It’s not about to-do lists and accountability charts. It’s about creating a framework for regular check-ins, key results, and most of all, the beauty of a good fail – and how to take a temporary disaster and turn it into a future success. In this book, Wodtke takes you through the fictional case study of Hanna and Jack, who are struggling to survive in their own startup. They fight shiny object syndrome, losing focus, and dealing with communication issues. After hard lessons, they learn the practical steps they need to do what must be done. The second half of the book demonstrates how to use Objectives and Key Results (OKRs) to help teams realize big goals in a methodical way, leaving nothing to chance. Laid out in a practical but compelling way, she makes the lessons of Hanna and Jack’s story clear and actionable. Ready to move your team in the right direction? Read this, and learn the system of creating your focus – and finding success. "Busy grinding without purpose is the secret death of too many startups. In this memorable story, Christina gives us a glimpse of a more satisfying kind of startup--still hard and chaotic but full of purpose and the chance to build something great." James Cham, Founder, Bloomberg Beta "This book is useful, actionable, and actually fun to read! If you want to get your team aligned around real, measurable goals, Radical Focus will teach you how to do it quickly and clearly." -Laura Klein, Principal, Users Know "Someone once told me that 'problems are just opportunities that haven’t presented themselves'. Since I was introduced to OKRs, they've been an invaluable tool for me, and our company. Christina's ideas have been instrumental, allowing me to better navigate the often ambiguous approach to goal setting and along the way creating a more open and accountable team and a clearer path for myself professionally. I personally can't thank her enough for the guidance." Scott Baldwin, Director of Services, Yellow Pencil "Radical Focus illustrates how to implement OKRs in an engaging, compact, realistic story. Best of all, Wodtke proves OKRs can be fun!" Ben Lamorte, OKRs.com

    But that’s hard to do when you, your boss or your team are still trying to replicate the way you work at the office, enduring an endless series of video calls while pretending that yes, everyone is wearing pants.Remote, Inc. shows you a new approach, based on the mindset and habits of people who flourish while working outside the office some or all of the time.  These are the folks who manage to get even more done at home, even though you know they’ve got kids or dogs underfoot and somehow fit in a daily run at lunchtime. Their secret? They think like a “business of one.” That’s how productivity experts Robert C. Pozen and Alexandra Samuel describe the mindset that lets people thrive when they’re working remotely, whether working from home full-time or spending a few days each week in the office. You can follow their lead by embracing the work habits and independence of an entrepreneur – while also tapping into the benefits of collegiality and online collaboration.Remote, Inc. maps out the principles that drive this entrepreneurial approach, and translates them into the specific habits and tools that make remote work productive and enjoyable. It shows you how to:Focus on goals and results instead of the 9-to-5 scheduleWow your managers by treating them like valued clientsBeat information overload with a system that prioritizes the most important emails and messages   Make online meetings purposeful, focused and engaging Learn to love your colleagues again by building great relationships through online collaborationPlan for success in a world in which many professionals will work remotelyJust as important as making you a professional powerhouse, Remote Inc. will help you find a balance between work from home, and life at home.

    Follow Richard and Felicity who are at the end of their financial rope, Morgan who needs a medical miracle for his son, and Ray who needs to find $4.5 million dollars by Wednesday as they each discover their portals to genius. Built on the premise that the solution to every problem is just an idea away, Leslie Householder (award-winning best selling author of The Jackrabbit Factor: Why You Can) and Garrett B. Gunderson (New York Times best selling author of Killing Sacred Cows), bring you an experience you'll never forget through this brilliant work true to its name: Portal to Genius.

    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.

    ""In business, either you're an agent of change, or you're destined to become a victim of change."" -- Norm Brodsky in Inc Magazine

    Simplify, focus, and win by outperforming all your competition on those things that create real value for the customer. This is about substance, not flash, and the ultimate wow factors of high quality performance, consistency and relentless improvement.Thought provoking questions, activities, and action steps are built into every section of the book Author Joe Calloway, an International Speakers Hall of Fame inductee, has been a popular business speaker for thirty years and worked with hundreds of companies to help them create and sustain success Be the Best at What Matters Most will help you and your team focus on taking the actions that maximize results, growth, and profit.

    Yet until now, few have recognized how relevant these powerful ideas are to individuals and their daily work. Every person at a desk, drafting table, workstation, or operating table must (like a factory) deal with the challenge of reducing the waste that creeps into their work. The same Lean principles that have improved efficiencies on the factory floor can be just as powerful--in fact, far more so--in helping individuals boost personal performance.Winner of a 2013 Shingo Research and Professional Publication Award!A Factory of One: Applying Lean Principles to Banish Waste and Improve Your Personal Performance describes how you can foster a new mindset and improve your performance by applying Lean methods to your work. It translates powerful Lean tools such as visual management, flow, pull, 5S, and kaizen to your daily work, revealing how they can help to improve efficiency, reduce waste, and link you ever more closely to customer value. This practice will help you develop better self-awareness, more disciplined problem-solving skills, and the ability to self-correct errors.This book not only provides the tools, but also teaches you how to find the root causes underlying your inefficiencies so you can eliminate them permanently. It will enable you to immediately improve personal productivity while developing the skills needed for continuous improvement. It includes real-world examples that illustrate how these principles have been successfully applied across a range of industries. Providing the perfect mix of what-to-do with why-to-do it, the text details a step-by-step approach to applying Lean principles to your work.Listen to what Daniel Markovitz has to say about his new book, A Factory of One.Part One -- Part Two View the book's website at www.afactoryofone.com.View the author's website at www.timebackmanagement.com.

    Do you ever feel as though your message hasn't gotten across? Do details get lost along the way? Have tense situations ever escalated unnecessarily? Do people buy into your ideas? It all comes down to communication. We all communicate, but few of us do it well. From tough presentations to everyday transactions, there is no scenario that cannot be improved with better communication skills. This book presents an all-encompassing guide to improving your communication, based on the Exec|Comm philosophy: we are all better communicators when we focus focus less on ourselves and more on other people. More than just a list of tips, this book connects skills with scenarios and purpose to help you hear and be heard. You'll learn the skills to deliver great presentations and clear and persuasive messages, handle difficult conversations, effectively manage, lead with authenticity and more, as you discover the secrets of true communication. Communication affects every interaction every day. Why not learn to do it well? This book provides comprehensive guidance toward getting your message across, and getting the results you want. Shift your focus from yourself to other people Build a reputation as a good listener Develop your written and oral communications for the greatest impact Inspire and influence others Communicate more effectively in any business or social situation Did that email come across as harsh? Did you offend someone unintentionally? Great communication skills give you the power to influence someone's thinking and guide them to where you need them to be. Simply Said teaches you the critical skills that make you more effective in business and in life.

    Now in Get The Job You Really Want James brings his experience to bear to help everyone from recent graduates to CEOs in their hunt for their dream job, from identifying the opportunity to making yourself stand out at interview and finally closing the deal on the job offer, Since publishing the first edition James has been inundated with testimonials from real readers who have used the tricks and tools in this definitive guide to jobhunting to finally land the job that they really wanted.

    Robin Dreeke uses his research and years of work in the field of interpersonal relations and behavior to help readers focus on building relationships with others in "It's Not All About Me: The Top Ten Techniques for Building Quick Rapport with Anyone". Dreeke has used the techniques listed in "It's Not All About Me" with skilled professionals within the law enforcement community as well as with sales professionals, educators and individuals across the country and world. He knows the information provided will apply to business professionals of all sectors, those just entering the workforce and those leading companies. "It's Not All About Me" offers readers a look into the human mind, explaining how it really works. From reading body language to massaging egos in order to learn more information, Dreeke provides techniques he's tested and mastered when it comes to building rapport with others. In some aspects, Dreeke's "It's Not All About Me" is about the individual and his wants, goals, desires and dreams. The 10 techniques covered in this guide will help readers achieve their goals by treating others well and placing communal wants and needs above individual ones. Dreeke believes the short and simple nature of his guide to building rapport makes the points easy to understand and adapt to one's life. ** Warning, the content of this book is so effective that the reader should think carefully about how it is used. Dreeke does not endorse or condone the malicious use of these skills. **

    And now there’s a sure-fire way to solve their problems and test solutions: the sprint.While working at Google, designer Jake Knapp created a unique problem-solving method that he coined a “design sprint”—a five-day process to help companies answer crucial questions. His ‘sprints’ were used on everything from Google Search to Chrome to Google X. When he moved to Google Ventures, he joined Braden Kowitz and John Zeratsky, both designers and partners there who worked on products like YouTube and Gmail. Together Knapp, Zeratsky, and Kowitz have run over 100 sprints with their portfolio companies. They’ve seen firsthand how sprints can overcome challenges in all kinds of companies: healthcare, fitness, finance, retailers, and more.A practical guide to answering business questions, Sprint is a book for groups of any size, from small startups to Fortune 100s, from teachers to non-profits. It’s for anyone with a big opportunity, problem, or idea who needs to get answers today.

    You'll get research-based guidelines for improving the way you communicate with your team members. Here is a partial list of what's covered:  -How to use the "3Ws" to clearly assign tasks in emails and get things done. -Four recommendations to help you create powerful subject lines to ensure that your emails are read. -How to use "If...then..." statements in your messages to improve clarity, increase accountability, and reduce the amount of follow-ups. -Tips to show you how to format your email so readers will easily be able to see the most important parts of your message.  -How to list questions and present options instead of asking open-ended queries to reduce back & forth emails.  -How to improve your email open-rate by using the "Delay Delivery" feature to schedule your emails in advance.  Here's what's included in the book:Tactic #1: Assign Tasks in an Email Using the "3Ws"Tactic #2: Write the Perfect Subject LineTactic #3: TL;DR - Write Emails That are Five Sentences or LessTactic #4: Break Long Emails into Two PartsTactic #5: Make Your Emails ScannableTactic #6: Show Instead of Tell by Attaching ScreenshotsTactic #7: Spell Out Time Zones, Dates, and AcronymsTactic #8: Use "If...then..." StatementsTactic #9: Present Options Instead of Asking Open-Ended Questions Tactic #10: Re-Read Your Email Once for a Content CheckTactic #11: Save Drafts of Repetitive EmailsTactic #12: Write It Now, Send It Later Using Delay DeliveryTactic #13: Don't Reply All (Unless You Absolutely Have To)Tactic #14: Reply to Questions InlineTactic #15: Reply Immediately to Time-Sensitive EmailsTactic #16: Read the Latest Email on a Thread Before RespondingTactic #17: Write the Perfect Out-of-Office (OOO) Auto ReplyTactic #18: Share the Rules of Email Ahead of Time Free Bonus As a free bonus for purchasing this book, you'll get a downloadable cheat sheet (a PDF file) that summarizes the content on one single page. You'll also get a PowerPoint presentation (a PPT file) that also summarizes the tactics in the book, but in more detail so you can share the deck with your team.

    You discover that there are no pressing issues and that, on the contrary, your team scored a big new customer and fixed a nagging problem during your absence. No red flags or fires to put out.Sadly, for most leaders this scenario is only a dream. They constantly check on what's happen-ing because they expect the worst (and usually get it). But Keith Murnighan shows that not only is "do nothing" leadership possible, it is also far more effective than doing too much.Great leaders don't work; they facilitate and orchestrate. They think of great strategies and help others implement them. They spend their time preparing for the future. They take a comprehensive view of their terrain while also noticing key details so they can confidently choose the right forks in the road.In other words, great leaders don't do any-thing--except think, make key decisions, help people do their jobs better, and add a touch of organizational control to make sure the final recipes come out okay. In sharp contrast, most leaders are too busy actually working to do these things--and their teams suffer as a result.Do Nothing!'s practical strategies and true stories will show you how to set high expec-tations for your team and watch it rise to the challenge. It will help you establish a healthier culture by trusting people more than they expect to be trusted. And it will help you overcome your natural tendencies toward micromanagement so you can let people do their jobs--even when you know you could do their jobs better.As Murnighan writes, "My experience suggests that you will be surprised--wildly surprised. Peo-ple on your team will reveal skills you never knew they had and will accomplish things that go far beyond your estimate of their capabilities. They might not do things the way you would do them, but they will get results you never expected. Every-one has hidden talents, and most leaders never discover them. Before you reject this approach, ask yourself: what if you did nothing and it actu-ally worked?"

    Through a series of simple questions, readers will create a living document that communicates their values, passions, goals and standards to others, maximizing their leadership potential.Outlines a clear approach for identifying a concise and meaningful set of personal leadership maxims by which leaders can live their lives Explains and applies four basic aspects of leadership: leading yourself, leading the thinking, leading your people, and leading a balanced life Generates a foundational document that serves as a touchstone for leaders and their teams Simple, applicable, and without pretense, One Piece of Paper provides a model for real leadership in the real world.

    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.