Management Skills

Guide your sales force to its fullest potential

With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there’s much more to it. With this fun and accessible guide, you’ll go beyond the basics of sales to learn how to anticipate clients’ needs, develop psychologist-like insight, and so much more.

Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales―from prospecting to closing.

• Shows you how to reach your fullest potential in sales
• Helps you effectively inspire great performance form any sales force
• Demonstrates how to prospect, recruit, and increase your organization’s income and success
• Teaches you how to manage sales teams to greatness

If you’re one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

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‘The master of productivity.’ Steven Bartlett, creator of Diary of a CEO

‘The book we’ve all been waiting for.’ Dr Julie Smith, author of Why Has Nobody Told Me This Before?

The secret to productivity isn’t discipline. It’s joy.

We think that productivity is all about hard work. That the road to success is lined with endless frustration and toil. But what if there’s another way?

Dr Ali Abdaal – the world’s most-followed productivity expert – has uncovered an easier, happier path to success. Drawing on decades of psychological research, he has found that the secret to productivity and success isn’t grind – it’s feeling good. If you can make your work feel good, then productivity takes care of itself.

In this revolutionary book, Ali reveals how the science of feel-good productivity can transform your life. He introduces the three hidden ‘energisers’ that underpin enjoyable productivity, the three ‘blockers’ we must overcome to beat procrastination, and the three ‘sustainers’ that prevent burnout and help us achieve lasting fulfilment. He recounts the inspiring stories of founders, Olympians, and Nobel-winning scientists who embody the principles of Feel-Good Productivity. And he introduces the simple, actionable changes that you can use to achieve more and live better, starting today.

Armed with Ali’s insights, you won’t just accomplish more. You’ll feel happier and more fulfilled along the way.

‘A much-needed antidote to hustle culture’ Mark Manson, author of The Subtle Art of Not Giving a F*ck

‘An eye-opening and important new book’ Cal Newport, author of Deep Work and Digital Minimalism

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An accurate picture of the LGBTQ rights movement’s achievements is incomplete without this surprising history of how corporate America joined the cause.

Legal scholar Carlos Ball tells the overlooked story of how LGBTQ activism aimed at corporations since the Stonewall riots helped turn them from enterprises either indifferent to or openly hostile toward sexual minorities and transgender individuals into reliable and powerful allies of the movement for queer equality. As a result of street protests and boycotts during the 1970s, AIDS activism directed at pharmaceutical companies in the 1980s, and the push for corporate nondiscrimination policies and domestic partnership benefits in the 1990s, LGBTQ activism changed big business’s understanding and treatment of the queer community. By the 2000s, corporations were frequently and vigorously promoting LGBTQ equality, both within their walls and in the public sphere. Large companies such as American Airlines, Apple, Google, Marriott, and Walmart have been crucial allies in promoting marriage equality and opposing anti-LGBTQ regulations such as transgender bathroom laws.

At a time when the LGBTQ movement is facing considerable political backlash, The Queering of Corporate America complicates the narrative of corporate conservatism and provides insights into the future legal, political, and cultural implications of this unexpected relationship.

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OVER 4 MILLION COPIES SOLD
WALL STREET JOURNAL AND BUSINESSWEEK BESTSELLER
RECOGNIZED AS ONE OF THE MOST ICONIC AND IMPACTFUL STRATEGY BOOKS EVER WRITTEN

The global phenomenon that has sold over 4 million copies, is published in a record-breaking 47 languages and is a bestseller across five continents—now updated and expanded with new content. Named by Fast Company as one of the most influential leadership books in its Leadership Hall of Fame. A strategy classic.

In this perennial bestseller, embraced by organizations and industries worldwide, globally preeminent management thinkers W. Chan Kim and Renée Mauborgne challenge everything you thought you knew about the requirements for strategic success. Recognized as one of the most iconic and impactful strategy books ever written, BLUE OCEAN STRATEGY, now updated with fresh content from the authors, argues that cutthroat competition results in nothing but a bloody red ocean of rivals fighting over a shrinking profit pool. Based on a study of 150 strategic moves (spanning more than 100 years across 30 industries), the authors argue that lasting success comes not from battling competitors but from creating “blue oceans”—untapped new market spaces ripe for growth.

BLUE OCEAN STRATEGY presents a systematic approach to making the competition irrelevant and outlines principles and tools any organization can use to create and capture their own blue oceans. This expanded edition includes:

• A new preface by the authors: Help! My Ocean Is Turning Red
• Updates on all cases and examples in the book, bringing their stories up to the present time
• Two new chapters and an expanded third one—Alignment, Renewal, and Red Ocean Traps—that address the most pressing questions readers have asked over the past 10 years

A landmark work that upends traditional thinking about strategy, this bestselling book charts a bold new path to winning the future. Consider this your guide to creating uncontested market space—and making the competition irrelevant.

To learn more about the power of BLUE OCEAN STRATEGY, visit blueoceanstrategy.com. There you’ll find all the resources you need—from ideas in practice and cases from government and private industry, to teaching materials, mobile apps, real-time updates, and tips and tools to help you make your blue ocean journey a success.

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What do Bill Gates, Henry Ford, J. P. Morgan, Mary Kay Ash, and Walt Disney all have in common? Uncompromising vision, a willingness to take risks, and exceptional business acumen. Not only did these individuals amass great fortunes, they revolutionized the business world and helped shape society as we know it. Theirs are just a few of the stories collected in this anthology of commercial ingenuity.

Drawing on a wealth of sources, this priceless collection brings to life extraordinary achievements, many of them forgotten or little known: how Robert Morris, the preeminent merchant of the eighteenth century, financed the American Revolution with his personal credit; how Ray Kroc used a shrewd real estate strategy to turn a faltering hamburger franchise operation into the McDonald’s fast food empire; and how Mary Kay Ash built a billion-dollar direct sales cosmetics company by preaching a message of economic empowerment to women.

Enlightening and fascinating, Forbes(r) Greatest Business Stories of All Time celebrates larger-than-life ambition, inspired leadership, wheeling and dealing, and hard work.

Forbes is a registered trademark of Forbes Inc. Its use is pursuant to a license agreement with Forbes Inc.

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The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.   Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom.   Once he realized he’d never become the next Mick Jagger, Iannarino turned his focus to a question that’s been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best?    The answer is simple: it’s not about the market, the product, or the competition-it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.   Over twenty-five years, Iannarino has boiled down everything he’s learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including…   ÛSelf-discipline: How to keep your commitments to yourself and others. ÛAccountability: How to own the outcomes you sell. ÛCompetitiveness: How to embrace competition rather than let it intimidate you. ÛResourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ÛStorytelling: How to create deeper relationships by presenting a story in which the client is the hero and you’re their guide. ÛDiagnosing: How to look below the surface to figure out someone else’s real challenges and needs. Once you learn Iannarino’s core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you’ll turn to again and again for proven wisdom, strategies, and tips that really work.

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Sales training doesn’t develop sales champions. Managers do. 

The secret to developing a team of high performers isn’t more training but better coaching.  When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick.  With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better – fast. 

Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.

You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.

Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:

• Boost sales, productivity and personal accountability, while reducing your workload
• Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities
• Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business
• Design, launch and sustain a successful internal coaching program
• Turn-around underperformers in 30 days or less
• Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives
• Coach and retain your top performers
• Collaborate more powerfully and communicate like a world-class leader

Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

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What are the beliefs and behaviors that set great teachers apart? In this internationally renowned bestseller, Todd Whitaker reveals 19 keys to becoming more effective in the classroom.

This essential third edition features new sections on why it’s about more than relationships, how to focus on a consistent, engaging learning environment, and the importance of choosing the right mode―business, parent, child―to improve your classroom management.

Perfect for educators at any level of experience, for independent reading or for schoolwide book studies, this practical book will leave you feeling inspired and ready to do the things that matter most for the people who matter most―your students.

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The book Inc. magazine calls one of “the best, clearest guides to the numbers” on the market.

Inc. magazine calls it one of “the best, clearest guides to the numbers” on the market. Readers agree, saying it’s exactly “what I need to know” and calling it a “must-read” for decision makers without expertise in finance.

Since its release in 2006, Financial Intelligence has become a favorite among managers who need a guided tour through the numbers–helping them to understand not only what the numbers really mean, but also why they matter.

This new, completely updated edition brings the numbers up to date and continues to teach the basics of finance to managers who need to use financial data to drive their business. It also addresses issues that have become even more important in recent years–including questions around the financial crisis and those around broader financial and accounting literacy.

Accessible, jargon-free, and filled with entertaining stories of real companies, Financial Intelligence gives nonfinancial managers the confidence to understand the nuance beyond the numbers–to help bring everyday work to a new level.

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Explore M&A, in simple terms

Mergers & Acquisitions For Dummies provides useful techniques and real-world advice for anyone involved with – or thinking of becoming involved with – transactional work. Whether you are a transactions pro, a service provider tangentially involved in transactions, or a student thinking of becoming an investment banker, this book will provide the insights and knowledge that will help you become successful. Business owners and executives will also find this book helpful, not only when they want to buy or sell a company, but if they want to learn more about what improves a company’s value. The evaluation process used by M&A professionals to transact a business sale is often quite different from the processes used by owners and executives to manage those businesses.

In plain English terms that anyone can understand, this book details the step-by-step M&A process, describes different types of transactions, demonstrates various ways to structure a deal, defines methods to identify and contact targets, provides insights on how to finance transactions, reveals what helps and hurts a company’s valuation, offers negotiating tips, explains how to perform due diligence, analyzes the purchase agreement, and discloses methods to help ensure the combined companies are successfully integrated. If you’re getting involved with a merger or an acquisition, this book will help you gain a thorough understanding of what the heck is going on. Updates to this second edition include quality of earnings reports, representation and warranty insurance, how to hire investment bankers, changes to the offering documents, the rise of family offices, and the ubiquity of adjusted EBITDA (earnings before interest, tax, depreciation, and amortization) as a basis for valuation.

• Understand the merger and acquisition process in a simple, easy-to-understand manner
• Learn the nomenclature and terminology needed to talk and act like a player
• Determine how to hire the people who will help you conduct M&A deals
• Discover tips on how to successfully negotiate transactions

Mergers & Acquisitions For Dummies is a great choice for business owners and executives, students, service providers, and anyone interested in M&A transactions.

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Put into practice today’s winning strategy for achieving success in high-end sales!

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It’s the method being used by one-half of all Fortune 500 companies to train their sales forces, and here’s the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:

• Individual diagnostic exercises
• Illustrative case studies from leading companies
• Practical planning suggestions
• Provocative questionnaires
• Practice sessions to prepare you for dealing with challenging selling situations

Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

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In 2006, Will Guidara and Swiss chef Daniel Humm were placed at the helm of Eleven Madison Park. The establishment, a brasserie with an identity crisis, was in desperate need of magic. In 2017, Eleven Madison Park was named the best restaurant in the world, legendary for its memorable, over-the-top, bespoke hospitality as much as its food. How did Eleven Madison Park pull off this radical transformation? The answer is simple – its world-class hospitality. Guidara’s team would send a family who had never seen snow to Central Park with a sled on a snowy night or track down the cab that a guest had left their iPhone in to retrieve the device. And his hospitality extended beyond the dining room and into the kitchen, where he encouraged his entire restaurant team to learn continuously, tap into their own passions, and think like owners no matter their roles. We can all transform ordinary business transactions into an extraordinary hospitality experience. Through sparkling stories of Guidara’s journey through the restaurant industry, featuring the industry’s most famous players like Daniel Boulud and Danny Meyer, Guidara urges us all to find the magic in what we do – for ourselves, the people we work with, and the people we serve.

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What’s the difference between your competitor and your enemy? You know who your competitors are. You keep tabs on them regularly, and can list them calmly, along with their strengths and weaknesses. But your enemies are a whole other matter. They’re the haters and the doubters who said you’d never make it, the ones who stomped on your dreams. When you think about your enemies, you get emotional. You feel like you won’t let anything―or anyone―stop you. In Choose Your Enemies Wisely, Patrick Bet-David, #1 Wall Street Journal bestselling author, founder of Valuetainment, and host of The PBD Podcast, shows how to harness that emotion to turbocharge your business, dominate this year, and grow for generations after. But first, you need to choose your enemies wisely. Bet-David has spent years perfecting the system that led to the knockout success of his own financial services company. Now, Bet-David shares the secret behind this system: his 12 Business Building Blocks, which will teach you how to seamlessly blend emotion and logic in your business plan. Both a practical document for achieving goals and the fuel needed to fire up yourself and your team, this plan goes beyond the “how” and digs deeper into the “why”: not only how you’ll get funding, but why you need long-term vision; why you must build a culture that makes employees want to run through walls; why you have to know the enemy you’re out to prove wrong. Straightforward and simple, the steps in this book will lead you to move the levers that create exponential growth and lasting success. Read Choose Your Enemies Wisely if you are a visionary, dreamer, and big thinker. Where you are now in your business journey doesn’t matter. By following Bet-David’s plan, you will set up your business for sustainable success and accomplish your most audacious goals.

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TEDx speaker Aubrey Bergauer―“the Steve Jobs of classical music”―reveals how to run a successful arts business in the post-pandemic era, adapting for-profit methods for not-for-profit goals. In the US alone, the arts are a $763 billion sector whose 100,000+ organizations serve almost every community in the nation. There’s no reason arts organizations should struggle to make ends meet. And now, with arts-tested strategies from Aubrey Bergauer, they won’t. This foolproof guide shows how to reach new levels of engagement―while always putting art first. Running your arts organization like a business is your path forward to: Grow audiences and keep them coming back again Make our organizations more inclusive Get younger attendees in the seats and on the donor rolls Generate millions more dollars in revenue Continue to create the art we love―without the stress of figuring out how to afford it Just because arts organizations are non-profits doesn’t mean they shouldn’t make money; it means the money they make goes back to fund the mission―whether that’s music, visual arts, theatre, dance, or one of many other mediums that enrich our lives.

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Digital transformation is a must. Consumers have fully embraced the digital age, and companies have followed suit, deploying programs to adapt to the rapidly evolving marketplace. But the pace of technological change is such that digital trends are shaping the future, revolutionizing the business world and turning it on its head. How can business leaders operate, innovate and thrive in the present and future digital market?

Digital Business Strategy – How to Design, Build and Future-Proof a Business in the Digital Age provides a practical step-by-step guide with frameworks, examples and real-world guidance to break down what is required to deliver complex business transformation.

Six comprehensive sections delve into: understanding the drivers of the digital age, how to develop a digital strategy, the core competencies of a digital business, how to execute transformational change and build a digital culture, how to deliver value today while creating opportunities for tomorrow through ambidextrous roadmap planning and execution techniques, and preparing for the next wave of innovation.

Digital Business Strategy is for C-Suite leaders, first-line management, entrepreneurs, SME business owners and students; anyone interested in shaping their team, business, service or proposition to be digitally sustainable and resilient in the present and future digital era.

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Every manager and every employee in every function can embed climate solutions and reduce greenhouse gas emissions. This book, written by experts in the field of sustainability in business, shows you how.

The climate crisis is one of the greatest challenges we face today, and it affects all aspects of business and society. Consequently, everyone needs to know the best high-impact climate solutions that can be embedded into their organisational area. In this book you will find ideas for your team, your department and your organisation to make this a reality. We provide you with implementation plans and inspiring case studies, with practical and helpful tools that will help you to scale up climate solutions effectively and efficiently. If you are an owner of a company or an executive in any organisation, you will benefit from this step-by-step guide on how to set up your own greenhouse gas management plan, how to set targets and how to reduce the greenhouse gas emissions of your whole organisation. We explain key terms such as Net Zero, Carbon Neutral, carbon emissions equivalents and the three scopes. In order to halve our emissions worldwide by 2030 to achieve Net Zero by 2050, individual actions on a large scale are required, but also systemic changes. We look at the bigger picture in this book and also how you could effect change.

This is the first book to offer an easy-to-implement approach to decarbonise organisations and transform societies, and is appropriate for managers at any level. This book can also be used in business schools to inspire future managers and business leaders. Last, but not least, everyone can find ideas here that they can implement in their personal lives – let’s scale up together!

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