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.

    The Power of Less demonstrates how to streamline your life by identifying the essential and eliminating the unnecessary freeing you from everyday clutter and allowing you to focus on accomplishing the goals that can change your life for the better.The Power of Less will show you how to: Break any goal down into manageable tasksFocus on only a few tasks at a timeCreate new and productive habitsHone your focusIncrease your efficiency By setting limits for yourself and making the most of the resources you already have, youll finally be able work less, work smarter, and focus on living the life that you deserve.

    But you might not love what you think.In this book, award-winning author James K. A. Smith shows that who and what we worship fundamentally shape our hearts. And while we desire to shape culture, we are not often aware of how culture shapes us. We might not realize the ways our hearts are being taught to love rival gods instead of the One for whom we were made. Smith helps readers recognize the formative power of culture and the transformative possibilities of Christian practices. He explains that worship is the "imagination station" that incubates our loves and longings so that our cultural endeavors are indexed toward God and his kingdom. This is why the church and worshiping in a local community of believers should be the hub and heart of Christian formation and discipleship.Following the publication of his influential work Desiring the Kingdom, Smith received numerous requests from pastors and leaders for a more accessible version of that book's content. No mere abridgment, this new book draws on years of Smith's popular presentations on the ideas presented in Desiring the Kingdom to offer a fresh, bottom-up rearticulation. The author creatively uses film, literature, and music illustrations to engage readers and includes material on marriage, family, youth ministry, and faith and work. He also suggests individual and communal practices for shaping the Christian life.

    She was your partner. Now your heart is broken. What do you do with all the pain, confusion, and anger? What will life be like? Who are you now? Your heart needs answers. Heartbroken can help. Bestselling author, hospice chaplain and grief specialist Gary Roe has walked with hundreds of spouses through this painful valley. From their stories he has composed this incredibly practical work that will touch your heart and comfort your soul. In this deeply personal, easy-to-read book, you will learn the following: - How to better manage the up and down, roller-coaster emotions of grief. - How to manage being misunderstood and navigate all the relationship changes that occur with the loss of a mate. - How to think about and face the future with hope. As you read, you will discover that you are far from alone, you’re not crazy, and that you will make it through this. The loss of a husband or wife is traumatic. Healing from loss is challenging. Open this book, and let the healing continue.

    Taking universal scenarios case by case, and packed with practical tips, this inspiring, down-to-earth book will give you the tools to build your self-esteem and become happier, healthier, and in control of your own destiny.Written in an approachable style which posits practical solutions to a range of universal problemsDeals with assertiveness in business, family, social situations and all areas of lifeCovers topics like 'dealing with your boss', 'dealing with finances', 'asking for a pay rise', 'saying no at work'

     In the life-changing tradition of The 7 Habits of Highly Effective People, The Power Principle teaches the core principles that dramatically affect our careers and our lives. Dr. Blaine Lee, an extraordinary teacher, shows how principle-centered power is the ability to influence others' behavior, not to control, change, or manipulate it. Power is something other people feel in your presence because of what you are as well as what you can do, what you stand for, and how you live your life. When you honor others, they will honor you. Lee shows you how to overcome powerlessness, create legitimate power and influence with honor, and create a legacy that will outlast you in the lives of the people you care the most about.

    White. “But that’s not how my brain works. I’m lost on page three.” Dana blogs at A Slob Comes Clean, chronicling her successes and failures with her self-described “deslobification process.” In the beginning she used the name “Nony” (short for aNONYmous), because she was sharing her deep, dark, slob secret. Now she has truly come clean—with not only her real name but the strategies she has developed, tested, and proved in her own home. She has learned what it takes to bring a home out of Disaster Status, which habits make the biggest and most lasting impact, and how to keep clutter under control.In How to Manage Your Home Without Losing Your Mind, Dana explains that cleaning your house is not a onetime project but a series of ongoing premade decisions. Her reality-based cleaning and organizing techniques debunk the biggest housekeeping fantasies and help readers learn what really works. Chapter titles includeMy First Step: Giving Up on the FantasyThe Worst Thing About the Best WayJust Tell Me What to DoConquering LaundryGet Dinner on the TablePutting an End to the Never-Ending Weekly Cleaning TasksDon’t Get OrganizedHow to Declutter Without Making a Bigger MessFighting the Perceived Value BattleBut Will It Last?With a huge helping of empathy and humor, Dana provides a step-by-step process with strategies for getting rid of enormous amounts of stuff in as little time (and with as little emotional drama) as possible.

     Your ability to set and achieve goals will determine your success and happiness more than any other skill. The starting point of great success is when you sit down and decide exactly what you really want, in every area of your life. Success guru Brian Tracy shares the results of 30 years of research and experience in setting and achieving goals and by taking you through a simple, proven step-by-step system that you can use immediately to achieve anything you really want in life. You will learn: How to apply The Golden Triangle success formula to your life. How to take complete charge of your life and everything that happens to you. How to practice no-limit thinking and free yourself from any ideas that hold you back. How to identify your special talents and focus your energies where you can achieve the very most, the very fastest possible. How to become an expert in your chosen field. How to unlock the powers of your subconscious and your superconscious mind. The five steps to fast and effective problem solving. How to develop the twin qualities of self-discipline and persistence for goal attainment. How to intensify your belief and increase your confidence in yourself and your ability. A day-by-day method to multiply and reinforce every goal-setting principle. As you listen to this program and implement the tools that Brian has created, you will learn the keys to unlimited personal and professional achievement, and set yourself onto a boundless journey of adventure and personal fulfillment.

    Becoming Bulletproof means transforming yourself into a stronger, more confident, and more powerful person. Evy Poumpouras—former Secret Service agent to three presidents and one of only five women to receive the Medal of Valor—demonstrates how we can overcome our everyday fears, have difficult conversations, know who to trust and who might not have our best interests at heart, influence situations, and prepare for the unexpected. When you have become bulletproof, you are your best, most courageous, and most powerful version of you. Poumpouras shows us that ultimately true strength is found in the mind, not the body. Courage involves facing our fears, but it is also about resilience, grit, and having a built-in BS detector and knowing how to use it. In Becoming Bulletproof, Poumpouras demonstrates how to heighten our natural instincts to employ all these qualities and move from fear to fearlessness.

    Crucial Conversations gives you the tools you need to step up to life's most difficult and important conversations, say what's on your mind, and achieve the positive resolutions you want. You'll learn how to: Prepare for high-impact situations with a six-minute mastery technique Make it safe to talk about almost anything Be persuasive, not abrasive Keep listening when others blow up or clam up Turn crucial conversations into the action and results you want

    Christensen). We've combed through hundreds of Harvard Business Review articles to select the most important ones to help you maximize yourself.HBR's 10 Must Reads on Managing Yourself will inspire you to:Stay engaged throughout your 50+-year work lifeTap into your deepest valuesSolicit candid feedbackReplenish physical and mental energyBalance work, home, community, and selfSpread positive energy throughout your organizationRebound from tough timesDecrease distractibility and frenzyDelegate and develop employees' initiativeThis collection of best-selling articles includes: bonus article “How Will You Measure Your Life?” by Clayton M. Christensen, "Managing Oneself," "Management Time: Who's Got the Monkey?" "How Resilience Works," "Manage Your Energy, Not Your Time," "Overloaded Circuits: Why Smart People Underperform," "Be a Better Leader, Have a Richer Life," "Reclaim Your Job," "Moments of Greatness: Entering the Fundamental State of Leadership," "What to Ask the Person in the Mirror," and "Primal Leadership: The Hidden Driver of Great Performance."

    After working one too many jobs you couldn't care less about, maybe you've wondered if there's something bigger out there for you - some larger purpose? This is it? Milk the Pigeon is about the three existential questions we often struggle with when we feel lost in life. "What should I do with my life?" "How do I find work I love?" "How do I create an awesome, meaningful life?" Based on a combination of stories and success habits for anyone in their 20s, Milk the Pigeon is a brutally honest look at the reality of going after your dreams. Inside Milk the Pigeon, you'll learn: * The biggest life mistakes people make in their 20s (and how to figure out what to do) * The VIP back door theory: how the best job are found (and filled) * The "Drunken Staircase" life roadmap: how to act when you have no clue what direction to go in (and aren't sure what work you enjoy) * The Bruce Lee Rockstar theory of goal achievement - why "SMART" goals don't always work to be more successful in business and life * The messy process of finding your passion (and why "strengths tests" don't work) * How to go from confusion to clarity when you have too many ideas about careers, jobs, interests, passions, and hobbies If you're looking for a roadmap to surviving (and thriving) in your 20s (or 30s), if you want direction in life, and if you're struggling to figure out how to create a great life - Milk the Pigeon is a brutally honest look at the reality of going after your dreams.

    Covey's eldest son comes a revolutionary new path towards productivity and satisfaction. Trust, says Stephen M.R. Covey, is the very basis of the new global economy, and he shows how trust—and the speed at which it is established with clients, employees and constituents —is the essential ingredient for any high–performance, successful organization. For business leaders and public figures in any arena, The Speed of Trust offers an unprecedented and eminently practical look at exactly how trust functions in our every transaction and relationship—from the most personal to the broadest, most indirect interaction—and how to establish trust immediately so that you and your organization can forego the time–killing, bureaucratic check–and–balance processes so often deployed in lieu of actual trust.

    The book contains proven strategies from a decade-long effort to accurately measure and increase emotional intelligence. Trusted by upper-echelon leaders inside companies worldwide, these strategies will enable you to capitalize on the skills responsible for 58% of performance in all types of jobs.Includes a passcode for online access to the world's bestselling emotional intelligence test, the Emotional Intelligence Appraisal®, which will show you where your EQ stands today and what you can do to begin maximizing it immediately.Rooted in sound research involving more than 500,000 responses, this new edition of the test will:--Pinpoint which of the book's 66 emotional intelligence strategies will increase your EQ the most.--Reveal the specific behaviors responsible for your EQ scores.--Allow you to test yourself a second time to measure how much your EQ has increased from your efforts.The book's smooth narrative style turns rigorous research into memorable stories and practical strategies that anyone can use to his or her advantage.With 90% of top performers high in EQ, and EQ twice as important as IQ in getting where you want to go in life, who can afford to ignore it?What people are saying about it:"Emotional Intelligence 2.0 is a fast read with compelling anecdotes and good context in which to understand and improve your score."--Newsweek"Surveys of 500,000 people on the role of emotions in daily life have enabled the authors to hone EQ assessment to a 28-question online survey that can be completed in seven minutes."--The Washington Post"Read worthy strategies for improving emotional intelligence skills make this our how-to book of the week. It's nice to know that average IQ doesn't limit a person to average performance. And who can resist an online quiz with instant feedback?"--Newsday"Gives abundant, practical findings and insights with emphasis on how to develop EQ. Research shows convincingly that EQ is more important than IQ."--Stephen R. Covey, author, The 7 Habits of Highly Effective People"This book can drastically change the way you think about success...read it twice."--Patrick Lencioni, author, The Five Dysfunctions of a Team"At last a book that gives how to's rather than just what to's. We need no more convincing that emotional intelligence is at the core of life success. What we need are practical ways of improving it. Bradberry and Greaves brilliant new book is a godsend. It will change your life."--Joseph Grenny, New York Times bestselling coauthor of Crucial Conversations"Emotional intelligence is an extremely important skill for personal and professional success. This book is excellent and the learning included in the free online test is cutting-edge. I strongly recommend it."--Ken Blanchard, bestselling business book author of all time; coauthor The One Minute Manager®"I distributed the book to my entire team. We found it very helpful in our dealings with each other and our internal customers. With all the new buzzwords over the past few years, the heart and soul of a company's culture is how they support and promote emotional intelligence. Those with foresight see that emotional intelligence will separate the good companies from the great ones. This book is a wonderful tool for a grass roots approach. If your desire is to be a truly resonate leader that people will trust and follow, this is an opportunity that cannot only change your professional career, but also your personal relationships."--Regina Sacha, vice president, human resources, FedEx Custom Critical"In the fast lane of business life today, people spend more time on computer keyboards, blackberries and conference calls than they do in face-to-face communication. We're expected to piece together broken conversations, cryptic voicemails, and abbreviated text messages to figure out how to proceed. In this increasingly complex web, emotional intelligence is more important than ever before. This book is filled with invaluable insights and information that no one can afford to ignore."--Rajeev Peshawaria, executive director, Goldman Sachs International

    and it's all small stuff is a book that shows you how to keep from letting the little things in life drive you crazy. In thoughtful and insightful language, author Richard Carlson reveals ways to calm down in the midst of your incredibly hurried, stress-filled life. You can learn to put things in perspective by making the small daily changes he suggests,including advice such as "Think of your problems as potential teachers"; "Remember that when you die, your 'In' box won't be empty"; and "Do one thing at a time." You should also try to live in the present moment, let others have the glory at times, and lower your tolerance to stress. You can write down your most stubborn positions and see if you can soften them, learn to trust your intuitions, and live each day as if it might be your last. With gentle, supportive suggestions, Dr.Carlson reveals ways to make your actions more peaceful and caring, with the added benefit of making your life more calm and stress-free.