The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

    Surprisingly, many of these ideas remain unknown to most of us.     In Mindware, the world-renowned psychologist Richard Nisbett presents these ideas in clear and accessible detail, offering a tool kit for better thinking and wiser decisions. He has made a distinguished career of studying and teaching such powerful problem-solving concepts as the law of large numbers, statistical regression, cost-benefit analysis, sunk costs and opportunity costs, and causation and correlation, probing how best to teach others to use them effectively in their daily lives.      In this groundbreaking book, he shows that a course in a given field--statistics or economics, for example--often doesn't work as well as a few minutes of more practical instruction in analyzing everyday situations. Mindware shows how to reframe common problems in such a way that these powerful scientific and statistical concepts can be applied to them. The result is an enlightening and practical guide to the most powerful tools of reasoning ever developed--tools that can easily be used to make better professional, business and personal decisions.

    Do NOT get stuck in the comments section of life today. Make, do, create the things. Let others tussle it out. Vamos!Before he inspired the world with Hamilton and was catapulted to international fame, Lin-Manuel Miranda was inspiring his Twitter followers with words of encouragement at the beginning and end of each day. He wrote these original sayings, aphorisms, and poetry for himself as much as for others. But as Miranda's audience grew, these messages took on a life on their own. Now Miranda has gathered the best of his daily greetings into a beautiful collection illustrated by acclaimed artist (and fellow Twitter favorite) Jonny Sun.Full of comfort and motivation, Gmorning, Gnight! is a touchstone for anyone who needs a quick lift.

    With a timeless message and the ability to explain success principles and how they work in an entertaining style, her writings are still considered the leaders in prosperity literature today.

    Do you want help figuring out who you are and why you're stuck in the same ruts? The Enneagram is an ancient personality typing system with an uncanny accuracy in describing how human beings are wired, both positively and negatively. In The Road Back to You Ian Morgan Cron and Suzanne Stabile forge a unique approach―a practical, comprehensive way of accessing Enneagram wisdom and exploring its connections with Christian spirituality for a deeper knowledge of ourselves, compassion for others, and love for God. Witty and filled with stories, this book allows you to peek inside each of the nine Enneagram types, keeping you turning the pages long after you have read the chapter about your own number. Not only will you learn more about yourself, but you will also start to see the world through other people's eyes, understanding how and why people think, feel, and act the way they do. Beginning with changes you can start making today, the wisdom of the Enneagram can help take you further along into who you really are―leading you into places of spiritual discovery you would never have found on your own, and paving the way to the wiser, more compassionate person you want to become.

    Silencing that stifling voice once and for all, this salve for creatives introduces ten truths they must face in order to defeat self-doubt. Each encouraging chapter deconstructs a pivotal moment on the path to success—fear of the blank page, the dangers of jealousy, sharing work with others—and explains how to navigate roadblock. Packed with helpful anecdotes, thoughts from successful creatives, and practical exercises gleaned from Danielle Krysa's years of working with professional and aspiring artists—plus riotously apt illustrations from art world darling Martha Rich—this book arms readers with the most essential tool for their toolbox: the confidence they need to get down to business and make good work.

    If readers suffer from negative thoughts, they can take heart! Joyce Meyer has helped millions win these all-important battles. In her most popular bestseller ever, the beloved author and minister shows readers how to change their lives by changing their minds. She teaches how to deal with thousands of thoughts that people think every day and how to focus the mind the way God thinks. And she shares the trials, tragedies, and ultimate victories from her own marriage, family, and ministry that led her to wondrous, life-transforming truth--and reveals her thoughts and feelings every step of the way. This special updated edition includes an additional introduction and updated content throughout the book.

    I learned about myself and learned lessons I will carry with me and reflect on for the rest of my life.”—John W. Fanning, Founding Chairman and CEO napster Inc.“An unusually nuanced view of high-performance cultures.” —Inc.Within each corporation are anywhere from a few to hundreds of separate tribes. In Tribal Leadership, Dave Logan, John King, and Halee Fischer-Wright demonstrate how these tribes develop—and show you how to assess them and lead them to maximize productivity and growth. A business management book like no other, Tribal Leadership is an essential tool to help managers and business leaders take better control of their organizations by utilizing the unique characteristics of the tribes that exist within.

    Drawing on the latest research in psychology, neuroscience and behavioral economics, she draws an anatomy of the power it holds over us. She also reveals some simple and effective tricks that will help you use and save money better—from how being grumpy can stop you getting ripped off to why you should opt for the more expensive pain relief and why you should never offer to pay your friends for favors.An eye-opening and entertaining investigation into the power money holds over us, Mind Over Money will change the way you view the cash in your wallet and the figures in your bank account forever.

    In this straightforward how-to, he offers down-to-earth guidance on crafting an effective and meaningful online platform.In Platform, you will learn how to:Extend your influence, monetize it, and build a sustainable career. Get noticed and start earning money in an increasingly noisy world.  Learn to amplify, update, polish, and organize your content for success.Platform goes behind the scenes into the world of social media success. You’ll discover what bestselling authors, public speakers, entrepreneurs, musicians, and other creatives are doing differently to gain contacts, connections, and followers and win customers in today’s crowded marketplace.With proven strategies, easy-to-replicate formulas, and practical tips, this book makes it easier, less expensive, and more possible than ever to stand out from the crowd and launch a business.

    Someone who is confident can achieve more, stand up for what they believe in and have the courage to risk embarrassment. However, for some, confidence does not come easily. Almost every day we are subjected to situations where our confidence is tested and there are even instances where lack of confidence can hinder our progress in life. Confidencepresents you with the key information you need to build your confidence and make immediate changes to both your personal and professional life. The book covers a broad range of topics and several different situations, providing guidance on how to overcome your self-doubt at every opportunity. Whether you need tips on how to be more confident: At work: - giving presentations, handling job interviews or speaking in public Or in your personal life: - dating, meeting strangers at parties, or social networking. Confidencewill show you how being confident will lead to success in all areas of your life.

    Much of the conventional wisdom the last generation has passed on just doesn’t apply like it once did. If you want to win, and win big, and, more importantly, keep what you work so hard for, you need a crystal-clear view of how the real world works — not how you wish it worked, but how it actually works.In Life Code: The New Rules for Winning in the Real World, six-time New York Times #1 best-selling author Dr. Phil McGraw abandons traditional thinking and tells you the ugly truth about the users, abusers, and overall “bad guys” we all have in our lives. He also reveals the secrets of how they think and how they get to and exploit you and those you love. You’ll gain incredible insight into these negative people, which he refers to as BAITERs (Backstabbers, Abusers, Imposters, Takers, Exploiters, Reckless), and you’ll gain the tools to protect yourself from their assaults. Dr. Phil's new book gives you the “Evil Eight” identifiers so you can see them coming from a mile away, as well as their “Secret Playbook,” which contains the “Nefarious 15” tactics they use to exploit you and take what is yours mentally, physically, socially and professionally. Life Code then focuses on you and your playbook, which contains the “Sweet 16” tactics for winning in the real world.Edgy, controversial and sometimes irreverent, Dr. Phil again abandons convention to prepare you to claim what you deserve and claim it now. You take flying lessons to learn to fly, swimming lessons to learn to swim, and singing lessons to learn to sing. So, why not take winning lessons to learn to win?If you read this book, you’re going to have a huge leg up on the competition, regardless of whether you’re competing for a job, a spouse, a social position, or friends. You are going to have a well-thought-out, passion-fueled strategy built on the skills and confidence that flow from rolling up your sleeves and learning what others simply do not know. By the time you finish this book, you’ll have the power to define success in your life, the ability to spot potential obstacles to your success, and the tools you can immediately implement to get and protect exactly what you want in this life. If you’re stuck in old thinking about hard work, patience and “playing by the rules,” you are about to learn how to “play big” and be the star of your own life. Life Code: The New Rules for Winning in the Real World was written for you.

    Live this new way, and the floodgates of abundance will open and pour over you more riches than you may have dreamed existed.Money? Yes, lots of it. But what's more important, you'll have peace. You'll be in that wonderful minority who lead calm, cheerful, successful lives. Start today. You have nothing to lose, but you have a life to win.

    Part 1 is about the purpose and importance of having principles in general, having nothing to do with mine. Part 2 explains my most fundamental life principles that apply to everything I do. Part 3, explains my management principles as they are being lived out at Bridgewater. Since my management principles are simply my most fundamental life principles applied to management, reading Part 2 will help you to better understand Part 3, but it’s not required—you can go directly to Part 3 to see what my management principles are and how Bridgewater has been run. One day I’d like to write a Part 4 on my investment principles. If you are looking to get the most bang for your buck (i.e., understanding for the effort), I suggest that you read Parts 1 and 2, and the beginning of Part 3 (through the Summary and Table of Principles) which will give you nearly the whole picture. It’s only about 55 pages of a normal size book. Above all else, I want you to think for yourself—to decide 1) what you want, 2) what is true and 3) what to do about it. I want you to do that in a clear-headed thoughtful way, so that you get what you want. I wrote this book to help you do that. I am going to ask only two things of you—1) that you be open-minded and 2) that you honestly answer some questions about what you want, what is true and what you want to do about it. If you do these things, I believe that you will get a lot out of this book. If you can’t do these things, you should reflect on why that is, because you probably have discovered one of your greatest impediments to getting what you want out of life.

    In Getting Things Done, veteran coach and management consultant David Allen shares the breakthrough methods for stress-free performance that he has introduced to tens of thousands of people across the country. Allen's premise is simple: our productivity is directly proportional to our ability to relax. Only when our minds are clear and our thoughts are organized can we achieve effective productivity and unleash our creative potential. In Getting Things Done Allen shows how to:* Apply the "do it, delegate it, defer it, drop it" rule to get your in-box to empty* Reassess goals and stay focused in changing situations* Plan projects as well as get them unstuck* Overcome feelings of confusion, anxiety, and being overwhelmed* Feel fine about what you're not doingFrom core principles to proven tricks, Getting Things Done can transform the way you work, showing you how to pick up the pace without wearing yourself down.