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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.
The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the
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"Clear and concise, the book covers all the fundamentals you need for success, with indispensable advice on topics including hiring and firing, leadership, motivation, and managing time and stress. In addition, the completely updated fifth edition shows you how to build trust and confidence, be an active listener, manage a diverse group of individuals, conduct performance appraisals, and address many other challenges that come with the manager's job."--BOOK...
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"It's not that we're dumb. We're wired to avoid pain and pursue pleasure and security. It feels right to sell when everyone around us is scared and buy when everyone feels great. It may feel right-but it's not rational."
-From The Behavior Gap
Why do we lose money? It's easy to blame the economy or the financial markets-but the real trouble lies in the decisions we make.
As a financial planner, Carl Richards grew frustrated watching people he cared...
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"An updated third edition of the most comprehensive guide to small business successWhether you're a novice entrepreneur or a seasoned pro, The Small Business Bible offers you everything you need to know to build and grow your dream business. It shows you what really works (and what doesn't!) and includes scores of tips, insider information, stories, and proven secrets of success. Even if you've run your own business for years, this handy guide keeps...
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Thousands of professional organizers have been trained by Marla Dee, Founder of Clear & Simple. Now you can bring this seasoned expert's skills into your home for less than the cost of a consultation! Restore freedom, order, and clarity to your home, your office, and your life. Follow the unique Clear & Simple solution and find that organizing can be fun and easy: ☩ The art of letting go . . . leave clutter behind ☩ See it, Map it, Do...
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Business expert Brian Tracy has worked with more than 1,000 companies in 52 countries. In this award-winning book, he leverages that experience to reveal the strategies used by top executives and business owners around the world to achieve astounding results--even in difficult markets against the most determined competition. How the Best Leaders Lead builds on this knowledge by providing a series of practical, proven ideas and techniques leaders and...
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As a business owner, everything you've worked so hard to achieve thus far depends on getting the word out to the right people. Marketing your product or service is detrimental to your survival! With that said, it is not an exaggeration to say that the most important hat a business owner wears is that of marketer. But as entire business degrees and companies have been built around the marketing industry, how could you ever wear that hat for your company?...
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Most people think success comes from good luck or enormous talent, but many successful people achieve their accomplishments in a simpler way: through self-discipline. Brian Tracy knows this firsthand: He didn't graduate from high school, and after working for a few years as a laborer, he realized he had limited skills and a limited future. But through the power of self-discipline, he changed his life, achieving success in sales and marketing, investing,...
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Stress. It's unavoidable today, it seems. High-intensity workplaces. Nonstop at-home demands. Traffic that follows you wherever you go. Stress is near impossible to avoid, and whether we acknowledge it or not, it's definitely taking a toll on our productivity and well-being. But is that spinach salad at lunch really helping to reinvigorate you at halftime? Is the yoga class on the way to work truly decreasing your mental workload throughout the day?...
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As a manager, it's your role to achieve the highest possible return on the physical, emotional, and mental efforts your people put forth. A return on investment is a return on energy. How do you light a fire under each employee when most of them are working at only a fraction of their potential?
In this essential guide, business leadership expert Brian Tracy shows you how to unlock superstar potential from everyone on your
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What fuels long-term business success? Not operational excellence, technology breakthroughs, or new business models, but management innovation-new ways of mobilizing talent, allocating resources, and formulating strategies. Through history, management innovation has enabled companies to cross new performance thresholds and build enduring advantages.
In The Future of Management, Gary Hamel argues that organizations need management innovation now more...
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"Book Yourself Solid provides a true understanding of why self-promotion is a critical factor to success. It is this different and unique perspective that makes Book Yourself Solid so much more than an ordinary "how to" manual for getting more clients and raising a business profile. Michael helps the reader adopt this perspective and then provides the strategies, techniques, and skills necessary to get more clients and increase profits. Through...
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From overflowing priority lists to power-hungry colleagues to nagging parental guilt, stress is the defining characteristic of most of our lives. Sharon Melnick provides a flexible array of stress-busting strategies to help you overcome the things that are weighing you down. You'll gain a veritable arsenal of "magic-bullet" solutions--hundreds of situation-specific, quick-acting tips for defusing stress and boosting productivity complete with quizzes,...
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"The now habit" offers the first comprehensive strategic system for overcoming the causes and eliminating the effects of procrastination. Its techniques will help any busy person get more things done more quickly, without the anxiety and stress brought on by delay and pressing deadlines. This book is for every professional, manager, student, entrepreneur, writer or homemaker. It will help them achieve their goals more rapidly--whether they are large,...
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Charles Koch may very well be the most successful businessman people have never heard of. Under his leadership, Koch Industries has become a dynamic and diverse enterprise that Forbes called "the world's largest private company." This groundbreaking audiobook includes the same material used by leaders and employees of Koch companies to apply Marker-Based Management (MBM) to get results. In it, Charles Koch outlines the unique management methodology...
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It's the new normal. Now all of your employees are Twittering away and friending clients on Facebook. Not to mention customers--who feel obligated to update your Wikipedia entry with product complaints.
In this new world, dealing with empowered employees and customers --Insurgents -- is only going to get more challenging. Employees are using this technology in the workplace and customers are using it in the marketplace, and neither obey the rules...