Monthly Archives: August 2016 Back

Negotiating with tough customers : never take “no” for a final answer and other tactics to win at the bargaining table (book)


Author: Steve Reilly Negotiation is the middle ground between capitulation and stonewalling, a back-and-forth between two parties trying to reach agreement. If a price or other term is non-negotiable, there is no give and take, just “take it or leave it.” You may think you are negotiating, but if the other side isn’t playing, you … Read more

The founder’s mentality : how to overcome the predictable crises of growth (book)


Author: Chris Zook and James Allen. Why is profitable growth so hard to achieve and sustain? Most executives manage their companies as if the solution to that problem lies in the external environment – find an attractive market, formulate the right strategy, win new customers. But when Bain & Company’s Chris Zook and James Allen, … Read more

Whoever Tells the Best Story Wins : How to Use Your Own Stories to Communicate with Power and Impact (ebook)


Author: Annette Simmons Stories have tremendous power. They can persuade, promote empathy, and provoke action. Better than any other communication tool, stories explain who you are, what you want…and why it matters. In presentations, department meetings, over lunch — any place you make a case for new customers, more business, or your next big idea—you’ll … Read more

Social selling : techniques to influence buyers and changemakers (book)


Authors: Tim Hughes and Matt Reynolds As the digital landscape has changed buyers’ habits it’s increasingly difficult to reach them early enough in their decision-making process using traditional sales methods. Developing relationships with decision-makers through social networks has become an increasingly critical skill – enabling sales professionals to engage early on and ‘hack’ the buying … Read more

Leading innovation, creativity and enterprise (book)


Author: Peter Cook Drawing upon cutting edge research from academia but expressed clearly and concisely for the busy person seeking practical inspiration, Leading Innovation, Creativity and Enterprise will feature numerous case examples from companies such as Virgin, Pfizer, Roche and Fuji Film. The book deals with questions such as: What are the roots of creativity … Read more

What if it does work out : turn your passion into cash, make an impact and live the life you were born to (book)


Author: Susie Moore Think about that hobby, that talent, that passion which you joyfully engage in. Just thinking about it shifts your energy, doesn’t it? Do you want to start transforming that into a side business which provides you with inspiration, fulfillment and a truckload of cash? This book will be that vital motivational injection … Read more

Play bigger : how rebels and innovators create new categories and dominate markets (book)


Authors: Al Ramadan, Dave Peterson, Christopher Lochhead, Kevin Maney Winning today isn’t about beating the competition at the old game. It’s about inventing a whole new game – defining a new market category, developing it, and dominating it over time. You can’t build a legendary company without building a legendary category. If you think that … Read more

What color is your parachute? : a practical manual for job-hunters and career-changers (2016 edition) (book)


Author: Richard N. Bolles What Color Is Your Parachute? is the world’s most popular job-hunting guide, revised and updated annually…This 2016 edition features the latest studies and perspectives on today’s job-market, including proven strategies for finding jobs even when everyone tells you there are none. Career expert Richard N. Bolles reveals surprising advice on what … Read more

The art of startup fundraising : pitching investors, negotiating the deal, and everything else entrepreneurs need to know (book)


Author: Alejandro Cremades The Art of Startup Fundraising takes a fresh look at raising money for startups, with a focus on the changing face of startup finance. New regulations are making the old go-to advice less relevant, as startup money is increasingly moving online. These new waters are all but uncharted and founders need an … Read more

Hug your haters : how to embrace complaints and keep your customers (book)


Author: Jay Baer Technology has evaporated the barriers of complaint. With smart phones and always-on Internet access, consumers complain more often and across more channels, many of them public. This requires a completely new system for instantly finding, evaluating, and addressing these complaints. Jay Baer and Edison Research conducted a landmark study of more than … Read more