Cross answers this question with his ground-breaking approach to revitalizing businesses: focusing on the revenue side of the ledger instead of the cost side. The antithesis of slash-and-burn methods that left companies with empty profits and dissatisfied stockholders, Revenue Management overturns conventional thinking on marketing strategies and offers the key to initiating and sustaining growth.Using case studies from a variety of industries, small businesses, and nonprofit organizations, Cross describes no-tech, low-tech, and high-tech methods that managers can use to increase revenue without increasing products or promotions; predict consumer behavior; tap into new markets; and deliver products and services to customers effectively and efficiently. His proven tactics will help any business dramatically improve its bottom line by meeting the challenge of matching supply with demand.

    The demands to deliver at a consistently high level can be unforgiving. The loneliness. The weight of responsibility. The relentless second-guessing and criticism. The pressure to build all-star teams. The 24/7 schedule that requires superhuman stamina. The tough decisions that often leave no one happy. The expectation to always have the right answer when it can be hard just to know the right question. These challenges are brought into their highest and sharpest relief in the corner office, but they are hardly unique to chief executives. All leaders face their own version of these tests, and the authors drawing on the distilled wisdom, stories and lessons from hundreds of chief executives to show how every aspiring leader can master these challenges and lead like a CEO. These foundational leadership skills will make all aspiring executives more effective in their role today, and to lift the trajectory of their career. The CEO Test is the authoritative, no-nonsense insider's guide to navigating leadership's toughest challenges, brought to you by authors uniquely qualified to tell the stories. Adam Bryant has conducted in-depth interviews with more than 600 CEOs. Kevin Sharer spent more than two decades as president and then CEO of Amgen, where he led its expansion from $1 billion in annual revenues to nearly $16 billion. He has served on many boards and is a sought-after mentor for CEOs of global companies. Leadership is getting harder as the speed of disruption across all industries accelerates. The CEO Test will better prepare you to succeed whether you're a CEO or just setting out to become one"--

    OKRs translate a company's vision and strategy into a coherent set of performance measures. The three layers of organization: Dreams, OKRs, and To dos, offer a balance between long-term goals and short-term planning, between outcomes that are desired by the organization and actual performance KPIs that drive these outcomes, between harder and softer performance measures. Francisco Mello, founder of Qulture.Rocks, the leading performance management software company, takes you through the history of using goals for management, from MBOs to OKRs, and presents OKRs with a constant focus on its key differences from older frameworks such as MBOs.

    Typical characteristics of a left brainer.What makes a good marketing executive? A person who is highly visual, intuitive, and holistic. Typical characteristics of a right brainer.These different mind-sets often result in conflicting approaches to branding, and the Ries' thought-provoking observations—culled from years on the front lines—support this conclusion, including:Management deals in reality. Marketing deals in perception.Management demands better products. Marketing demands different products.Management deals in verbal abstractions. Marketing deals in visual hammers.Using some of the world's most famous brands and products to illustrate their argument, the authors convincingly show why some brands succeed (Nokia, Nintendo, and Red Bull) while others decline (Saturn, Sony, and Motorola). In doing so, they sound a clarion call: to survive in today's media-saturated society, managers must understand how to think like marketers—and vice versa. Featuring the engaging, no-holds-barred writing that readers have come to expect from Al and Laura Ries, War in the Boardroom offers a fresh look at a perennial problem and provides a game plan for companies that want to break through the deadlock and start reaping the rewards.

    His abrupt style and zero-tolerance policy on nonsense have become the highlights of every series. But what is he like in real business?Single-Minded reveals the story of Claude's varied career and the turbulent years that shaped him. From being told at school that he would never amount to anything to his current status as a boardroom heavyweight both on-screen and off it, success has never come easy. Claude's complex, fascinating work has taken him into many different industries and countries, encompassing retail start-ups; knife-edge company rescue missions; the bruising rough-and-tumble of Premier League football; facing down French trade unions; taking on Texan oil barons in multi-million-dollar deals; and, in the private sphere, conquering life-threatening illness.Told with characteristic candour and disarming modesty, Single-Minded is an unflinching account of a remarkable career in the spotlight.

    Indian companies took up products that came in from the West and either replicated it or re-engineered it. Indians, when they went to other countries, were part of creative teams that came up with, and implemented great ideas. But, when in their own country, Indians do not have a reputation for coming up with innovative ideas. So, what is it that stops them?The author laments this situation in his book Making Breakthrough Innovation Happen: How 11 Indians Pulled Off The Impossible. He points out that even the Indian branches of MNCs do not see their Indian operations as centers of innovations. They just work on things that have already been conceived elsewhere.In this book, Munshi tells the true stories of 11 breakthrough ideas conceived and executed by Indians. These ground-breaking examples show that if someone dares to think out-of-the box and follows their dream, then seemingly impossible things can be achieved.The examples cover a wide range of industries. from public sector to private sector, and from MNCs and huge Indian companies to startup firms. The book talks about 11 ideas that had a deep impact, and achievements that were original and influential.The examples include the creation of the slimmest water proof watches by Titan, and the business model of Cavinkare - a small company that took on giants in the field of personal care products and succeeded. It includes the story of how Aravind Eye Hospital came up with an idea - assembly line surgery - to improve the productivity of its surgeons. Today, the hospital treats 70% of its patients free of charge and yet manages to make a good profit.Then, there is the case of the Hindi daily, Dainik Bhaskar, that combined intensive in-house marketing surveys and research with innovative marketing ideas to capture a large segment of the market in each new city they entered.The book throws light on the innovative strategies of Trichy police to turn around a city that was crime prone and known for communal clashes into one of the safest in the country. He further talks about the power backup company Su-kam that succeeded by creating its own niche, and Shantha Biotech that launched a low-cost Hepatitis B vaccine.The other success stories include Surat City’s transformation after the plague outbreak into one of the cleanest cities in the country, and Chic shampoo’s innovation of introducing sachet packs, which revolutionized the retail market. Making Breakthrough Innovation Happen: How 11 Indians Pulled Off The Impossible further elaborates how Bosch India came up with a new cost-effective pump that meets the Euro standards, ITC’s e-Choupal marketing model, and Chola Vehicle Finance’s innovative business model.All these real-life examples in Making Breakthrough Innovation Happen: How 11 Indians Pulled Off The Impossible give an insight into the ability of Indians to go beyond conventions and create innovative products and strategies that could turn their respective industries on their heads.About the AuthorPorus Munshi is a psychology graduate and has a passion for helping people realize their potential. He is also a partner consultant at Erehwon Innovation Consulting.He previously contributed a column to Hindu Busnessline called Work and You. His book, Making Breakthrough Innovation Happen: How 11 Indians Pulled Off The Impossible, is already on its second reprint.Munshi works with clients and helps them release mental blocks and conventional restraints to help them achieve their goals and dreams. He helps facilitate innovative thinking and organizational transformations. Besides his passion for innovation and realizing the human potential, he has an avid interest in martial arts, from Karate to Tai Chi.

    Info-marketers gather information and sell it in convenient forms to people who need it. The topics include everything imaginable from better sex, to teaching parrots to talk, to gardening, to investing in real estate, to running businesses. In addition to an easy 9-step process for you to create your own info-business, this book profiles 29 info-marketers, reveals their businesses strategies, marketing materials and business documents so you can have the tools you need to duplicate their success.How a Real Estate Millionaire Gets His Customers to Do the Selling for Him ..... Page 159How One Ex-Salesman, Ex-Law Enforcement Officer, Ex-Company Owner Turned Surplus Junk Into a Million-Dollar Info-business ..... Page 28A High School Kid Built a Business and Earned More Than His College Professors ..... Page 32A Direct Sales Process That Turned Into an Info-Business ..... Page 35The 40 Ways to Make Money With Information Products ..... Page 41The Quick Way to Determine the Selling Price of Information Products .... Page 43How Simple Changes Multiplied a Product's Sales Price 4Times .... Page 51How a Professional Speaker Got Off the Road and Built a Million-Dollar Business She Could Run From Her Home Office .... Page 53Blinded and Handicapped by Multiple Sclerosis, One Info-Marketer Used His Disability to Build a Successful Info-Business .... Page 59What a Successful Veterinarian Did to Get Veterinarians From Around the World to Buy His Marketing Strategies .... Page 62How an Info-Marketer From a Small Town in Kansas (population 565) Built an International Business .... Page 72Someone Who Teaches Men How to Get Women to Approach Them for Dates .... Page 76An Australian Built a Business Teaching Salons How to Book More Appointments, and He's Never Owned a Salon Before .... Page 81How an Info-Marketer Used His Products to Create a Professional Speaking Business Earning Him $10,000.00 per Gig .... Page 89How a Mom From New York Built a Business From Her Home That Kept Bill Collectors Away and Gave Her Family the Extra Money for a Great Lifestyle .... Page 101What an Info-Marketer Did With No Knowledge and No Customers to Build a Million-Dollar Business Within a Year .... Page 149What to Say to Get Customers to Believe That You Really Do Offer High Quality Products .... Page 121Information Marketing is responsive to and fueled by the ever-increasing pressure on peoples' time. Businesspeople and consumers alike need information provided to them in convenient forms, and in some cases, need an extension of it; methods and strategies that might merely have been taught to them 10 years ago are now done for them. The Information Industry encompasses products like traditional books, audio programs, videos or DVD's that you might buy in a store, from a catalog, or online; magazines, newsletters, e-books, membership websites, teleseminars and webinars, telecoaching programs, and seminars and conferences; and combinations thereof. Much of this business is conducted by lone wolf, small, quiet operators, many with home-based businesses, most with zero to no more than a few employees, most working only part-time hours and most netting 7-figure profits.

    From getting a job to getting a pay rise, and from closing a deal to managing the people around you, it makes a big difference. Robert Phipps, one of the world's leading body language experts shows you how to make it work for you. Busting some of the biggest body language myths, Phipps shows how to read other people's body language and to use yours to succeed in business and life.Loaded with practical tips, this book covers everything you ever need to know about body language, in a variety of business situations: GreetingsMeetingsPartingsPresentationsNegotiationsMotivationDeceptionManagingInterviewingDisciplining

    Who will succeed in the twenty first century?Today's creative business leaders already know the answer and it's not about cutting overhead downsizing or meeting next quarter's budget.  Corporateleaders of the twenty-first century will be spiritual leaders-- grounded in vision, integrity and intuition--and they will know how to nurture thesequalities in others.Gay Hendricks and Kate Ludeman have been training top executives for more than twenty-five years.  They have distilled the experience of the hundred wisestbusinessmen and women they know into nuggets of just-in-time wisdom that take no more than a minute or two to read.  You will discover:*       The twelve qualities of twenty-first-century leaders*       How to make breakthrough decisions with intuitive ease*       The visionary's ability to think twenty years down the line*       How to spot and correct integrity problems in your organization*       How to create a mind-set of prosperity in yourself and your companyDrawing on insights and observations from legendary CEOs like Bob Galvin ofMotorola and Ed McCracken of Silicon Graphics, The Corporate Mystic alsooffers spirited solutions to the day-in, day-out problems of business.  You'll learn what these visionaries with their feet on the ground say about:*       Giving and receiving honest feedback*       Ending destructive turf battles*       High-firing people who drain your energy*       Handling big wins and big losses*       Protecting your creative think-time*       And much much more.Whether you're a new hire or already division chief The Corporate Mystic is a book to nourish your soul and light your path to professionalsuccess.From the Trade Paperback edition.

    One section focused on eight incredibly subtle—and devastatingly destructive—tactics for sabotaging the decision-making processes of organizations. While the manual was written decades ago, these sabotage tactics thrive undetected in organizations today:Insist on doing everything through channels. Make speeches. Talk as frequently as possible and at great length. Refer all matters to committees. Bring up irrelevant issues as frequently as possible. Haggle over precise wordings of communications. Refer back to matters already decided upon and attempt to question the advisability of that decision. Advocate caution and urge fellow-conferees to avoid haste that might result in embarrassments or difficulties later on. Be worried about the propriety of any decision.Everyone has been faced with someone who has used these tactics, even when they have meant well. Filled with proven strategies and techniques, this brief, clever book outlines the counter-sabotage measures to detect and reduce the impact of these eight classic sabotage tactics to improve productivity, spur creativity, and engender better collegial relationships.

    In this book she shows how to build a faithful following and beat the competition clamoring for people's attention by continually delivering value - when, where, and how people want it. People want to be heard, to be involved, to be entertained, to be adventurous, to be informed.Reveals the winning strategies for using social media to achieve dramatic results Shows how to gain influence with social media that requires an unprecedented (and potentially uncomfortable) level of accessibility and ongoing affinity Filled with illustrative examples of social media successes (including Dwayne 'The Rock' Johnson, Shaquille O'Neal, and Nike) that show how humanizing a brand through social media leads to monetization Explores how Amy Jo Martin and other successful entrepreneurs are becoming renegades by using social media to innovate their personal and professional lives The book reveals one of the basic rules of digital media success: Humans connect with humans, not logos and creative taglines.

    Rockefeller is considered to be the wealthiest man to have ever lived, after adjusting for inflation. An American businessman who made his wealth as a cofounder and leading figure of the Standard Oil Company, he also had a pivotal role in creating our modern system of philanthropy.Collected in John D. Rockefeller on Making Money are the words from the man himself, offering advice on how to successfully start and manage a booming business, as well as the most efficient ways to preserve your wealth once you have acquired it. These quotes also cover:Happiness in the face of great wealthMoney and its effectsThoughts on facing public criticismThoughts on big business in the USAIncluded are John D. Rockefeller’s thoughts on the most sage and conscientious manner of distributing and sharing your wealth when your wealth is overflowing. Finally, we get a glimpse into Rockefeller’s life with the inclusion of some of his most personal correspondence.

    Startup Weekend, the book, contains best practices, lessons learned, and empowering examples derived from the organization's experiences for individuals and small organizations to follow as they launch businesses. Each of the key beliefs outlined has been tested by Startup Weekend and has yielded powerful results.The principles described in each chapter will give any business idea a greater chance for success.Chapter topics include trust and empowerment, flexible organizational structures, the power of experiential education, action-based networking, and much more Describes consequences for startup development as entrepreneurs and founders begin doing much more, even faster Profiles successful Startup Weekend companies, including two powerful examples: Memolane, an application that captures a user's online life in one timeline making it easy for users to travel back in time and relive memories; and Foodspotting, a mobile and desktop app that allows users to find and share the foods they love Apply these simple actionable principles to launch your own startup revolution.

    It can increase your reach and future proof your business. But how do you scale ? And how does it differ from flipping for a quick profit or slower organic growth? Les McKeown advises industry leaders on how to achieve scalable, sustainable growth. In Do Scale, he draws from his decades of experience to provide a clear understanding of what's involved, and the strategies needed to take your business (or not-for-profit) to the next level. You'll find out: What it means to scale and if now is the right time; Why founders need to get out of their own way ; How to develop winning teams; Your secret weapon for decision making. With practical advice and clear guidance, Do Scale is an essential manual for anyone looking to grow a successful and sustainable organisation and turn it into something truly remarkable.

    "The Powell Principles " outlines the decision-making habits, success strategies, and leadership philosophies of Secretary of State Colin Powell, and provides fascinating examples of how Powell has used them to overcome numerous obstacles in his climb to the top. Filled with insights that are refreshingly honest, this concise, powerful book reveals how you can dramatically improve your leadership skills and achieve unmatched levels of professional success, while inspiring others to extraordinary performance.