Persuasive people generate real value for their companies byturning ideas into action. But persuasion isn't easy: It takespractice, patience, and psychological savvy. That’s wherePersuading People comes in, by enabling you to: Build yourcredibility; adapt your pitch to your audience; win your listeners’minds and hearts; overcome resistance to your proposals; andleverage the forces that move people to embrace new ideas.

Prospecting for new customers is a key part of everysalesperson's job-and perhaps the most challenging part. Yourleads, your approach, your timing, everything needs to be perfect.That's why you need Perfect Phrases for Lead Generation by renownedsales guru Bill Brooks. He's assembled a winning collection ofproven sales strategies for the 21st century-each linked withappropriate phrases for every customer scenario. Using his surefireselection of targeted phrases, you'll learn how to: Identify the 25 types of clients-and customize your words to winthem over Master the 10 principles of direct prospecting-using the rightphrases to turn cold calls into cash Expand your customer base-and grow your sales-faster, bigger, andbetter Filled with hundreds of ready-to-use phrases, specific salespitches, new communication tools, and other networking secrets,this invaluable handbook puts all the tricks of trade at yourfingertips. 作者简介： Bill Brooks is CEO of The Brooks Group, on

Where should I live? Is it time to switch careers? What is the best course of action for me? Decisions shape our experiences, from choosing which job offer toaccept, to buying the right car, to selecting a good accountant.How do we know which choice is the smart one? How can we beconsistent and confident in our decisions? In this book from thethree leading authorities on decision-making, readers learn how toapproach all types of decisions with a simple set of skillsdeveloped by professors from Harvard, MIT, and the University ofSouthern California. Combining solid research with common sense and practicalexperience, this user-friendly guide shows readers how to assessdeep-seated objectives, create a comprehensive set of alternatives,determine likely consequences, make tradeoffs, and grapple withuncertainty. Not only will readers learn how to make decisions,they will learn how to make the smartest decisions. For anyonecaught at a confusing crossroad–whether you’re choosing bet

Written for anyone who suffers from "time famine," thisessential handbook provides simple, effective methods forsuccessfully taking control of one's hours--and one's life. Smithshows how, by managing time better, anyone can lead a happier, moreconfident and fulfilled life.

We live in an age of unprecedented opportunity: with ambition,drive, and talent, you can rise to the top of your chosenprofession regardless of where you started out. But with opportunity comes responsibility. Companies today aren'tmanaging their knowledge workers' careers. Instead, you must beyour own chief executive officer. That means it's up to you tocarve out your place in the world and know when to change course.And it's up to you to keep yourself engaged and productive during acareer that may span some 50 years. In Managing Oneself, Peter Drucker explains how to do it. Thekeys: Cultivate a deep understanding of yourself by identifyingyour most valuable strengths and most dangerous weaknesses.Articulate how you learn and work with others and what your mostdeeply held values are. Describe the type of work environment whereyou can make the greatest contribution. Only when you operate with a combination of your strengths andself-knowledge can you achieve true and lasting excellence

For the Accounts You Can't Afford to Lose: The Strategies thatWill Keep Your Customers Coming Back Whether your company has$50,000 or $5 million in sales, chances are that at least half ofyour revenue comes from a few crucial accounts. What does it taketo keep them going strong? The authors of The New Strategic Sellingand The New Conceptual Selling present a hard-hitting, no-nonsensebook of techniques to improve your most important businessrelationships. Updated with recent examples of actual successstories, this new edition explores how online click speeds haveresulted in highly sophisticated customers who expect all servicesto be done in "real time." Discover: * The Long View: Studying andreally understanding your company-and your customer's business-canmean years of selling success * "Lamp" Strategies: Activate a LargeAccount Management Process strategy to turn your best customersinto permanent "external assets" * Trends and Market Forces:Constantly identify and reappraise the conditions that can ma

Wondering how the most accomplished leaders from around theglobe have tackled their toughest challenges? Now you can find out- with "Lessons Learned". Concise and engaging, each volume in thisnew series offers 12-14 insightful essays by top leaders inindustry, the public sector, and academia on the most pressingissues they've faced. The contributors share surprisingly personalanecdotes and offer authoritative and practical advice drawn fromtheir years of hard-earned experience. The series launches withthree volumes, each of which centers on a timely topic: "Leading byExample"; "Managing Your Career"; and, "Managing Change". A crucialresource for today's busy executive, "Lessons Learned" gives youinstant access to the wisdom and expertise of the world's mosttalented leaders. 50 Lessons' digital library holds more than 500individual lessons from over 100 high-profile leaders fromindustry, the public sector, and academia from companies andinstitutions around the world.

Stephen R. Covey and the Merrills have shown millions of readers how to balance the demands of a schedule with the desire for fulfillment. Now the principles they introduced in First Things First are distilled for everyday reading. Let First Things First Every Day be your guide to the rich relationships, the inner peace, and the confidence that come from knowing where you're headed, and why.

From the man the Wall Street Journal hailed as "theguru of Revenue Management" comes revolutionary ways to recoverfrom the after effects of downsizing and refocus your business ongrowth. Whatever happened to growth? In Revenue Management, RobertG. Cross answers this question with his ground-breaking approach torevitalizing businesses: focusing on the revenue side of the ledgerinstead of the cost side. The antithesis of slash-and-burn methodsthat left companies with empty profits and dissatisfiedstockholders, Revenue Management overturns conventionalthinking on marketing strategies and offers the key to initiatingand sustaining growth. Using case studies from a variety of industries, smallbusinesses, and nonprofit organizations, Cross describes no-tech,low-tech, and high-tech methods that managers can use to increaserevenue without increasing products or promotions; predict consumerbehavior; tap into new markets; and deliver products and servicesto customers effectively and efficiently

Eleanor Roosevelt's remarkable ability to confront andovercome hurdles-be they political, personal, or social-made herone of the greatest leaders of the last century, if not all time.In Leadership the Eleanor Roosevelt Way, author and scholar RobinGerber examines the values, tactics, and beliefs that enabledEleanor Roosevelt to bring about tremendous change-in herself andin the world. Examining the former first lady's rise from adifficult childhood to her enormously productive and politicallyinvolved years in the White House, as a U.N. delegate and anhonorary ambassador, an author, and beyond, Gerber offers women aninspiring road map to heroic living and an unparalleled model forpersonal achievement.

How do you decide the best course of action for your companyto take advantage of new opportunities? You must develop a businesscase to explore multiple alternatives before making arecommendation to support a particular option. This book shows youhow to use a business case to define an opportunity, identify andanalyze alternatives, and present your final recommendation to keystakeholders. You'll learn to - Clearly define the opportunity you'll want to address in yourbusiness case - Identify and analyze a range of alternatives - Recommend one option and assess its risks - Create a high-level implementation plan for your proposedalternative - Communicate your case to key stakeholders

The primary obstacle Is a confl:ct that s bUIlt into ourbrains, ay Chip and Dan Heath, authors of the critically acclaimedbestseller Made to Stick. Psychologists have discovered that ourminds are ruled by two different systems--the rational mind and theemotional mind--that compete for control~ The rational mind wants agreat beach body; the emotional mind wants that Oreo cookie~ Therational mind wants to change something at work; the emotional mindloves the com-fort of the existing routine.This tension can doom achange effort--but if it is overcome, change can comequickly. In Switch, the Heaths show how everyday people--employees andmanagers, parents and nurses have united both minds and, as aresult,achieved dramatic results. In a compelling, story-drivennarrative, they bring together decades of counterintuitive researchin psychology, sociol-ogy, and other fields to shed new light onhowwe can effect transformative change, whether your interest is inchanging the world or your waistline.

Book De*ion "The dynamic principlesthat have endured through the millennia are beautifully embodied inthis short yet substantial book." -Stephen Covey, author of The SevenHabits of Highly Effective People More than a thousand years ago, a group of business executivesdeveloped a set of principles for organizational leadership in acompetitive market. Those executives were the samurai ofninth-century Japan, and their rigid code of ethics, known asbushido, was one of the most effective frameworks for management inhistory. The Code of the Executive is business adviser DonSchmincke's modern interpretation of the Code of theSamurai-ancient wisdom written for today's corporate warriors.These principles provide a dynamic system of practical and moraltraining for effective leadership. In addition to interactivestrategies for relating to the business world, this philosophyprovides at its core a guide to the inner development ne

In challenging times, companies must serve their customersfaster and more efficiently. This makes improving your businessprocesses more critical than ever. In this book, you'll learn keysteps for carrying out a business process improvement initiative,including how to: -Plan a business process improvement initiative -Analyze and redesign a current process that needsimprovement -Obtain the resources needed to change a process -Develop a systematic approach for creating and implementingchange