This book relives late Professor C K Prahalad’s dream life – from a boy who studied in a Tamil-medium school among the poor in Coimbatore, and went on to do MBA at IIM Ahmedabad, a doctorate at the Harvard Business School and sat on the boards of several large global corporations.Yet, this is not a biography. It is a mélange of untold stories of the profound impact CK had on global and Indian business leaders, CEOs, executives, students and teachers and while doing so, looks at the timeless lessons he left behind for future generations.This book is for those who get excited and inspired by how path-breaking ideas and deep insights on leadership, strategy and behaviour change the way we run our lives and businesses. It’s for those who believe that the world’s most difficult problems like poverty can be addressed by asking simple questions and finding innovative solutions for solving them.Readers will find rare and riveting stories of how CK transformed the mindsets of frightened Indian business leaders after 1991 reforms into formidable global players Just as fascinating is to learn how he also greatly influenced the direction and growth of India’s information technology sectorTo those who have heard CK talk and have read his books, he seemed tough and distant. This book demystifies the man and makes him eminently approachable.While the book is essentially about the Big Impact of the Big Man on Indian business since 1991, it doubles up smartly as an incisive commentary on India’s tryst with rediscovering its self-belief, globalization, modernization and much more after 1991.

    This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem.

    Hardly anyone has heard of it, but those who do swear by it, and they tend to be some of the world's top copywriters. For example, Gary Bencivenga, who retired in 2003 as the world's most effective and highest paid copywriter, named Obvious Adams as one of the most important copywriting and business books he's ever read. Some say that Bencivenga was given the book by David Ogilvy himself, the father of modern advertising. And some even whisper that the allegorical character of Obvious Adams is a veiled reference to Claude Hopkins, whose work is studied by serious marketers to this day. So make use of this treasure that you hold in your hands. Read it once, to enjoy the story. Then read it a second time, to appreciate the wisdom that it shares. Make notes in the margins, and carefully apply what you learn - and your future customers will thank you for having done so!

    The modern consumer is more educated and has more choices than ever before. Counterintuitively, this has led to more confusion, doubt and frustration in their real estate journey. Therein the opportunity lies.In 'EXACTLY WHAT TO SAY: FOR REAL ESTATE AGENTS', Phil M. Jones, Chris Smith, and Jimmy Mackin provide 30 Magic Words to help with the most common, critical, and difficult conversations real estate agents have today. If you are open-minded to a better way of selling, this book is for you. Imagine what it is going to feel like knowing exactly what to say when it matters the most. . .RUNNING TIME ⇒ 2hrs. and 14mins.©2019 Phil Jones (P)2019 Phil Jones

    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.

    He received his Ph.D. at the Wharton School, University of Pennsylvania. Kyungmook Lee is Professor of Organizational Behavior and Human Resource Management at Seoul National University Business School where he currently serves as Senior Associate Dean for academic affairs. He received his Ph.D. at the Wharton School, University of Pennsylvania.

    (Rhino) Thompson, PhD on the subject of Verbal Judo. Redirecting Behavior with Words explores the need for an approach to conflict and verbal abuse. By uniting the persuasive power found in the rhetorical persuasion of Aristotle and the physical re-directive power of Jigoro Kano's physical judo, this book expounds the principles of the Verbal Judo training program, now recognized around the world as an effective and pragmatic approach to conflict resolution. By using life examples from people in conflict, Thompson and his friend discuss the philosophy of conflict and the birth of Verbal Judo during a car road trip from Albuquerque, New Mexico to Las Vegas, Nevada. Each stop and each situation explores a problem and a solution using words to gain voluntary compliance from angry or emotionally frustrated people. Using a dialogue format and designed as a "Habit of Mind" philosophy for thinking creatively about conflict, Verbal Judo is the next step in resolving the issues that plague all of us when dealing with others in disagreement. From missed expectations to redirecting harsh words, this book was the ground floor for a program that has had over one million participants attending lectures since 1984.

    Discover the mindsets of the best, install the rituals of the icons, run the habits of the heroes and massive improvements will be yours for the taking. In The Little Black Book of stunning success, Robin Sharma - one of the true masters of leadership + elite performance on the planet - shares the potent insights that have helped so many people just like you do legendary work, live remarkable lives and lift everyone around them in the process. If you're truly ready to live your dreams, this book is your fuel. Dream. Dare. Lead. Learn. Craft. Create. Produce. Perfect. Iterate. Optimize. Inspire. Impact. Win. Repeat. Push. Rest. Love. Live.

    And Harry J.Friedman is very good at it. Someone once said, "Harry is the kind of guy who would sell someone a kickstand and then a $3,000 bicycle to go on top of it. "What makes him and his bookon retail selling so unique is his uncanny ability to turn shoppers into buyers, and teach others how to do the same. "No Thanks, I'm Just Looking" will give you the inside scoop on how to skyrocket your career with a system of practical money-making steps that are easy to learn and fun to use. No theoretical mumbojumbo oroutdated 1940s methodologies.Unlike most sales trainers who are obsessed with handling objections and tricky closing techniques, Harryconcentrates more on "front-end selling." He'll show you how to get past customer resistance - that "I don't like you and I don't trust you" defensive shield thatcustomers are seemingly born with. And he'll show you how to probe more effectively so you can find outexactly what your customers want so that all you have to do is deliver it. The essence of front-end selling is having your customers say "I'11 take it" before you everhave to ask "Will you buy it?"The fun really begins, however, when you learn his unique version of the trial close - how to routinely add on additional merchandise, while you're closing thesale on the main item. This will put you in control of the sale and set you up for the final step which will reduce returns, build referrals and increase your repeat business.This book will save you countless hours of trial and error experience and allow you to focus on the things that really work. It will become your retail bible as you read it over and over. And each time you do,you'll turn up another batch of gems that just keep making you money.

    Berman, Chief Operating Officer, Outside VenturesIn the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do--it's what you don't do:Don't sell against a competitorDon't be satisfiedDon't stop getting ideasDon't use boilerplate proposalsDon't overuse e-mailThe book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice--from listening to the client to following up on the sale--that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.

    David Ohrvall's step-by-step approach combines practical instruction on structuring, analytics and communication, as well as insider tips and insights gained from training thousands of candidates. CTCS includes over 150 bonus videos on mbacase.com, 42 practice cases, homework and drills. About the author: David Ohrvall is the global expert on the topic of case interviews. A dynamic and sought-after speaker, he trains several thousand MBAs and undergraduates each year at premiere business schools around the world, including Wharton, Stanford, Harvard Business School, Chicago Booth, Duke's Fuqua School of Business, INSEAD, Oxford and Cambridge. David also has an extensive private coaching practice that has helped launch hundreds of candidates into consulting, venture capital, and a variety of industries. David is a former management consultant (Bain & Company), and a graduate of the Wharton School (MBA & undergrad). Learn more about David at www.mbacase.com.

    I did it all by myself, and I did it all inside a tiny niche. This isn't some get-rich-quick scheme or "push a button and make money" type approach. Rather, it's about understanding how to enhance your personal brand, how to leverage LinkedIn's built-in advantages and how to apply the specific type of selling psychology that generates nonstop leads and customers when done correctly. The simple formula I’ll teach you works in any niche, takes just a few minutes a day to apply and drives targeted, ready-to-buy prospects to your virtual front door. It doesn’t matter what your experience level is when it comes to LinkedIn – literally anyone can do this! Find out RIGHT NOW just how easy it is! Inside This Book You’ll Discover: - How to ensure your LinkedIn profile ranks #1 in your niche or industry - How to instantly locate your ideal prospects on LinkedIn no matter what industry you’re in - How to engage your ideal prospects on LinkedIn by creating instant likability and trust - How to create content on LinkedIn that establishes your credibility and attracts your ideal prospects - How to turn LinkedIn Groups into your own personal ATM Machine - How to move new LinkedIn connections from prospects to paying customers as quickly as possible ABOUT THE AUTHOR JOHN NEMO is a former Associated Press Reporter, Award-Winning PR Director and Social Media Consultant who generated more than $135,000 in revenue for his business in just 90 days using LinkedIn. He is the creator of www.LinkedInRiches.com, an online training course that helps brands, businesses and individuals leverage LinkedIn to generate more sales leads, add new clients and increase revenue. In addition to public speaking, live trainings and presentations, Nemo also offers 1-on-1 coaching and consulting services to clients worldwide in a variety of business development, marketing and lead generation areas. The author of five previous books, John Nemo has written for nearly 150 different national and regional publications over the past 20 years, including Sports Illustrated online, The Philadelphia Inquirer, The Chicago Sun-Times and The Arizona Republic. He lives near St. Paul, Minnesota with his wife, Sara, their three sons and Rosie the dog.

    Product DetailsPaperback: 79 pagesPublisher: Project Management Inst (May 31, 2006)Language: EnglishISBN-10: 1930699905ISBN-13: 978-1930699908Product Dimensions: 10.9 x 8.5 x 0.3 inchesShipping Weight: 1.2 poundsAverage Customer Review: 3.7 out of 5 stars See all reviews (6 customer reviews)Amazon Best Sellers Rank: #372,351 in Books (See Top 100 in Books)

    In his wonderful new book, Warren distills a lifetime of sales training into sixteen actionable tools, which, if you use them, will guarantee that you too reach your goals. -Mark Terry, President, Harman Pro Group A great read! Warren says it all in a way that's not only easy to understand, but even easier to implement. No need to ever read another book on this subject. -John Gamauf, President Consumer Replacement Tire Sales Bridgestone Firestone North American Tire, LLC Put this book on your must-read list if you want to learn successful strategies for taking your distribution team to the next level. Through motivation and education, Warren Greshes has captivated our very best top managers and producers. He pushes them to succeed and to keep their goals out in front of them, all the while maintaining a clear message, infused with his sense of humor. Warren has helped pave our way to success. -Bernadette Mitchell, Vice President Retirement Benefits Group, AXA Equitable Warren is truly an expert in the field of sales! His grassroots ideas are practical, designed for immediate implementation, and are sure to lead to top-notch results. This book is a must-read for those new to sales and those veteran salespeople who want to take their skills to the next level. -Raj Madan, corporate marketing executive, financial services industry

    With controversial ideas and funny stories, it covers topics that readers will recognize from their course and some new but equally important areas to challenge their thinking. Part of a highly popular new series this book will make you better able to question and understand this burgeoning field.