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.

    This is a book about discovering your life's work, that treasure of immeasurable worth we all long for. Its about the task you were born to do. As Jeff Goins explains, the search begins with passion but does not end there. Only when our interests connect with the needs of the world do we begin living for a larger purpose. Those who experience this intersection experience something exceptional and enviable. Though it is rare, such a life is attainable by anyone brave enough to try. Through personal experience, compelling case studies, and current research on the mysteries of motivation and talent, Jeff shows readers how to find their vocation and what to expect along the way.

    Rather, it is a wide-ranging narrative about the movies and their signal role in modern life. The celebrated film authority David Thomson takes us around the globe, through time, and across many media to tell the complex, gripping, paradoxical story of the movies. He tracks the ways we were initially enchanted by movies as imitations of life—the stories, the stars, the look—and how we allowed them to show us how to live. At the same time, movies, offering a seductive escape from everyday reality and its responsibilities, have made it possible for us to evade life altogether. The entranced audience has become a model for powerless and anxiety-ridden citizens trying to pursue happiness and dodge terror by sitting quietly in a dark room.Does the big screen take us out into the world or merely mesmerize us? That is Thomson's question in this grand adventure of a book, vital to anyone trying to make sense of the age of screens—the age that, more than ever, we are living in.

    Provides new insights and observations from Vogler's pioneering work in mythic structure for writers.

    In the mid-1970s Times Square was the seedy symbol of New York’s economic decline. Its once shining star, the renowned Shubert Organization, was losing theaters to make way for parking lots. Bernard Jacobs and Jerry Schoenfeld, two ambitious board members, saw the crumbling company was ripe for takeover and staged a coup amidst corporate intrigue, personal betrayals, and criminal investigations. Once Jacobs and Schoenfeld solidified their power, they turned a collapsed theater-owning holding company into one of the most successful entertainment empires in the world, ultimately backing many of Broadway’s biggest hits, including A Chorus Line, Cats, Les Miserables, Phantom of the Opera, and Mamma Mia! They also sparked the revitalization of Broadway and the renewal of Times Square. Now Michael Riedel tells the stories of the Shubert Organization and the shows that re-built a city in grand style, revealing the backstage drama that often rivaled what transpired onstage, exposing bitter rivalries, unlikely alliances, and—of course—scintillating gossip. This is a great story, told with wit and passion.

    Burka and Lenora M. Yuen offer a probing, sensitive, and sometimes humorous look at the problem that troubles everyone. Revealing the reasons we put off tasks-fears of failure, success, control, separation, and attachment-the authors outline a practical, tested program to overcome procrastination. Candid and understanding, Procrastination is a must-have today for anyone who puts everything off until tomorrow.

    In the pages of The Poetry Home Repair Manual, Kooser brings those decades of experience to bear. Here are tools and insights, the instructions (and warnings against instructions) that poets—aspiring or practicing—can use to hone their craft, perhaps into art. Using examples from his own rich literary oeuvre and from the work of a number of successful contemporary poets, the author schools us in the critical relationship between poet and reader, which is fundamental to what Kooser believes is poetry’s ultimate purpose: to reach other people and touch their hearts. Much more than a guidebook to writing and revising poems, this manual has all the comforts and merits of a long and enlightening conversation with a wise and patient old friend—a friend who is willing to share everything he’s learned about the art he’s spent a lifetime learning to execute so well.

    The model and actress describes life with her famed parents, Roberto Rossellini and Ingrid Bergman, her acting and modeling careers, the men in her life, and other personal relationships.

    Pressfield believes that “resistance” is the greatest enemy, and he offers many unique and helpful ways to overcome it.

    Drawing on her hugely popular lecture courses at Yale and Harvard over the past thirty years, Marjorie Garber offers passionate and revealing readings of the plays in chronological sequence, from The Two Gentlemen of Verona to The Two Noble Kinsmen. Supremely readable and engaging, and complete with a comprehensive introduction to Shakespeare's life and times and an extensive bibliography, this magisterial work is an ever-replenishing fount of insight on the most celebrated writer of all time.

    At its root, the principle works like this: Like Dorothy and the gang in The Wizard of Oz, most businesspeople have the tools to succeed, but when things go wrong they blame circumstance or others instead of looking within for the true cause of unsatisfactory results. Once individuals learn to accept responsibility, they can use the Oz Principle to become better leaders. Now, with corporate scandals in the headlines and the culture of victimization running rampant at every level of the business world, Roger Connors, Tom Smith, and Craig Hickman return with a new edition of The Oz Principle. Fully revised, this edition will update the statistics, concepts, and relevant companies through fresh, timely anecdotes and stories.

    Telling True Stories presents their best advice—covering everything from finding a good topic, to structuring narrative stories, to writing and selling your first book. More than fifty well-known writers offer their most powerful tips, including: • Tom Wolfe on the emotional core of the story • Gay Talese on writing about private lives • Malcolm Gladwell on the limits of profiles • Nora Ephron on narrative writing and screenwriters • Alma Guillermoprieto on telling the story and telling the truth • Dozens of Pulitzer Prize–winning journalists from the Atlantic Monthly, New Yorker, New York Times, Los Angeles Times, Washington Post and more . . .The essays contain important counsel for new and career journalists, as well as for freelance writers, radio producers, and memoirists. Packed with refreshingly candid and insightful recommendations, Telling True Stories will show anyone fascinated by the art of writing nonfiction how to bring people, scenes, and ideas to life on the page.

    John and Tori Amos.As a storyteller, Noah Adams has perfect pitch.  In the foreground here, like a familiar melody, are the challenges of learning a complex new skill as an adult, when enthusiasm meets the necessary repetition of tedious scales at the end of a twelve-hour workday.  Lingering in the background, like a subtle bass line, are the quiet concerns of how we spend our time and how our priorities shift as we proceed through life.  For Piano Lessons is really an adventure story filled with obstacles to overcome and grand leaps forward, eccentric geniuses and quiet moments of pre-dawn practice, as Noah Adams travels across country and keyboard, pursuing his dream and keeping the rhythm.

    Our natural ability to improvise gets us through. But we feel as if we re winging it, rather than acting with courage and conviction. Robert Poynton teaches an acclaimed method to some of the world s biggest brands and companies. Improvisational skills that an actor might use on stage are honed and applied to the everyday business of work and life. The end result is a new approach that embraces change as a natural process and has creativity and innovation at its heart. With killer games to put the theory into practice, Do Improvise will help you: Become more productive without trying harder; Overcome creative blocks and generate new ideas; Respond fluently to circumstances beyond your control Inspire and motivate others; Not sure what to do next? Improvise.

    Based on numerous interviews, this book reveals exclusive new information about how Apple innovates, deals with its suppliers, and is handling the transition into the post Jobs era.