Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the sales management trap, and it's exactly what The Accidental Sales Manager addresses and solves.Full of helpful steps you can apply immediately?whether you're training a sales manager, or are one yourself?this practical guide reveals step-by-step methods sales managers can use to both learn their jobs and lead their teams.Get tactics to stop burning time and exhausting yourself, while taking effective actions to use time better as a leader Discover how to integrate learning into leading and make sales meetings an active conversation on what works and what doesn't Author has a previous bestseller, The Accidental Salesperson Don't get caught in the sales management trap or, if you're in it, get the tools you need to escape it. Get The Accidental Sales Manager and lead your team to do what you do best: make sales, drive profits, and get winning results.

    This Self-Paced Training Kit is designed to help maximize your performance on 70-680, the required exam for the Microsoft Certified Technology Specialist (MCTS): Windows 7, Configuration certification.This 2-in-1 kit includes the official Microsoft study guide, plus practice tests on CD to help you assess your skills. It comes packed with the tools and features exam candidates want most—including in-depth, self-paced training based on final exam content; rigorous, objective-by-objective review; exam tips from expert, exam-certified authors; and customizable testing options. It also provides real-world scenarios, case study examples, and troubleshooting labs to give you the skills and expertise you can use on the job.Work at your own pace through the lessons and lab exercises. This official study guide covers installing, upgrading, and migrating to Windows 7; configuring network connectivity, applications, and devices; implementing backup and recovery; configuring User Account Control (UAC), mobility options, and new features such as DirectAccess and BranchCache; and managing system updates.Then assess yourself using the 200 practice questions on CD, featuring multiple customizable testing options to meet your specific needs. Choose timed or untimed testing mode, generate random tests, or focus on discrete objectives. You get detailed explanations for right and wrong answers—including pointers back to the book for further study. You also get an exam discount voucher—making this kit an exceptional value and a great career investment.

    But is it really as simple as that? Kevin Rodgers has his doubts, and in this fascinating inside account of the financial world over the past three decades, he explains why. Taking us from the days when traders still shouted their deals down the phone to the silent modern world of computer trading, he shows how, far more than the pursuit of personal gain, it has been the pursuit of ever-more sophisticated systems, algorithms and financial models that has undermined banking and made it chronically unstable. He also shows how, by their very nature, the computers on which modern finance now so completely depend are hopelessly ill-equipped to forestall a future crash. Both a very personal and evocative account of how banking has changed since the 1980s, and a masterclass in how it actually works, Why Aren't They Shouting also offers a nuanced, if alarming, glimpse into its likely future.

    These factors remain critical, especially given today's unprecedented business climate. But Rich Karlgaard--Forbes publisher, entrepreneur, investor, and board director--takes a surprising turn and argues that there is now a third element that's required for competitive advantage. It fosters innovation, it accelerates strategy and execution, and it cannot be copied or bought. It is found in a perhaps surprising place--your company's values.Karlgaard examined a variety of enduring companies and found that they have one thing in common; all have leveraged their deepest values alongside strategy and execution, allowing them to fuel growth as well as weather hard times. Karlgaard shares these stories and identifies the five key variables that make up every organization's "soft edge"Trust: Northwestern Mutual has built a $25 million dollar revenue juggernaut on trust, the foundation of lasting success. Learn how to create an environment that engenders trust and propels high performance.Smarts: In most technical fields your formal education quickly becomes out of date. How do you keep up? Learn how the Mayo Clinic, Stanford University women's basketball team, and others stay on top by relentlessly pursuing an advantage through smarts.Teamwork: Since collaboration and innovation are a must in the global economy, effective teamwork is vital. Learn how global giant FedEx stays focused and how nimble Nest Labs relies on lean teams with cognitive diversity.Taste: Clever product design and integration are proxies for intelligence because they make customers feel smart. But taste goes further into deep emotional engagement. Specialized Bicycles calls it "the elusive spot between data truth and human truth." How can you consistently make products or services that trigger these emotional touch points?Story: Companies that achieve lasting success have an enduring and emotionally appealing story. What's your company's story? How do you tell it your way? Gain the ability to create a powerful narrative in a world where outsiders often exercise the louder voice.

    Now, they build on their message with a bold, iconoclastic strategy for creating the ideal company culture—what they call "the calm company." Their approach directly attack the chaos, anxiety, and stress that plagues millions of workplaces and hampers billions of workers every day.Long hours, an excessive workload, and a lack of sleep have become a badge of honor for modern professionals. But it should be a mark of stupidity, the authors argue. Sadly, this isn’t just a problem for large organizations—individuals, contractors, and solopreneurs are burning themselves out the same way. The answer to better productivity isn’t more hours—it’s less waste and fewer things that induce distraction and persistent stress.It’s time to stop celebrating Crazy, and start celebrating Calm, Fried and Hansson assert.Fried and Hansson have the proof to back up their argument. "Calm" has been the cornerstone of their company’s culture since Basecamp began twenty years ago. Destined to become the management guide for the next generation, It Doesn't Have to Be Crazy at Work is a practical and inspiring distillation of their insights and experiences. It isn’t a book telling you what to do. It’s a book showing you what they’ve done—and how any manager or executive no matter the industry or size of the company, can do it too.

    It describes the Disciplined Agile Delivery (DAD) process decision framework and then works through a case study describing a typical agile team’s experiences adopting a disciplined agile approach. The book describes how the team develops the first release of a mission-critical application while working in a legacy enterprise environment. It describes their experiences from beginning-to-end, starting with their initial team initiation efforts through construction and finally to deploying the solution into production. It also describes how the team stays together for future releases, overviewing their process improvement efforts from their Scrum-based beginnings through to a lean continuous delivery approach that fits in with their organization’s evolving DevOps strategy. The DAD framework is a hybrid of existing methods such as Scrum, Kanban, Agile Modeling, SAFe, Extreme Programming, Agile Data, Unified Process and many others. DAD provides the flexibility to use various approaches and plugs the gaps not addressed by mainstream agile methods. In a nutshell, DAD is “pragmatic agile.” DAD describes proven strategies to adapt and scale your agile initiatives to suit the unique realities of your enterprise without having to figure it all out by yourself. Here’s an overview of what each chapter covers: * Chapter 1: Introduction. This chapter provides a quick overview of the book and a brief history of Disciplined Agile. * Chapter 2: Reality over Rhetoric. This chapter explores several common myths about DAD and more importantly disproves them. * Chapter 3: Disciplined Agile Delivery in a Nutshell. This chapter provides a brief yet comprehensive overview of the DAD framework. * Chapter 4: Introduction to the Case Study. This chapter introduces us to the team, describes the market opportunity that they hope to address, and describes the environment in which they’re working. * Chapter 5: Inception. The team’s initiation effort includes initial requirements modeling and planning with their stakeholders in a streamlined manner, initial architecture modeling, setting up their physical work environment, setting up the start of their tooling infrastructure, initial risk identification, and finally securing stakeholder support and funding for the rest of the first release. * Chapters 6 through 10: Construction. These chapters each describe a single Construction iteration, sharing the team’s experiences during each of those two-week timeboxes. * Chapter 11: Transition. The two-week transition phase focuses on final testing and fixing, training the support/help-desk staff, finishing a few short end-user “how to” videos, and deploying the solution into production. * Chapter 12: Future Releases. This chapter overviews the team’s improvement efforts over the next few releases, describing how they evolve from the agile Scrum-based lifecycle to a leaner approach and eventually to continuous delivery. * Chapter 13: Closing Thoughts. This chapter overviews the disciplined agile resources that are available to you. * Appendix: The Disciplined Agile IT Department. This short appendix overviews our ongoing work on the Disciplined Agile framework to address the full scope of an IT department. At 102 pages, you should find this book to be a quick, informative read.

    And be advised: Those who are the best prepared to effectively compete in today’s still dynamic job market will have the best chance to be hired for one of these new jobs.Here is another factor to consider in today’s job market: According to LinkedIn, up to 50% of currently employed men and women say they are interested in exploring new career opportunities. Altogether, then, it is estimated that as many as 70 million people are now (or soon will be) competing for a finite number of available jobs.If you count yourself among those who want to explore new career opportunities in today's expanding job market, are you adequately prepared to successfully compete? If not, top professional "headhunter" and best-selling job-hunting book author Skip Freeman can show you how to get prepared and land the job of your dreams!In "Headhunter” Hiring Secrets, Skip shows you how you can adopt and implement the time-tested tactics and strategies he has successfuly used for over a decade in his executive recruiting firm, The HTW (Hire to Win) Group, to turn your job search into a job found!Attesting to the effectiveness of his firm's approach and candidate coaching & preparation is this fact: Whenever candidates The HTW Group presents to hiring company clients go up against candidates either going it alone or being presented by other recruiting firms, The HTW Group candidates walk away with the job offer SEVEN out of TEN times! Using an easy-to-follow, step-by-step approach, Skip shows you how to . . . Avoid the “shadows on the wall” syndrome (saying or doing something during an interview that makes the hiring manager uneasy about your candidacy). ”Lead the Witness,” i.e., the hiring manager, to take the interview in the direction you desire. Ask questions Superstars ask during a job interview. Answer tricky “Gotcha!” questions, e.g., “Tell me about yourself.” “How do you get along with your current boss?” “Why should I hire you?” Close the interview on a high note, making sure you not only stand out from the competition, but also that you stay in the game! And much, much more!Also prominently featured in ”Headhunter” Hiring Secrets are time-tested examples of . . . Job-winning resumes. Targeted, effective cover letters. A wide variety of telephone scripts that actually work. Direct mail letters to use in campaigns.

    This book talks about how one can acquire the expertise to forge leaders, I have delved deep into my interactions with inspiring leaders/mentors who have carved a niche for themselves & benchmarked their best practices for you to imbibe.There is a lot of Vedic & Greco-Roman cultural influence which you shall find in this book, as it draws a parallel between ancient knowledge & its modern interpretation.Each of the 22 Chapters should be perceived as a tool & this book aspires to serve as a instrument to learn techniques to develop leaders & forge them into champions.

    Do they start with cost reduction? Or should they go for process improvements first? The authors--who have helped hundreds of companies and individuals change and improve--say spend time and money adjusting the systems in which people operate, rather than targeting people and their performance directly. The authors show that it's in fact possible to change everything at once--with a focus on making such transformations permanent and repeatable.Brand-new Introduction written for the paperback edition Filled with illustrative examples from Northrup Grumman, BHP-Billiton, Reebok, Harvard Business School, and many others Two experts in the field show how to make major transformations happen The book outlines a process for engaging all employees to buy-in to an improved vision of an organization's new and improved future.

    Sears distils over 20 years’ experience as a management consultant and coach into six simple conversational structures that cover every management situation. A natural storyteller with a great narrative gift, Sears delivers his message in an entirely unique manner – as a work of business fiction. In this compelling and highly instructive tale you can follow the journey of newly promoted Operations Manager Sam Mitchell as he faces the everyday pressures and challenges of managing a team, and then relate his experiences to real life scenarios in your workplace. Conversation #1 – What can you do about that? Conversation #2 – Who should really own this? Conversation #3 – How should we be behaving? Conversation #4 – Who’s really doing this? Conversation #5 – Where are we heading? Conversation #6 – How are we doing?   This highly practical guide concludes with a simple how-to chapter, explaining why and how each conversation works, and when to use them, as well as providing accompanying tips and techniques. The Six Conversations of a Brilliant Manager is an instantly-applicable and hugely powerful toolkit for every manager and HR department looking to get the very best out of their people.

    Based on experience, it is a guide for navigating the blockers, buzzwords and bloody-mindedness that doom any analogue organisation trapped into thinking that while the internet has changed the world, it won't change their world. Companies that grew up on the web have changed our expectations of the services we rely on. We demand simplicity, speed and low cost. Organizations founded before the Internet aren't keeping up - despite spending millions on IT, marketing and 'innovation'. This book is a guide to building a digital institution. It explains how a growing band of reformers in businesses and governments around the world have helped their organizations pivot to this new way of working, and what lessons others can learn from their experience. It is based on the authors' experience designing and helping to deliver the UK's Government Digital Service (GDS). The GDS was a new institution made responsible for the digital transformation of government, designing public services for the Internet era. It snipped �4 billion off the government's technology bill, opened up public sector contracts to thousands of new suppliers, and delivered online services so good that citizens chose to use them over the offline alternatives, without a big marketing campaign. Other countries and companies noticed, with the GDS model now being copied around the world.

    Unexpected competitors are swarming in. Are you ready?You always knew digital was going to change things, but you didn’t realize how close to home it would hit. In every industry, digital competitors are taking advantage of new platforms, tools, and relationships to undercut competitors, get closer to customers, and disrupt the usual ways of doing business. The only way to compete is to evolve.James McQuivey of Forrester Research has been teaching people how to do this for over a decade. He’s gone into the biggest companies, even in traditional industries like insurance and consumer packaged goods, and changed the way they think about innovation. Now he’s sharing his approach with you.McQuivey will show you how Dr. Hugh Reinhoff of Ferrokin BioSciences disrupted the pharmaceutical industry, streamlining connections with doctors and regulators to bring molecules to market far faster—and then sold out for $100 million. How Charles Teague and his team of four people created Lose It!, a weight loss application that millions have adopted, achieving rapid success and undermining titans like Weight Watchers and Jenny Craig in the process.Regardless of your background and industry, you can learn how to be a digital disruptor too. First, adopt the right mindset: Take risks, invest as cheaply as possible, and build on existing platforms to find the fastest path to solving a customer’s problem.Second, seek the “adjacent possible”—the space just next to yours where new technology creates opportunity. That’s how Benjamin Rubin and Paolo DePetrillo of Zeo created a $100 sleep monitor that does much of what you’d get from a $3,000 sleep lab visit.Finally, disrupt yourself. Use these tools to make parts of your business obsolete before your competitors do. That’s what Tim FitzRandolph did at Disney, creating a game that shot to the top of the app store charts.With the tools in this book you can assess your readiness, learn the disruptive mindset, and innovate rapidly, starting right within your own business.

    With authors from Michael E. Porter to Katrina lake and company examples from Alibaba to 3M, this volume brings the most current and important management conversations right to your fingertips.THIS BOOK WILL INSPIRE YOU TO:1.Ask better questions to boost your learning, persuade others, and negotiate more effectively2.Create workplace conditions where gender equity can thrive3.Boost results by allowing humans and AI to enhance one another's strengths 4.Make better connections with your customers by giving them a glimpse inside your company5.Scale your agile processes from a few teams to hundreds6.Build a commitment to both economic and social values in your organization7.And prepare your company for a rapidly aging workforce and societyTHOSE CHOOSING THE AUDIBLE EDITION PLEASE TAKE NOTE:When you purchase this title, the accompanying PDF will be available in your Audible Library along with the audio.©2020 Harvard Business Publishing Corporation (P)2019 Gildan Media

    Windows 10 (a free update to users of Windows 8 or Windows 7) fixes a number of the problems introduced by the revolution in Windows 8 and offers plenty of new features, such as the new Spartan web browser, Cortana voice-activated "personal assistant," new universal apps (that run on tablet, phone, and computer), and more. But to really get the most out of the new operating system, you're going to need a guide.Thankfully, Windows 10: The Missing Manual will be there to help. Like its predecessors, this book from the founder of Yahoo Tech, previous New York Times columnist, bestselling author, and Missing Manuals creator David Pogue illuminates its subject with technical insight, plenty of wit, and hardnosed objectivity for beginners, veteran standalone PC users, new tablet owners, and those who know their way around a network.

    Executives from large companies view them as models to help them adapt to today's dynamic innovation economy, while freshly minted MBAs see magic in founding something new. Yes, startups look magical, but they can also be chaotic and inaccessible. Many books are written for those who aspire to be founders, but a company only has one or two of those. What's needed is something that deconstructs the typical startup organization for the thousands of employees who join a fledgling company and do the day-to-day work required to grow it into something of value.Entering StartUpLand is a practical, step-by-step guide that provides an insider's analysis of various startup roles and responsibilities--including product management, marketing, growth, and sales--to help you figure out if you want to join a startup and what to expect if you do. You'll gain insight into how successful startups operate and learn to assess which ones you might want to join--or emulate. Inside this book you'll find: A tour of typical startup roles to help you determine which one might be the best fit for you Profiles of startup executives across many different functions who share their stories and describe their responsibilities A methodology to identify and evaluate startups and position yourself to find the opportunity that's right for you Written by an experienced venture capitalist, entrepreneur, and Harvard Business School professor, Entering StartUpLand will guide you as you seek your ideal entry point into this popular, cutting-edge organizational paradigm.