As Ian Robertson reveals, it applies to humans, too. Success changes the chemistry of the brain, making you more focused, smarter, more confident, and more aggressive. The effect is as strong as any drug. And the more you win, the more you will go on to win. But the downside is that winning can become physically addictive.By understanding what the mental and physical changes are that take place in the brain of a "winner," how they happen, and why they affect some people more than others, Robertson answers the question of why some people attain and then handle success better than others. He explains what makes a winner—or a loser—and how we can use the answers to these questions to understand better the behavior of our business colleagues, family, friends, and ourselves.

    This guide provides a quick reference to all of the key topics around early-stage startup valuation and provides step-by-step examples for several valuation methods. In more detail, this Founder’s Pocket Guide helps startup founders learn: What a startup valuation is and when you need to start worrying about it. Key terms and definitions associated with valuation, such as pre-money, post-money, and dilution. How investors view the valuation task, and what their expectations are for early-stage companies. How the valuation fits with your target raise amount and resulting founder equity ownership. How to do the simple math for calculating valuation percentages. How to estimate your company valuation using several accepted methods. What accounting valuation methods are and why they are not well suited for early-stage startups.

    Under such pressure to stay alive—let alone grow—it’s easy for entrepreneurs to get caught up in a never-ending cycle of “sell it—do it, sell it—do it” that leaves them exhausted, frustrated, and unable to get ahead no matter how hard they try.This is the exact situation Mike Michalowicz found himself in when he was trying to grow his first company. Although it was making steady money, there was never very much left over and he was chasing customers left and right, putting in twenty-eight-hour days, eight days a week. The punishing grind never let up. His company was alive but stunted, and he was barely breathing. That’s when he discovered an unlikely source of inspiration—pumpkin farmers.After reading an article about a local farmer who had dedicated his life to growing giant pump­kins, Michalowicz realized the same process could apply to growing a business. He tested the Pumpkin Plan on his own company and transformed it into a remarkable, multimillion-dollar industry leader. First he did it for himself. Then for others. And now you. So what is the Pumpkin Plan?Plant the right seeds: Don’t waste time doing a bunch of different things just to please your customers. Instead, identify the thing you do better than anyone else and focus all of your attention, money, and time on figuring out how to grow your company doing it. Weed out the losers: In a pumpkin patch small, rotten pumpkins stunt the growth of the robust, healthy ones. The same is true of customers. Figure out which customers add the most value and provide the best opportunities for sustained growth. Then ditch the worst of the worst. Nurture the winners: Once you figure out who your best customers are, blow their minds with care. Discover their unfulfilled needs, innovate to make their wishes come true, and overdeliver on every single promise.Full of stories of other successful entrepreneurs, The Pumpkin Plan guides you through unconven­tional strategies to help you build a truly profitable blue-ribbon company that is the best in its field.

    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.

    How to Stop Worrying and Start Living – The book's goal is to lead the reader to a more enjoyable and fulfilling life, helping them to become more aware of, not only themselves, but others around them. Carnegie tries to address the everyday nuances of living, in order to get the reader to focus on the more important aspects of life.How to Win Friends and Influence People - can enable you to make friends quickly and easily, help you to win people to your way of thinking, increase your influence, your prestige, your ability to get things done, as well as enable you to win new clients, new customers.Dale Carnegie (1888–1955) was an American writer and lecturer and the developer of famous courses in self-improvement, salesmanship, corporate training, public speaking, and interpersonal skills. Born into poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People (1936), a massive bestseller that remains popular today. Excerpt:"I came home to my lonely room each night with a sick headache-a headache bred and fed by disappointment, worry, bitterness, and rebellion. I was rebelling because the dreams I had nourished back in my college days had turned into nightmares. Was this life? Was this the vital adventure to which I had looked forward so eagerly?"

    Due to its age, it may contain imperfections such as marks, notations, marginalia and flawed pages. Because we believe this work is culturally important, we have made it available as part of our commitment for protecting, preserving, and promoting the world's literature in affordable, high quality, modern editions that are true to the original work.

    So, in a world where everybody is competing with their answers, how do you differentiate yourself from everybody elseWith a question.The Dan Sullivan Question provides: * The three things everyone wants. * An immediate insight into the kind of relationship you could expect to have with a particular person. * A peek into the other persons future goals, and the opportunity to be instrumental in making them happen.

    In this groundbreaking follow-up to the bestselling Crush It!, Vaynerchuk—one of Bloomberg Businessweek’s “20 People Every Entrepreneur Should Follow”—looks beyond a numbers-based analysis to explore the value of social interactions in building our economy.

    They have fought for competitive advantage, battled over market share, and struggled for differentiation. Yet, as this influential and immensely popular book shows, these hallmarks of competitive strategy are not the way to create profitable growth in the future.In the international bestseller Blue Ocean Strategy, W. Chan Kim and Renee Mauborgne argue 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. Such strategic moves, which the authors call “value innovation,” create powerful leaps in value that often render rivals obsolete for more than a decade.Blue Ocean Strategy presents a systematic approach to making the competition irrelevant and outlines principles and tools any company can use to create and capture their own blue oceans. A landmark work that upends traditional thinking about strategy, this bestselling business book charts a bold new path to winning the future.

    TAKE YOUR SHOT is ultimately an answer to the question: “How Can I Grow My Business, Attract More Clients, and Make More Money?” TAKE YOUR SHOT is the story about Russ Hibbert. Russ is a hard worker, dedicated to his wife and children, and building a career as a golf professional. But one day he wakes up and realises his business is going nowhere. A chance meeting with a business coach, David, leads to a dramatic change and an opportunity, for Russ, to design the business that he always wanted. TAKE YOUR SHOT will teach you: To change your perceptions of your own business so that you get out of your own way To set a brave goal, develop a strong desire to overcome obstacles, and the activities required to achieve your goal How to build desirable products, price those products confidently and demonstrate value to prospects How to get the business and life you’ve always dreamed of, increased prosperity, and to have fun! “TAKE YOUR SHOT is a great easy to read book that contains some serious messages for anyone working hard at building a business. I came across a phrase many years ago which can apply to many self-employed individuals 'it's easy to become a busy fool'. Reading this book will stop you falling into that trap as the serious messages are about the importance of belief, aiming high, being brave creating systems and surrounding yourself with the right people. A very uplifting read as the reader follows the journey of the main character as he learns to work smarter and enjoy life again.” Sandra Webber, High-Performance Coach and Author of Own It - Regain Control and Live Life on Your Terms

    500 CEOs.An instant classic, this revised and updated edition of the phenomenal bestseller dispels the myths about starting your own business. Small business consultant and author Michael E. Gerber, with sharp insight gained from years of experience, points out how common assumptions, expectations, and even technical expertise can get in the way of running a successful business.Gerber walks you through the steps in the life of a business—from entrepreneurial infancy through adolescent growing pains to the mature entrepreneurial perspective: the guiding light of all businesses that succeed—and shows how to apply the lessons of franchising to any business, whether or not it is a franchise. Most importantly, Gerber draws the vital, often overlooked distinction between working on your business and working in your business.The E-Myth Revisited will help you grow your business in a productive, assured way.

    In his latest book, he draws on what he learned from his own ten-year journey as well as from coaching thousands of others to walk you through the seven stages to discovering and doing meaningful work. Relevant to any job or industry, you’ll learn step-by-step how to:1. Get Clear on the work you were uniquely made to do and why.2. Get Qualified to do the work you were created for.3. Get Connected with the right people who can open the doors to your dream.4. Get Started by overcoming the emotions and mistakes that often hold people back.5. Get Promoted by developing winning habits and traits.6. Get Your Dream Job by doing work you love and accomplishing results that matter to you.7. Give Yourself Away by expanding the dream to leave a legacy.This is your moment. You are needed, and you were made to contribute. It’s time to exit the daily grind and use your talents to start living your dream once and for all.

    When a co-worker loses 20 pounds, or a friend runs a marathon while completing a huge project at work, we assume they have more grit, more willpower, more innate talent, and above all, more motivation to see their goals through.But that's not at actually true, as popular Inc.com columnist Jeff Haden proves. "Motivation" as we know it is a myth. Motivation isn't the special sauce that we require at the beginning of any major change. In fact, motivation is a result of process, not a cause. Understanding this will change the way you approach any obstacle or big goal.Haden shows us how to reframe our thinking about the relationship of motivation to success. He meets us at our level--at the beginning of any big goal we have for our lives, a little anxious and unsure about our way forward, a little burned by self-help books and strategies that have failed us in the past-and offers practical advice that anyone can use to stop stalling and start working on those dreams.Haden takes the mystery out of accomplishment, proving that success isn't about spiritual awakening or a lightning bolt of inspiration --as Tony Robbins and adherents of The Secret believe--but instead, about clear and repeatable processes. Using his own advice, Haden has consistently drawn 2 million readers a month to his posts, completed a 107-mile long mountain bike race, and lost 10 pounds in a month.Success isn't for the uniquely-qualified; it's possible for any person who understands the true nature of motivation. Jeff Haden can help you transcend average and make lasting positive change in your life.

    For more than three decades, Zig Ziglar, one of the great motivators of our age, has traveled the world, encouraging, uplifting, and inspiring audiences. His groundbreaking best-seller, See You at the Top, remains an authentic American classic. This revised and updated edition stresses the importance of honesty, loyalty, faith, integrity, and strong personal character.

    The true measure of any leader is his or her ability to react based on past experience and gut feelings, respond in real time to current circumstances, and then to recover quickly and move on with new lessons learned. The Little Book of Leadership combines classic style with the latest innovations to challenges the reader to self-evaluate every facet of their leadership, coaching, and communication abilities in order to better formulate what actions can be taken to improve their natural skills. Ideas and answers are provided for every challenge.Chapters include information about the 12.5 leadership strengths: From insights to legacy and every element in between. Morale, Attitude, Resilience, Opportunity, Guts, Measurement, Coach, Celebration, Next-level, and Lost Secret of Leadership Foreword by Dr. Paul "Doc" Hersey, creator of Situational Leadership Other books by Gitomer: The Sales Bible: The Ultimate Sales Resource, Revised Edition, also by Wiley, The Little Red Book of Selling (Bard Press) The Little Gold Book of YES! Attitude (Pearson) Whereas other books rely on theory or philosophy, The Little Book of Leadership takes leadership into the real world of business, providing proven methods for becoming a successful leader.