The 2R Manager. When to Relate, When to Require, and How to Do Both Effectively

The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.

A powerful and personalized process to improve your life and advance your career Do you sometimes feel stuck, despite real efforts to gain momentum on goals you’ve set? Momentum means you’re doing more than simply getting things done. It’s that feeling of satisfaction, the belief that you can achieve big goals and complete important projects that fulfill you both personally and professionally. Get Momentum coaches you in the mindset, skill set, and toolkit required to make progress on the items you have on your life and work goals faster and easier, while living a less stressful, more meaningful life. The authors, Jodi Womack and her husband Jason Womack, provide valuable insights into the psychology of change and how to direct your focus to experience fulfillment at work and in life. The authors share what they know having built a successful executive coaching firm together, as well as facilitating leadership workshops in their home town and more than twenty countries around the world. Contrary to the promise of many self-help/business books, they believe there is no one-size-fits-all recipe for success.Get Momentum teaches you how to make proactive changes based on the solid foundation of your own “quality of life” criteria. Jodi and Jason offer clear, step-by-step guidance on how to define your personal criteria so that you can Get Momentum, improve your life and enhance your career. You will learn how to: Answer the Call (What to do when you say “Someone should do something about this!") Organize a Team and Gain the Perspective of People You Trust Measure Something (Just Not Everything At Once) Experiment Specifically and Practice Deliberately Build Momentum, Recognize Your Wins, and Pay It Forward With kindness, accountability and encouragement, Get Momentum will help you tap into your natural way of being to achieve professional goals and personal experiences that are on your bucket list, living a life you’re proud to share with others.

Dramatically grow your client base following pragmatic and insightful advice by bestselling author Doug Fletcher How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services serves as an invaluable and indispensable guide for everyone in the business of selling professional and consulting services. Author Doug Fletcher dives deeply into the five skills required to «make it rain»: Create Your Personal Brand Identity Demonstrate Your Professional Expertise Build Your Professional Ecosystem Develop Trust-Based Relationships Practice Everyday Success Habits How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn readers from sales novices into rainmakers. Written by the same celebrated author who brought readers the best-selling book How Clients Buy, How to Win Client Business When You Don't Know Where to Start is perfect for any professional services provider or consultant who seeks to dramatically increase their book of business.

“Refreshingly thought-provoking…” – The Financial Times The essential playbook for the future of your business What To Do When Machines Do Everything is a guidebook to succeeding in the next generation of the digital economy. When systems running on Artificial Intelligence can drive our cars, diagnose medical patients, and manage our finances more effectively than humans it raises profound questions on the future of work and how companies compete. Illustrated with real-world cases, data, and insight, the authors provide clear strategic guidance and actionable steps to help you and your organization move ahead in a world where exponentially developing new technologies are changing how value is created. Written by a team of business and technology expert practitioners—who also authored Code Halos: How the Digital Lives of People, Things, and Organizations are Changing the Rules of Business—this book provides a clear path to the future of your work. The first part of the book examines the once in a generation upheaval most every organization will soon face as systems of intelligence go mainstream. The authors argue that contrary to the doom and gloom that surrounds much of IT and business at the moment, we are in fact on the cusp of the biggest wave of opportunity creation since the Industrial Revolution. Next, the authors detail a clear-cut business model to help leaders take part in this coming boom; the AHEAD model outlines five strategic initiatives—Automate, Halos, Enhance, Abundance, and Discovery—that are central to competing in the next phase of global business by driving new levels of efficiency, customer intimacy and innovation. Business leaders today have two options: be swallowed up by the ongoing technological evolution, or ride the crest of the wave to new profits and better business. This book shows you how to avoid your own extinction event, and will help you; Understand the untold full extent of technology's impact on the way we work and live. Find out where we're headed, and how soon the future will arrive Leverage the new emerging paradigm into a sustainable business advantage Adopt a strategic model for winning in the new economy The digital world is already transforming how we work, live, and shop, how we are governed and entertained, and how we manage our money, health, security, and relationships. Don't let your business—or your career—get left behind. What To Do When Machines Do Everything is your strategic roadmap to a future full of possibility and success. Or peril.

Take control of your financial future with expert guidance from wealth educators and property millionaires John Lee and Vincent Wong The Wealth Dragon Way is an essential guide to creating passive income, building property-based wealth, and achieving financial freedom. This inspiring and informative resource can help you define your financial goals and identify the steps you need to take to achieve them. Exploring common myths and misinformation surrounding wealth—such as “money is the root of all evil”—this book shows how overcoming fear and self-doubt can change the way you think about wealth and your potential for personal growth. Real-world examples illustrate how entrepreneurs can use alternative strategies to acquire properties below market value. Fully updated to reflect the current economic environment, this second edition includes the Top Ten Habits of Successful Wealth Dragons as well as new chapters on the foundations of true wealth and how to adopt abundance mentality. From expanded sections on multiple income streams to a more in-depth look at the psychology behind our approach to money, such as posing the question, “Is money your friend?,” this latest edition offers a roadmap to achieving infinite wealth. Knowing why you want to be wealthy increases your chances of becoming wealthy. This essential guide explores what lies beneath our relationship with money and offers practical methods to attain the freedom that monetary wealth affords and stresses the importance of having high moral wealth. Gain practical guidance delivered with an inspiring motivational message Learn how to define your goals and maximize your likelihood of success Explore the psychological patterns that prevent us from achieving our financial goals Overcome the obstacles standing in the way of your financial freedom It has never been more important to take control of your financial future. Uncertain economic futures, increasing healthcare costs, and unreliable retirement benefits are just a few reasons to start focusing on your financial future today. No matter what your ultimate goal is—whether you want to quit the daily grind, acquire assets for increased security, or build passive income streams to achieve true financial freedom—The Wealth Dragon Way shows you the best way to get there.

Praise for Mastering the Complex Sale «Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives.» —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin «This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together.» —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. «Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment.» —Samik Mukherjee, Vice President, Onshore Business, Technip «Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!» —Lee Tschanz, Vice President, North American Sales, Rockwell Automation «Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks.» —Dave Stein, CEO and Founder, ES Research Group, Inc. «Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels.» —Sven Kroneberg, President, Seminarium Internacional «Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth.» —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. «Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference.» —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

One of the toughest lessons every business leader learns is how hard it is to generate sustained growth. Stalled growth is the rule, not the exception–even for the best-managed companies. That's especially true in unpredictable economic environments such as the one we're experiencing today. McKee has a unique understanding of what happens when growth stalls. His firm commissioned a study of 700 companies that had at one time been among the nation's fastest-growing businesses. Developed in concert with Decision Analyst, a leading national research and consulting firm, the study probed areas as diverse as corporate structure, competition, branding, finance, and strategy. The target respondent profile were CEOs, owners, principals, presidents, managing directors or chairmen of the board. In-depth follow-up interviews yielded fascinating stories and personal comments from executives who had been living on the front lines of real-life growth crises. McKee presents compelling knowledge about how and why companies lose their way, and offers practical advice about how they can rekindle growth. When Growth Stalls demonstrates that sluggish growth is generally produced not by mismanagement or strategic blundering but by natural market forces and management dynamics that are often unrecognized–and widespread. The book presents seven characteristics that commonly correlate with stalled growth and what to do about them. Some are external forces to which countless companies have fallen victim: economic upheavals, changing industry dynamics, and increased competition. What McKee points out, however, is how often they catch companies off-guard. More surprising are four subtle and highly destructive internal factors that conspire to keep companies down: lack of consensus among the management team, loss of nerve, loss of focus, and marketing inconsistency. McKee makes the case that, regardless of what's going on outside of an enterprise, it's what's inside that counts.

If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process—a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. If the stakes are high and you’re expected to win, this book will give you the edge you’ve been looking for. Buy your copy today!

It could happen today. You are called into the office, and the boss tells you that due to unforeseen circumstances, starting today you will be in charge of a team, a project, an office, a committee, or a business unit. Without any warning (or preparation on your part) you've become an accidental leader. If you have been thrust into a position of sudden responsibility, you need The Accidental Leader. This book is a first aid kit that gives you the information and inspiration you need to Know what you bring to the challenge— your pluses and minuses Define success and achieve it Get other people on your side Overcome your natural shortcomings Get organized— right now See through the apparent system to the culture within Direct people and get them to act The Accidental Leader is your lifeline to leadership success. It is filled with practical answers to the many leadership questions that you will face.

BOUNCE BACK FROM WHATEVER LIFE THROWS AT YOU Stressful situations are a fact of life. Job insecurity, financial burden, relationship doubt are all too familiar. Some people approach them with confidence and poise, facing change and challenges head on. Others back away slowly into a corner and become quivering wrecks at the mere thought of them. So what is it that makes some people cope with these adverse situations so well? It’s not about what is happening to you, but how you react to it. It’s about your resilience. Happiness guru Liggy Webb is here to help us all find positivity and inner strength to cope with stressful situations. Arming you with a personal toolkit to handle day to day challenges, and providing strategies for thriving in uncertain times Liggy shows you how to increase your ‘bouncibility’ and bounce back from whatever negative things life throws at you. • Timely topic with governments across the world promoting happiness on the one hand and dealing with vast economic uncertainty and austerity on the other • Easy to digest, anecdotal and practical guide with lots of common sense advice • Contains timely examples and tips tailored for coping with difficult times