Management Skills
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Winning!: The path to Rugby World Cup glory
‘There is so much more to the man than single-minded determination.’ Sunday Telegraph
‘His first day in the job of England coach is superbly described, and thereafter he is forever going the extra yard to make his team great.’ Sunday Times
__________Winning! tells a remarkable story – an unforgettable journey that began in September 1997 and took the English Rugby Team team from the lower ranks of international first-class rugby to the top as World Cup Champions.
Sir Clive Woodward and his team mounted a campaign of vast change, great learning, team building and clear vision to achieve their aim. ‘We would question everything, change anything and leave no stone unturned,’ he writes.
WINNING! will talk about the team’s journey of innovation and discovery and will reveal exactly how it happened, the fundamentals of their success and how these principles can be applied to any human endeavour. ‘We changed the way we coached, the way we played and, of equal importance, how we operated off the field.’ Bringing his business management skills to the game, Woodward simplified the entire approach to the structure of the team and created new management systems both on and off the pitch.
In an anecdotal style, Clive Woodward entertains and informs while he describes the thrilling build-up to England’s World Cup triumph in 2003.
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£13.10£14.20Winning!: The path to Rugby World Cup glory
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Understanding Disease: A Health Practitioner’s Handbook
This book explains with a minimum of jargon how diseases start, what that main symptoms are and how they may affect us.
It is intended as a concise guide for those working in alternative medicine and also for those without a medical background who want a clearer understanding of the ways in which common illnesses develop and the terms used to describe them.
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£13.10£15.20 -
Once Upon a Deal…: Stories about life, work and negotiation (Scotwork)
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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Motivate the Unmotivated: A step-by-step system you can use to raise motivation in your classroom tomorrow
Have you noticed that the traditional methods for motivating students rarely seem to work?Stickers, merit marks, reward charts, praise assemblies, certificates etc. are used in almost every school all over the world and yet most teachers struggle to get reluctant students involved in lessons. Punishments are even less effective – despite giving threats and dishing out detention after detention these students still don’t seem to care.If you want to get more of your students engaged and taking part in lessons, it’s time to forget trying to control them and instead create a situation where they are naturally motivated, from WITHIN.Is that really possible? Yes! And it’s super-easy when you use the step-by-step plan laid out in Rob Plevin’s Motivate the Unmotivated…This fantastic teaching resource offers a complete step-by-step system together with hundreds of practical strategies to:- Invite and stimulate student interest from the moment your lesson begins, – Create an extremely positive, collaborative classroom climate – Minimise classroom management issues related to boredom and low engagement – Provide interactive lesson formats which even your most switched-off students won’t be able to resist- Reach ALL your students through multiple learning channels – Increase participation with little-known ‘involvers’ which work every time!Includes downloadable BONUS training materials and printable resources.Read more
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9 Secrets to Win Deals and Influence Stakeholders: A Field Guide to B2B Negotiations
If you’re the hero, that makes me the villain.
My name is Mark Raffan, and before I became the host of the Negotiations Ninja podcast, before I was voted as a Top 10 Negotiations Guru worldwide, and before I trained Fortune 500 and 100 executives…
…I specialized in procurement.
And if you negotiated with me, I probably ate your lunch. And you probably thanked me after.
Consider this your insider’s B2B sales guide, straight from the other side of the table.
What You Get
This field guide is a flexible framework designed for B2B salespeople like you. Each chapter contains a secret and a challenge. Once understood, these secrets will give you insider knowledge to win more deals and influence critical stakeholders. And if you complete every challenge, you’ll close this book ready to crush your next negotiation.
Why This Guide
- Ditch the overused talk tracks. Get real strategies that put you on another level.
- Exponentially increase your odds of success on every. Single. Deal.
- Understand power and leverage. Who has it (and how you can have more).
- Sales isn’t magic. Turn your negotiation goals into consistent and attainable results.
- Learn the 9 insider secrets to forever negotiate better, smarter, more lucrative deals.
Your next negotiation could change your life. But only if you’re ready for it.
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The Sales Book: How to Drive Sales, Manage a Sales Team and Deliver Results
SELLING AND SALES MANAGEMENT IN ACTION
The Sales Book picks out the top challenges that you are likely to face and shows you how to maximise your own performance and that of a sales team. Every challenge is broken down into user-friendly advice that follows a clear structure:
# The objectives of each section
# An overview of the main principles
# What you need to do to achieve success
# A speed-read checklist to help you remember key points
Whether you’re looking for practical sales techniques or advice on how to build a sales strategy, this easy to use guide is a must-have for those involved in sales at any level.
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Gym Membership Sales: Tripple your growth, develop your team, change your life
Are you tired of experimenting with what might work to have more members in the current environment? Would you like to have a process for growing your gym, thriving in chaos and increasing your time freedom?
In Gym Membership Sales you’ll find:
① Membership growth strategies for having more members with less effort that are currently being used in hundreds of gyms and studios right now
② Practical tools for training your team to grow your business and manage operations for you
③ The principles that will liberate your bandwidth as an owner
④ Accompanying templates, step-by-step guides and the most cutting edge resources for brining more people in through your doors
“I’ve never found such a clear guide to helping people make a powerful but authentic choice to enrollment. If you want more enrollments without being pushy or slimy, I highly recommend reading this book ASAP.” – Christopher D.
“I’ve read it two times. My ability to train people has improved immeasurably by reading this book… I’m buying 15 copies. My son is in a different type of sales and uses this stuff, and is killing it!” – Lou F.
“It’s both empowering and practical… You walk away with practical tools, actionable steps, and you can put a full system together from this book, but you’re also going to be equipped for running that system.” – Laura L.
A note from the Author:
“There’s nothing magical about what you’ll find in this book… but it is my very best shot at giving you the most effective catalyst for growth and freedom based on what I use in my own gym and my client’s gyms. I hope you’ll use this to change the lives around you for the better by starting with your own, passing that on to your team and lastly to the rest of the world. Here’s to the growth of your business, more lives changed and your expanding success as the natural result. The Members on Demand team and I will see you on the other side!”
Don’t wait, start having more members now… Scroll to the top & click the “Buy Now” button!
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£13.60 -
Gym Membership Sales: Tripple your growth, develop your team, change your life
Are you tired of experimenting with what might work to have more members in the current environment? Would you like to have a process for growing your gym, thriving in chaos and increasing your time freedom?
In Gym Membership Sales you’ll find:
① Membership growth strategies for having more members with less effort that are currently being used in hundreds of gyms and studios right now
② Practical tools for training your team to grow your business and manage operations for you
③ The principles that will liberate your bandwidth as an owner
④ Accompanying templates, step-by-step guides and the most cutting edge resources for brining more people in through your doors
“I’ve never found such a clear guide to helping people make a powerful but authentic choice to enrollment. If you want more enrollments without being pushy or slimy, I highly recommend reading this book ASAP.” – Christopher D.
“I’ve read it two times. My ability to train people has improved immeasurably by reading this book… I’m buying 15 copies. My son is in a different type of sales and uses this stuff, and is killing it!” – Lou F.
“It’s both empowering and practical… You walk away with practical tools, actionable steps, and you can put a full system together from this book, but you’re also going to be equipped for running that system.” – Laura L.
A note from the Author:
“There’s nothing magical about what you’ll find in this book… but it is my very best shot at giving you the most effective catalyst for growth and freedom based on what I use in my own gym and my client’s gyms. I hope you’ll use this to change the lives around you for the better by starting with your own, passing that on to your team and lastly to the rest of the world. Here’s to the growth of your business, more lives changed and your expanding success as the natural result. The Members on Demand team and I will see you on the other side!”
Don’t wait, start having more members now… Scroll to the top & click the “Buy Now” button!
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£13.60 -
Managing Teams For Dummies
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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£13.70£15.70Managing Teams For Dummies
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No B.S. Direct Marketing: The Ultimate No Holds Barred Kick Butt Take No Prisoners Direct Marketing for Non-Direct Marketing Businesses
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.Read more
£13.90£16.10 -
HBR’s 10 Must Reads on Strategic Marketing (with featured article “Marketing Myopia,” by Theodore Levitt)
Stop pushing products―and start cultivating relationships with the right customers.
If you read nothing else on marketing that delivers competitive advantage, read these 10 articles. We’ve combed through hundreds of articles in the Harvard Business Review archive and selected the most important ones to help you reinvent your marketing by putting it―and your customers―at the center of your business.
Leading experts such as Ted Levitt and Clayton Christensen provide the insights and advice you need to:
- Figure out what business you’re really in
- Create products that perform the jobs people need to get done
- Get a bird’s-eye view of your brand’s strengths and weaknesses
- Tap a market that’s larger than China and India combined
- Deliver superior value to your B2B customers
- End the war between sales and marketing
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The Money Basics: Manage money, plan for the future
The essential guide to the basics of personal finance
Selected as one of The Sun’s ‘Top Books to Turn the Page on Money Woes’.
Manage money, plan for the future in five simple steps
Becoming your own financial hero is simpler than you think. The principles of financial security have been cloaked in mystery for generations. Money plays a key role in our daily lives, but for many of us, these skills were not taught or developed at a young age.
THE MONEY BASICS: How to Become Your Own Financial Hero is the straightforward, practical guide to money management, based on Peter Komolafe’s innovative and accessible five-step B. A. S. I. C. approach: Budget, Avoid Debt, Save Early, Invest Early and Credit Score.
Anyone can implement these methods, no matter what your financial situation. Learn the principles of financial security by cutting through the murk and jargon.
The Money Basics will:
· Help you identify poor money habits
· Set you on a budgeting plan that works for you
· Demystify financial terms and processes
· Provide you with a system to control debt, not let it control you
· Define investing once and for all
· And more…Manage money, and plan for the future with confidence. Take control of the one thing that will give you freedom of choice―money.
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£14.20£16.10The Money Basics: Manage money, plan for the future
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The Psychological Safety Playbook: Lead More Powerfully by Being More Human
*Nonfiction Book Award Silver Medal**2023 NYC Big Book Award Distinguished Favorite*
The how-to guide for transformative leadership
Every employee, at every level, wants to feel seen, heard, and respected. If we don’t feel safe, we can’t be our best selves or do our most creative work. This is why leaders must ensure psychological safety for everyone in their team. Whether you’re a manager, CEO, or entrepreneur, The Psychological Safety Playbook is the guide you need to lead your team to the highest levels of performance and innovation.
The Psychological Safety Playbook invites you to explore twenty-five specific actions that will create more psychological safety in your workplace. These are all moves that every leader can adopt and practice. Each move features a description of why to try it, instructions on how to do it, and a nutshell summary. You can start anywhere in the playbook—all the plays and moves are self-contained!
Written by Karolin Helbig, a highly respected executive mindset coach with a doctorate in human genetics and extensive consulting experience, and Minette Norman, a sought-after leadership consultant with thirty years of experience in the tech sector, The Psychological Safety Playbook is the essential guide for leaders who are committed to fostering psychological safety in their teams.
In their combined years of business and applied practice, the authors have continually observed how creating a high-performing, innovative workforce starts with building a foundation of respect and shared humanity. When we hold back our true thoughts because we’re afraid of the consequences, everyone misses out. By contrast, when we can ask a naïve question, propose a wild idea, or share our honest emotions—that’s when psychological safety fuels team performance.
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£14.20 -
The Teaching Delusion: Why teaching in our schools isn’t good enough (and how we can make it better)
The Teaching Delusion by senior education consultant Bruce Robertson offers a bold, refreshing and sometimes provocative stance on teaching and leadership. Informed by the latest educational research and drawing on two decades of professional experience, Robertson examines how teaching in schools can be transformed from good to great.The new title from John Catt Educational poses challenging yet important questions to its readers. Schools are filled with great teachers, but is great teaching taking place in every classroom? How can educators expect students to cultivate a lifelong passion for learning if they themselves are lacking this?
Robertson’s solution is twofold. To promote excellent teaching, there must be a shared understanding of what high-quality teaching really is what does it look like, and how can it be fostered? Secondly, there must be a school-wide desire to engage in professional learning. With his school having won the General Teaching Council for Scotland’s Excellence in Professional Learning Award in 2019, Robertson uses his personal track-record of success to explore how these barriers can be addressed to lead to a transformation in teaching practice.
Written by a teacher and school leader for teachers and school leaders, The Teaching Delusion aims to support teaching communities to develop and improve their practice, in order to ensure that all students receive the same level of excellent education. Aligning himself firmly on the side of teachers and keen to avoid teacher bashing, Robertson sensitively engages in an often controversial discussion about how to improve the quality of teaching, aiming to boost knowledge, awareness and ultimately self-esteem in both educators and learners.
The Teaching Delusion combines practicality with pedagogy in a thoughtful, unique approach making it a vital resource for teachers and leaders at all levels who are looking to better their practice.
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Slow Teaching: On finding calm, clarity and impact in the classroom
Slow Teaching is a thoughtful exploration of how slowing down in all aspects of education can lead to improved student outcomes. It evaluates how this slow pedagogy will result in improved feedback, more nuanced and skilled classroom management and relationships, meaningful classroom dialogue, retention of knowledge and school leadership with attention to detail. It explores how to slowly deepen the craft of teaching to grow expert practitioners who are committed to mastering their practice. It also reflects on strategies that will enable teachers to feel calm, confident and organised in a profession that can often appear relentless.
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£14.30 -
The Ultimate B2B Marketing List : 200+ Tactics You Need to Try
Packed with practical and fresh marketing tactics that can be implemented immediately and drive impact in a B2B business, this book is a must-have for any B2B Marketer.
Inside, find innovative ways to:
- Get to know your dream buyers
- Craft killer content
- Climb the search engine rankings
- Unleash the power of social media
- Master conversion optimisation
- Align sales and marketing
- Explore other creative tactics
- Keep customers coming back for more
- And more
You’ll find hacks, quick tips, and tools to make the marketer’s life easier, including a bonus guide on Chat-GPT for maximum marketing results.
It is a treasure trove of new ideas that can set marketers apart from their competition and provide value for even the most experienced marketing professionals.
Make this book your go-to resource to be a marketing superstar !
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£14.50 -
Emotional Intelligence For Dummies
Get smart about your feelings to achieve success and happiness
Emotional intelligence (also known as emotional quotient or EQ) is all about perceiving, using, understanding, managing, and handling your emotions and those of others. Develop crucial emotional skills that will help you in your career and in your personal life with Emotional Intelligence For Dummies. Learn to manage your emotions, uncover the power of empathy, and build meaningful relationships. Raise emotionally intelligent kids, become a better leader at work, and land the job you want. Let Dummies be your guide to living your best life!
- Gain emotional awareness that you can use in the workplace and at home
- Engage in practical exercises to develop your emotional intelligence skills
- Apply emotional intelligence in parenting children and teenagers
- Reduce stress and realize greater personal happiness with a higher EQ
This new edition incorporates the latest research on emotional intelligence, the new EQ-i 2.0® model, and updated exercises. Anyone who wants to get a grip on their emotions and seek success in life will benefit from this fun and practical guide.
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£14.70£18.00Emotional Intelligence For Dummies
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The Value Sale: How to Prove ROI and Win More Deals
If you can prove ROI, you can sell anything.
You’re struggling to make sales, and you know it. When meeting with prospects, you routinely challenge them to move to the next step in the sales process, but they’re still not buying. You’re good at showing them your product’s features, but that’s not helping to close deals.
Ian Campbell wants to permanently disrupt your sales slump. You can’t afford to ignore The Value Sale’s winning method for showing value to prospects, quantifying benefits, and creating a winning ROI business case for your product.
Discover the strategy to weave value into the entire sales process. Learn how simple changes in the way you speak can bring more leads, more sales, and happier customers. Master the step-by-step process to identify value points and prove ROI. The secrets of The Value Sale will revitalize the way you do business.
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£14.80 -
Mind for Sales: Daily Habits and Practical Strategies for Sales Success
For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success.
The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall.
Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits.
In A Mind for Sales, you’ll learn how to:
- Feel energized by renewed purpose and success in your sales role by following the success cycle approach.
- Receive practical strategies on how to change your mindset and succeed in sales.
- Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1.
- Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach.
Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
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£14.90£18.00 -
Revolution: The new sports biography revealing the incredible true story of Mikel Arteta’s success at Arsenal football club
THE SUNDAY TIMES BESTSELLER
The inside story of Mikel Arteta’s astonishing transformation of Arsenal
November 2019. Unai Emery’s final game as Arsenal manager sees the Gunners languishing eighth in the league. Appointed in the dying embers of the Wenger years, Emery’s 18 months as Arsenal boss has seen the team and the club go backwards – playing unimaginative, pragmatic football, and recently losing to London rivals Chelsea in the final of the Europa League. Something had to change; a fresh head with fresh ideas. A new leader.
This is the story of how Mikel Arteta turned Arsenal into one of the most exciting, innovative and feared teams in the league. From cutting his teeth as an assistant under Pep Guardiola before joining Arsenal in the winter of 2019, through to title contenders years later – including bust-ups, Covid, disappointments, FA Cup wins, fan revolt, and eventually the rise of an extraordinary young team standing on the edge of greatness – this book will be the first of its kind to explore the workings of Arteta’s philosophy and how he transformed the club from outsiders to title challengers.
With chapters on his tactical innovations, in-game strategies, transfer insight and, of course, an account of the memorable 2022-23 season – Revolution is the story of an extraordinary football ascent and the first draft of Arsenal’s new history.
Charles Watts’ book ‘Revolution’ was a Sunday Times bestseller w/c 28-08-2023.
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£14.99£20.00 -
Compassionate Leadership: Sustaining Wisdom, Humanity and Presence in Health and Social Care
Swirling Leaf Press (publisher) price on Amazon are fixed as follows: UK £15, Europe: €20+country tax, Amazon.com $22US, Canada $26, Australia $31.80+sales tax, Amazon Japan Yen2400+taxThose who work in health and social care give inspiring support for the health, happiness and well-being of all – communities, societies and nations. Yet their workplaces often harm their own health and well-being, affecting care quality, motivation, patient satisfaction and corroding cultures of compassion.
In these pages, an evidence-based approach to transforming the leadership and cultures of health and social care teams and organisations is described. Practical, powerful and compelling, it describes a strategy based on the core human value of compassion, showing that by sustaining that value in health and social care, we can cultivate wisdom, humanity, presence and high-quality in health and care services. Supplemented with practical resources, case examples and searching questions for discussion, it offers a simple, radical and powerfully effective strategy for change.
It is a call for leaders to nurture compassion within themselves and across health and social care institutions, to support healthier and happier institutions and communities. It challenges leaders at every level to have the courage and authenticity to embody compassion in their leadership now and for the long-term future.
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£15.00 -
Deals: The Economic Structure of Business Transactions
Drawing on real-life cases from a wide range of industries, two acclaimed experts offer a sophisticated but accessible guide to business deals, designed to maximize value for your side.
Business transactions take widely varying forms—from multibillion-dollar corporate mergers to patent licenses to the signing of an all-star quarterback. Yet every deal shares the same goal, or at least should: to maximize the joint value created and to distribute that value among the parties. Building on decades of experience teaching and advising on business deals, Michael Klausner and Guhan Subramanian show how to accomplish this goal through rigorous attention to designing incentives, conveying information, and specifying parties’ rights and obligations.
Deals captures the range of real-life transactional complexities with case studies covering Microsoft’s acquisition of LinkedIn, Scarlett Johansson’s contract dispute with Disney over the release of Black Widow, litigation surrounding LVMH’s pandemic-disrupted acquisition of Tiffany, the feud between George Norcross and Lewis Katz over ownership of the Philadelphia Inquirer, NBC/Viacom’s negotiation with Paramount over the final three seasons of Frasier, and many more. In clear, concise terms, Klausner and Subramanian establish the basic framework of negotiation and the economic concepts that must be addressed in order to maximize value. They show how to tackle challenges, such as information asymmetry between buyer and seller, moral hazard, and opportunistic behavior. And the authors lay out responses to common risks associated with long-term contracts, emphasizing that a deal’s exit rights should be carefully considered at the start of transaction design.
Unique in its practical application of economic theory to actual dealmaking, this book will be an indispensable resource for students and for professionals across the business and legal world.
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Motivated Teaching: Harnessing the science of motivation to boost attention and effort in the classroom: 3 (High Impact Teaching)
“It’s not easy to write a book that is simultaneously brief, packed with ideas, and clear, but Peps has done it.” Daniel Willingham, Professor of Psychology at the University of Virginia
This book is for teachers and school leaders interested in understanding what motivation for learning is, how it works, and how to build it in the classroom.
From the author of Memorable Teaching, this latest instalment in the High Impact Teaching series stitches together the best available evidence from multiple fields — including behavioural economics, evolutionary psychology and motivation science — to create a concise, coherent and actionable framework that you can use to help your pupils care more about and put more effort into your lessons.
Motivated Teaching has been carefully constructed to be a highly efficient reading experience. It is short, sparse and you should be able to read it in about an hour.
—–
Contents
Act I: Foundations
- Why motivation?
- The mechanics of motivation
- The motivation for learning framework
Act II: Drivers
- 1. Secure success
- 2. Run routines
- 3. Nudge norms
- 4. Build belonging
- 5. Boost buy-in
—–
Praise for Motivated Teaching
“All I can say is that it was everything I’d hoped for and more.” Jon Hutchinson, Assistant Head at Reach & Visiting Fellow at Ambition
“Another absolute gem from Peps Mccrea.” Helene Galdin-O’Shea, English teacher & researchED organiser
“This is a hugely important book for teachers and school leaders.” Josh Goodrich, Assistant Principal at OASB & CEO at Steplab
—–
Praise for other books in the High Impact Teaching series
“A great little book for teachers based on robust evidence.” Carl Hendrick, Head of Learning and Research at Wellington College
“Things that make teachers’ lives simpler like this are few and far between.” Doug Lemov, Author of Teach Like a Champion
“I doubt you’ll find an education book with more useful insights per minute of reading time.” Dylan Wiliam, Emeritus Professor of Educational Assessment at UCL
“I can’t remember when I have ever read a book that takes such complex ideas and communicates them with sophistication and simplicity.” Oliver Caviglioli, Education author & information designer
“A truly excellent book which sets out the science behind learning with remarkable clarity.” Mark Enser, Head of Geography at Heathfield Community College
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Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force
Put buyer experience and selling resources front-and-center to boost revenue
Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results.
Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice.
- Understand sales enablement and what it can do for your company
- Implement enablement using techniques that ensure sustainable, measureable performance impact
- Adopt proven best practices through step-by-step advice from experts
- Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue
Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.
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£15.20£18.00 -
The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results
It’s the age-old issue facing sales organizations. Sales training and enablement is focused on the sales team, not the leaders. The prevailing thought is if you have graduated to sales leadership, you must already know what you’re doing, otherwise you wouldn’t have been promoted into the role.
For most sales leaders, their approach is borne from experiences working for and around other sales leaders. No formal training. No framework. Limited understanding of how individual salespeople are inspired to stay, do their best, and advocate to others.
Hitting a revenue target is not the job, it’s the outcome.
The inspiration of your team is only “coin operated” if you’re doing it wrong.
But there’s good news!
Sales leadership doesn’t have to be that hard. There’s a massive opportunity to stand out from the rest; to be more prepared, more effective and to maximize the revenue capacity of your teams.
And in today’s environment, where the physical and emotional cost of changing sales jobs is practically non-existent, the ability to recruit, retain and optimize has never been more important.
The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to-implement framework for today’s sales leaders.
Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand-and-implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board.
In the end, you’ll see the holes before they form. You’ll stop chasing, and start growing.
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£15.20£16.10 -
The Reason Everything Happens: Mental Health Without The Bulls**t
I’m not a doctor, a psychologist or a psychiatrist and this isn’t an academic work.
These are just the thoughts of someone who got stuck in the mental health quagmire, who chose to find their own way back to dry land and how now tries to help others get trapped up to their necks.
In doing this, I use three key words:
Responsibility. Consequences. Accountability.
A stronger mind starts with us taking responsibility for everything we do and say.
We then need to understand the potential consequences of these words and actions.
And we need to be accountable to ourselves, to stick to the plan of who and what we want to be.
There’s no question these days that it’s too easy to blame others for how we’re feeling, to feign outrage or claim to be triggered. We’re encouraged to lash out, to look for scapegoats.
This isn’t a healthy way to be, not for us or for anyone around us, which is why The Reason Everything Happens encourages us to accept – even embrace – our own failings and weaknesses as well as our successes and strengths. It invites us to try to understand why other are the way they are, rather than isolating them because of it.
Because if every did this…well, the logic is that no one would be scapegoating anyone else, no one would be lashing out.
That’s a huge wish on my part, of course. But even if this book encourages one person to choose a new way of thinking, to accept responsibility and understand consequences, to be accountable, then it will have been worth writing.
Oh, and it also tells you how to cook the perfect Beef Wellington.Read more
£15.20 -
Product Management For Dummies
Your one-stop guide to becoming a product management prodigyProduct management plays a pivotal role in organizations. In fact, it’s now considered the fourth most important title in corporate America―yet only a tiny fraction of product managers have been trained for this vital position. If you’re one of the hundreds of thousands of people who hold this essential job―or simply aspire to break into a new role―Product Management For Dummies gives you the tools to increase your skill level and manage products like a pro.
From defining what product management is―and isn’t―to exploring the rising importance of product management in the corporate world, this friendly and accessible guide quickly gets you up to speed on everything it takes to thrive in this growing field. It offers plain-English explanations of the product life cycle, market research, competitive analysis, market and pricing strategy, product roadmaps, the people skills it takes to effectively influence and negotiate, and so much more.
- Create a winning strategy for your product
- Gather and analyze customer and market feedback
- Prioritize and convey requirements to engineering teams effectively
- Maximize revenues and profitability
Product managers are responsible for so much more than meets the eye―and this friendly, authoritative guide lifts the curtain on what it takes to succeed.
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£15.20£19.90Product Management For Dummies
£15.20£19.90 -
Seth Godin 2 Books Collection Set (The Dip and This is Marketing)
Please Note That The Following Individual Books As Per Original ISBN and Cover Image In this Listing shall be Dispatched CollectivelyThe Dip:
Every new project (or career or relationship) starts out exciting and fun. Then it gets harder and less fun, until it hits a low point – really hard, really not fun. At this point you might be in a Dip, which will get better if you keep pushing, or a Cul-de-Sac, which will never get better no matter how hard you try. The hard part is knowing the difference and acting on it.This is Marketing:
No matter what your product or service, this book will help you reframe how it’s presented to the world, in order to meaningfully connect with people who want it. Seth employs his signature blend of insight, observation, and memorable examples to teach you:Read more
£15.20 -
HBR’s 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR’s 10 Must Reads): Bonus Article: An Interview with Andris Zoltners
Sales isn’t about pushing products or being efficient; it’s about building the right systems to manage and empower your salespeople.
If you read nothing else on sales, read these 10 articles. We’ve combed through hundreds of Harvard Business Review; articles and selected the most important ones to help you understand how to create the conditions for sales success.
This book will inspire you to:
- Understand your customer’s buying center
- Integrate your sales and marketing operations
- Assess your business cycle and its impact on your sales force
- Transition away from solution sales
- Leverage the power of micromarkets
- Introduce tiebreaker selling and consensus selling
- Motivate your sales force properly
This collection of articles includes: “Major Sales: Who Really Does the Buying,” by Thomas V. Bonoma; “Ending the War Between Sales and Marketing,” by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; “Match Your Sales Force Structure to Your Business Life Cycle,” by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; “The End of Solution Sales,” by Brent Adamson, Matthew Dixon, and Nicholas Toman; “Selling into Micromarkets,” by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; “Dismantling the Sales Machine,” by Brent Adamson, Matthew Dixon, and Nicholas Toman; “Tiebreaker Selling,” by James C. Anderson, James A. Narus, and Marc Wouters; “Making the Consensus Sale,” by Karl Schmidt, Brent Adamson, and Anna Bird; “The Right Way to Use Compensation,” by Mark Roberge; “How to Really Motivate Salespeople,” by Doug J. Chung; and “Getting Beyond ‘Show Me the Money,'” an interview with Andris Zoltners by Daniel McGinn.
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£15.30£16.10 -
Revolutionary Revenue: AI Powered Strategies for Sales: AI-Driven Insights For Sales Transformations
In the dynamic world of sales, a new force is reshaping the landscape: Artificial Intelligence. ‘Revolutionary Revenue’ is your essential guide to navigating this AI-driven era. Crafted by Paul Gentile with insights from S.A.G.E., this book is a fusion of human expertise and cutting-edge AI knowledge.
Every page unravels the secrets of AI in sales, offering tangible strategies and real-world applications. Whether you’re a CRO, a sales leader, or an on-the-ground professional, the future is clear: AI is distinguishing the trailblazers from the traditionalists, and the innovators from the inactive.
Don’t just witness the revolution—lead it. Those who fail to harness the power of AI risk fading into obsolescence. Secure your place at the forefront of sales. Dive into ‘Revolutionary Revenue’ today and ensure you’re not just surviving the future, but thriving and defining it.
What You’ll Discover:
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The AI Imperative: Understand why AI is not just an option but a necessity for modern sales strategies. Learn how companies that fail to embrace AI risk obsolescence.
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Demystifying AI: Break down the complexities of AI into digestible insights tailored for sales professionals. Discover how AI is more than just a buzzword—it’s a tool waiting to be harnessed.
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Real-world Applications: Explore case studies and success stories that showcase the tangible benefits of integrating AI into sales processes. Witness the transformation of sales roles, analytics, forecasting, and customer experiences through AI’s lens.
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Ethical Considerations: Navigate the ethical landscape of AI in sales. Understand the responsibilities and considerations when implementing AI-driven strategies.
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Future-Proofing Your Sales: Delve into the future of sales, where AI-driven strategies will become the norm. Equip yourself with the knowledge and tools to stay ahead of the curve.
Why This Book is a Must-Read:
In the vast landscape of sales literature, ‘Revolutionary Revenue’ emerges as a beacon of innovation. More than just a guide, it’s a deep dive into the transformative world of AI-driven sales. With the unique touch of S.A.G.E., an advanced AI persona, this book seamlessly marries decades of human sales expertise with the latest AI insights.
Reading ‘Revolutionary Revenue’ isn’t just about gaining knowledge—it’s about future-proofing your sales strategies. You’ll uncover actionable tactics, real-world applications, and forward-thinking perspectives to set you apart in competitive sales.
This book is your ticket to the forefront in an age where AI is rapidly becoming the dividing line between the industry leaders and the laggards. Equip yourself with the tools, insights, and vision to not just navigate the future of sales – but to shape it.Whether you’re a seasoned sales leader, an aspiring sales professional, or someone curious about the intersection of AI and sales, this book is your roadmap to navigating the evolving landscape of revenue generation in the age of AI.
Unlock the future of sales. Embrace the AI revolution. Transform your strategies.
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£15.50 -
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Silos, Politics and Turf Wars: A Leadership Fable About Destroying the Barriers That Turn Colleagues Into Competitors
Practical and hands-on strategies for breaking down silos and minimizing workplace politics
In yet another page-turner, New York Times best-selling author and acclaimed management expert Patrick Lencioni addresses the costly and maddening issue of silos: the barriers that create organizational politics. Silos devastate organizations, kill productivity, push good people out the door, and jeopardize the achievement of corporate goals.
As with his other books, Lencioni writes Silos, Politics, and Turf Wars as a fictional―but eerily familiar―story. The story is about Jude Cousins, an eager young management consultant struggling to launch his practice by solving one of the more universal and frustrating problems faced by his clients. Through trial and error, he develops a simple yet ground-breaking approach for helping them transform confusion and infighting into clarity and alignment.
In the book, you’ll find:
- Ways to recognize the devastating–and destructive–power of silos
- How to create an overarching thematic goal or rallying cry for your organization
- Strategies for employees to avoid the confusion that often accompanies working in matrix organizations
Perfect for executives, managers, and other business leaders, Silos, Politics, and Turf Wars will also earn a place in the libraries of consultants and other professionals who serve organizations of all sizes.
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£15.70£19.00 -
Marketing For Dummies, 3rd Edition, UK Edition
Smart marketing techniques to get your business noticed.Plan a successful marketing campaign and move your business forward with this fully updated edition of an established bestseller. Packed with practical advice from a team of industry experts, this readable guide features all the latest tools and techniques to help you connect with new customers and retain existing ones. From choosing the right strategy and preparing a marketing plan, to igniting your imagination and producing compelling advertising, you’ll be creating a buzz and increasing profits in no time.
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£15.70£19.00Marketing For Dummies, 3rd Edition, UK Edition
£15.70£19.00 -
Daniel H. Pink The Surprising Truth 3 Books Collection Set (When: The Scientific Secrets of Perfect Timing ,Drive: The Surprising Truth About What Motivates Us, To Sell is Human )
Daniel H. Pink The Surprising Truth 3 Books Collection Set ( When: The Scientific Secrets of Perfect Timing ,Drive: The Surprising Truth About What Motivates Us, To Sell is Human: The Surprising Truth About Persuading, Convincing, and Influencing Others ). Description:- Drive: The Surprising Truth About What Motivates Us Forget everything you thought you knew about how to motivate people – at work, at school, at home. It is wrong. As Daniel H. Pink explains in his paradigm-shattering book Drive, the secret to high performance and satisfaction in today’s world is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and the world. To Sell is Human: The Surprising Truth About Persuading, Convincing, and Influencing Others Parents sell their kids on going to bed. Spouses sell their partners on mowing the lawn. We sell our bosses on giving us more money and more time off. And in astonishing numbers we go online to sell ourselves on Facebook, Twitter and online dating profiles. When: The Scientific Secrets of Perfect Timing Drawing on a rich trove of research from psychology, biology and economics, Pink reveals how best to live, work and succeed. How can we use the hidden patterns of the day to build the ideal schedule? Why do certain breaks dramatically improve student test scores? How can we turn a stumbling beginning into a fresh start? When should you have your first coffee of the day? Why is singing in time with other people as good for us as exercise? And what is the ideal time to quit a job, switch careers, or get married?Read more
£15.80£29.40 -
CROSSROADS: Rugby League’s Greatest Battle
Crossroads – Rugby League’s Greatest Battle is a contrarian and controversial look at rugby league in Australia and the great challenges and threats the code faces into the future.
After the bitter civil war of Super League in the mid 1990s that ripped the heart out of the game, the code was supposed to have a happy ending with the newly merged NRL in 1998 and the creation of the Australian Rugby League Commission (ARLC) in 2012 to govern the code independently, which would enable the code to fight fire with other sports in Australia and allow the sport to finally reach its potential. But that happy ending has eluded the sport and seems further away than ever before, despite the media’s lavish praise for current Chairman Peter V’landys.
Despite rugby league dominating and being the number one sport in both New South Wales and Queensland, with record television ratings, large media deals, solid crowds and extensive media coverage, the game faces great risks to its long-term success, both from within and externally, with threats from the nation’s strongest sport, the AFL.
The outside looks great to most fans, but as Covid exposed the fragilities of the code after years of fiscal mismanagement, only by going deeper do you see the real health of the patient.
Crossroads examines key matters which are not often discussed in today’s agenda-driven and non-independent corporate media, such as leadership, governance, the role of Peter V’landys, country rugby league, financial mismanagement, integrity and ethics, the dangers of today’s media, politics, grassroots, NRL product, expansion, the World Club Challenge and the international game.
Written from the perspective of a long-time fan who is completely independent, it’s a no-nonsense look at the sport and a must read for all who love rugby league.
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Business Model Navigator, The: The strategies behind the most successful companies
A strong business model is the bedrock to business success. But all too often we fail to adapt, clinging to outdated business models that are no longer promising the results we need.
This new edition builds on the well-known methodology of the first edition to allow you to innovate, test and implement new business models within your industry. Discover the idea of business model innovation, from structuring the process of innovation of a company’s business model to encouraging outside-the-box thinking. With expert authors, The Business Model Navigator combines learning research with evidence of high practical impact, allowing you to master the transformation journey and lead your business to success.
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£16.10£23.70 -
The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
Key skills to make sales managers better developers of salespeopleGet out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That’s the “sales management trap,” and it’s exactly what The Accidental Sales Manager addresses and solves.
Full of helpful steps you can apply immediately?whether you’re training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams.
- Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader
- Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn’t
- Author has a previous bestseller, The Accidental Salesperson
Don’t get caught in the “sales management trap” or, if you’re in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.
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£16.20£18.00 -
Business Development For Dummies
Growing a small business requires more than just salesBusiness Development For Dummies helps maximise the growth of small- or medium-sized businesses, with a step-by-step model for business development designed specifically for B2B or B2C service firms. By mapping business development to customer life cycle, this book helps owners and managers ensure a focus on growth through effective customer nurturing and management. It’s not just sales! In-depth coverage also includes strategy, marketing, client management, and partnerships/alliances, helping you develop robust business practices that can be used every day. You’ll learn how to structure, organise, and execute an effective development plan, with step-by-step expert guidance.
Realising that you can’t just “hire a sales guy” and expect immediate results is one of the toughest lessons small business CEOs have to learn. Developing a business is about more than just gaining customers – it’s about integrating every facet of your business in an overarching strategy that continually works toward growth. Business Development For Dummies provides a model, and teaches you what you need to know to make it work for your business.
- Learn the core concepts of business development, and how it differs from sales
- Build a practical, step-by-step business development strategy
- Incorporate marketing, sales, and customer management in general planning
- Develop and implement a growth-enhancing partnership strategy
Recognising that business development is much more than just sales is the first important step to sustained growth. Development should be daily – not just when business starts to tail off, or you fall into a cycle of growth and regression. Plan for growth, and make it stick – Business Development For Dummies shows you how.
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£16.70£19.00Business Development For Dummies
£16.70£19.00 -
Why Does The Pedlar Sing?: What Creativity Really Means in Advertising
Throughout history, selling and entertainment have gone hand in hand – from the medieval pedlar and the medicine show, to generations of TV commercials featuring song and dance, comedy, and cartoon animals, right up to today s celebrities who launch their own multi-million dollar brands. There are good reasons for this; we now understand better than ever before the psychological and sociological reasons why apparent frivolity creates serious business benefits.
And yet the advertising business today seems reluctant to embrace its powerful links with popular culture. Misled on one side by managerial myths of rationality and logic, and on the other by a cultish misunderstanding of creativity , it risks forgetting how to appeal to the public, and how to build successful brands. As a result, evidence suggests, today s advertising is less liked and less effective than ever before.
But it is not too late to reverse this trend. Advertisers and agencies who read this book will rediscover why the pedlar sings, and despite what we ve all been told, why people do buy from clowns. They will be inspired to make their advertising more popular, more famous, more fun again and much more effective.
This is a fabulous book. …It is possibly the book I would most highly recommend to anyone in marketing. Rory Sutherland, Vice Chairman, OgilvyRead more
£16.70£19.00 -
Starting a Business For Dummies
Launch your new business with confidence and skill using the latest guidance from the UK’s most trusted small business guru
Starting a business is one of those courageous and audacious decisions that many of us dream about. If you’re ready to take the leap and turn your great idea into action, or you already have, you’ll need to arm yourself with the best strategies you can find. In Starting a Business For Dummies: UK Edition, business growth expert Colin Barrow, MBA, provides these strategies as he walks you through every critical step in launching your company.
From writing your first business plan to surviving and thriving in your first year, and everything in between, you’ll learn how to go from concept to revenue, handle the post-Brexit United Kingdom regulatory and tax environment and utilise public grants and incentives to help get you off the ground. You’ll also:
- Understand how the UK business landscape has been impacted by Brexit and COVID-19 and the practical steps you can take to adapt
- Finance your new venture with grants from the UK government and enjoy brand-new tax incentives aimed at R&D and innovation
- Find your inspiration with motivating case studies of real-world successes who conquered every challenge the market threw at them
You’ve spent your life building the skills you’ll need for this moment. Let Starting a Business For Dummies: UK Edition show you how to apply them for maximum effect as you grow your company from an idea into an unstoppable juggernaut.
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£16.80£24.70Starting a Business For Dummies
£16.80£24.70 -
Optimal: How to Sustain Excellence Every Day
Bestselling author of Emotional Intelligence Daniel Goleman and co-author Cary Cherniss reveal practical methods for applying the principles of EI to enter an optimal state of high performance, offering a roadmap to being at your best, every day.
There are moments when we achieve peak performance: an athlete plays a perfect game; a business has a quarter with once-in-a-lifetime profits. But these moments are often fleeting, and for every amazing day, we may have a hundred ordinary and even unsatisfying ones. Fulfillment doesn’t come from isolated peak experiences, or elusive ‘flow’ states, but rather from many consistent good days. So how do we sustain performance, while avoiding burnout and maintaining balance?
In Optimal, Daniel Goleman and Cary Cherniss reveal how emotional intelligence can help us have a great day, any day. They explain how to set a realistic, attainable goal of feeling satisfied that you’ve had a productive day ― to consistently work at your ‘optimal’ level. Based on research of how hundreds of people build the inner architecture of having a good day, they sketch what an optimal state feels like, and show how emotional intelligence holds the key to our best performance.
Optimal is the culmination of decades of scientific discoveries bearing on emotional intelligence. Enhanced emotional intelligence pays off in improved engagement, productivity and more satisfying days. In this book, you’ll find the keys to competence in emotional intelligence, and practical methods for applying this skill set more readily. It will equip you to become a highly effective leader and enable you to build an organizational culture that empowers workers to sustain high performance.Read more
£17.10£19.00Optimal: How to Sustain Excellence Every Day
£17.10£19.00
