As newly appointed captain of the USS Santa Fe, a nuclear-powered submarine, he was responsible for more than a hundred sailors, deep in the sea. In this high-stress environment, where there is no margin for error, it was crucial his men did their job and did it well.But the ship was dogged by poor morale, poor performance, and the worst retention in the fleet. Marquet acted like any other captain until, one day, he unknowingly gave an impossible order, and his crew tried to follow it anyway. When he asked why the order wasn't challenged, the answer was "Because you told me to." Marquet realized he was leading in a culture of followers, and they were all in danger unless they fundamentally changed the way they did things. That's when Marquet took matters into his own hands and pushed for leadership at every level. Turn the Ship Around! is the true story of how the Santa Fe skyrocketed from worst to first in the fleet by challenging the U.S. Navy's traditional leader-follower approach. Struggling against his own instincts to take control, he instead achieved the vastly more powerful model of giving control. Before long, each member of Marquet's crew became a leader and assumed responsibility for everything he did, from clerical tasks to crucial combat decisions. The crew became fully engaged, contributing their full intellectual capacity every day, and the Santa Fe started winning awards and promoting a highly disproportionate number of officers to submarine command.No matter your business or position, you can apply Marquet's radical guidelines to turn your own ship around. The payoff: a workplace where everyone around you is taking responsibility for their actions, where people are healthier and happier, where everyone is a leader.

    Inspired by insights gained from more than 450 programs conducted with all types of organizations, the authors of SACRED COWS MAKE THE BEST BURGERS show how corporations can kill off the sacred cows that are crippling them.

    Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior executives are designated "corporate storytellers." 3M banned bullet points years ago and replaced them with a process of writing "strategic narratives." Procter & Gamble hired Hollywood directors to teach its executives storytelling techniques. Some forward-thinking business schools have even added storytelling courses to their management curriculum. The reason for this is simple: Stories have the ability to engage an audience the way logic and bullet points alone never could. Whether you are trying to communicate a vision, sell an idea, or inspire commitment, storytelling is a powerful business tool that can mean the difference between mediocre results and phenomenal success. "Lead with a Story" contains both ready-to-use stories and how-to guidance for readers looking to craft their own. Designed for a wide variety of business challenges, the book shows how narrative can help: - Define culture and values - Engender creativity and innovation - Foster collaboration and build relationships - Provide coaching and feedback - Lead change - And more Whether in a speech or a memo, communicated to one person or a thousand, storytelling is an essential skill for success. Complete with examples from companies like Kellogg's, Merrill-Lynch, Procter & Gamble, National Car Rental, Wal-Mart, Pizza Hut, and more, this practical resource gives readers the guidance they need to deliver stories to stunning effect.

    When restructures, mergers, bankruptcies, and layoffs hit the workplace, employees and managers naturally find the resulting situational shifts to be challenging. But the psychological transitions that accompany them are even more stressful. Organizational transitions affect people; it is always people, rather than a company, who have to embrace a new situation and carry out the corresponding change. As veteran business consultant William Bridges explains, transition is successful when employees have a purpose, a plan, and a part to play. This indispensable guide is now updated to reflect the challenges of today's ever-changing, always-on, and globally connected workplaces. Directed at managers on all rungs of the corporate ladder, this expanded edition of the classic bestseller provides practical, step-by-step strategies for minimizing disruptions and navigating uncertain times.

    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.

    Many of them believe they have the Next Big Thing. But very few startups live to see five years, and even fewer make it to ten. Even fewer still go on to become a global success stories.This book is a practical guide to evaluating your business idea and a must-read for all aspiring entrepreneurs.You’ll learn:-that if your new venture doesn’t follow the 10x Rule, you should not quit your day job and why-how early customer development can transform a good idea into a great opportunity-which opportunities are worth selling everything forBrad Feld and Dr. Sean Wise have been assessing startup opportunities for more than two decades. They have witnessed more than 30,000 pitches and participated in more than 500 startup launches. Now two of North America’s leading minds in venture capital share how they determine which startups will succeed and which will fail.This book is indispensable for anybody who has ever thought about starting a business or fumbled their way through giving advice about starting a business.

    She uses a highly instructive and entertaining story to show how to quickly recognize any undermining questions that pop into your mind--or out of your mouth--and reframe them to achieve amazingly positive and practical results. The third edition includes a new introduction and epilogue and two powerful new tools that show how Question Thinking can dramatically improve coaching and leadership. Based on Adams's decades of research and experience, this book can make a life-transforming difference--as it already has for many thousands of people around the world.

    Thankfully there is a better way: The Way of the Productivity Ninja.Using techniques including Ruthlessness, Mindfulness, Zen-like Calm and Stealth & Camouflage you will get your inbox down to zero, make the most of your attention, beat procrastination and learn to work smarter, not harder.Written by one of the UK’s foremost productivity experts, How to be a Productivity Ninja is a fun, accessible and practical guide to staying cool, calm and collected, getting more done, and learning to love your work again.

    The Anatomy of Peace asks, What if conflicts at home, conflicts at work, and conflicts in the world stem from the same root cause? What if we systematically misunderstand that cause? And what if, as a result, we unwittingly perpetuate the very problems we think we are trying to solve? Through an intriguing story we learn how and why we contribute to the divisions and problems we blame on others and the surprising way that these problems can be solved. Yusuf al-Falah, an Arab, and Avi Rozen, a Jew, each lost his father at the hands of the other's ethnic cousins. The Anatomy of Peace is the story of how they came together, how they help warring parents and children come together, and how we too can find our way out of the struggles that weigh us down. This second edition includes new sections enabling readers to go deeper into the book's key concepts; access to free digital study and discussion guides; and information about The Reconciliation Project, a highly successful global peace initiative based on concepts in The Anatomy of Peace.

    In this new edition, Margaret Wheatley describes how the new science radically alters our understanding of the world and how it can teach us to live and work well together in these chaotic times. We live in a time of chaos, rich in potential for new possibilities. A new world is being born. We need new ideas, new ways of seeing, and new relationships to help us now. New science--the new discoveries in biology, chaos theory, and quantum physics that are changing our understanding of how the world works--offers this guidance. It describes a world where chaos is natural, where order exists for free. It displays the intricate webs of cooperation that connect us. It assures us that life seeks order, but uses messes to get there.This book will teach you how to move with greater certainty and easier grace into the new forms of organizations and communities that are taking shape. You'll learn that:- Relationships are what matters--even at the subatomic level - Life is a vast web of interconnections where cooperation and participation are required - Chaos and change are the only route to transformationIn this expanded edition, Wheatley provides examples of how non-linear networks and self-organizing systems are flourishing in the modern world. In the midst of turbulence, Wheatley shows, we create work and lives rich in meaning.

    A comprehensive guide to service marketing furnishes tips and advice on how one can apply one's business knowledge to any area of sales and marketing, from a home-based consultancy to a multinational brokerage firm.

    In his first book, It’s Not Just Who You Know (which rose to #2 on the New York Times bestseller list), world renowned leadership speaker and former CEO of Up with People Tommy Spaulding talked about the power of building genuine and lasting relationships both personally and professionally.  In his new book, The Heart-Led Leader, Spaulding turns his focus to ourselves – to who we are.  Authentic leaders, Spaulding says, live and lead from the heart.  The values and principles that guide our lives and shape our ability to lead others is far more important than our title, or our ability to crunch numbers, or the impressive degrees we display on our walls.   To effect true transformational change, heart-led leaders draw on the qualities of humility, vulnerability, transparency, empathy and love.  Illustrated with stories from his own life, and from some of the exceptional leaders he has met and worked with over the years, Spaulding unpacks what those qualities mean, talks about the 18-inch journey from the head to the heart – from our intellect to our emotions – and shows us how to incorporate them into our careers, into how we manage and lead others, and into how we live our lives.  It is a vision of leadership that has the power to transform everything we do, and the lives of everyone we touch.

    His influence on 20th-century thinking and issues is arguably unparalleled, affecting attitudes on sex, religion, art, culture, and more. Written for the layperson, Freud for Beginners explains the doctor's dogma with wit and clarity, all in a contemporary context.

    But today, success is increasingly dependent on how we interact with others. It turns out that at work, most people operate as either takers, matchers, or givers. Whereas takers strive to get as much as possible from others and matchers aim to trade evenly, givers are the rare breed of people who contribute to others without expecting anything in return. Using his own pioneering research as Wharton's youngest tenured professor, Grant shows that these styles have a surprising impact on success. Although some givers get exploited and burn out, the rest achieve extraordinary results across a wide range of industries. Combining cutting-edge evidence with captivating stories, this landmark book shows how one of America's best networkers developed his connections, why the creative genius behind one of the most popular shows in television history toiled for years in anonymity, how a basketball executive responsible for multiple draft busts transformed his franchise into a winner, and how we could have anticipated Enron's demise four years before the company collapsed - without ever looking at a single number. Praised by bestselling authors such as Dan Pink, Tony Hsieh, Dan Ariely, Susan Cain, Dan Gilbert, Gretchen Rubin, Bob Sutton, David Allen, Robert Cialdini, and Seth Godin-as well as senior leaders from Google, McKinsey, Merck, Estee Lauder, Nike, and NASA - Give and Take highlights what effective networking, collaboration, influence, negotiation, and leadership skills have in common. This landmark book opens up an approach to success that has the power to transform not just individuals and groups, but entire organizations and communities.

    Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It's essential reading for anyone with a stake in the world's most exciting marketplace.