Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales but fail in larger ones?"You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

    A team of journalists with unparalleled inside access provides the first full, in-depth account of WikiLeaks, its founder Julian Assange, and the ethical, legal, and political controversies it has both uncovered and provoked.

    This riveting book is both an indictment of an agency that lost its way and an unprecedented look at the roots of modern terrorism, and includes a new afterword in which Baer speaks out about the American war on terrorism and its profound implications throughout the Middle East.“Robert Baer was considered perhaps the best on-the-ground field officer in the Middle East.”–Seymour M. Hersh, The New YorkerFrom The PrefaceThis book is a memoir of one foot soldier’s career in the other cold war, the one against terrorist networks. It’s a story about places most Americans will never travel to, about people many Americans would prefer to think we don’t need to do business with.This memoir, I hope, will show the reader how spying is supposed to work, where the CIA lost its way, and how we can bring it back again. But I hope this book will accomplish one more purpose as well: I hope it will show why I am angry about what happened to the CIA. And I want to show why every American and everyone who cares about the preservation of this country should be angry and alarmed, too.The CIA was systematically destroyed by political correctness, by petty Beltway wars, by careerism, and much more. At a time when terrorist threats were compounding globally, the agency that should have been monitoring them was being scrubbed clean instead. Americans were making too much money to bother. Life was good. The White House and the National Security Council became cathedrals of commerce where the interests of big business outweighed the interests of protecting American citizens at home and abroad. Defanged and dispirited, the CIA went along for the ride. And then on September 11, 2001, the reckoning for such vast carelessness was presented for all the world to see.

    Under Andrew Grove's leadership, Intel has become the world's largest computer chipmaker, the 5th most admired company in America, and the 7th most profitable company among the Fortune 500. Few CEOs can claim this level of success. Grove attributes much of it to the philosophy and strategy he has learned the hard way as he steered Intel through a series of potential major disasters. There are moments in any business when massive change occurs, when all the rules of business shift fast, furiously and forever. Grove calls such moments strategic inflection points (SIPs), and he has lived through several. They can be set off by almost anything - by mega competition, an arcane change in regulations, or by a seemingly modest change in technology. They are not always easy to spot - but you can't hide from them. Intel's first SIP was when the Japanese started producing better-quality, lower-cost memory chips. It took Grove three years and huge losses to recognize that he had to rethink and reposition the company to become, once again, leader in its field.Grove extrapolates the lessons he has learned from this and other SIPs - for instance the drama of the Pentium flaw, and the SIP brought on by the Internet - to reveal a unique insight into the management of change. He recounts strategies from other companies and examines his own record of success and failure. Only the Paranoid Survive is a classic lesson in leadership skills that every manager in every industry will benefit from. Every manager must assume that something will change - very soon.

    Now I’m letting my guard down.” —Hillary Rodham Clinton, from the introduction of What HappenedFor the first time, Hillary Rodham Clinton reveals what she was thinking and feeling during one of the most controversial and unpredictable presidential elections in history. Now free from the constraints of running, Hillary takes you inside the intense personal experience of becoming the first woman nominated for president by a major party in an election marked by rage, sexism, exhilarating highs and infuriating lows, stranger-than-fiction twists, Russian interference, and an opponent who broke all the rules. This is her most personal memoir yet. In these pages, she describes what it was like to run against Donald Trump, the mistakes she made, how she has coped with a shocking and devastating loss, and how she found the strength to pick herself back up afterward. With humor and candor, she tells readers what it took to get back on her feet—the rituals, relationships, and reading that got her through, and what the experience has taught her about life. She speaks about the challenges of being a strong woman in the public eye, the criticism over her voice, age, and appearance, and the double standard confronting women in politics. She lays out how the 2016 election was marked by an unprecedented assault on our democracy by a foreign adversary. By analyzing the evidence and connecting the dots, Hillary shows just how dangerous the forces are that shaped the outcome, and why Americans need to understand them to protect our values and our democracy in the future. The election of 2016 was unprecedented and historic. What Happened is the story of that campaign and its aftermath—both a deeply intimate account and a cautionary tale for the nation.

    In fact, I believe that my chosen profession is a noble calling. That’s why I wanted to be a part of it.”–Joe BidenAs a United States senator from Delaware since 1973, Joe Biden has been an intimate witness to the major events of the past four decades and a relentless actor in trying to shape recent American history. He has seen up close the tragic mistake of the Vietnam War, the Watergate and Iran-contra scandals, the fall of the Berlin Wall, the reunification of Germany, the disintegration of the Soviet Union, the aftermath of the 9/11 attacks, a presidential impeachment, a presidential resignation, and a presidential election decided by the Supreme Court. He’s observed Nixon, Ford, Carter, Reagan, Clinton, and two Bushes wrestling with the presidency; he’s traveled to war zones in Europe, the Middle East, and Africa and seen firsthand the devastation of genocide. He played a vital role by standing up to Ronald Reagan’s effort to seat Judge Robert Bork on the Supreme Court, fighting for legislation that protects women against domestic violence, and galvanizing America’s response (and the world’s) to Slobodan Milosevic’s genocidal march in the Balkans. In Promises to Keep, Biden reveals what these experiences taught him about himself, his colleagues, and the institutions of government.With his customary candor, Biden movingly recounts growing up in a staunchly Catholic multigenerational household in Scranton, Pennsylvania, and Wilmington, Delaware; overcoming a demoralizing stutter; marriage, fatherhood, and the tragic death of his wife Neilia and infant daughter Naomi; remarriage and re-forming a family with his second wife, Jill; success and failure in the Senate and on the campaign trail; two life-threatening aneurysms; his relations with fellow lawmakers on both sides of the aisle; and his leadership of powerful Senate committees.Through these and other recollections, Biden shows us how the guiding principles he learned early in life–the obligation to work to make people’s lives better, to honor family and faith, to get up and do the right thing no matter how hard you’ve been knocked down, to be honest and straightforward, and, above all, to keep your promises–are the foundations on which he has based his life’s work as husband, father, and public servant. Promises to Keep is the story of a man who faced down personal challenges and tragedy to become one of our most effective leaders. It is also an intimate series of reflections from a public servant who refuses to be cynical about political leadership, and a testament to the promise of the United States.

    Never Split the Difference takes you inside his world of high-stakes negotiations, revealing the nine key principles that helped Voss and his colleagues succeed when it mattered the most – when people’s lives were at stake.Rooted in the real-life experiences of an intelligence professional at the top of his game, Never Split the Difference will give you the competitive edge in any discussion.

    The leading thinker on the topic of power, Pfeffer here distills his wisdom into an indispensable guide.” —Jim Collins, author of New York Times bestselling author Good to Great and How the Mighty FallSome people have it, and others don’t. Jeffrey Pfeffer explores why, in Power.One of the greatest minds in management theory and author or co-author of thirteen books, including the seminal business-school text Managing With Power, Jeffrey Pfeffer shows readers how to succeed and wield power in the real world.

    While this advice may work for everyday life, it is, as Kim Scott has seen, a disaster when adopted by managers.Scott earned her stripes as a highly successful manager at Google and then decamped to Apple, where she developed a class on optimal management. She has earned growing fame in recent years with her vital new approach to effective management, the “radical candor” method.Radical candor is the sweet spot between managers who are obnoxiously aggressive on one side and ruinously empathetic on the other. It’s about providing guidance, which involves a mix of praise as well as criticism—delivered to produce better results and help employees achieve.Great bosses have strong relationships with their employees, and Scott has identified three simple principles for building better relationships with your employees: make it personal, get (sh)it done, and understand why it matters.Radical Candor offers a guide to those bewildered or exhausted by management, written for bosses and those who manage bosses. Taken from years of the author’s experience, and distilled clearly giving actionable lessons to the reader; it shows managers how to be successful while retaining their humanity, finding meaning in their job, and creating an environment where people both love their work and their colleagues.

    Beaneath this crisis another shocking story was known by only a select few: six Americans escaped the embassy and hid within a city roiling with suspicion and fear. A top-level CIA officer named Antonio Mendez devised an ingenious yet incredibly risky plan to rescue them before they were detected. Disguising himself as a Hollywood producer, and supported by a cast of expert forgers, deep-cover CIA operatives, foreign agents, and Hollywood special-effects artists, Mendez traveled to Tehran under the guise of scouting locations for a fake science fiction film called "Argo." While pretending to find the ideal film backdrops, Mendez and a colleague succeeded in contacting the escapees and eventually smuggled them out of Iran.After more than three decades, Antonio Mendez finally details the extraordinarily complex and dangerous operation he led. A riveting story of secret identities, international intrigue, and good old-fashioned American ingenuity, Argo is the pulse-pounding account of the history-making collusion between Hollywood and high-stakes espionage.

    Forget short-term symptoms like Donald Trump and Brexit, it is innovation itself that explains them and that will itself shape the 21st century for good and ill. Yet innovation remains a mysterious process, poorly understood by policy makers and businessmen, hard to summon into existence to order, yet inevitable and inexorable when it does happen.Matt Ridley argues in this book that we need to change the way we think about innovation, to see it as an incremental, bottom-up, fortuitous process that happens to society as a direct result of the human habit of exchange, rather than an orderly, top-down process developing according to a plan. Innovation is crucially different from invention, because it is the turning of inventions into things of practical and affordable use to people. It speeds up in some sectors and slows down in others. It is always a collective, collaborative phenomenon, not a matter of lonely genius. It is gradual, serendipitous, recombinant, inexorable, contagious, experimental and unpredictable. It happens mainly in just a few parts of the world at any one time. It still cannot be modelled properly by economists, but it can easily be discouraged by politicians. Far from there being too much innovation, we may be on the brink of an innovation famine.Ridley derives these and other lessons, not with abstract argument, but from telling the lively stories of scores of innovations, how they started and why they succeeded or in some cases failed. He goes back millions of years and leaps forward into the near future. Some of the innovation stories he tells are about steam engines, jet engines, search engines, airships, coffee, potatoes, vaping, vaccines, cuisine, antibiotics, mosquito nets, turbines, propellers, fertiliser, zero, computers, dogs, farming, fire, genetic engineering, gene editing, container shipping, railways, cars, safety rules, wheeled suitcases, mobile phones, corrugated iron, powered flight, chlorinated water, toilets, vacuum cleaners, shale gas, the telegraph, radio, social media, block chain, the sharing economy, artificial intelligence, fake bomb detectors, phantom games consoles, fraudulent blood tests, faddish diets, hyperloop tubes, herbicides, copyright and even – a biological innovation -- life itself.

    Now, in this rare, behind-the-scenes portrait of the Kennedys in their final year together, New York Times bestselling biographer Christopher Andersen shows us a side of JFK and Jackie that we’ve never seen before. Tender, intimate, complex, and, at times, explosive, theirs is a love story unlike any other—filled with secrets, scandals, and bombshells that could never be fully revealed until now.

    Twenty percent of the CEOs of Fortune 500 companies are HBS graduates, as are many of our savviest entrepreneurs (e.g., Michael Bloomberg) and canniest felons (e.g., Jeffrey Skilling). The top investment banks and brokerage houses routinely send their brightest young stars to HBS to groom them for future power. To these people and many others, a Harvard MBA is a golden ticket to the Olympian heights of American business.In 2004, Philip Delves Broughton abandoned a post as Paris bureau chief of the London Daily Telegraph to join nine hundred other would-be tycoons on HBS's plush campus. Over the next two years, he and his classmates would be inundated with the best--and the rest--of American business culture that HBS epitomizes. The core of the school's curriculum is the "case": an analysis of a real business situation from which the students must, with a professor's guidance, tease lessons. Delves Broughton studied more than five hundred cases and recounts the most revelatory ones here. He also learns the surprising pleasures of accounting, the allure of beta, the ingenious chicanery of leveraging, and innumerable other hidden workings of the business world, all of which he limns with a wry clarity reminiscent of Liar's Poker. He also exposes the less savory trappings of b-school culture, from the 'booze luge' to the pandemic obsession with PowerPoint to the specter of depression that stalks too many overburdened students. With acute and often uproarious candor, he assesses the school's success at teaching the traits it extols as most important in business: leadership, decisiveness, ethical behavior, work/life balance.Published during the one hundredth anniversary of Harvard Business School, Ahead of the Curve offers a richly detailed and revealing you-are-there account of the institution that has, for good or ill, made American business what it is today.

    In I Shouldn't Be Telling You This, she shares her secrets to success. A witty, wise, straight-talking career guide for women, I Shouldn't Be Telling You This is the perfect book for the current economic climate, whether you're just starting out, re-entering the workforce after maternity leave, or simply looking for a career change; essential tips and bold strategies from a gutsy innovator who helped increase Cosmo's circulation by half a million copies per month.

    These people are celebrities now. What was it like when they were just a couple friends with an idea? Founders like Steve Wozniak (Apple), Caterina Fake (Flickr), Mitch Kapor (Lotus), Max Levchin (PayPal), and Sabeer Bhatia (Hotmail) tell you in their own words about their surprising and often very funny discoveries as they learned how to build a company.Where did they get the ideas that made them rich? How did they convince investors to back them? What went wrong, and how did they recover?Nearly all technical people have thought of one day starting or working for a startup. For them, this book is the closest you can come to being a fly on the wall at a successful startup, to learn how it's done.But ultimately these interviews are required reading for anyone who wants to understand business, because startups are business reduced to its essence. The reason their founders become rich is that startups do what businesses do--create value--more intensively than almost any other part of the economy. How? What are the secrets that make successful startups so insanely productive? Read this book, and let the founders themselves tell you.