As an executive, board member, advisor, and investor, John has not only coached a generation of companies on selling, but he has also influenced a generation of executives and leaders in technology, Mike Speiser-Managing Director-Sutter Hill VenturesThe learnings in The Qualified Sales Leader will help you and your sales team sell more, make more money and grow your career in enterprise sales. Luca Lazzaron-CRO SprinklrMost sales books are boring, clinical "textbooks" that "cookie-cutter" a few generic ideas into a monotonous, dull read, that puts you to sleep. The Qualified Sales Leader is an easy read, dripping with the fundamentals of enterprise sales. Real world advice that you'll put to use the next day. Chris Degnan-CRO-SnowflakeThe Qualified Sales Leader is an easy to read book that will absolutely resonate through any enterprise software sales team. Realistic, usable advice for any sales leader or sales rep. If you're in enterprise sales, you'd be crazy not to read this book Cedric Pech-CRO-MongoDBMonthly someone asks:, "When are you going to write a book". When I ask, "Why?", I'm told, "Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces", Why:6 of 10 sales reps fail, not because they couldn't sell but because they were assigned the wrong accounts. Sales leaders don't align skillsets to account complexity.Rep attrition at most SaaS companies is over 20%Sales leaders can't recruit A playersSales Leaders don't coach their reps on deal advancement issuesMost sales leaders are "glorified scorekeepers"Most sales leader don't motivate their sales teamThey're focused on deals, not rep competencySales forecasts are inaccurate because most reps game the CRM system.Sales team leaders lack qualification of sales stage exit criteriaMany salesforces only win 50% of their proof of conceptsThey're unable to frame a winning POC Criteria because they skip steps 8 of 10 executive buyers say the sales meetings they take are a waste of time.Sales reps lack the ability to sell business value aligned to specific personas and use cases. 4 of 10 reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. Reps don't quantify critical business pain to create a buying influence.Reps can't find high-level business champions, only low-level coachesLeaders don't teach them to find pain above the noise.Reps find pain but can't attract a championManagers have them selfishly focused on closing a sale instead of earning trust.40% of reps say they feel out of control during the sales process.Leaders don't teach them how to control the process.Reps can't get high in the tree to drive large deals.They don't speak the language of the Economic Buyer.50% of reps say they can't overcome price objections while sales leaders struggle to increase the average deal size. Managers are pushing their sales reps into vending, not selling. Reps can't answer the simple "3 Whys" for forecasted dealsWhy do they have to buy? Why do they have to buy from us? and Why do they have to buy now?Top sales leaders will find the answers to these issues and more in The Qualified Sales LeaderFrom the PublisherJohn is widely recognized as the only person having been the CRO (Chief Revenue Officer) at five public, enterprise software companies, PTC, Geo-Tel, Ariba, BladeLogic and BMC.John's expertise was formulated as a pre-IPO member of 4 of the 5 companies listed above.Today, John is a board member at public software companies Snowflake, MongoDB and private, pre-IPO companies Lacework, Sigma, Cybereason and Observe. In the past, John has been a board member or executive consultant to: Hubspot, Glass Door AppDynamics and Sprinklr.

    Unfortunately, change is extraordinarily difficult, and most attempts to initiate and sustain it fail. In It Starts with One, J. Stewart Black and Hal B Gregersen identify the core problem: changing individuals and the "mental maps" inside their heads must happen before you can change the organization. Just as actual maps guide people's footsteps, mental maps guide daily behavior. Successful strategic change for the organization is all about changing individual mental maps and behaviors first, because they are the organization.To change organizations, you must break through your own brain barrier -- and help those around you do the same. One step at a time, It Starts with One shows how to do that: how to create new destinations, and new, more inspiring effective paths to sustainable change. Black and Gregersen systematically identify the brain barriers that stand in your way: failure to see, failure to move, and failure to finish. Drawing on their extensive experience consulting with world-class organizations, they offer integrated tools, strategies, and solutions for overcoming each of these obstacles. This edition offers even more effective tools, more guidance on leading change in globalizing environments, and more insight into changing your own mental maps...liberating yourself to transform your entire organization.Seventy percent of organizations that seek strategic change fail. Organizations can't change because individuals don't change. Individuals don't change because powerful mental maps stand in their way. This book offers a powerful, start-to-finish strategy for helping people redraw their mental maps -- and unleash their power to deliver superior, sustained strategic change. Thoroughly updated with new techniques, case studies, and examples, this book offers even more valuable insights for today's leaders and managers.

    The solution? Collective efficacy (CE)--the belief that, through collective actions, educators can influence student outcomes and increase achievement. Educators with high efficacy show greater effort and persistence, willingness to try new teaching approaches, and attend more closely to struggling students' needs. This book presents practical strategies and tools for increasing student achievement by sharing:Rationale and sources for establishing CE Conditions and leadership practices for CE to flourish Professional learning structures/protocols

    But sometimes what can make or break your learning community are the intangibles--the relationships, identity, and connections that make up its culture. Authors Fisher, Frey, and Pumpian believe that no school improvement effort will be effective unless school culture is addressed. They identify five pillars that are critical to building a culture of achievement:1. Welcome: Imagine if all staff members in your school considered it their job to make every student, parent, and visitor feel noticed, welcomed, and valued.2. Do no harm: Your school rules should be tools for teaching students to become the moral and ethical citizens you expect them to be.3. Choice words: When the language students hear helps them tell a story about themselves that is one of possibility and potential, students perform in ways that are consistent with that belief.4. It's never too late to learn: Can you push students to go beyond the minimum needed to get by, to discover what they are capable of achieving?5. Best school in the universe: Is your school the best place to teach and learn? The best place to work?Drawing on their years of experience in the classroom, the authors explain how these pillars support good teaching and learning. In addition, they provide 19 action research tools that will help you create a culture of achievement, so that your school or classroom is the best it can be. After reading this book, you'll see why culture makes the difference between a school that enables success for all students and a school that merely houses those students during the school day.

    It is the quality of these, whatever the size of the organisation, which make the difference between organisations which thrive, and those which stagnate.This is not to argue for soft, easy and comfortable options. Instead it considers how top leaders manage to walk the line between the impossible and the possible, between the undoable and the doable, and to create conditions for productive work which transcend the difficulties which come towards us every day. Instead of dodging them, they embrace them. And by navigating high challenge, low threat, they show how others how to do the same.

    click with others? It's something we never learn in school... a shame because Connecting Instantly with others just might be the most important skill you'll ever learn. The first 60 seconds of an interaction is the gatekeeper of friendship and relationships. It determines whether people will invest time and energy in you... and simply care about you. Nail it, and you'll be given the benefit of the doubt in any situation... fail to click instantly and you'll fall into the dreaded zone of apathy and "who cares about them?" We don't get second chances in a reality that deals largely in snap judgments. Connect Instantly was written specifically to deal with those crucial first moments of interaction, and make sure that you control 100% that you click and make a great impression, and reap the rewards of it. What about clicking instantly will you learn? * How outbound positivity always comes full circle and inbound - back to you. * What ignoring small details in favor of the main message can do for your conversational flow. * The small acts of service that require zero effort... but make people love you. As well as... * Telltale signs of genuineness and authenticity in your smile. * Why asking people's opinions makes them value your opinions more. * The bonding power of imperfections, flaws, and vulnerability. When you can master the first 60 seconds of an interaction, your world is simply opened up. If you can pass everyone's gatekeeper and leave them wanting to invest time and emotion into you, there's no more powerful emotion. You'll be first in line for every business opportunity because people will assume the best of you. You'll always be attractive to the opposite sex because of that impression. Old friends will want to see you more, and new friends will want to strengthen that bond quickly - are you ready for all the new friends you'll have? Don’t hesitate to pick up your copy today by clicking the BUY NOW button at the top of this page! P.S. Use snap judgments to your advantage!

    The ethic of "more, bigger, faster" exacts a series of silent but pernicious costs at work, undermining our energy, focus, creativity, and passion. Nearly 75 percent of employees around the world feel disengaged at work every day. "The Way We're Working Isn't Working "offers a groundbreaking approach to reenergizing our lives so we're both more satisfied and more productive--on the job and off.By integrating multidisciplinary findings from the science of high performance, Tony Schwartz, coauthor of the #1 bestselling "The Power of Full Engagement, "makes a persuasive case that we're neglecting the four core needs that energize great performance: sustainability (physical); security (emotional); self-expression (mental); and significance (spiritual). Rather than running like computers at high speeds for long periods, we're at our best when we pulse rhythmically between expending and regularly renewing energy across each of our four needs.Organizations undermine sustainable high performance by forever seeking to get more out of their people. Instead they should seek systematically to meet their four core needs so they're freed, fueled, and inspired to bring the best of themselves to work every day.Drawing on extensive work with an extra-ordinary range of organizations, among them Google, Ford, Sony, Ernst & Young, Shell, IBM, the Los Angeles Police Department, and the Cleveland Clinic, Schwartz creates a road map for a new way of working. At the individual level, he explains how we can build specific rituals into our daily schedules to balance intense effort with regular renewal; offset emotionally draining experiences with practices that fuel resilience; move between a narrow focus on urgent demands and more strategic, creative thinking; and balance a short-term focus on immediate results with a values-driven commitment to serving the greater good. At the organizational level, he outlines new policies, practices, and cultural messages that Schwartz's client companies have adopted."The Way We're Working Isn't Working "offers individuals, leaders, and organizations a highly practical, proven set of strategies to better manage the relentlessly rising demands we all face in an increasingly complex world.

    The ability to keep going despite setbacks is more important than your IQ, character or other external factors like your upbringing or surroundings.But what does it really mean to “never give up”? What exactly is grit? How do you persevere when faced with larger than life difficulties? How do you keep going when you’re at the brink of exhaustion and all your hard work hasn’t been rewarded yet?I wrote this book to explore the subject of persistence from a more scientific point of view than cliché self-help sayings. I want to share with you how exactly to stick to your goals according to peak performers and science – not vague motivational advice that assumes we have unlimited strength once we’re motivated enough.Here are just a couple of things you will learn from the book:- A crucial piece of advice you can learn from the first people who reached the South Pole. If you make the wrong choice, you’ll burn out – guaranteed.- What famous American comic Jerry Seinfeld did in his early days of career to keep going. It’s a simple trick that provides huge results.- What a study on top musicians, athletes, actors and chess players can teach you about achieving results and persistence. The elite performers practice much fewer hours than you believe.- Five of the most common ways you lead yourself to self-sabotage. Usually, you’re not even aware of how many of your efforts go for naught simply because of the five things I discuss in this book.- According to studies, this one trait is strongly associated with grit and persistence. Learn what it is and how to develop it in five different ways.- Five focusing questions to keep going. Asking yourself these questions will help you boost your motivation when you’re at the brink of giving up.- How listening to others whining makes a part of your brain shrink and affects your ability to persevere when faced with setbacks.- Six bestselling authors and bloggers share their best techniques on how to keep going when you want to give up: Stephen Guise (author of “Mini Habits: Smaller Habits, Bigger Results”), Joel Runyon (blogger at ImpossibleHQ.com), Serena Star-Leonard (bestselling author of “How to Retire in 12 Months: Turning Passion into Profit”) Derek Doepker (bestselling author of “Why You’re Stuck”), Michal Stawicki (bestselling author of “Trickle-Down Mindset: The Missing Element in Your Personal Success”), and Hung Pham (bestselling author of “Break Through: 12 Powerful Steps to Destroy Your Mental Barriers and Achieve Success”).There’s no reason why you should give up if you’re working on the right goal. Learn how to make sure you’ll reach your objectives. Scroll up and buy the book now.For more free resources, sign up for my self-improvement newsletter:http://www.profoundselfimprovement.co...

    The Six Disciplines provides the definitive road map and tools for optimizing the business impact of leadership and management training, sales, quality, performance improvement, and individual development programs. This important book presents the theories and techniques behind the approach and includes expert advice for bridging the "learning-doing" gap. The authors' recommendations are illustrated with dozens of real-life examples from successful companies on the cutting edge of results-driven educational performance.

    This book is a superb introduction for new nonprofit executives, board members, and students. It is also an excellent refresher and reference for those of us who have been around the nonprofit sector for a while. It is well written, concise, and thought provoking." --J. Gregory Dees, Professor of the Practice of Social Entrepreneurship and Nonprofit Management at Duke University's Fuqua School of Business, and coauthor of Enterprising Nonprofits and Strategic Tools for Social Entrepreneurs"A very practical guide to understanding and managing the finances of a nonprofit organization. As nonprofits strive for greater accountability, Tom McLaughlin's real-world examples and accessible style make this book indispensable for nonprofit executives, managers, and board members at organizations of any size." --Gordon J. Campbell, President and CEO, United Way of New York City"Tom McLaughlin's powerful book is far more than a useful tool. It provides the philosophical approach to instill strong stewardship and future viability to those in the world of nonprofits. He takes apart the complex issues of nonprofit stewardship just as Einstein translated relativity into a simple equation. Purely masterful." --Jim Mellor, Senior VP, Chief Financial Officer, YMCA of the USANote: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.

    In this important resource, a new cast of student affairs scholars and practitioners examine the changing context of the student experience in higher education, the evolution of the role of student affairs professionals, and the philosophies, ethics, and theories that guide the practice of student affairs work.The fifth edition covers a broad range of relevant topics including historical roots and development of the profession, philosophies and ethical standards, legal issues, theoretical bases of the profession, organizing and managing student affairs programs, and essential competencies: leadership, multiculturalism, supervision, teaching, counseling and helping skills, advising and consultation, conflict resolution, community development, professionalism, and developing institutional partnerships. It also addresses the future of student affairs practice and how it is informed by student learning outcomes and technology."The painstakingly thorough coverage of topics important to the profession of student affairs makes this handbook a valuable resource to the scholarly and practice communities of the profession." --John M. Braxton, professor, Higher Education Leadership and Policy Program, Peabody College, Vanderbilt University; editor, Journal of College Student Development"Continues three decades of excellence in providing a comprehensive set of resources that provides firm grounding for the higher education student affairs community in all aspects of our profession." --Michael J. Cuyjet, professor, Department of Educational and Counseling Psychology, University of Louisville"Casts an impressively wide net, thoroughly capturing critical topics and offering a deeply nuanced and technical, yet readily accessible narrative trajectory and study of student affairs in higher education." --Theresa A. Powell, vice president for student affairs, Temple University

    This radically simple concept is the heart of Leaders Open Doors.This book presents a fresh and unique take on leadership that will benefit experienced leaders and those just starting their leadership journeys. With a little courage, anyone at any level can be a leader.Drawing on two decades of experience, author and speaker, Bill Treasurer, in this new second edition, combines personal stories and anecdotes to illustrate how (and how not) to inspire people. He approaches these ideas with the belief that great leadership is not hierarchical--it is the peoples' willingness to take initiative and reach their goals that is crucial to successful leadership.

    With humor, empathy, and insight, Bronson writes of remarkable individuals—from young to old, from those just starting out to those in a second career—who have overcome fear and confusion to find a larger truth about their lives and, in doing so, have been transformed by the experience. What Should I Do with My Life? struck a powerful, resonant chord on publication, causing a multitude of people to rethink their vocations and priorities and start on the path to finding their true place in the world. For this edition, Bronson has added nine new profiles, to further reflect the range and diversity of those who broke away from the chorus to learn the sound of their own voice.From the Trade Paperback edition.

    Have you discovered it yet?It is easy to believe that power, influence, and leadership are gifts given to a special few, and that you are not on that short list. But the Bible says otherwise.We all long for significance, even as we fear we will never be good enough. We listen for God, but hear only voices of doubt and practicality. Listen again. There is a call that only you can answer.Clout is power and influence. It is an undeniable trait that opens doors and moves mountains. You have it, and you can use it to change the world around you. With Scripture and stories from her own life, Jenni Catron maps out the pitfalls and clear paths on the way toward discovering and unleashing your own clout.This is not a quest of power for power s sake. Influence is not a guarantee of fame or fortune. It is an opportunity to use your gifts to do the extraordinary. This is a journey toward discovering your God-given clout and using it to answer God s calling on your life.Learn about Jesus and others who sought to lead like him. Stop dreaming and start planning. Define your direction, set your goals, and confront the challenges that stand between you and the person God made you to be. Step into your sphere of influence with the humble confidence of Christ.Don t hide. We need you. Discover your clout here.

    Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when• coworkers push their work on you—then take credit for it• you accidentally trash-talk someone in an email then hit “reply all”• you’re being micromanaged—or not being managed at all• you catch a colleague in a lie• your boss seems unhappy with your work• your cubemate’s loud speakerphone is making you homicidal• you got drunk at the holiday party