panoramic and interdisciplinary fashion, offering readers a magisterial overview.
Finding the right venture capitalist to back your start-up is a challenge. Even if you manage to get backing, you want your VC to be a partner, not some dictator who will undermine your vision and take control of your life's work.
Jeffrey Bussgang is one of a very few people who have played on both sides of this high-stakes game. Now he draws on his unique perspective to offer high-level insights, colorful stories, and practical advice gathered from his own experience as well as from interviews with dozens of the most successful entrepreneurs and VCs. He reveals how to get noticed, perfect a pitch, and negotiate a partnership that works for everyone.
One in twenty-three people carry the genes for the synesthesia. Not a disorder but a neurological trait—like perfect pitch—synesthesia creates vividly felt cross-sensory couplings. A synesthete might hear a voice and at the same time see it as a color or shape, taste its distinctive flavor, or feel it as a physical touch.
Cytowic explains that synesthesia's most frequent manifestation is seeing days of the week as colored, followed by sensing letters, numerals, and punctuation marks in different hues even when printed in black. Other manifestations include tasting food in shapes, seeing music in moving colors, and mapping numbers and other sequences spatially. One synesthete declares, "Chocolate smells pink and sparkly"; another invents a dish (chicken, vanilla ice cream, and orange juice concentrate) that tastes intensely blue. Cytowic, who in the 1980s revived scientific interest in synesthesia, sees it now understood as a spectrum, an umbrella term that covers five clusters of outwardly felt couplings that can occur via several pathways. Yet synesthetic or not, each brain uniquely filters what it perceives. Cytowic reminds us that each individual's perspective on the world is thoroughly subjective.
What if the best way to grow your network isn't by introducing yourself to strangers at cocktail parties, handing out business cards, or signing up for the latest online tool, but by developing a better understanding of the existing network that's already around you?
We know that it's essential to reach out and build your network. But did you know that it's actually your weaker or former contacts who will be the most helpful to you? Or that many of our best efforts at meeting new people simply serve up the same old opportunities we already have?
In this startling new look at the art and science of networking, business school professor David Burkus digs deep to find the unexpected secrets that reveal the best ways to grow your universe.
Based upon entertaining case studies and scientific research, this practical and revelatory guide shares what the best networkers really do . . . and it looks a lot less like collecting business cards and making random introductions and a lot more like fostering authentic connections and seeking out diverse new voices.
Forget the outdated advice you've already heard. Learn how to make use of the hidden networks you already have.
We live in unprecedented times. Climate change and ecosystem collapse are altering our world beyond recognition, and a growing global population is exacerbating the pressure on the resources that power our economies. How should the private sector respond to the new risks and uncertainties of our Crowded Planet?
Frugal Value contests the notion that companies can rise to the great challenges of our time by adopting so-called 'sustainable business' practices. Instead, the acute ecological crisis requires an all-round rethink of what business does, and how it does it. This book explores what business responsibility looks like today, and how it could be put into practice through far-reaching changes to companies, ranging from new approaches to product design and business models to reconfiguration of operations and innovative ownership structures.
Frugal Value provides practitioners and scholars with the perspective and tools they need to design companies that help drive the socio-economic changes so urgently required for a sustainable and just world.
What, exactly, is post-truth? Is it wishful thinking, political spin, mass delusion, bold-faced lying? McIntyre analyzes recent examples—claims about inauguration crowd size, crime statistics, and the popular vote—and finds that post-truth is an assertion of ideological supremacy by which its practitioners try to compel someone to believe something regardless of the evidence. Yet post-truth didn't begin with the 2016 election; the denial of scientific facts about smoking, evolution, vaccines, and climate change offers a road map for more widespread fact denial. Add to this the wired-in cognitive biases that make us feel that our conclusions are based on good reasoning even when they are not, the decline of traditional media and the rise of social media, and the emergence of fake news as a political tool, and we have the ideal conditions for post-truth. McIntyre also argues provocatively that the right wing borrowed from postmodernism—specifically, the idea that there is no such thing as objective truth—in its attacks on science and facts.
McIntyre argues that we can fight post-truth, and that the first step in fighting post-truth is to understand it.
Selling to homeowners is different—and challenging. To succeed in this environment, you need the Sandler Selling System. Selling to Homeowners the Sandler Way shows how the Sandler Selling System delivers career-changing results for salespeople who close deals in the buyer's personal, private domestic space. This kind of selling applies to dozens of industries, from remodeling to insurance. It is profoundly different from business-to-business selling . . . and it can be challenging. But the Sandler principles that improve performance have been proven to work in every in-home setting, with any product or service.
To preserve our precious time and energy, we often default to 'no,' yet this only closes the door to our growth, while a 'yes' opens up a world of possibilities. The secret is adding 'yes, and' to our lives. This seductively simple turn of phrase opens the doors to better collaboration and positive relationships, and invites self-sustaining opportunities into our world. 'Yes, and' helps you get from where you are, as an individual or organization, to where you want to be.
No person or organization is an island, and none of us reaches our goals alone. This book shows you how to build on the power of open-mindedness, cultivate supportive relationships, and adopt a win-win mindset to reignite your purpose and unleash your best.
● Harness the power of team collaboration, cooperation, and creativity
● Reframe 'mistakes' and 'bad ideas' into 'Happy Accidents' that lead to opportunities
● Communicate more effectively by learning how to listen actively and build on the pertinent information
● Relinquish some degree of control to allow for more growth and discovery
Using information in its everyday, nonspecialized sense, Michael Buckland explores the influence of information on what we know, the role of communication and recorded information in our daily lives, and the difficulty (or ease) of finding information. He shows that all this involves human perception, social behavior, changing technologies, and issues of trust.
Buckland argues that every society is an "information society"; a "non-information society" would be a contradiction in terms. But the shift from oral and gestural communication to documents, and the wider use of documents facilitated by new technologies, have made our society particularly information intensive. Buckland describes the rising flood of data, documents, and records, outlines the dramatic long-term growth of documents, and traces the rise of techniques to cope with them. He examines the physical manifestation of information as documents, the emergence of data sets, and how documents and data are discovered and used. He explores what individuals and societies do with information; offers a basic summary of how collected documents are arranged and described; considers the nature of naming; explains the uses of metadata; and evaluates selection methods, considering relevance, recall, and precision.