. .Mr. O'Toole puts soul and values squarely back into a vital topic, leadership."--Tom Peters The New York Times Book Review"A deeply philosophical and eminently practical study of leadership as change."--James MacGregor BurnsPulitzer Prize and National Book Award winner, and author of LeadershipCurrent management philosophy advocates an outmoded Machiavellian approach to running organizations: Leaders are told in countless books that they can only accomplish their goals by being tough, manipulative, dictatorial, or paternalistic as the situation requires.In Leading Change, noted management theorist James O'Toole proposes a provocative new vision of leadership in the business world--a vision of leadership rooted in moral values and a consistent display of respect for all followers. As O'Toole brilliantly demonstrates, values-based leadership is not only fair and just, it is also highly effective in today's complex organizations.When leaders truly believe that their prime goal is the welfare of their followers, they get results. The finest leaders--from political giants like Washington, Jefferson, and Lincoln to contemporary CEOs like Max De Pree and James Houghton--have always shared leadership with their followers. They create organizations that encourage change and self-reevaluation; they foster an atmosphere of open-mindedness and fresh thinking, in which assumptions can be challenged and goals reassessed. Grounded in the ideas of moral philosophy, Leading Change powerfully transcends the standard how-to management primer to define a challenging new approach to leadership. As O'Toole so persuasively argues, growth and change are possible, indeed necessary, and they will be effected by individuals who have the stature and the courage to lead morally. This important book, at once thought-provoking and totally practical, is bound to take its place as one of the landmark business volumes of our times."Jim O'Toole has written the essential work for organizations to survive and thrive in today's changing world. His intellectually penetrating thinking shows us how the sometimes conflicting problems we wrestle with--often in piecemeal fashion--fit together to form a complete picture, even as the picture itself continues to change. His message is so critical to the very existence of every organization that any leader who fails to heed his advice condemns his or her company to mediocrity and/or early death. It's that basic."--Warren Bennis Professor and founding chairman of the Leadership Institute at the University of Southern California Author of An Invented Life and Why Leaders Can't Lead

    Fantastic Book!

    Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success."--Arthur Dorfman, National Vice President, SAP"Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century."--Mike Nathe, Senior Vice President, Essilor Laboratories of America"The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field--and this book tells how do to that in an easy-to-understand, actionable manner."--Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions"There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn't see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results."--John Davis, Vice President, St. Jude Medical"Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader."--Bob Kelly, Chairman, The Sales Management Association "A must-read for managers who want to have a greater impact on sales force performance."--James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University"This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!"--Anita Abjornson, Sales Management Effectiveness, Abbott LaboratoriesAbout the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed?Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:The five critical processes that drive sales performanceHow to choose the right processes for your own teamThe three levels of sales metrics you must collectWhich metrics you can "manage" and which ones you can'tHow to prioritize conflicting sales objectivesHow to align seller activities with business resultsHow to use CRM to improve the impact of coachingAs Neil Rackham writes in the foreword: "There's an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void."Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don't. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

    In Essential Advantage, Booz & Company's Cesare Mainardi and Paul Leinwand maintain that success in any market accrues to firms with coherence: a tight match between their strategic direction and the capabilities that make them unique.Achieving this clarity takes a sharpness of focus that only exceptional companies have mastered. This book helps you identify your firm's blend of strategic direction and distinctive capabilities that give it the "right to win" in its chosen markets. Based on extensive research and filled with company examples—including Amazon.com, Johnson & Johnson, Tata Sons, and Procter & Gamble—Essential Advantage helps you construct a coherent company in which the pieces reinforce each other instead of working at cross-purposes.The authors reveal:· Why you should focus on a system of a few aligned capabilities· How to identify the "way to play" in your market· How to design a strategy for well-modulated growth· How to align a portfolio of businesses behind your capability system· How your strategy clarifies growth, costs, and people decisionsFew companies achieve a capability-driven "right to win" in their market. This book helps you position your firm to be among them.

    For more than a decade, Belle Linda Halpern and Kathy Lubar have applied the lessons and expertise they have learned as performing artists to the work of their company, The Ariel Group. Halpern and Lubar have helped tens of thousands of executives at major companies around the country and the globe, including General Electric, Mobil Oil, Capital One, and Deloitte. In Leadership Presence, they make their time-tested strategies available to everyone, from high-profile CEOs to young professionals seeking promotion. Their practical, proven approach will enable you to develop the skills necessary to inspire confidence, command respect, build credibility, and motivate others. Halpern and Lubar teach you: * How to handle tough situations with heightened confidence and flexibility * How to build your relationships to enhance collaboration and business development * How to express yourself dramatically and motivate others* How to integrate your personal values into communication to inspire others and become a more effective leader Learning the skills of the true performance experts, readers will understand why Leadership Presence is the key to dynamic and authentic leadership.

    This book takes a journey through core go for no philosophies and strategies important for network marketers and expands them into greater detail while applying Ray Higdon’s expertise on each. Topics include dealing with rejection in network marketing, selling in network marketing, and creating the right mindset to be successful in network marketing and many more. PLUS... 17 Inspiring Go for No! stories featuring today’s top leaders, experts, and earners in the profession. A ten-point plan to put the ideas into action immediately. Ray Higdon's Six Keys to network marketing success. Scroll up and grab a copy today!

    More than facts and data alone, stories are fundamental to capturing and expressing our ideas, wishes, and beliefs ... and getting the results we want. The right story can help you: -Nail a job interview -Earn a raise -Close a sale -Build trust with an employee or colleague -Strengthen relationships with customers -Become a more comfortable networker -Win over a skeptic -Rally a team -Align people with a strategy -Promote your brand -Raise a toast -Deliver a eulogy -Get out of a speeding ticket -And more... WHY THIS BOOK? The market is flooded with a dizzying array of books, experts, and resources on business storytelling. This book cuts through the hype to clarify and demystify the storytelling process. So if you're intimidated and think you can't tell a good story, Unleash the Power of Storytelling offers step-by-step instructions for finding, shaping and telling powerful stories. On the other hand, if you think there's nothing new to learn about storytelling, it's probably more complicated than you think. Here you'll learn about the essential ingredients that go into any good story and how to avoid common storytelling pitfalls. A PRACTICAL GUIDE FOR THE BUSY PROFESSIONAL Taking a fun, no-nonsense approach, Unleash the Power of Storytelling will teach you: -The hard science behind why stories work -A simple three-part structure for telling any story -The role of emotion in fueling great stories -How to cut the clutter and focus your story on the essentials -How and where to find great stories -Tips for delivering your stories in the most effective way possible The book also contains tons of practical examples showing you how to use stories in job interviews, presentations, customer calls, employee meetings -- even how to craft the right story for a wedding toast or eulogy!

    As one of the first agents to represent athletes, he's been negotiating mega-deals for almost forty years with a hugely successful record on behalf of stars like Arthur Ashe, Michael Jordan, Jimmy Connors, Patrick Ewing, Stan Smith, and Boomer Esiason. Now Dell shares behind-the-scenes stories of his dealings with some of the most powerful sports owners and executives. He brings the inner workings of the negotiating room to life and offers lessons that readers can apply to their own tough situations. A sample: ? "Never make the first offer" You're not seeking an offer at all; you are seeking information. ? "Business is emotional" If you are less than genuine people will pick up on it, which is much worse than losing your temper every now and then. ? "Know your audience" I finally figured out the key to Jimmy Connors-play to his stubbornness. Don't force Jimmy to do something and he just might do it. ? "Decide what's important" Something extremely important to the other side may be trivial to you, in which case you can gain leverage by giving it to them.

    But what stories do you need to tell and how do you tell them?Stories That Stick provides a clear framework of ideals and a concise set of actions for you to take complete control of your own story, utilizing the principles behind the world’s most effective business storytelling strategies.Professional storyteller and nationally-known speaker Kindra Hall reveals the four unique stories you can use to differentiate, captivate, and elevate:the Value Story, to convince customers they need what you provide;the Founder Story, to persuade investors and customers your organization is worth the investment;the Purpose Story, to align and inspire your employees and internal customers; and the Customer Story, to allow those who use your product or service to share their authentic experiences with others.Telling these stories well is a simple, accessible skill anyone can develop. With case studies, company profiles, and anecdotes backed with original research, Hall presents storytelling as the underutilized talent that separates the good from the best in business.Stories That Stick offers specific, actionable steps readers can take to find, craft, and leverage the stories they already have and simply aren’t telling. Every person, every organization has at least four stories at their disposal. Will you tell yours?

    I wish everyone at Berkshire would follow [Jack Mitchell's] advice--we would own the world." If you want to put your arms around your business and bottom line, you'll want all the updated information and practices found in the landmark business bestseller, Hug Your Customers. The only way to stay in business is to have customers; the only way to increase your profit is to attract more customer visits by providing exceptional customer service. It's that simple says Jack Mitchell. Hug Your Customers shares the hands-on practical philosophy that has allowed Mitchell and his Family of Stores to thrive and excel in today's challenging retail marketplace. Filled with accessible advice, personal case studies and tips any businessperson can use, Hug Your Customers is an energizing blueprint for customer and employee retention, increased per capita spending, and groundbreaking success.

    His beautiful, insightful work is all around us--on movie posters, in advertising, on magazine covers, everywhere. “I delight in inspiring people,” he writes. “I want them to stop, think, and feel.” Now Grecco shares the secrets of great portraits with photographers at every level, in Lighting and the Dramatic Portrait. Sections on cameras, illumination, film and digital, creativity and conceptualization, connecting with the subject, and having a point of view, plus intriguing case studies that show “how I got that picture,” make this book a resource photographers will use again and again through the years. Whether the subject is a star or a soccer mom, Grecco shows how to add artistry, drama, wit, humor, and personality to their portrait.

    (Rhino) Thompson, PhD on the subject of Verbal Judo. Redirecting Behavior with Words explores the need for an approach to conflict and verbal abuse. By uniting the persuasive power found in the rhetorical persuasion of Aristotle and the physical re-directive power of Jigoro Kano's physical judo, this book expounds the principles of the Verbal Judo training program, now recognized around the world as an effective and pragmatic approach to conflict resolution. By using life examples from people in conflict, Thompson and his friend discuss the philosophy of conflict and the birth of Verbal Judo during a car road trip from Albuquerque, New Mexico to Las Vegas, Nevada. Each stop and each situation explores a problem and a solution using words to gain voluntary compliance from angry or emotionally frustrated people. Using a dialogue format and designed as a "Habit of Mind" philosophy for thinking creatively about conflict, Verbal Judo is the next step in resolving the issues that plague all of us when dealing with others in disagreement. From missed expectations to redirecting harsh words, this book was the ground floor for a program that has had over one million participants attending lectures since 1984.

    Panic. Social distancing. Working from home.Suddenly, virtual became king. Digital transformation rolled over us like a tidal wave.Virtual Selling is the new normal. To remain competitive, salespeople, account managers, entrepreneurs, and business professionals must shift the way they engage prospects and customers. There is no turning back.Virtual Selling can be challenging. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. It's natural to feel intimidated by technology and digital tools. In the virtual world, everything moves fast.Virtual Selling is powerful. The good news is with a little training and a few easy-to-learn techniques, you can confidently master virtual sales calls, protect your income, and continue to serve and provide solutions to the customers who depend on you.Virtual Selling is the definitive resource and guide to leveraging video-based technology, digital tools, and virtual communication channels and techniques for human to human engagement and connection. You'll learn directly from Jeb Blount, one of the most sought-after and celebrated sales trainers of our generation.Jeb teaches you: How to choose the right technology stack for your unique situation The five elements of effective virtual sales calls The seven keys to making a lasting impression on video How to make the camera your best friend Why you must be video ready (BVR) all the time How to leverage virtual tools to get more done, in less time, with better outcomes Seven virtual communication strategies you must never forget How to conduct multi-stakeholder virtual sales calls The B.O.N.D. virtual engagement framework How to leverage digital tools to keep buyers engaged and deals advancing after the virtual call How to leverage the powerful M.L.P. strategy within the virtual sales process to bend win probability in your favor The five questions stakeholders are always asking on every virtual call The S.C.O.R.E. Discovery Method for virtual sales calls How to deliver effective virtual demos and presentations that grab attention and seal the deal Key strategies for leveraging Virtual Selling to reduce sales cycles and accelerate pipeline velocity How to ask for what you want, get past objections, and close the deal on virtual sales calls How to reduce costs and boost productivity with a blended virtual/physical sales approach that meets stakeholders where they are on the buying journey Mastering these techniques will instantly separate you from competitors and give you a distinct competitive edge.Virtual Selling is the most comprehensive resource on video-based and digital sales skills ever developed. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to conduct successful virtual sales calls. And, with this newfound confidence, your success and income will soar.Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients―a who's who of the world's most prestigious organizations―right into your hands.

    This dynamic and richly illustrated resource gives meeting leaders, presenters, and consultants a slew of exciting tricks and tools, includingGraphic recording, visual planning, story boarding, graphic templates, idea mapping, etc. Creative ways to energize team building, sales presentations, staff meetings, strategy sessions, brainstorming, and more Getting beyond paper and whiteboards to engage new media platforms Understanding emerging visual language for leading groups Unlocking formerly untapped creative resources for business success, Visual Meetings will help you and your team communicate ideas more effectively and engagingly.

    Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.But dig deeper and a startling truth emerges:Yes, one in nine Americans works in sales. But so do the other eight.Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now.To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds.Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.