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.

    But how do you manage outrageous talent? What do you do to inspire loyalty from your players? How do you turn around a team in crisis? What’s the best way to build long-term success? How can you lead calmly under pressure? The issues are the same whether you’re managing a Premier League football team or a FTSE 100 company. Here, for the first time, some 30 of the biggest names in football management reveal just what it takes. With their every decision, remark, skill, and success or failure under constant scrutiny from the media and the fans, these managers need to be the most adroit of leaders. In The Manager they explain their methods, give examples of lessons they’ve learned along the way, and describe the decisions they make and the leadership they provide. Each chapter tackles a key leadership issue for managers in any walk of life and, in their own words, shows how the experts deal with the challenges they face in an abnormally high-pressure environment. Offering valuable lessons for business leaders and fascinating behind-the-scenes insights for football fans, The Manager is an honest, accessible and unprecedented look at the day-to-day work of these high-profile characters and the world of top-level football management.Contents: A Piece of the Action (Roy Hodgson); The Art of One-on-One (Carlo Ancelotti); Behind the Scenes (Arsène Wenger); Building High-performing Teams (Sam Allardyce); The Field of Play (Roberto Mancini); Handling Outrageous Talent (José Mourinho); Pursuing a Career Under Pressure (Brendan Rodgers); Seeing the Bigger Picture (Harry Redknapp); Creating Sustained Success (Sir Alex Ferguson); Crisis Response and Turnaround (Walter Smith); Triumph and Despair (Mick McCarthy).Also featuring: Gerard Houllier, Tony Pulis, Martin O’Neill, Neil Warnock, Howard Wilkinson, Kevin Keegan, Dario Gradi, Andre Villas-Boas, David Moyes, Alex McLeish, Hope Powell, Martin Jol, Glenn Hoddle, Chris Hughton, David Platt, Paul Ince, and George Graham.

    For the first time, investigative journalist Brett Forrest takes us inside the underworld of one of organized crime's most profitable businesses—a $1 trillion annual international betting market, of which soccer comprises 70 percent.Forrest uncovered a web of nefarious dealings across the world, even on U.S. soil. As he found, no match is safe—not even the World Cup tournament—and law enforcement officials lack the resources to stop it. But one man has taken this criminal enterprise on: Chris Eaton, former head of security for FIFA. Now with the International Center for Sports Security in Qatar, this rough and tumble Australian and longtime Interpol cop has tracked down some of the biggest fixers and their financial backers and continues his mission to clean up the world's most popular sport.Filled with headline making revelations, The Big Fix is must reading for soccer fans and true crime aficionados.

    England took their eye off a ball they arrogantly thought they owned, allowing other nations to run off with it.'It has been Fifty Years of Hurt since Bobby Moore lifted the World Cup trophy at Wembley, and in this groundbreaking book, Henry Winter will address the state England are in on the golden anniversary of their greatest moment. Part lament, part anatomy of an obsession, both personal and collective, it analyses the truth behind the endless excuses, apportions the blame for the crimes against English football, but is also a search for hope and solutions.Fifty Years of Hurt weaves more than forty exclusive interviews with the biggest names in the game - Jack Charlton, Alan Mullery, Peter Shilton, Glenn Hoddle, John Barnes, Chris Waddle, Gary Lineker, Ian and Mark Wright, Alan Shearer, Michael Owen, Frank Lampard, Steven Gerrard, Roy Hodgson - with a narrative dissection of the highs and lows of five decades of football. And as well as players and managers, Henry Winter talks to the fans, to agents, to officials, to the governing bodies, about every aspect, good and bad, of English football, to provide answers to the question: 'where did it all go wrong?'.It is a passionate journey by a writer with vast personal insight into the national team, with unprecedented access to all areas of the game, but also by a fan who wants his England back. The Fifty Years of Hurt must end.

    In the summer of 1977, entrepreneurial Warner Brothers chairman Steve Ross assembled the best soccer players from across the globe to play for the Cosmos. Pele, the German superstar Franz Beckenbauer, Johan Neeskens, Giorgio Chinaglia, Brazil's 1970 World Cup-winning captain Carlos Alberto, Werner Roth, Roberto Cabanas, and many others all donned Cosmos jerseys and became instant celebrities in the process. The Cosmos quickly became the hottest ticket in town and the Cosmos players soon became enmeshed in a world of millionaires, gangsters, groupies, glamour, power struggles, alcoholic excess, drugs, and fistfights.Published to coincide with the World Cup in June 2006, Once in a Lifetime is the thrilling story of America's first flirtation with the world's most popular game.

    Jon Wertheim to overturn some of the most cherished truisms of sports, and reveal the hidden forces that shape how basketball, baseball, football, and hockey games are played, won and lost.Drawing from Moskowitz's original research, as well as studies from fellow economists such as bestselling author Richard Thaler, the authors look at: the influence home-field advantage has on the outcomes of games in all sports and why it exists; the surprising truth about the universally accepted axiom that defense wins championships;  the subtle biases that umpires exhibit in calling balls and strikes in key situations; the unintended consequences of referees' tendencies in every sport to "swallow the whistle," and more.Among the insights that Scorecasting reveals:Why Tiger Woods is prone to the same mistake in high-pressure putting situations that you and I areWhy professional teams routinely overvalue draft picks The myth of momentum  or the "hot hand" in sports, and why so many fans, coaches, and broadcasters fervently subscribe to itWhy NFL coaches rarely go for a first down on fourth-down situations--even when their reluctance to do so reduces their chances of winning.In an engaging narrative that takes us from the putting greens of Augusta to the grid iron of a small parochial high school in Arkansas, Scorecasting will forever change how you view the game, whatever your favorite sport might be.

    From the birth of Total Football in the sixties, through two decades of World Cup near misses to the exiles who remade clubs like AC Milan, Barcelona, Arsenal and Chelsea in their own image, the Dutch have often been dazzlingly original and influential. The elements of their style (exquisite skills, adventurous attacking tactics, a unique blend of individual creativity and teamwork, weird patterns of self-destruction) reflect and embody the country's culture and history.

    In Homo Deus, he looked to our future. Now, one of the most innovative thinkers on the planet turns to the present to make sense of today's most pressing issues.How do computers and robots change the meaning of being human? How do we deal with the epidemic of fake news? Are nations and religions still relevant? What should we teach our children?Yuval Noah Harari's 21 Lessons for the 21st Century is a probing and visionary investigation into today's most urgent issues as we move into the uncharted territory of the future. As technology advances faster than our understanding of it, hacking becomes a tactic of war, and the world feels more polarized than ever, Harari addresses the challenge of navigating life in the face of constant and disorienting change and raises the important questions we need to ask ourselves in order to survive.In twenty-one accessible chapters that are both provocative and profound, Harari builds on the ideas explored in his previous books, untangling political, technological, social, and existential issues and offering advice on how to prepare for a very different future from the world we now live in: How can we retain freedom of choice when Big Data is watching us? What will the future workforce look like, and how should we ready ourselves for it? How should we deal with the threat of terrorism? Why is liberal democracy in crisis?Harari's unique ability to make sense of where we have come from and where we are going has captured the imaginations of millions of readers. Here he invites us to consider values, meaning, and personal engagement in a world full of noise and uncertainty. When we are deluged with irrelevant information, clarity is power. Presenting complex contemporary challenges clearly and accessibly, 21 Lessons for the 21st Century is essential reading.

    From the cradle to the cubicle, we devote more time to fixing our shortcomings than to developing our strengths.To help people uncover their talents, Gallup introduced StrengthsFinder in the 2001 management book Now, Discover Your Strengths. The book ignited a global conversation, while StrengthsFinder helped millions discover their top five talents.In StrengthsFinder 2.0, Gallup unveils the new and improved version of its popular online assessment. With hundreds of strategies for applying your strengths, StrengthsFinder 2.0 will change the way you look at yourself and the world forever.

    He is the sixth-highest goal scorer in the history of the Premier League and notched 183 goals for Liverpool alone.But before all of that, he was a Liverpool lad who loved the game, the Kop and everything that came with it. My Life In Football is the story of a boy who became a legend.Born in Liverpool in 1975, Robbie Fowler became a club icon by the time he was 18. Now, he takes us through the games that have shaped his life and football philosophy, over 25 years after he first signed as a professional for Liverpool.Engaging, personal and revealing, Robbie opens up about his astounding achievements, the price of fame and the regrets and struggles of being a professional footballer. From Hillsborough to Madrid, via the cup treble, that goal line celebration, hundreds of goals, Houllier, Benítez, Klopp and more, Robbie explains his thinking about the modern game. Inviting readers inside the dressing room, he shares stories of legendary teammates like Rush, Owen and Gerrard, as well as his rise to football's top table. How did he get back up so many times after the injuries that blighted his career? What gave him the drive to keep going and pursue his dreams?Robbie's My Life In Football harks back to a simpler time when fans and players shared the same story, and when the local boy really could dream of scoring a hat-trick for his home club when Saturday came.

    Concerned that Starbucks had lost its way, Schultz was determined to help it return to its core values and restore not only its financial health, but also its soul. In Onward, he shares the remarkable story of his return and the company's ongoing transformation under his leadership, revealing how, during one of the most tumultuous economic times in history, Starbucks again achieved profitability and sustainability without sacrificing humanity. Offering readers a snapshot of a moment in history that left no company unscathed, the book zooms in to show, in riveting detail, how one company struggled and recreated itself in the midst of it all. The fastpaced narrative is driven by day-to-day tension as conflicts arise and lets readers into Schultz's psyche as he comes to terms with his limitations and evolving leadership style. Onward is a compelling, candid narrative documenting the maturing of a brand as well as a businessman.Onward represents Schultz's central leadership philosophy: It's not just about winning, but the right way to win. Ultimately, he gives readers what he strives to deliver every day - sense of hope that, no matter how tough times get, the future can be just as or more successful than the past, whatever one defines success to be.

    But many managers can't read a balance sheet, wouldn't recognize a liquidity ratio, and don't know how to calculate return on investment. Worse, they don't have any idea where the numbers come from or how reliable they really are. In Financial Intelligence, Karen Berman and Joe Knight teach the basics of finance--but with a twist. Financial reporting, they argue, is as much art as science. Because nobody can quantify everything, accountants always rely on estimates, assumptions, and judgment calls. Savvy managers need to know how those sources of possible bias can affect the financials and that sometimes the numbers can be challenged. While providing the foundation for a deep understanding of the financial side of business, the book also arms managers with practical strategies for improving their companies' performance--strategies, such as "managing the balance sheet," that are well understood by financial professionals but rarely shared with their nonfinancial colleagues. Accessible, jargon-free, and filled with entertaining stories of real companies, Financial Intelligence gives nonfinancial managers the financial knowledge and confidence for their everyday work. Karen Berman and Joe Knight are the owners of the Los Angeles-based Business Literacy Institute and have trained tens of thousands of managers at many leading organizations. Co-author John Case has written several popular books on management.

    Acemoglu and Robinson are intellectual heavyweights of the first rank . . . erudite and fascinating' Paul Collier, Guardian, on Why Nations FailBy the authors of the international bestseller Why Nations Fail, based on decades of research, this powerful new big-picture framework explains how some countries develop towards and provide liberty while others fall to despotism, anarchy or asphyxiating norms- and explains how liberty can thrive despite new threats.Liberty is hardly the 'natural' order of things; usually states have been either too weak to protect individuals or too strong for people to protect themselves from despotism. There is also a happy Western myth that where liberty exists, it's a steady state, arrived at by 'enlightenment'. But liberty emerges only when a delicate and incessant balance is struck between state and society - between elites and citizens. This struggle becomes self-reinforcing, inducing both state and society to develop a richer array of capacities, thus affecting the peacefulness of societies, the success of economies and how people experience their daily lives.Explaining this new framework through compelling stories from around the world, in history and from today - and through a single diagram on which the development of any state can be plotted - this masterpiece helps us understand the past and present, and analyse the future.'An intellectually rich book that develops an important thesis with verve' Martin Wolf, Financial Times, on Why Nations Fail

    Learn Ricardo's secrets and let some of the Semco magic rub off on you and your company.

    When he died in the grandest house in New Orleans sixty-nine years later, he was among the richest, most powerful men in the world. In between, he worked as a fruit peddler, a banana hauler, a dockside hustler, and a plantation owner. He battled and conquered the United Fruit Company, becoming a symbol of the best and worst of the United States: proof that America is the land of opportunity, but also a classic example of the corporate pirate who treats foreign nations as the backdrop for his adventures. In Latin America, when people shouted “Yankee, go home!” it was men like Zemurray they had in mind.            Rich Cohen’s brilliant historical profile The Fish That Ate the Whale unveils Zemurray as a hidden kingmaker and capitalist revolutionary, driven by an indomitable will to succeed. Known as El Amigo, the Gringo, or simply Z, the Banana Man lived one of the great untold stories of the last hundred years. Starting with nothing but a cart of freckled bananas, he built a sprawling empire of banana cowboys, mercenary soldiers, Honduran peasants, CIA agents, and American statesmen. From hustling on the docks of New Orleans to overthrowing Central American governments, from feuding with Huey Long to working with the Dulles brothers, Zemurray emerges as an unforgettable figure, connected to the birth of modern American diplomacy, public relations, business, and war—a monumental life that reads like a parable of the American dream.