It is taken for granted in the knowledge economy that companies must employ the most talented performers to compete and succeed. Many firms try to buy stars by luring them away from competitors. But Boris Groysberg shows what an uncertain and disastrous practice this can be.
After examining the careers of more than a thousand star analysts at Wall Street investment banks, and conducting more than two hundred frank interviews, Groysberg comes to a striking conclusion: star analysts who change firms suffer an immediate and lasting decline in performance. Their earlier excellence appears to have depended heavily on their former firms' general and proprietary resources, organizational cultures, networks, and colleagues. There are a few exceptions, such as stars who move with their teams and stars who switch to better firms. Female stars also perform better after changing jobs than their male counterparts do. But most stars who switch firms turn out to be meteors, quickly losing luster in their new settings.
Groysberg also explores how some Wall Street research departments are successfully growing, retaining, and deploying their own stars. Finally, the book examines how its findings apply to many other occupations, from general managers to football players.
Chasing Stars offers profound insights into the fundamental nature of outstanding performance. It also offers practical guidance to individuals on how to manage their careers strategically, and to companies on how to identify, develop, and keep talent.
“Dear Sam, my life was changed the moment you were born.”
So begins this remarkable collection of thirty-two intimate and compassionate letters that Dan (“Pop”) Gottlieb wrote to Sam, his grandson. Frank and honest, they address the same challenges we all face, each in our own way, and reading them delivers an inspiring and emotional punch.
Although the themes of the letters are universal, they draw from a highly personal well of experience. Dan Gottlieb has been paralyzed from the neck down since a nearly fatal automobile accident twenty-five years ago. His grandson Sam was diagnosed at fourteen months old with Pervasive Developmental Disability, a severe form of autism. Dan wrote these letters with the hope that Sam would one day be able to read them and, through them, get to know his grandfather.
Yet you will find no self-pity or regret in these letters. They sing with the purity of a grand- father’s love, understanding, concern, and wisdom and cover universal life lessons: dealing with parents, coping with school, falling in love, living with disappointment, experiencing joy, and achieving personal success.
Written with keen intelligence and hard-won sensitivity, these are letters that illuminate the moments a man and a boy share. Dan’s healing voice of tolerance, hope, and experience is inspiring and serves as a wonderful reminder that, regardless of our abilities and limitations, we all share in the human condition.
The New York Times Bestselling author, Dr. David J. Lieberman, introduces a wonderful right-to-the-point mini audio book that tells listeners how to end food cravings once and for all!
Human beings have a complicated relationship with food, both psychologically and physiologically. Need gets tangled with want, and reason is ensnared by the senses. If you ask someone to explain why they just gobbled a half-gallon of chocolate chip cookie dough ice cream in one sitting, they usually can't. One part of the brain is stumbling all over itself to satisfy a ferocious craving, while another is simultaneously working through all the reasons why we should ignore the craving. But cravings are hard to simply ignore, aren't they?
Understanding how cravings seduce you into surrendering can help you to conquer them, maintain a healthy weight and improve your overall health. Most significantly, you can tip the scales in your favor, and harness the power of psychology and physiology to reprogram your brain, and to permanently counter your cravings.
With the explosion in Web, mobile, and social media marketing channels, you have an extraordinary array of new marketing options to choose from. Which ones work? How do you make them work--without wasting a fortune on trial and error? Get this audio book, that’s how!
Top Web marketing consultant Michael Tasner has written the definitive practical guide to driving maximum value from next-generation Web, online, mobile, and social marketing. Drawing from his innovative marketing techniques, Tasner has written the first book on Web 3.0 marketing. Tasner helps marketers, entrepreneurs, and managers move beyond hype and high-level strategy to proven tactics and successful ground-level execution.
You’ll discover which new marketing technologies deliver the best results and which hardly ever pay for themselves...how to use virtual collaboration to accomplish marketing projects faster and at lower cost...how to build realistic, practical action plans for the next three months, six months, and twelve months.
Whatever you sell, wherever you compete, no matter how large or small your company is, this audio book will help you build leads, traffic, sales, market share--and profits!
• Capitalizing on the new “content marketing”
The megashift from blogging to microblogging--and what it means to you
• A world run by smartphones: iPhones, BlackBerrys, and beyond
Reaching a billion cellphone users: SMS, MMS, mobile ads, voice broadcasts, and more
• Plurk? UStream? Joost? Tumblr? iGoogle?
Profiting from the sites and tools you may never have heard of
• Your Web marketing 360-degree review
Systematically optimizing everything you’re already doing online
New York Times best-selling author Dr. David J. Lieberman introduces a wonderful right-to-the-point mini audiobook that tells listeners how to put an end to boundary issues - once and for all!
A work colleague with whom you have only a casual relationship asks you to co-sign a loan for him...your neighbor asks you to keep her antisocial, flea-riddled cat for the weekend—again. We've all faced sticky situations like these—unreasonable demands on our time and inappropriate requests from family, friends, co-workers, or casual acquaintances. We want to say "No". We have the right to say "No"—always. And yet we don't. Some people will take "No" for an answer, and that's the end of it. But some people don't.
What do you do when the person on the other end of your "No" flat out refuses to accept your "No"? You'll discover exactly what to say as well as learn the underlying psychology that motivates them to always ask, and you to always give in! Plus, you'll learn step-by-step what you can do about it.
Understanding the rise of state capitalism and its threat to global free markets
The End of the Free Market details the growing phenomenon of state capitalism, a system in which governments drive local economies through ownership of market-dominant companies and large pools of excess capital, using them for political gain. This trend threatens America's competitive edge and the conduct of free markets everywhere.
An expert on the intersection of economics and politics, Ian Bremmer has followed the rise of state-owned firms in China, Russia, the Arab states of the Persian Gulf, Iran, Venezuela, and elsewhere. He demonstrates the growing challenge that state capitalism will pose for the entire global economy.
Among the questions addressed: Are we on the brink of a new kind of Cold War, one that pits competing economic systems in a battle for dominance? Can free market countries compete with state capitalist powerhouses over relations with countries that have elements of both systems-like India, Brazil, and Mexico? Does state capitalism have staying power?
This guide to the next big global economic trend includes useful insights for investors, business leaders, policymakers, and anyone who wants to understand important emerging changes in international politics and the global economy.
An intimate look at the founding father of the modern leadership movement
Warren Bennis is an acclaimed American scholar, successful organizational consultant and author, and an expert in the field of leadership. His much awaited memoir is filled with insights about the successes and failures from is long and storied life and career. Bennis’ life and career have traversed eight decades of firsthand experience with tumultuous episodes of recent history—from being a Jewish child in a gentile town in the ‘30s, a young army recruit in the Battle of the Bulge to a college student in one of the first progressive precursors to the civil rights movement to a patient undergoing daily psychoanalysis for five years, and later to a university provost during the Vietnam protests.
This is the first book to examine the extraordinary life of Warren Bennis by the man himself.
One of the world’s premier business consultants and personal success experts, Brian Tracy has devoted more than 25 years to studying the most powerful time management practices used by the most successful people in every arena. Now, in Time Power, Brian reveals his comprehensive system designed to help you increase your productivity and income exponentially -- in just weeks!
Filled with hundreds of powerful, proven tools and techniques, this audio book shows you how to:
Overflowing with quick and effective time-saving strategies, Brian Tracy’s Time Power lets you in on the secrets to being more productive, earning more money, and getting more satisfaction from life.
There are 168 hours in a week. This book is about where the time really goes, and how we can all use it better.
It's an unquestioned truth of modern life: we are starved for time. With the rise of two-income families, extreme jobs, and 24/7 connectivity, life is so frenzied we can barely find time to breathe. We tell ourselves we'd like to read more, get to the gym regularly, try new hobbies, and accomplish all kinds of goals. But then we give up because there just aren't enough hours to do it all. Or else, if we don't make excuses, we make sacrifices. To get ahead at work we spend less time with our spouses. To carve out more family time, we put off getting in shape. To train for a marathon, we cut back on sleep. There has to be a better way-and Laura Vanderkam has found one.
After interviewing dozens of successful, happy people, she realized that they allocate their time differently than most of us. Instead of letting the daily grind crowd out the important stuff, they start by making sure there's time for the important stuff. They focus on what they do best and what only they can do. When plans go wrong and they run out of time, only their lesser priorities suffer.
It's not always easy, but the payoff is enormous. Vanderkam shows that it really is possible to sleep eight hours a night, exercise five days a week, take piano lessons, and write a novel without giving up quality time for work, family, and other things that really matter. The key is to start with a blank slate and to fill up your 168 hours only with things that deserve your time.
Of course, you probably won't read to your children at 2:00 am, or skip a Wednesday morning meeting to go hiking, but you can cut back on how much you watch TV, do laundry, or spend time on other less fulfilling activities. Vanderkam shares creative ways to rearrange your schedule to make room for the things that matter most.
168 Hours is a fun, inspiring, practical guide that will help men and women of any age, lifestyle, or career get the most out of their time and their lives.
The definitive account of Germany's malign transformation under Hitler's total rule and the implacable march to war
This magnificent second volume of Richard J. Evans's three-volume history of Nazi Germany was hailed by Benjamin Schwartz of the Atlantic Monthly as "the definitive English-language account... gripping and precise." It chronicles the incredible story of Germany's radical reshaping under Nazi rule. As those who were deemed unworthy to be counted among the German people were dealt with in increasingly brutal terms, Hitler's drive to prepare Germany for the war that he saw as its destiny reached its fateful hour in September 1939. The Third Reich in Power is the fullest and most authoritative account yet written of how, in six years, Germany was brought to the edge of that terrible abyss.
While some semblance of stability has returned to the financial markets, the economies on which these markets must ultimately depend remain structurally weak, and the path toward sustained growth will be difficult. In order to set the economy on a sounder path, we need to understand the sources of instability that caused the failure of the financial system, rethink established ideas, and challenge the intellectual and moral authority of the institutions that control the world's capital. The system is badly broken and we must figure out how to fix it before it is too late.
Written by respected portfolio manager and longtime investment professional Michael Lewitt, The Death of Capital looks at how, in recent years, the U.S. economy has increasingly been dominated by short-term speculation rather than productive investment, debt rather than equity, and short-term thinking rather than long-term planning. These disastrous trends, described here as "financialization," ignore the fact that capital is a highly unstable social process rather than a fixed, historical object or category. As a result of our failure to understand the true nature of capital, we have developed a financial and regulatory system that does exactly the opposite of what it should be doing—favoring obscurity over transparency and fomenting instability rather than a stable path to growth.
In explaining where we have gone wrong, Lewitt pulls few punches in criticizing some of the counterproductive forces that have led to the death of capital—including Wall Street practices such as private equity and derivatives trading—which he views both as economically unproductive and morally bankrupt. This timely audio:
• Explores the most important aspects of capital and capitalism through the prism of four of the world's great economic thinkers
• Addresses "financialization" and its consequences, such as a weaker U.S. dollar, the decline of American industries, and the loss of American economic and political hegemony
• Examines how the legal system contributed to economic deterioration by privileging short-term profitability above other important societal interests such as labor, the environment, and social welfare
• Calls for politically controversial reforms such
• Asks for stricter regulation of hedge funds and private equity firms, banning naked credit default swaps and off-balance sheet financing vehicles, imposition of a Tax on Speculation, and principles-based reforms to improve systemic stability
• And much more
Filled with in-depth insights and practical advice, The Death of Capital is not just a play-by-play of the recent financial crisis, but also an original and passionate analysis of the trends that led to it and how the financial system can be reformed to avoid future crises.
In business and in life, things seldom go exactly as planned. You've probably figured out how to navigate around the little bumps, but what about full-blown crises, the kind with the potential to derail a company or send your personal life spinning out of control?
Crunch Point presents a series of proven, practical techniques for overcoming any setback that may come your way -- on the job, at home, or anywhere in your life. In an accessible, no-time-to-lose format, success expert Brian Tracy gives you the motivation, techniques, and confidence to grab tough and urgent problems by the horns and solve them -- quickly, decisively, and completely.
Crunch Point reveals Tracy’s 21 proven ways to:
• Take control of the situation
• Stay calm and rational -- even in a crisis
• Communicate clearly, constantly, and authoritatively with the key people around you -- the skill that can make all the difference between failure and success
• Identify and remove all obstacles to resolving the problem
• Deal with problems more effectively by handling them systematically instead of randomly or emotionally, as most people do
• Develop unshakeable courage and super-high self-confidence
• Generate cash flow when the crisis is financial in nature
• Never lose focus on your customers, no matter how dire the situation may seem
• Cut your losses, when necessary, and save time and money in the long run
Each chapter offers a selection of problem-solving strategies, complete with powerful action steps you can take regardless of the nature or size of the problem.
It's inevitable: At some point, the you-know-what is sure to hit the fan. Dealing with a crisis may never be easy or pleasant, but with the universal problem-solving techniques presented in Crunch Point, you’ll have the confidence and skills to rise above whatever comes your way -- and you'll be the one everyone calls "great under pressure."
Many people assume that money is the mainstay of motivation. But in truth, the desire to accomplish extraordinary things is linked to basic human need: We all want to be respected for who we are and recognized for the things we do. While many leaders know this from experience, few know how best to act on it.
In Encouraging the Heart, the best-selling authors of The Leadership Challenge team up again to reflect upon one of the most elusive aspects of leadership—caring—and offer listeners a deeper understanding of how and why it works. More importantly, they extend a set of principles, practices, and examples that show how to energize people to excel and then reach for even greater heights.
Kouzes and Posner maintain that people will aspire to higher standards of performance when they are genuinely appreciated for their dedication and publicly recognized for their extraordinary achievements. And through the uplifting stories of ordinary people in leadership roles, the authors demonstrate just how this is done. They also offer over one hundred and fifty ways listeners can immediately apply the process themselves.
Powerful and personal, Encouraging the Heart is filled with practical ideas for helping others believe in themselves, celebrate their uniqueness, and discover their own value. It shows leaders how they can find their voice and their hearts and, through caring and courage, mobilize people to personal and organizational greatness. In short, it's a work both inspirational and instructional that shows how to master one of the most difficult and valuable leadership skills of all.
Jeff Hayzlett is a big, boisterous guy who has the guts to get in your face and tell you exactly why your business isn't doing well. In short, he asks the questions that most business managers are afraid to ask. And as Jeff points out, if you aren't willing to look at what's working and what isn't - and then take the necessary steps to fix them — well, you and your colleagues and employees are in for a tough ride.
Known for his outspoken appearances on numerous TV reality shows, Hayzlett has built his career on having the ability to get his people to look up and pay attention to the problems at hand. THE MIRROR TEST will teach listeners — through entertaining and timely anecdotes — how to thoughtfully yet aggressively evaluate, deconstruct, and then reconstruct one's business..
In his unique, confrontational manner, Hayzlett will coach small business owners and managers on topics such as:
- Give your business the mirror test - is your company really breathing?
- Here's how you and your company must adapt...or die.
- The bottom line of your business really is... your bottom line. You have to focus on it.
Hayzlett's big booming approach is direct and to the point, but done so with a smile on his face. Chock full of inspirational business stories and insights from his own career, Hayzlett and THE MIRROR TEST comprise a force to be reckoned with.
Make the Right Choices Today and Take Control of Your Future
When times are good it is easy to go along for the ride. When the going gets tough—the economy tank, jobs disappear, families are disrupted—it’s more vital than ever to reassess the real meaning of success, and how you can achieve it on your own terms, in your own time.
Real and lasting success doesn’t happen merely by chance. It is not subject to the whims of the economy or the dictates of other people. It is the result of decisive plans and definitive actions that only you can direct.
Four Questions That Will Change Your Life
The first and most important step in taking control of your future is to determine the truth—the truth about who you are, where you are, what you will do, and who your allies are.
The guiding principles outlined in this audio book are defined by questions that provoke reflection—reflection that draws out your unique talents and passions, reveals how to align them with your obligations, and leads you to answers that help you create a roadmap to the best of your life.
From an about-to-retire CEO to an unlikely entrepreneur, from a globe-trotting consultant to a grade school teacher, real-world stories bring the lessons in this audio book vividly to life and show how anyone can experience transformation through this deceptively simple yet powerful exercise of asking the right questions.
Applying the lessons of the bestselling parable The Go-Giver to real-world situations
The Go-Giver took the business world by storm with its message that giving is the most fulfilling and most effective path to success. It has inspired more than 125,000 readers—but some have wondered how the story's lessons stand up to the tough challenges of everyday, real-world business.
Now Bob Burg and John David Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling. Most of us think of sales as convincing potential customers to believe or do something they don't really want to. But that cutthroat mentality makes the process much harder than it has to be—especially in an economic downturn, when customers are more suspicious and defensive.
It's far more productive (and satisfying) when salespeople think like Go-Givers and focus exclusively on creating value for the customer. Cultivate a trusting relationship and provide outstanding service, say the authors, and great results will follow automatically. Illustrating their points with a wide range of real-life examples, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.
Hidden on the Internet, scattered among billions of Web pages, are the clues to an incredible secret. For those who know the secret, the result is untold wealth. Each month, a small group of people put their knowledge of Google AdSense to use and receive four and five-figure checks from Google. And untold numbers of additional site owners are regularly generating supplemental income via AdSense while they play, sleep and eat.
A New York Times Best Seller, The AdSense Code is now revised and updated in the definitive resource that reveals proven online strategies for creating passive income with Google AdSense. The AdSense Code reveals hands-on solutions to many of the concerns and challenges faced by content publishers in their quest to attract targeted traffic, improve content relevance and increase responsiveness to AdSense ads--using easy and legitimate techniques that have worked for those who know the secrets. Google AdSense expert, Joel Comm, provides you with the keys you need to "crack" The AdSense Code and unlock the secrets to making money online.
As one of the top salespeople in the world, Brian Tracy knows the ability to close the sale is the key skill required by all top sales professionals. Fortunately, closing the sale is a skill that can be learned by practicing the closing skills of the highest paid salespeople in every business. When salespeople follow a practical, proven, step-by-step process, they can get more orders, faster and easier than ever before. In The Art of Closing the Sale listeners will learn to:
The more confident people become in closing the sale, the more people they will see and the more sales they will make-in any market.
“Brian Tracy is one of the country’s leading authorities on the development of human potential and personal effectiveness. Tracy will lead you to more time and success.” -The Business Journal
In this best-selling book, Kouzes and Posner (authors of The Leadership Challenge), explain why leadership is above all a relationship, with credibility as the cornerstone. They provide rich examples of real managers in action and reveal the six key disciplines and related practices that strengthen a leader's capacity for developing and sustaining credibility. Kouzes and Posner show how leaders can encourage greater initiative, risk-taking, and productivity by demonstrating trust in employees and resolving conflicts on the basis of principles, not positions.
An essential guide for leaders who want to use social media to be "open" while maintaining control
"Be Open, Be Transparent, Be Authentic" are the current leadership mantras-but companies often push back. Business is premised on the concept of control and yet the new world order demands openness-leaders do not know how to be open and be in control. This must-have resource will help the modern leader understand how to lead in the new open world-where blogging, twittering, facebooking, and digging are becoming the norm. the author lays out the steps that leaders must take to transform their organizations and themselves into being "open" -and exactly what that will mean.
• Shows how to use social media to become an open organization
• Offers basic advice for leaders who are adapting to the new era of openness in the marketplace
• The author Charlene Li is one of the foremost experts on social media and technologies
In easy-to-understand language, this audio book will help leaders orient themselves to social networking and other technological advances.
Every day you make purchasing decisions based on unconscious beliefs and biases you don't even know you have. Great marketers and persuaders know how to convince you to buy a product without you even knowing it. You can choose to believe you're immune, but you can't choose not to be persuaded. The power of subliminal persuasion can move markets and control consumers—and that's a fact. But how?
If you're an entrepreneur, salesperson, advertiser, or business owner, understanding the art of subliminal persuasion will give your bottom line a big boost. In Subliminal Persuasion, master marketer Dave Lakhani reveals in step-by-step detail the exact techniques people use to secretly persuade and influence you. Now it's your turn. In no time, you'll have the power to broadcast your message into a convoluted, competitive marketplace, leveraging the tools of mass influence to motivate the masses to profitable action.
In a market so overstimulated and oversaturated with irrelevant consumer messages, how valuable would it be if you could slip under the radar of consumer consciousness and cause a group of people to take the action you want them to take? Subliminal Persuasion will walk you through the Consumer Seduction Process and teach you all the latest techniques for leveraging the emotions, beliefs, and desires of your audience to move them in any direction you want—effectively, profitably, and even ethically.
And these techniques aren't just for salespeople and business owners. No matter who you are or what you do, the ability to persuade people instantly is a powerful tool in the arsenal of anyone who deals with people in any meaningful way. Look inside and learn to create contagious marketing messages, control the emotions of your prospects, master the subliminal power of words, and harness the media for your own purposes.
Subliminal Persuasion is what happens when science meets seduction. This book is your guide to the techniques jealously guarded by ad agencies, politicians, and the world's best marketers. Once you've opened your eyes, you'll never see marketing the same way again.
It's been a tough couple of years for investors. Many have seen their retirement accounts dwindle dramatically and are looking for a safe way to protect what they have and make back some of what they've lost. That's why the bestselling author team of Ben Stein and Phil DeMuth has created The Little Book of Bulletproof Investing.
When you invest, there are essential things you should do and many things you shouldn't. The Little Book of Bulletproof Investing addresses these important issues and shows you how to utilize the fundamentals of finance to achieve success in today's market.
This practical guide contains proven advice on navigating today's treacherous financial landscape and will put you in a better position to make more informed investment decisions. This reliable resource:
• Includes street-smart advice for individual investors uncertain about their investment and retirement portfolios
• Provides a bulletproof investment portfolio that will minimize your financial risk in bad times and improve your returns in good times
• Outlines the steps you must take to maximize your income and savings and protect yourself from the financial calamities of modern life
Filled with in-depth insights and practical advice, The Little Book of Bulletproof Investing offers quick, easy-to-follow, and entertaining financial guidance for anyone looking to get back on the right investment track.
"I know the liberals call you 'the most dangerous man in America,' but don't worry about it, they used to say the same thing about me. Keep up the good work."
-Ronald Reagan in a letter to Rush Limbaugh, December 11, 1992
Do you remember your first time?
People tend to remember the moment they first heard The Rush Limbaugh Show on the radio. For Zev Chafets, it was in a car in Detroit, driving down Woodward Avenue. Limbaugh's braggadocio, the outrageous satire, the slaughtering of liberal sacred cows performed with the verve of a rock-n-roll DJ-it seemed fresh, funny and completely subversive. "They're never going to let this guy stay on the air," he thought.
Almost two decades later Chafets met Rush for the first time, at Limbaugh's rarely visited "Southern Command." They spent hours together talking on the record about politics, sports, music, show business, religion and modern American history. Rush opened his home and his world, introducing Chafets to his family, closest friends, even his psychologist. The result was an acclaimed cover-story profile of Limbaugh in The New York Times Magazine.
But there was much more to say, especially after Limbaugh became Public Enemy Number One of the Obama Administration. At first Limbaugh resisted the idea of a full-length portrait, but he eventually invited Chafets back to Florida and exchanged more than a hundred emails full of his personal history, thoughts, fears and ambitions. What has emerged is an uniquely personal look at the man who is not only the most popular voice on the radio, but the leader of the conservative movement and one of the most influential figures in the Republican Party.
While Limbaugh's public persona is instantly recognizable, his background and private life are often misunderstood. Even devoted Dittoheads will find there's a lot they don't know about the self-described "harmless little fuzzball" who has, over the years, taken on the giants of the mainstream media and the Democratic Party-from Bill and Hillary Clinton to Barack Obama-with "half his brain tied behind his back, just to make it fair." Chafets paints a compelling portrait of Limbaugh as a master entertainer, a public intellectual, a political force, and a fascinating man.
The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you
The power of glitzy advertising and elaborate marketing campaigns is on the wane; word-of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even a stranger with similar tastes over anything thrust at them by a faceless company.
Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can’t help recommending products and services to their friends—it’s an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire.
Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Keep those customers happy, and they will refer your business to even more customers. Some of Jantsch’s strategies include:
— Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before—but the key is listening.
— The sales team is the most important part of your marketing team. Salespeople are the company’s main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical.
— Educate your customers. Referrals are helpful only if they’re given to the right people. Educate your customers about whom they should be talking to.
The secret to generating referrals lies in understanding the “Customer Referral Cycle”—the way customers refer others to your company who, in turn, generate even more referral s. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine.
This practical, smart, and original guide is essential for any company looking to grow without a fat marketing budget.
Fourteen Lessons to instruct, inspire, and encourage...
History’s great leaders have much to teach us, and no one outshines Alan Axelrod in extracting those lessons and applying them to today’s business world. His Elizabeth I, CEO and Patton on Leadership both became BusinessWeek bestsellers—and now, to follow his recent Winston Churchill, CEO, Axelrod has found a new and perhaps surprising subject for his popular format: Gandhi.
Gandhi, a CEO? Absolutely—and an incomparable example for our uncertain times, when we need leaders we can trust and admire. Not only was he a moral and intensely spiritual man, but also a supremely practical manager and a powerful agent for change, able to nurture the rebirth of an entire nation. To achieve this goal, he mastered the elements of personal leadership and institutional management. Axelrod looks at this much-studied figure in a way nobody has before, employing his fluid, engaging, and conversational style to bring each lesson to life through quotes and vivid examples from Gandhi’s life.