Management Skills

Dan S. Kennedy dares marketers to dramatically simplify their marketing, refocusing on what works. Updated to address the newest media and marketing methods, this marketing masterplan delivers a short list of radically different, little-known, profit-proven direct mail strategies for ANY business. Strategies are illustrated by case history examples from an elite team of consultants―all phenomenally successful at borrowing direct marketing strategies from the world of online sales, infomercials, etc., to use in ’ordinary’ businesses including retail stores, restaurants, and sales.

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In the ever-changing world of work, the idea of spending some or all of your time working in teams is becoming more and more common. From solving problems, to tackling projects, to providing organizational leadership, the roles and importance of teams continue to grow. Leading a team is no easy job, but when a team gels, they can far outperform traditional work groups.

Managing Teams For Dummies is for anyone who has been asked to take on the role of team leader. This book can help you manage your team, whether you’re a senior manager or worker who doesn’t have supervisory responsibilities, but has become the point person on a specific project.

Managing Teams For Dummies can help you build and lead high-performing teams. Packed with tips on setting and reaching goals, resolving conflicts, leading teams through change, and providing team members with the skills to work together productively, this book will help you keep any team you mange focused and efficient. Managing Teams For Dummies will also:

• Take you beyond the conceptual idea of teams and provide practical advice for developing groups that become winning teams
• Describe the type of leadership needed to guide teams successfully and prepare you for challenges that arise
• Reveal the three cornerstones’ model for developing team success and provide how-to strategies to make them happen
• Discuss the types of teams that are growing in popularity, namely self-directed teams, project teams, and task teams

Teams make it possible to bring together the variety of skills, perspectives, and talents that you need in the contemporary workplace. With Managing Teams For Dummies you can make sure your team performs to the best of its ability and while trying to achieve its goal.

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Negotiation is everywhere. Yet even though we use it all the time – at work and at home – very few of us really understand how it works, and many of us find it uncomfortable.

Once Upon a Deal… is a collection of stories that reveal the principles of negotiation. When you begin to negotiate you embark upon a journey: if you know the steps involved, and understand the way its progression ebbs and flows, you will be better equipped not only to reach a successful conclusion but also to enjoy the process more.

Get ready to rethink negotiation, and discover practical tips and tricks along the way to build your skill and confidence.

Scotwork has been in the business of developing capability in commercial negotiation for nearly 50 years: these entertaining stories are drawn from the team’s extensive and rich experience across many sectors and situations.

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The Life-Changing Magic of Tidying Up meets Nudge in this irresistible design method from Japan.

Following The Little Book of Hygge, The Gentle Art of Swedish Death Cleaning and other bestsellers, Shikake introduces the latest example of practical wisdom from abroad: shikakeology, a phenomenon sweeping Japan. Naohiro Matsumura-renowned as the founder of the study of shikake, the Japanese word for “device”-has devised a new approach to design as astonishingly simple in its logic as it is sophisticated in its psychology. For example: * a staircase painted like piano keys prompts people to exercise * a symbol of a shrine placed in a public square discourages vandalism Combining traditional Japanese aesthetics with the lessons of behavioural economics, Matsumura presents a tool kit for literally anyone who wants to create their own mindful designs-and reveals how shikakes can help us address big challenges, including even climate change. Mind-bending yet elegant, Shikake will inspire readers to appreciate-and transform-the analogue world around them.

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Since its original release, “The First 90 Days” has become the bestselling globally acknowledged bible of leadership and career transitions. In this updated and expanded 10th anniversary edition, internationally known leadership transition expert Michael D. Watkins gives you the keys to successfully negotiating your next move – whether you’re onboarding into a new company, being promoted internally, or embarking on an international assignment. In “The First 90 Days”, Watkins outlines proven strategies that will dramatically shorten the time it takes to reach what he calls the “breakeven point” – when your organization needs you as much as you need the job. This new edition includes a substantial new preface by the author on the new definition of a career as a series of transitions; and notes the growing need for effective and repeatable skills for moving through these changes. As well, updated statistics and new tools make this book more reader-friendly and useful than ever. As hundreds of thousands of readers already know, “The First 90 Days” is a road map for taking charge quickly and effectively during critical career transition periods – whether you are a first-time manager, a mid-career professional on your way up, or a newly minted CEO.

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Featuring the adored animal characters of beloved children’s author Sandra Boynton, this 17-month calendar begins with the school year in August 2023 and provides a vertical column for up to 6 family members’ appointments, academic events, lessons, haircuts, trips―you name it. Moms, Dads, and the whole family can quickly see everyone’s plans!
 
Features include:

• 12″ x 12″ size (12″ x 24″ open)
• Printed on FSC certified paper with soy-based ink
• 17-months: August 2023–December 2024
• 6 family member columns to note activities
• Official major world holidays and observances
• Year in a glance for 2023, 2024, and 2025
• BONUS: 300+ planning stickers and a drop-down storage pocket

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New York Times bestseller — over 25 million copies sold
The No. 1 Most Influential Business Book of the Twentieth Century

“[Thirty] years after it first appeared, the wisdom of The 7 Habits is more relevant than ever. On an individual level people are burning out, and on a collective level we are burning up the planet. So Dr. Covey’s emphasis on self-renewal and his understanding that leadership and creativity require us to tap into our own physical, mental, and spiritual resources are exactly what we need now.” Arianna Huffington

One of the most inspiring and impactful books ever written, The 7 Habits of Highly Effective People has captivated readers for nearly three decades. It has transformed the lives of presidents and CEOs, teachers and parents – millions of people of all ages and occupations. Now, this 30th anniversary edition of the timeless classic commemorates the wisdom of the 7 habits with modern additions from Sean Covey.

The 7 habits have become famous and are integrated into everyday thinking by millions and millions of people. Why? Because they work!

With Sean Covey’s added takeaways on how the habits can be used in our modern age, the wisdom of the 7 habits will be refreshed for a new generation of leaders.

They include:
Habit 1: Be Proactive
Habit 2: Begin with the End in Mind
Habit 3: Put First Things First
Habit 4: Think Win/Win
Habit 5: Seek First to Understand, Then to Be Understood
Habit 6: Synergise
Habit 7: Sharpen the Saw

This beloved classic presents a principle-centered approach for solving both personal and professional problems. With penetrating insights and practical anecdotes, Stephen R. Covey reveals a step-by-step pathway for living with fairness, integrity, honesty, and human dignity – principles that give us the security to adapt to change and the wisdom and power to take advantage of the opportunities that change creates.

Stephen R. Covey dedicated his life to demonstrating how a person can truly control their destiny with profound yet straightforward guidance. As an internationally respected leadership authority, family expert, teacher, organisational consultant, and author, his advice gives insight to millions. He sold more than 20 million books (in 40 languages), and The 7 Habits of Highly Effective People was named the No. 1 Most Influential Business Book of the Twentieth Century. He was the author of The 3rd Alternative, The 8th Habit, The Leader in Me, First Things First, Principle-Centered Leadership, and many other titles. He held an MBA from Harvard and a doctorate from Brigham Young University, USA. He was the cofounder of FranklinCovey, a leading global education and training firm with offices in 147 countries.

Sean Covey is President of FranklinCovey Education and oversees all of Franklin Covey’s International partnerships which cover over 140 countries. He is a New York Times best-selling author and has written several books, including The 6 Most Important Decisions You’ll Ever Make, The 7 Habits of Happy Kids, and The 7 Habits of Highly Effective Teens, which has been translated into 20 languages and sold over 4 million copies worldwide. 

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Both scientific and industry research suggest that paying close attention to psychological safety has tangible benefits, not just to personal health and well-being, but to workplace productivity and performance. In 2015 Google released the findings of some compelling research known as “The Aristotle Project”. In its quest to build the perfect team, Google assessed the factors common to their high-performing teams. They were shocked to find it was not the background, the experience, or the education of the team members that determined the team’s success, but whether psychological safety was present within the team.Most of us understand the importance of physical safety. We protect ourselves and those around us, and know what physical interactions are socially acceptable, helpful, or harmful.Psychological safety, however, is a new frontier. Only now are we beginning to understand its importance and impact, thanks to recent advancements in neuroscience.For example, research shows that a “hit” to our psychological safety can have a deeper and longer-lasting impact than a “hit” to our physical selves. In fact, social rejection has the same impact on the brain as a punch to the face. Over time, the pain associated with a physical attack is difficult or impossible to recall. The memory of social rejection, however, even many years after the fact, can elicit the same strength of emotion as it did at the time of the event.When we experience an attack to our psychological safety, our brain is triggered into a stress response. Our cognitive abilities are compromised. Our higher, logical brain, the one responsible for thinking, creativity, decision-making, and self-control, goes off-line. In this derailed stress state we can find it difficult to concentrate, make decisions, or control our emotions. In a psychologically safe climate, people are not afraid to express themselves; they feel accepted and respected. This openness creates a fertile environment for thinking, creativity, innovation, and growth, and leads to more collaborative relationships and an overall improvement in individual and team productivity.So how do you identify and manage the triggers that threaten your psychological safety and hijack your brain?Based on the latest neuroscience research, the S.A.F.E.T.Y.™ model describes some of the most important social motivators of human behavior.Learn how to implement it in your life and your workplace, to reap the benefits of increased productivity and personal well-being. This revolutionary book offers actionable solutions to key questions that may be holding you (and your team) back from fulfilling your potential:● Why am I so anxious and stressed?● Why do I continue to do things I don’t want to do?● Why do I care so much about what others think of me?● Why do I self-sabotage?And the most vital question of all:● Why can’t I change?

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‘a compelling methodology… to increase market share quickly’ — Eric Ries, bestselling author of THE LEAN STARTUP

‘a must-read for anyone in business’ — James Currier, managing partner, NFX Guild

‘will teach you how to think like a marketer of tomorrow’ — Josh Elman, partner, Greylock Partners

Growth is now the first thing that investors, shareholders and market analysts look for in assessing and valuing companies.

HACKING GROWTH is a highly accessible, practical, method for growth that involves cross-functional teams and continuous testing and iteration. Hacking Growth does for marketshare growth what THE LEAN STARTUP does for product development and BUSINESS MODEL GENERATION does for strategy. HACKING GROWTH focuses on customers – how to attain them, retain them, engage them, and monetize them – rather than product.

Written by the method’s pioneers, this book is a comprehensive toolkit or “bible” that any company in any industry can use to implement their own Growth Hacking strategy, from how to set up and run growth teams, to how to identify and test growth levers, and how to evaluate and act on the results. It is designed for any company or leader looking to break out of the ruts of traditional marketing and become more collaborative, less wasteful, and achieve more consistent, replicable, and data-driven results.

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Are your sales presentations stuck in the 20th century?

Sales Presentations For Dummies rises to the challenge of guiding you through the process of engaging and persuading busy buyers in a world that’s constantly bombarding them with sales pitches. Motivating today’s buyers to pull the trigger on a new deal requires a certain set of skills, and this straightforward text guides you through what you need to know to create and deliver compelling presentations. Pulled from examples and experiences of thousands of actual sales presentations, the information in this innovative resource offers the tools and tips you need to keep your leads engaged from hook to call to action.

Today’s business landscape is competitive. When your sales presentation is being compared to countless others, it’s important to stand out for all the right reasons. Instead of using dated sales approaches,, update your understanding of the art of selling―and create compelling, engaging presentations that hook audience members from the beginning.

• Leverage a proven, blockbuster formula that engages audiences in any industry
• Use the power of storytelling to connect with prospective clients and soften their resistance to your sales pitch
• Understand and apply customer insights to ensure that your solution is top-of-mind in purchasing decisions
• Update your professional skill set to encompass today’s most motivating sales tactics

Sales Presentations For Dummies brings your sales style into the 21st century and connects you with the skills you need to excel in today’s complicated business landscape.

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You’ve been asked to run a training session, workshop or meeting. What you need now is a foolproof way of making it both memorable and enjoyable to run – and to know that what you are doing will achieve the desired outcome and have lasting positive effects on your team.

Anyone who has ever endured ‘death by powerpoint’ or a dry ‘chalk and talk’ session knows how not to do it, but how do you make sure that you get it right?

This interactive guide is designed especially for busy managers – people whose main role is not training – and will take you through a simple step-by-step process that results in stimulating, fun and effective workshops and presentations.

Just some of the many scenarios the book will help you tackle include:

· How to put together training session from scratch when you have ‘blank page, blank face’ syndrome – here’s the step-by-step solution

· You’ve done some training but you aren’t getting the desired results from your sessions – here’s what do to about it

· You haven’t time to write 80 sexy PowerPoint slides for a session you are running – here’s what to do instead that will be even more effective and take half the time

· You’re dreading the experience of being ‘up the front’ – here’s how to shift the onus from you to your participants

· How to be remembered for the right reasons! – Here’s how to ensure that happens

This is a book that ‘walks the talk’- it presents what you need to know in an engaging, interesting, effective and quick way – exactly how you will be presenting in your meetings and worshops when you have finished reading it.

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Don’t let destructive drama sideline your career.

Every organization has its share of political drama: Personalities clash. Agendas compete. Turf wars erupt. But you need to work productively with your colleagues―even difficult ones―for the good of your organization and your career. How can you do that without compromising your personal values? By acknowledging that power dynamics and unwritten rules exist―and navigating them constructively.

The HBR Guide to Office Politics will help you succeed at work without being a power grabber or a corporate climber. Instead you’ll cultivate a political strategy that’s authentic to you. You’ll learn how to:

• Gain influence without losing your integrity
• Contend with backstabbers and bullies
• Work through tough conversations
• Manage tensions when resources are scarce
• Get your share of choice assignments
• Accept that not all conflict is bad

  Arm yourself with the advice you need to succeed on the job, from a source you trust. Packed with how-to essentials from leading experts, the HBR Guides provide smart answers to your most pressing work challenges.

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Now in paperback, Philip Delves Broughton. bestselling business author of What They Teach You at Harvard Business School, takes a sideways look at the greatest salespeople in Life’s a Pitch.

What are the selling secrets of Majid, Tangier’s greatest rug peddler? How does Mrs Shibata, Japan’s top life insurance seller, seal the deal? Why does Belyamani, a seller of Boeing planes, believe trust is all?

Few of us have the chance to meet let alone work with the best. But to get on, we need to learn their secrets of success. Here, Philip Delves Broughton, author of the bestselling What They Teach You At Harvard Business School, journeys around the world meeting business legends from all walks of life. Their stories are insightful, hilarious and compelling. Revealing their secrets and tips, Life’s a Pitch also shows how mastering the art of selling will help you master the art of life.

‘Marvellous, dazzling’ -Tom Peters, author of In Search of Excellence

‘Thoroughly entertaining’ -Toby Young, author of How To Lose Friends and Alienate People

‘You can never look upon a sale in quite the same way again. Buy Life’s A Pitch and be enlightened’Economist

Philip Delves Broughton is the author of the international bestseller What They Teach You at Harvard Business School. He was born in Bangladesh and grew up in England. He served as the New York and Paris bureau chief for the Daily Telegraph, and he now writes for publications including the Financial Times, the Evening Standard, and the Wall Street Journal. In 2006 he received an M.B.A. from Harvard Business School. He lives in Connecticut with his wife and two sons.

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Tom Sherrington and Oliver Caviglioli team up to present 50 essential teaching techniques, each with five clear and concise illustrations and explanations. It forms a truly unique repository of key teaching methods, valuable to any classroom practitioner in any setting.

The book covers important practical techniques in behaviour and relationships; curriculum planning; explaining and modelling; questioning and feedback; practice and retrieval; and Mode B teaching. Each technique is simply explained and beautifully illustrated in five short steps, to make sense of complex ideas and support student learning.

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THE INSTANT SUNDAY TIMES BESTSELLER

‘Beautiful and uplifting’ Davina McCall

‘So inspiring, so heartfelt … the way Donna writes is beyond beautiful.’ Lisa Snowdon

‘Some people have the Bible by their bed. Others a self help manual. I have Donna Ashworth’s new poetry collection.’ Susannah Constantine

Wild Hope is Donna Ashworth’s powerful new collection of wisdom to help us find hope, peace, self-acceptance and inspiration on the days we feel worn down, helpless or sad. Written with love and understanding, Donna – who is also the bestselling author of I Wish I Knew – reminds us that amidst our daily struggles and constant outpourings of bad news we have so much to hope for, and that every one of us can play a part, big or small, in making the world a better place.

With poems such as ‘Surrounded by Treasure’, ‘That Thing You Do’, ‘Through the Wringer’ and ‘Rope Ladder’, Donna helps us to remember that most people in this world are good, and that acts of kindness and love within our individual spheres of influence, however small, all contribute to a better future. She also gently guides us, no matter how busy or overburdened we may be, to practice better self-care and self-acceptance.

Hope exists when nothing else can. On the darkest of days Wild Hope will help you find more light.

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It’s part novel, part ‘how-to’, and it’s everything you need to know about selling to big business.

The Wentworth Prospect takes a deep dive into the high-stakes world of complex business-to-business selling. The story follows the fortunes of Sue Novak, a fledgling sales consultant, as she struggles to land the deal of her career. Her path to success is strewn with adversaries, corporate intrigue, power-plays and hidden agendas.

Sue feels out of her depth. But she has an edge: a mysterious journal written by her dead mentor. The journal reveals a radical new sales framework named EDVANCE. Can Sue apply its wisdom in a real-life scenario? Can it guide her to success with The Wentworth Prospect?

The novel comes with free access to an online companion that explains and explores the process and methods featured in the story. It’s an invaluable reference for the modern salesperson, offering practical solutions for many real-world issues and challenges. It includes:

• A detailed look at the EDVANCE framework
• A free, downloadable card-based system for pin-pointing Stakeholder Archetypes
• A guide to mapping these Stakeholders, identifying their motivations and understanding their genuine levels of influence
• Guiding Stakeholders towards consensus
• Gaining early involvement in the Buyer’s Journey
• Building your personal brand
• Guiding your customer to the solution they genuinely need, not the solution they think they want
• Harnessing the power of storytelling
• Getting the customer to ‘sell themselves’ on your offering

The Wentworth Prospect is far more than just a good story.

It’s everything you need to know about landing the big deal.

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Leadership has become increasingly complex in recent years. The times are difficult, and it can be challenging to get people to work together. Businesses, government, families, communities, and teams are all crying out for good leaders to help them. This is where the principles outlined in The 21 Irrefutable Laws of Leadership can help.

Based on the revised and updated 25th anniversary edition of the bestselling book, this workbook uses case studies, self-evaluation, and group discussion questions to help you boost your leadership skills. Included are stories and observations from the worlds of business, politics, sports, the military, and non-profits. Each law is like a tool, ready to be picked up and used to help you achieve your dreams and add value to other people.

Discover how these valuable principles can change your life―follow them and learn to lead―not just for yourself, but for the people who follow you.

Lessons:

1. The Law of the Lid
2. The Law of Influence
3. The Law of Process
4. The Law of Navigation
5. The Law of Addition
6. The Law of Solid Ground
7. The Law of Respect
8. The Law of Intuition
9. The Law of Magnetism
10. The Law of Connection
11. The Law of the Inner Circle
12. The Law of Empowerment
13. The Law of the Picture
14. The Law of Buy-In
15. The Law of Victory
16. The Law of the Big Mo
17. The Law of Priorities
18. The Law of Sacrifice
19. The Law of Timing
20. The Law of Explosive Growth
21. The Law of Legacy

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