The secrets behind successful selling – a must-read for anyone involved in sales!
● Learn the secret code for selling from the world’s leading sales professionals
● Based on interviews with 300 of the world’s top performning salespeople
● Easy-to-read, engaging and thought provoking – backed up by rigorous research and analysis
● Written by expert trainers who have all ‘carried a bag’ and are passionate about the development of salespeople
Ian Mills, Mark Ridley and Ben Laker are executives fromTransform People International. Tim Chapman is Managing Partner at Sales EQ. They are experienced trainers and researchers in sales and performance.
Organizations are becoming increasingly dehumanized. The move toward an AI-driven world of work means intense competition for a finite number of ‘human’ resources where the pressure to perform can incite an “I’m fine” response when a colleague enquires into our wellbeing. Opportunities to connect authentically with or care for one other at a basic human level are diminishing, and we only know our colleagues superficially.
This book argues that human connections are formed by showing vulnerability and sharing stories of suffering. Creating a culture of workplace compassion is an organizational imperative in the 21stcentury where suffering is hidden, stress-related absence is growing and career burnout is a recognized phenomenon. The Human Momentsuggests that, by encouraging cultures of compassion, organizations can help to build healtheir workplace environments.
Author: Amy Bradley
The tools and capabilities available to today’s HR professionals provide a unique position that, when used correctly, can lead to that all-important – and highly coveted – role at the leadership table. But how to get there?
In this updated second edition, Trehan has distilled all her experience as a global leader into a series of easily digestible chapters designed to help today’s HR professional attain and keep a seat at the corporate decision-making table. Trehan offers specific strategies and frameworks for reframing the HR professional’s understanding of their role within the company, including viewing the corporation not from the HR fishbowl, but rather from the vantage point of the CEO’s office.
Author: Rita Trehan
When it comes to performance, great businesses and impressive individuals do more than simply deliver their numbers. They also engage with us; they make a human connection; a great performance moves us in some fundamental way. Great companies, great teams, and great individuals are defined y a wider set of abilities that create extraordinary levels of performance. This book explores the mindsets and techniques used by top performing artists and adapts these for the creation and delivery of great business performance.
Based on five core principles - 'Adopt the Artistic Mindset', 'Build Connected Ensembles', 'Create Compelling Narrative', 'Rehearse Creatively', 'Deliver Brilliant Performances' - the authors bring together unique perspectives and methods for anyone in business who wants to excel in their work and career.
Author: Jonathan Gifford & Mark Powell
FORMAT: 216 x 138mm
Bookbinding: Paperback with flaps
Number of pages: 224
The Conscious Effect focuses on reconnecting leaders with both their people and themselves. It awakens the awesome potential in organizations through an emotionally intelligent, people-first approach, which places employee and leadership wellbeing at its heart, and helps leaders to become more consciously aware of what's going on within and around them.
If leaders take better care of themselves and their people, they will run more socially responsible businesses that can leverage the full potential of their employees. The book weaves together practical knowledge of behavioural science so that leaders understand what to do and why it works.
Author: Natasha Wallace
FORMAT: 216 x 135mm
Number of pages: 240 pp
The burgeoning array of literature on ethical behaviour tends to focus on what’s happening at the extremes – either owner managers of start-ups built around a strong moral crusade, or large corporations undergoing change due to the personal epiphany of a forward-thinking CEO.
This book, however, is directed at the middle ground – individuals who want their companies to adopt more ethical and sustainable practices, but don’t know where to start. The 50 ideas and techniques in this book provide direction to help society and the planet, while preserving the bottom line.
Author: Sarah Duncan
Coaching is an art, but it's far easier said than done. It takes courage to ask a question rather than offer up advice, provide an answer or unleash a solution. Giving another person the opportunity to find their own way, make their own mistakes, and create their own wisdom is both brave and vulnerable. Emotional intelligence can help leaders and coaches recognize how attitudes – both their own and those of the people they coach –prevent individuals from reaching their potential.
In this practical and inspiring book, EQ qualified trainer and coach Nicole Soames teaches you how to develop a coaching mind-set, recognize who and when you should coach, adopt a disciplines approach to coaching, learn how to manage the coaching conversation and give and receive feedback so that you can embed new ways of working. This is a fresh and innovative take on the traditional, how-to coaching manual.
Author: Nicole Soames
|In the last century, changes in technology have driven massive developments in the social economy. The Fourth Industrial Revolution demands new approaches to organizational structures and teams. A paradigm shift is emerging, putting engagement, relations, inclusion and freedom at the centre. We need small self-managed teams, in a team-of-teams structure to be relevant to employees and customers, and in order to adapt to a changing world.
In his second book, Erik Korsvik Østergaard draws on the workings of Frederic Laloux, and his 2014 title Reiventing Organisations. Laloux discusses the five organizational stages to the modern workforce; the Red, Amber, Orange, Green and Teal stages. And with these writings,Østergaard presents arguments towards how the classical corporate structure at the Orange stage, has experienced a rise in teal dots, or rather, neo-modernist forms of team-oriented organisms, which express a reorganisation for the future workforce.
Author: Erik Korsvik Østergaard
In fast-paced turbulent business markets, company boards need greater agility and will find it necessary to be conscious of innovation and technological progress. They ought to encourage companies to explore and value creativity at all levels, to remove red tape from the company's culture and to stimulate the entrepreneurial spirit.
This book addresses the most pressing changes companies will undergo over the next five years. It illustrates the way directors should behave and how company boards should approach certain issues. The 2020 Board explains that the boards of directors are key to the leadership of a business and in making sure that everything is done ethically and legally in all markets where the company operates.
Author: Pedro Nueno
: LID Publishing
: 234 x 156mm
Number of pages
: 192 pp
Most of us work, yet few of us recognise our power in those workplaces or that we can influence things there. How can those of us striving in workplaces, `unleash the power of you'? How do we start creating kinder, fairer, more productive workplaces? More fundamentally, where does the spark, the resolve actually to do something come from? How do we start to live our purpose?
In this book, Matt Dean uses his recent experience of cancer to shine a light on the challenges we all face in motivating ourselves to unleash the power of us. This is a book about creating kinder, fairer, more productive workplaces. Which sets out the thoughts, principles, and tools to create a more inclusive workplace.
Author: Matt Dean
Number of pages: 240
We are dizzy trying to keep up with the constant flood of newness across every aspect of our lives. And it's clear that some of our biggest companies are facing similar challenges. Each week another big brand name fails. Why is this?
Change is like a wave: it has both amplitude and frequency. The last century was about change of great amplitude, big waves washing over the whole society. But this century is about high frequency change: rapid, smaller waves, each powerful enough to disrupt an industry. This book explains how we can understand high frequency change, what drives it, and how we must respond by changing the way we run our organisations - and our lives.
Author: Tom Cheesewright
: LID Publishing
: 216 x 138mm
Number of pages
: 224 pp
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