Author: Paul Reilly
Publisher: McGraw Hill Professional
ISBN: 126426657X
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
An indispensable guide to thriving in a challenging sales environment As a sales professional, you know that it’s harder to sell in tough times—whether it’s a recession, industry-wide challenge, or global pandemic. You may also have noticed that some salespeople and managers not only survive, but thrive through tough times. How do they do it? What do they do to thrive through adversity? Paul Reilly explains it all in Selling Through Tough Times: Customers buy differently in tough times, so salespeople need to sell differently in tough times. In this eye-opening and indispensable guide, he shows how to develop the right mindset and adapt your skills to prevail in even the most challenging selling climate. His plan includes both immediate, hands-on action plans (including six Daily Mental Flex activities) as well as longer-range strategies to ensure you (and your team) never get caught on the back foot again. While the principals of selling are constant, Reilly demonstrates how changing your tactics in tough times will not only help you through current difficulties, but help you emerge stronger. You’ll discover how to redefine value in customer terms, reposition products and services, and how to employ different persuasion tactics. You’ll also learn how to select and pursue the right opportunities, win more deals, and—crucially—protect profit by embracing the “tough timers” mental attitude. Tough times are inevitable and often unpredictable. But in Selling Through Tough Times, you’ll find the tools and mindset you need to power through them—and come out on top.
Author: Alan J. Patricof
Publisher: Simon and Schuster
ISBN: 1637582943
Category : Business & Economics
Languages : en
Pages : 219
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Book Description
As featured in The Wall Street Journal! One of Business Insider’s “5 Best Leadership Books I Read This Year” for 2022! A look back at entrepreneurial growth and venture capital in the last half century by one of the leading figures in the industry. Extensive media and online coverage of the business arena, news of start-ups, mergers, and deals are familiar headlines these days. But that wasn’t always the case. The early years of venture capital were a far cry from today’s very public dealings. Alan Patricof, one of the pioneers of the venture arena, offers a behind-the-scenes look at the past fifty years of the industry. From buying stock in Apple when its market valuation was only $60 million to founding New York Magazine to investing in AOL, Audible, and more recently, Axios, his discerning approach to finding companies is almost peerless. All of Patricof’s investments—from Xerox to Venmo—share certain qualities. Each company had sound product with wide appeal, the economics were solid, and the management team was talented and committed to seeing their visions come to fruition.
Author: Brian Tracy
Publisher: Thomas Nelson Inc
ISBN: 0785288066
Category : Selling
Languages : en
Pages : 240
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Book Description
Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Author: Giles Hutchins
Publisher: New Society Publishers
ISBN: 0865717370
Category : Business & Economics
Languages : en
Pages : 243
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Book Description
The business of biomimicry—companies the way nature intended.
Author: Tom Eisenmann
Publisher: Currency
ISBN: 0593137027
Category : Business & Economics
Languages : en
Pages : 370
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Book Description
If you want your startup to succeed, you need to understand why startups fail. “Whether you’re a first-time founder or looking to bring innovation into a corporate environment, Why Startups Fail is essential reading.”—Eric Ries, founder and CEO, LTSE, and New York Times bestselling author of The Lean Startup and The Startup Way Why do startups fail? That question caught Harvard Business School professor Tom Eisenmann by surprise when he realized he couldn’t answer it. So he launched a multiyear research project to find out. In Why Startups Fail, Eisenmann reveals his findings: six distinct patterns that account for the vast majority of startup failures. • Bad Bedfellows. Startup success is thought to rest largely on the founder’s talents and instincts. But the wrong team, investors, or partners can sink a venture just as quickly. • False Starts. In following the oft-cited advice to “fail fast” and to “launch before you’re ready,” founders risk wasting time and capital on the wrong solutions. • False Promises. Success with early adopters can be misleading and give founders unwarranted confidence to expand. • Speed Traps. Despite the pressure to “get big fast,” hypergrowth can spell disaster for even the most promising ventures. • Help Wanted. Rapidly scaling startups need lots of capital and talent, but they can make mistakes that leave them suddenly in short supply of both. • Cascading Miracles. Silicon Valley exhorts entrepreneurs to dream big. But the bigger the vision, the more things that can go wrong. Drawing on fascinating stories of ventures that failed to fulfill their early promise—from a home-furnishings retailer to a concierge dog-walking service, from a dating app to the inventor of a sophisticated social robot, from a fashion brand to a startup deploying a vast network of charging stations for electric vehicles—Eisenmann offers frameworks for detecting when a venture is vulnerable to these patterns, along with a wealth of strategies and tactics for avoiding them. A must-read for founders at any stage of their entrepreneurial journey, Why Startups Fail is not merely a guide to preventing failure but also a roadmap charting the path to startup success.
Author: Tom Reilly
Publisher: McGraw Hill Professional
ISBN: 0071702679
Category : Business & Economics
Languages : en
Pages : 193
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Book Description
Hold the line on price in every transaction—from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!
Author: Andrew Sobel
Publisher: Simon and Schuster
ISBN: 0743215095
Category : Business & Economics
Languages : en
Pages : 269
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Book Description
Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships. Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients. Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
Author: Phil Rosenzweig
Publisher: Simon and Schuster
ISBN: 1847397026
Category : Business & Economics
Languages : en
Pages : 380
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Book Description
Why do some companies prosper while others fail? Despite great amounts of research, many of the studies that claim to pin down the secret of success are based in pseudoscience. THE HALO EFFECT is the outcome of that pseudoscience, a myth that Philip Rosenzweig masterfully debunks in THE HALO EFFECT. THE HALO EFFECT highlights the tendency of experts to point to the high financial performance of a successful company and then spread its golden glow to all of the company's attributes - clear strategy, strong values, and brilliant leadership. But in fact, as Rosenzweig clearly illustrates, the experts are not just wrong, but deluded. Rosenzweig suggests a more accurate way to think about leading a company, a robust and clearheaded approach that can save any business from ultimate failure.
Author: Beate Chelette
Publisher: Visualist Publishing
ISBN: 9780988986862
Category :
Languages : en
Pages : 180
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Book Description
Happy Woman Happy World, The Foolproof Fix to go from Overwhelmed to Awesome Chelette, a trainer, coach and speaker imparts her proprietary strategies that can take any woman from being "overwhelmed to awesome." She deduces that women can have it all, just not at the same time. Instead she offers her original concept of ego-RHYTHM(r), which allows women to delve into defining what is most important during their various stages of life, then teaches them how to set a Main Focus, re-structure their lives for better Work-Life Balance and put an end to the "crazy-making" lifestyle. In addition, she discusses the struggles of today's women in the workplace and how they sabotage career advancement, while addressing the culture of "mean girls," the distasteful behavior that women perpetrate on each other which ultimately undercuts self-confidence and success. She introduces her philosophy of The Women's Code(r) - which is nothing less than a completely new awareness of about how women relate to each other, and a new paradigm for teaching women how to find and give support and collaborate to truly achieve happiness with their lives
Author: Paul Gilding
Publisher: A&C Black
ISBN: 1408822180
Category : Nature
Languages : en
Pages : 305
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Book Description
It's time to stop just worrying about climate change, says Paul Gilding. Instead we need to brace for impact, because global crisis is no longer avoidable. The 'Great Disruption' started in 2008, with spiking food and oil prices and dramatic ecological change like the melting polar icecap. It is not simply about fossil fuels and carbon footprints. We have come to the end of Economic Growth, Version 1.0, a world economy based on consumption and waste, where we lived beyond the means of our planet's ecosystems and resources. The Great Disruption offers a stark and unflinching look at the challenge humanity faces - yet also a deeply optimistic message. The coming decades will see loss, suffering and conflict as our planetary overdraft is paid. However, they will also bring out the best humanity can offer: compassion, innovation, resilience and adaptability. Gilding tells us how to fight, and win, what he calls 'the One Degree War' to prevent catastrophic warming of the earth, and how to start today. The crisis we are in represents a rare chance to replace our addiction to growth with an ethic of sustainability, and it's already happening. It's also an unmatched business opportunity: old industries will collapse while new companies literally reshape our economy. In the aftermath of the Great Disruption, we will measure 'growth' in a new way. It will mean not quantity of stuff, but quality, and happiness, of life. And, yes, there is life after shopping. The Great Disruption is an invigorating and well-informed polemic by an advocate for sustainability and climate change who has dedicated his life to campaigning for a balanced use of Earth's limited resources. It is essential reading.
