Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz, Ed.D., conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don't avoid sales pitches; in fact, they welcome them--provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid.Selling to the C-Suite provides all the insight you need to:Gain access to executivesEstablish trust and credibilityLeverage relationshipsCreate value at the executive levelIt also reveals when executives personally enter the buying process and sheds light on what role they play.Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible.

    A favourite of job hunters and career changers for more than three decades, it continues to be a mainstay on best-seller lists, from Amazon.com to BusinessWeek to the New York Times, where it has spent five and a half years.

    Froeb/McCann's MANAGERIAL ECONOMICS: A PROBLEM SOLVING APPROACH, 2E covers traditional material using a problem-based pedagogy built around common business mistakes. Models are used sparingly, and then only to the extent that they help students figure out why mistakes are made, and how to fix them. This edition's succinct, fast-paced presentation and challenging, interactive applications place students in the role of a decision maker who has to identify mistakes that reduce profits, and propose solutions to bring profits back up. The lively book provides an excellent ongoing reference for students pursuing business careers. New chapters and updates highlight mistakes that precipitated the financial crisis. With MANAGERIAL ECONOMICS, 2E your students are taught to use economics to not only identify profitable decisions, but also how to implement them within an organization.

    Jones, a coach for some of today's leading CEOs, uses her skills and experience to get you thinking, working, and achieving all your goals and dreams.The secret to success can be found, she says, in the most successful man who ever lived?a man who changed the world like no other. And by using Scripture and thought-provoking questions, Jones will show you with practical instructions how to get your life in high gear?at home as well as at work. So don't be left in the stands just watching the game of life when you can become the star pitcher, the starting quarterback, your team's most valuable player.

    Accelerate innovation and actively shape the future—before someone else does it for you! Digital transformation has divided us all into two camps: the disruptor and the disrupted. The Anticipatory Organization gives you the tools you need to see disruption before it happens, allowing you to turn change into advantage. In The Anticipatory Organization, Burrus shows us that the future is far more certain than we realize, and finding certainty in an uncertain world provides a big advantage for those who know how and where to look for it. Inspired by the dramatic results that organizations are experiencing from his award-winning learning system, The Anticipatory Organization offers a comprehensive way to identify game-changing opportunities. Using the principles of this proven model, you will learn how to elevate planning, accelerate innovation, and transform results by pinpointing and acting upon enormous opportunities waiting to be discovered. Readers will learn how to: • Separate the Hard Trends that will happen from the Soft Trends that might happen • Anticipate disruptions, problems, and game-changing opportunities • Identify and pre-solve predictable problems  • Accelerate innovation (both everyday innovation and exponential innovation)  • Pinpoint and act upon enormous untapped opportunities  ​• Skip problems and barriers to succeed faster

    Morial, President, National Urban LeagueWhether you're newly unemployed, sick of office life and longing for a change, or just want to finally turn your business idea into reality, you can follow your dream and make your passion your profession. Drawing on her experience as founder of an award-winning production company, Melinda F. Emerson shows you how in this practical month-by-month guide to getting your business off the ground.Inside, you'll find the timetable and steps you need to take to become a successful CEO of your own venture, including:Month 1: Meet with potential venture capitalists Month 3: Set a one-year marketing budgetMonth 5: Select a logoMonth 9: Purchase customer relationship management softwareMonth 11: Prepare your launch day press releaseNext year at this time, you could be calling the shots at your dream job. You supply the energy, an idea, and elbow grease—and this book will supply the plan.

    You want sugar-coated cliches that go down easy? Seek them elsewhere - this book isn't for the faint heart. Kennedy steers you along the bumpy road to growing a business, showing you potholes along the way.Expose yourself to Dan's "25 Eternal Business Truths" and prepare for a lot of chin-rubbing insight. Get Dan Kennedy's take on your sales, cash flow, payroll, productivity, and on getting out of trouble wherever it arises. It's the kind of streetwise wisdom his readers (and high-paying consulting clients) swear by - all the way to the bank.

    Its recession-proof economy is the envy of the world. It's the planet's great lifestyle superpower. Its artistic exports win unprecedented acclaim. But never before has its politics been so brutal, narrow and facile, as well as being such a global laughing stock. A positive national story is at odds with a deeply unattractive Canberra story.The country should be enjoying The Australian Moment, so vividly described by the best-selling author George Megalogenis. But that description may turn out to be inadvertently precise. It could end up being just that: a fleeting moment.At present the country seems to be in speedy regression, with the nation's leaders, on both sides, mired in relatively small problems, such as the arrival of boat people, rather than mapping out a larger and more inspiring national future.In The Rise and Fall of Australia, BBC correspondent and author Nick Bryant offers an outsider's take on the great paradox of modern-day Australian life: of how the country has got richer at a time when its politics have become more impoverished. In this thoroughly entertaining and thought-provoking book, dealing with politics, racism, sexism, the country's place in the region and the world, culture and sport, the author argues that Australia needs to discard the out-dated language used to describe itself, to push back against Lucky Country thinking, to celebrate how the cultural creep has replaced the cultural cringe and to stop negatively typecasting itself. Rejecting most of the national stereotypes, Nick Bryant sets out to describe the new Australia rather than the mythic country so often misunderstood not just by foreigners but Australians themselves.

    In this plain-English guide, you'll discover how this remarkable quality improvement method can give you the tools to identify and eliminate waste and quality problems in your own work area.Packed with diagrams, cartoons, and real-life examples, What is Lean Six Sigma? reveals the "four keys" of Lean Six Sigma and how they apply to your own job:Delight your customers with speed and qualityImprove your processesWork together for maximum gainBase decisions on data and factsYou'll see the big picture of what your company hopes to gain with Lean Six Sigma, how it may affect your work area, and what it can mean to you personally.

    Then service gets to make a brief appearance – for as long as it takes to calm the customer down and fix whatever foul-up jeopardized the relationship.In Uncommon Service, Frances Frei and Anne Morriss show how, in a volatile economy where the old rules of strategic advantage no longer hold true, service must become a competitive weapon, not a damage-control function. That means weaving service tightly into every core decision your company makes.The authors reveal a transformed view of service, presenting an operating model built on tough choices organizations must make:• How do customers define “excellence” in your offering? Is it convenience? Friendliness? Flexible choices? Price?• How will you get paid for that excellence? Will you charge customers more? Get them to handle more service tasks themselves?• How will you empower your employees to deliver excellence? What will your recruiting, selection, training, and job design practices look like? What about your organizational culture?• How will you get your customers to behave? For example, what do you need to do to get them to treat your employees with respect? Do you need to make it easier for them to use new technology?Practical and engaging, Uncommon Service makes a powerful case for a new and systematic approach to service as a means of boosting productivity, profitability, and competitive advantage.

    However, business leaders and managers cannot afford to be unconcerned or sceptical about data. Data is revolutionizing the way we work and it is the companies that view data as a strategic asset that will survive and thrive. Bernard Marr's Data Strategy is a must-have guide to creating a robust data strategy. Explaining how to identify your strategic data needs, what methods to use to collect the data and, most importantly, how to translate your data into organizational insights for improved business decision-making and performance, this is essential reading for anyone aiming to leverage the value of their business data and gain competitive advantage.Packed with case studies and real-world examples, advice on how to build data competencies in an organization and crucial coverage of how to ensure your data doesn't become a liability, Data Strategy will equip any organization with the tools and strategies it needs to profit from big data, analytics and the Internet of Things.

    Understand them, and you can create extraordinary growth. Ignore them, and you run the risk of becoming another statistic. It's become almost cliche 8 out of every 10 new ventures fail. Of the ones that succeed, how many truly thrive-for the long run? And of those that thrive, how many continually overcome their growth hurdles ... and ultimately scale, with meaning, purpose, and profitability? The answer, sadly, is not many. Author Lex Sisney is on a mission to change that picture. After more than a decade spent leading and coaching high-growth technology companies, Lex discovered that the companies that thrive do so in accordance with 6 Laws - universal principles that govern the success or failure of every individual, team, and organization.

    It has led nothing short of a revolution in the entertainment industries, generating billions of dollars in annual revenue while capturing the imaginations of hundreds of millions of people in over 190 countries. But to reach these great heights, Netflix, which launched in 1998 as an online DVD rental service, has had to reinvent itself over and over again. This type of unprecedented flexibility would have been impossible without the counterintuitive and radical management principles that cofounder Reed Hastings established from the very beginning. Hastings rejected the conventional wisdom under which other companies operate and defied tradition to instead build a culture focused on freedom and responsibility, one that has allowed Netflix to adapt and innovate as the needs of its members and the world have simultaneously transformed.Hastings set new standards, valuing people over process, emphasizing innovation over efficiency, and giving employees context, not controls. At Netflix, there are no vacation or expense policies. At Netflix, adequate performance gets a generous severance, and hard work is irrel-evant. At Netflix, you don't try to please your boss, you give candid feedback instead. At Netflix, employees don't need approval, and the company pays top of market. When Hastings and his team first devised these unorthodox principles, the implications were unknown and untested. But in just a short period, their methods led to unparalleled speed and boldness, as Netflix quickly became one of the most loved brands in the world.Here for the first time, Hastings and Erin Meyer, bestselling author of The Culture Map and one of the world's most influential business thinkers, dive deep into the controversial ideologies at the heart of the Netflix psyche, which have generated results that are the envy of the business world. Drawing on hundreds of interviews with current and past Netflix employees from around the globe and never-before-told stories of trial and error from Hastings's own career, No Rules Rules is the fascinating and untold account of the philosophy behind one of the world's most innovative, imaginative, and successful companies.

    In this landmark book, renowned organizational theorist Thomas Malone, codirector of MIT's "Inventing the Organizations of the 21st Century" initiative, provides the first credible model for actually designing the company of the future. Based on 20 years of groundbreaking research, The Future of Work foresees a workplace revolution that will dramatically change organizational structures and the roles employees play in them. Technological and economic forces make "command and control" management increasingly less useful. In its place will be a more flexible "coordinate and cultivate" approach that will spawn new types of decentralized organizations—from internal markets to democracies to loose hierarchies. These future structures will reap the scale and knowledge efficiencies of large organizations while enabling the freedom, flexibility, and human values that drive smaller firms. This book explores the skills managers will need in a workplace in which the power to decide belongs to everyone.

    The "Greatest Business Book of All Time" (Bloomsbury UK), In Search of Excellence has long been a must-have for the boardroom, business school, and bedside table.Based on a study of forty-three of America's best-run companies from a diverse array of business sectors, In Search of Excellence describes eight basic principles of management -- action-stimulating, people-oriented, profit-maximizing practices -- that made these organizations successful.This phenomenal bestseller features a new Authors' Note, and reintroduces these vital principles in an accessible and practical way for today's management reader.