Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.Best-selling author and multiple award-winner Phil M. Jones is highly regarded as one of the world's leading sales trainers.

    At the age of 37, he founded the New York-based agency that later merged to form the international company known as Ogilvy & Mather. Regarded as the father of modern advertising, Ogilvy was responsible for some of the most memorable advertising campaigns ever created. Confessions of an Advertising Man is the distillation of all the Ogilvy concepts, tactics, and techniques that made this international best-seller a blueprint for sound business practice. If you aspire to be a good manager in any business, this seminal work is a must-read.

    They have answers" --The NYT)--a job-changing, outlook-changing, life-changing book that shows us how to transform our work lives and create a dream job that is meaningful without necessarily changing the job we have.Dysfunctional Belief: I'm stuck in a lousy situation (and there's nothing I can do about it).Reframe: I'm stuck in a lousy situation (and I'm finding the problems and the solutions).Bill Burnett and Dave Evans successfully taught graduate and undergraduate students at Stanford University and readers of their best-selling book, Designing Your Life ("The prototype for a happy life." --Brian Lehrer, NPR), that designers don't analyze, worry, think, complain their way forward; they build their way forward. In Designing Your Work Life, Burnett and Evans show us how design thinking can transform our present job and our experience of work in general by utilizing the designer mindsets: Curiosity. Reframing. Radical collaboration. Awareness. Bias to action. Storytelling.Dysfunctional Belief: Good enough isn't good enough.Reframe: Good enough is GREAT--for now. Burnett and Evans show us how, with tools, tips, and ideas, to enjoy what we have and to live in a state of "good enough, for now," one of the strongest, most effective reframes there is, and how this idea, once understood and accepted, can make new possibilities available, giving us the energy to enjoy the present moment and allowing us to begin to prototype possible futures. And if we want to quit? Burnett and Evans show us how to use the job we have to get the job we want (in another company), and show us as well, the art and science of quitting (leave the campsite better than we found it), using the power of the quit design to reframe how we finish our current job and get a better one. They write, as well, about how the work world is changing as the automation of work increases (hello Alexa, artificial intelligence, drones, and robots); how thinking like a designer can make us flexible, and ready to adapt to change . . .

    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.

    Covers every aspect of the negotiating process with practical, proven advice: from beginning steps to critical final moves.

    His groundbreaking revelations shed light not just on business but on the way every human being acts and lives around the world. Rapaille’s breakthrough notion is that we acquire a silent system of Codes as we grow up within our culture. These Codes—the Culture Code—are what make us American, or German, or French, and they invisibly shape how we behave in our personal lives, even when we are completely unaware of our motives. What’s more, we can learn to crack the Codes that guide our actions and achieve new understanding of why we do the things we do. Rapaille has used the Culture Code to help Chrysler build the PT Cruiser—the most successful American car launch in recent memory. He has used it to help Procter & Gamble design its advertising campaign for Folger’s coffee – one of the longest-lasting and most successful campaigns in the annals of advertising. He has used it to help companies as diverse as GE, AT&T, Boeing, Honda, Kellogg, and L’Oréal improve their bottom line at home and overseas. And now, in The Culture Code, he uses it to reveal why Americans act distinctly like Americans, and what makes us different from the world around us. In The Culture Code, Dr. Rapaille decodes two dozen of our most fundamental archetypes—ranging from sex to money to health to America itself—to give us “a new set of glasses” with which to view our actions and motivations. Why are we so often disillusioned by love? Why is fat a solution rather than a problem? Why do we reject the notion of perfection? Why is fast food in our lives to stay? The answers are in the Codes. Understanding the Codes gives us unprecedented freedom over our lives. It lets us do business in dramatically new ways. And it finally explains why people around the world really are different, and reveals the hidden clues to understanding us all.

    Based on hundreds of solid ideas that really work, Levinson’s philosophy has given birth to a new way of learning about market share and how to gain it. In this completely updated and expanded fourth edition, Levinson offers a new arsenal of weaponry for small-business success including* strategies for marketing on the Internet (explaining when and precisely how to use it)* tips for using new technology, such as podcasting and automated marketing* programs for targeting prospects and cultivating repeat and referral business* management lessons in the age of telecommuting and freelance employeesGuerrilla Marketing is the entrepreneur’s marketing bible -- and the book every small-business owner should have on his or her shelf.

    Your product or service works beautifully - but something is missing. People just don’t see the big idea - and it’s keeping you from being successful. Your idea has an explanation problem.The Art of Explanation is for business people, educators and influencers who want to improve their explanation skills and start solving explanation problems.Author Lee LeFever is the founder of Common Craft, a company known around the world for making complex ideas easy to understand through short animated videos. He is your guide to helping audiences fall in love with your ideas, products or services through better explanations in any medium. You will learn to:• Plan: Learn explanation basics, what causes them to fail and how to diagnose explanation problems.• Package: Using simple elements, create an explanation strategy that builds confidence and motivates your audience. • Present: Produce remarkable explanations with visuals and media. The Art of Explanation is your invitation to become an explanation specialist and see why explanation is now a fundamental skill for professionals.

    Whether you've already got a business or you're itching to start one, this is a recipe for getting more traction.Think about it: what if you could launch like Apple or the big Hollywood studios? What if your prospects eagerly counted down the days until they could buy your product? What if you could create such powerful positioning in your market that you all but eliminated your competition? And you could do all that no matter how humble your business or budget?Since 1996 Jeff Walker has been creating hugely successful online launches. After bootstrapping his first Internet business from his basement, he quickly developed an underground process for launching new products and businesses with unprecedented success.But the success-train was just getting started; once he started teaching his formula to other entrepreneurs, the results were simply breathtaking. Tiny, home-based businesses started doing launches that sold tens of thousands, hundreds of thousands, and even millions of dollars in sales with their launches.Launch is the treasure map into that world; an almost secret world of digital entrepreneurs who create cash-on-demand paydays with their product launches and business launches.Whether you have an existing business, or you have a service-based business and want to develop your own products so you can leverage your time and your impact, or you're still in the planning phase, this is how you start fast. This formula is how you engineer massive success.Now the question is this : are you going to start slow, and fade away from there? Or are you ready for a launch that will change the future of your business and your life?

    If we can understand what makes these gatherings effective and memorable, then we can reframe and redirect them to benefit everyone, host and guest alike. Parker defines a gathering as three or more people who come together for a specific purpose. When we understand why we gather, she says -- to acknowledge, to learn, to challenge, to change -- we learn how to organize gatherings that are relevant and memorable: from an effective business meeting to a thought-provoking conference; from a joyful wedding to a unifying family dinner. Drawing on her experience as a strategic facilitator who's worked with such organizations as the World Economic Forum, the Museum of Modern Art, and the retail company Fresh, Parker explains how ordinary people can create remarkable occasions, large and small. In dozens of fascinating examples, she breaks down the alchemy of these experiences to show what goes into the good ones and demonstrates how we can learn to incorporate those elements into all of our gatherings. The result is a book that's both journey and guide, full of big ideas with real-world applications that will change the way you look at a business meeting, a parent-teacher conference, and a backyard barbecue.

    Under such pressure to stay alive—let alone grow—it’s easy for entrepreneurs to get caught up in a never-ending cycle of “sell it—do it, sell it—do it” that leaves them exhausted, frustrated, and unable to get ahead no matter how hard they try.This is the exact situation Mike Michalowicz found himself in when he was trying to grow his first company. Although it was making steady money, there was never very much left over and he was chasing customers left and right, putting in twenty-eight-hour days, eight days a week. The punishing grind never let up. His company was alive but stunted, and he was barely breathing. That’s when he discovered an unlikely source of inspiration—pumpkin farmers.After reading an article about a local farmer who had dedicated his life to growing giant pump­kins, Michalowicz realized the same process could apply to growing a business. He tested the Pumpkin Plan on his own company and transformed it into a remarkable, multimillion-dollar industry leader. First he did it for himself. Then for others. And now you. So what is the Pumpkin Plan?Plant the right seeds: Don’t waste time doing a bunch of different things just to please your customers. Instead, identify the thing you do better than anyone else and focus all of your attention, money, and time on figuring out how to grow your company doing it. Weed out the losers: In a pumpkin patch small, rotten pumpkins stunt the growth of the robust, healthy ones. The same is true of customers. Figure out which customers add the most value and provide the best opportunities for sustained growth. Then ditch the worst of the worst. Nurture the winners: Once you figure out who your best customers are, blow their minds with care. Discover their unfulfilled needs, innovate to make their wishes come true, and overdeliver on every single promise.Full of stories of other successful entrepreneurs, The Pumpkin Plan guides you through unconven­tional strategies to help you build a truly profitable blue-ribbon company that is the best in its field.

    With chapters like "The Ten Rules of Successful Communication" and "The 21 Words and Phrases for the 21st Century," he examines how choosing the right words is essential. Nobody is in a better position to explain than Frank Luntz: He has used his knowledge of words to help more than two dozen Fortune 500 companies grow. Hell tell us why Rupert Murdoch's six-billion-dollar decision to buy DirectTV was smart because satellite was more cutting edge than "digital cable," and why pharmaceutical companies transitioned their message from "treatment" to "prevention" and "wellness." If you ever wanted to learn how to talk your way out of a traffic ticket or talk your way into a raise, this book's for you.

    In fact, being chosen for a position is only the first of the five levels every effective leader achieves. To become more than "the boss" people follow only because they are required to, you have to master the ability to invest in people and inspire them. To grow further in your role, you must achieve results and build a team that produces. You need to help people to develop their skills to become leaders in their own right. And if you have the skill and dedication, you can reach the pinnacle of leadership—where experience will allow you to extend your influence beyond your immediate reach and time for the benefit of others.The 5 Levels of Leadership are:1. Position—People follow because they have to.2. Permission—People follow because they want to.3. Production—People follow because of what you have done for the organization.4. People Development—People follow because of what you have done for them personally.5. Pinnacle—People follow because of who you are and what you represent.Through humor, in-depth insight, and examples, internationally recognized leadership expert John C. Maxwell describes each of these stages of leadership. He shows you how to master each level and rise up to the next to become a more influential, respected, and successful leader.

     They say you shouldn't ask your mom whether your business is a good idea, because she loves you and will lie to you. This is technically true, but it misses the point. You shouldn't ask anyone if your business is a good idea. It's a bad question and everyone will lie to you at least a little . As a matter of fact, it's not their responsibility to tell you the truth. It's your responsibility to find it and it's worth doing right .Talking to customers is one of the foundational skills of both Customer Development and Lean Startup. We all know we're supposed to do it, but nobody seems willing to admit that it's easy to screw up and hard to do right. This book is going to show you how customer conversations go wrong and how you can do better.

    It seems hard to believe today, but there was a time when Airbnb was the best-kept secret of travel hackers and couch surfers, Pinterest was a niche web site frequented only by bakers and crafters, LinkedIn was an exclusive network for C-suite executives and top-level recruiters, Facebook was MySpace's sorry step-brother, and Uber was a scrappy upstart that didn't stand a chance against the Goliath that was New York City Yellow Cabs.So how did these companies grow from these humble beginnings into the powerhouses they are today? Contrary to popular belief, they didn't explode to massive worldwide popularity simply by building a great product then crossing their fingers and hoping it would catch on. There was a studied, carefully implemented methodology behind these companies' extraordinary rise. That methodology is called Growth Hacking, and it's practitioners include not just today's hottest start-ups, but also companies like IBM, Walmart, and Microsoft as well as the millions of entrepreneurs, marketers, managers and executives who make up the community of GrowthHackers.com.Think of the Growth Hacking methodology as doing for market-share growth what Lean Start-Up did for product development, and Scrum did for productivity. It involves cross-functional teams and rapid-tempo testing and iteration that focuses customers attaining them, retaining them, engaging them, and motivating them to come back and buy more. An accessible and practical toolkit that teams and companies in all industries can use to increase their customer base and market share, this book walks readers through the process of creating and executing their own custom-made growth hacking strategy. It is a must read for any marketer, entrepreneur, innovator or manger looking to replace wasteful big bets and "spaghetti-on-the-wall" approaches with more consistent, replicable, cost-effective, and data-driven results.