-Titulo Original : The Little Book Of Behavioral Investing How Not To Be Your Own Worst Enemy-Fabricante : Wiley-Descripcion Original: About the Author James Montier is a member of GMOs asset allocation team. Prior to that, he was the co-Head of Global Strategy at Societe Generale and has been the top-rated strategist in the annual Thomson Extel survey for most of the last decade. Montier is the author of three market-leading books, Behavioral Finance: Insights into Irrational Minds and Markets, Behavioral Investing: A Practitioners Guide to Applying Behavioral Finance, and Value Investing: Tools and Techniques for Intelligent Investment. He is a Visiting Fellow at the University of Durham and a Fellow of the Royal Society of Arts. Montier has been described as a maverick, an iconoclast, and an enfant terrible by the press. A detailed guide to overcoming the most frequently encountered psychological pitfalls of investingBias, emotion, and overconfidence are just three of the many behavioral traits that can lead investors to lose money or achieve lower returns. Behavioral finance, which recognizes that there is a psychological element to all investor decision-making, can help you overcome this obstacle.In The Little Book of Behavioral Investing, expert James Montier takes you through some of the most important behavioral challenges faced by investors. Montier reveals the most common psychological barriers, clearly showing how emotion, overconfidence, and a multitude of other behavioral traits, can affect investment decision-making.Offers time-tested ways to identify and avoid the pitfalls of investor biasAuthor James Montier is one of the worlds foremost behavioral analystsDiscusses how to learn from our investment mistakes instead of repeating themExplores the behavioral principles that will allow you to maintain a successful investment portfolioWritten in a straightforward and accessible style, The Little Book of Behavioral Investing will enable you to identify and eliminate behavioral traits that can hinder your investment endeavors and show you how to go about achieving superior returns in the process.Praise for The Little Book Of Behavioral InvestingThe Little Book of Behavioral Investing is an important book for anyone who is interested in understanding the ways that human nature and financial markets interact. -Dan Ariely, James B. Duke Professor of Behavioral Economics, Duke University, and author of Predictably IrrationalIn investing, success means¿being on the right side of most trades. No book provides a better starting point toward that goal than this one. -Bruce Greenwald, Robert Heilbrunn Professor of Finance and Asset Management, Columbia Business SchoolKnow thyself. Overcoming human instinct is key to becoming a better investor.¿ You would be irrational if you did not read this book. -Edward Bonham-Carter, Chief Executive and Chief Investment Officer, Jupiter Asset ManagementThere is not an investor anywhere who wouldnt profit from reading this book. -Jeff Hochman, Director of Technical Strategy, Fidelity Investment Services LimitedJames Montier gives us a very accessible version of why we as investors are so predictably irrational, and a guide to help us channel our Inner Spock to make better investment decisions. Bravo! -John Mauldin, President, Millennium Wave Investments From the Inside Flap Ben Graham, the father of value investing, once said: The investors chief problem-and even his worst enemy-is likely to be himself. Sadly, Grahams words are still true today. Bias, emotion, and overconfidence are just three of the many behavioral traits that can lead investors to lose money or achieve lower returns. Fortunately, behavioral finance, which recognizes that there is a psychological element to all investor decision making, is now firmly embedded in the mainstream of finance. Applying behavioral principles to an investment portfolio can help investors avoid some of the mental pitfalls that so often cost them, and financial institutions, billions.In The Little Book of Behaviora...

-Titulo Original : Reading Price Charts Bar By Bar The Technical Analysis Of Price Action For The Serious Trader-Fabricante : Wiley-Descripcion Original: While complex strategies and systems may work for some traders, understanding price action is all you really need to succeed in this arena. Price action analysis is an effective approach to trading todays markets-whether youre involved in stocks, futures, or options. It allows you to focus on the process of trading without being overwhelmed by a complicated collection of trading techniques. And while this method may appear elementary, it can significantly enhance returns as well as minimize downside risk. One way to apply price action analysis to your trading endeavors is with chart patterns. Nobody understands this better than author Al Brooks, a technical analyst for Futures magazine and an independent trader for more than twenty years. Brooks discovered ten years ago that reading price charts without indicators proved to be the most simple, reliable, and profitable way for him to trade. Mastering that discipline is what made him consistently successful in trading. Now, with Reading Price Charts Bar by Bar, Brooks shares his extensive experience on how to read price action. At the end of the day, anyone can look at a chart, whether it is a candle chart for E-mini S&P 500 futures trading or a bar chart for stock trading, and see very clear entry and exit points. But doing this in real time is much more difficult. Reading Price Charts Bar by Bar will help you become proficient in the practice of reading price action-through the use of trendlines and trend channel lines, prior highs and lows, breakouts and failed breakouts, and other tools-and show you how this approach can improve the overall risk-reward ratio of your trades. Written with the serious trader in mind, this reliable resource addresses the essential elements of this discipline, including the importance of understanding every bar on a price chart, why particular patterns are reliable setups for trades, and how to locate entry and exit points as markets are trading in real time. Brooks focuses on five-minute candle charts to illustrate basic principles, but discusses daily and weekly charts as well. Along the way, he also explores intraday swing trades on several stocks and details option purchases based on daily charts-revealing how using price action alone can be the basis for this type of trading. Theres no easy way to trade, but if you learn to read price charts, find reliable patterns, and get a feel for the market and time frame that suits your situation, you can make money. While price action trading doesnt require sophisticated software or an abundance of indicators, this straightforward approach can still put you in a better position to profit in almost any market. Reading Price Charts Bar by Bar will show you how. From the Inside Flap While complex strategies and systems may work for some traders, understanding price action is all you really need to succeed in this arena. Price action analysis is an effective approach to trading todays markets-whether youre involved in stocks, futures, or options. It allows you to focus on the process of trading without being overwhelmed by a complicated collection of trading techniques. And while this method may appear elementary, it can significantly enhance returns as well as minimize downside risk. One way to apply price action analysis to your trading endeavors is with chart patterns. Nobody understands this better than author Al Brooks, a technical analyst for Futures magazine and an independent trader for more than twenty years. Brooks discovered ten years ago that reading price charts without indicators proved to be the most simple, reliable, and profitable way for him to trade. Mastering that discipline is what made him consistently successful in trading. Now, with Reading Price Charts Bar by Bar, Brooks shares his extensive experience on how to read price action. At the end of the day, anyone can look at a chart, whether it is a candle chart for E-mini S&P 500 futures tra...

-Titulo Original : How Clients Buy A Practical Guide To Business Development For Consulting And Professional Services-Fabricante : Wiley-Descripcion Original: The real-world guide to selling your services and winning more client businessFollowing in the tradition of David Maisters The Trusted Advisor and Ford Hardings Rain Making, How Clients Buy is the much-needed guide to selling your services. If youre one of the millions of people whose skills are the product, you know that you cannot be successful unless you bring in clients. The problem is, youre trained to do your job not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or behind when it comes to courting clients, an unfamiliar territory where youre never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. Youll have to unlearn everything you know about sales, but then youll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connectionsDrop the fear of self-promotion and advertise your accomplishmentsEarn potential clients trust to build a lasting relationshipScrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams. From the Author Doug and I invite you to dig in and learn more about how pros in the world of professional services think about business development. From the start of our investigation, we were convinced that services are sold differently than products. But how? What we found surprised us and will you as well. --Tom McMakin From the Inside Flap If youre among the millions, worldwide, whose livelihoods depend on sharing their skills and expertise with those who need them, you know that working as a consultant or professional service provider brings with it challenges unknown to those who sell tangible products like eyewear or farming equipment. Services are often misunderstood and under-valued, and, regrettably, theyre among the first items to be cut from tightening budgets. And with todays staggering 11% global growth rate in the consulting and professional services industries, the competition for clients is now fiercer than its ever been. But if youre like the vast majority of consulting and services professionals, all of your specialized training and education, not to mention your years of experience, count for little without a deep understanding of how clients buy. A survival guide for every services professional, this book helps you up your game by schooling you in the secrets of finding, connecting with, and building lasting professional relationships with the clients you want and deserve. And you wont have to become a pitchman, social media expert, road warrior, or marketing whiz to do it. Brimming with sage advice, priceless insights, and practical guidance, this book is for services of every stripe, whether youre a bankruptcy attorney working in a large firm or a home-based graphic artist, a web designer, or a financial advisor, a strategy consultant or marketing consultant. Written by a uniquely well qualified author team, and based on interviews with dozens of senior professionals working in a wide range of consulting and professional services, ranging from law, accounting, investment banki...

-Titulo Original : Value Investing From Graham To Buffett And Beyond (wiley Finance)-Fabricante : Wiley-Descripcion Original: Explore the modern extension of value investing in this essential text from “the guru to Wall Street’s gurus”The substantially rewritten Second Edition of Value Investing: From Graham to Buffett and Beyond delivers an incisive and refined approach to investing grounded on almost 100 years of history, beginning with Graham and Dodd. Founded on the value investing course taught for almost twenty-five years by co-author Bruce Greenwald at Columbia Business School, the book helps investors consistently land on the profitable side of the trade.Readers will learn how to search for underpriced securities, value them accurately, hone a research strategy, and apply it all in the context of a risk management practice that mitigates the chance of a permanent loss of capital.The new edition includes:Two innovative new chapters discussing the valuation of growth stocks, a perennial problem for investors in the Graham and Dodd traditionNew profiles of successful investors, including Tom Russo, Paul Hilal, and Andrew WeissAn extended discussion of risk management, including modern best practices in an environment where it is often divorced from individual security selectionA substantive expansion of an already highly regarded book, Value Investing: From Graham to Buffett and Beyond is the premier text discussing the application of timeless investing principles within a transformed economic environment. It is an essential resource for portfolio managers, retail and institutional investors, and anyone else with a professional or personal interest in securities valuation and investing.Successful value investing practitioners have graced both the course and this book with presentations describing what they really do when they are at work. Find brief descriptions of their practices within, and video presentations available on the web site that accompanies this volume: :// wiley /go/greenwald/valueinvesting2e From the Inside Flap The First Edition of Value Investing: From Graham to Buffett and Beyond was published in 2001. It is still in print, having sold over 100,000 copies. It has been translated into five languages. Business school professors still assign it in their courses. But in the 20 years since the First Edition, the economy has changed, the investment world has evolved, and the discipline of value investing has adapted to this new environment. This Second Edition responds to these developments. It extends and refines an approach to investing that began with Benjamin Graham and David Dodd during the Great Depression and was adapted by Warren Buffett, Charlie Munger, and others to earn returns in an environment in which the opportunity to buy a stock worth a dollar for 50 cents is no longer waiting in plain sight. The foundation of this book is the course on value investing that Bruce Greenwald taught at Columbia Business School for almost a quarter century. His aim in the course, and our aim in the book, is to help the investor operating in the Graham and Dodd tradition find him or herself on the right side of the trade. The steps include searching for the right securities, valuing them appropriately, honing a research strategy to devote time to the right activities, and wrapping it all within a risk management practice that protects the investor from permanent loss of capital. Successful value investing practitioners have graced both the course and this book with presentations describing what they really do when they are at work. There are brief descriptions of their practices within, and video presentations available on the web site that accompanies this volume: :// wiley /go/greenwald/valueinvesting2e From the Back Cover PRAISE FOR VALUE INVESTINGThis book deserves a place on every serious investors shelf.-Financial TimesThe First Edition of Value Investing was instantly recognized as a classic. The value investing style was out of favor in 1999 when that First Edi...

-Titulo Original : The Four Steps To The Epiphany Successful Strategies For Products That Win-Fabricante : Wiley-Descripcion Original: The bestselling classic that launched 10,000 startups and new corporate ventures - The Four Steps to the Epiphany is one of the most influential and practical business books of all time.The Four Steps to the Epiphany launched the Lean Startup approach to new ventures. It was the first book to offer that startups are not smaller versions of large companies and that new ventures are different than existing ones. Startups search for business models while existing companies execute them.The book offers the practical and proven four-step Customer Development process for search and offers insight into what makes some startups successful and leaves others selling off their furniture. Rather than blindly execute a plan, The Four Steps helps uncover flaws in product and business plans and correct them before they become costly. Rapid iteration, customer feedback, testing your assumptions are all explained in this book.Packed with concrete examples of what to do, how to do it and when to do it, the book will leave you with new skills to organize sales, marketing and your business for success.If your organization is starting a new venture, and youre thinking how to successfully organize sales, marketing and business development you need The Four Steps to the Epiphany.Essential reading for anyone starting something new. The Four Steps to the Epiphany was originally published by K&S Ranch Publishing Inc. and is now available from Wiley. The cover, design, and content are the same as the prior release and should not be considered a new or updated product. From the Inside Flap the Four Steps to the Epiphany Igniting the Lean Startup Movement WHEN I WROTE The Four Steps to the Epiphany over a decade ago, I had no idea I would be starting the Lean Startup revolution. I was struggling to reconcile the reality of my 21 years of experience as an entrepreneur with then-common advice about how to start a company. Fast-forward 10 years: My observation that startups are not smaller versions of large companies, that they search for a scalable business model (while existing companies execute a known business model), is a mainstream concept. Startups of all stripes are using the Customer Development process I laid out in this book and detailed in The Startup Owners Manual in 2012. These new ideas have coalesced into what has today become the Lean Startup movement. The core ideas of The Four Steps have spread from startups to large corporations and the Lean Startup methodology has become the standard for commercializing scientific research in the U.S. Its taught in most major universities and in thousands of entrepreneurial programs around the world. In 2013, the Harvard Business Review cover story on Lean declared it essential not just for startups but for the survival of large corporations. And it all started with this one book. Who wouldve thought? -Steve From the Back Cover the Four Steps to the Epiphany Igniting the Lean Startup Movement WHEN I WROTE The Four Steps to the Epiphany over a decade ago, I had no idea I would be starting the Lean Startup revolution. I was struggling to reconcile the reality of my 21 years of experience as an entrepreneur with then-common advice about how to start a company. Fast-forward 10 years: My observation that startups are not smaller versions of large companies, that they search for a scalable business model (while existing companies execute a known business model), is a mainstream concept. Startups of all stripes are using the Customer Development process I laid out in this book and detailed in The Startup Owners Manual in 2012. These new ideas have coalesced into what has today become the Lean Startup movement. The core ideas of The Four Steps have spread from startups to large corporations and the Lean Startup methodology has become the standard for commercializing scientific research in the U.S. Its taught in most major universities and in thousands of en...

-Titulo Original : The Trusted Advisor Fieldbook A Comprehensive Toolkit For Leading With Trust-Fabricante : Wiley-Descripcion Original: A practical guide to being a trusted advisor for leaders in any industryIn this hands-on successor to the popular book The Trusted Advisor, youll find answers to pervasive questions about trust and leadership-such as how to develop business with trust, nurture trust-based relationships, build and run a trustworthy organization, and develop your trust skill set. This pragmatic workbook delivers everyday tools, exercises, resources, and actionable to-do lists for the wide range of situations a trusted advisor inevitably encounters. The authors speak in concrete terms about how to dramatically improve your results in sales, relationship management, and organizational performance.Your success as a leader will always be based on the degree to which you are trusted by your stakeholders. Each chapter offers specific ways to train your thinking and your habits in order to earn the trust that is necessary to be influential, successful, and known as someone who makes a difference.Self-administered worksheets and coaching questions provide immediate insights into your current business challengesReal-life examples demonstrate proven ways to walk the talkAction plans bridge the gap between insights and outcomesPut the knowledge and practices in this fieldbook to work, and youll be someone who earns trust quickly, consistently, and sustainably-in business and in life. From the Inside Flap A practical guide to being a trusted advisor for leaders in any industryYour success as a leader depends on your stakeholders trust. In this hands-on companion to the bestselling The Trusted Advisor, youll find actionable tools, exercises, and resources for the situations that any leader inevitably encounters. Put them to work, and youll earn trust quickly, consistently, and sustainably-in business and in life. Leaders and aspiring leaders understand the central importance of trust-based relationships. The Trusted Advisor Fieldbook is a practical guide for leaders at all levels in building and maintaining relationships with clients and colleagues. Success requires this critical asset. -Jim Quigley, former CEO of Deloitte Touche Tohmatsu LimitedThis is an extensive and in-depth collection of practical tools and exercises that will help anyone improve his or her ability to earn trust. A major contribution. -David Maister, coauthor of The Trusted AdvisorThis book is a really valuable resource for anyone who needs to sharpen their trust-building skills-and who doesnt? Its packed with practical tools and ideas. -Matt Nixon, VP Organisation Effectiveness, Royal Dutch ShellEveryone talks about being a trusted advisor, but few people have real science behind it. Green and Howe have got experience, data, and perspective; they dont shy from the really difficult tasks in client relationships. We have found them to bring practical, tactical expertise to the ideas already developed in The Trusted Advisor and Trust-Based Selling. -Mark Hawn, Managing Partner, AccentureWhen The Trusted Advisor published in 2000, I called it a brilliant and practical book. The Trusted Advisor Fieldbook is even more practical-and instructive-on how to develop trustworthiness, both in yourself and your organization. -Tom Peters, coauthor of In Search of Excellence From the Back Cover A practical guide to being a trusted advisor for leaders in any industryYour success as a leader depends on your stakeholders trust. In this hands-on companion to the bestselling The Trusted Advisor, youll find actionable tools, exercises, and resources for the situations that any leader inevitably encounters. Put them to work, and youll earn trust quickly, consistently, and sustainably-in business and in life. Leaders and aspiring leaders understand the central importance of trust-based relationships. The Trusted Advisor Fieldbook is a practical guide for leaders at all levels in building and maintaining relationships with clients and col...

-Titulo Original : Build It The Rebel Playbook For World-class Employee Engagement-Fabricante : Wiley-Descripcion Original: Your all-things-necessary guide to employee engagement. Packed with some terrific case studies, Build it will help you transform your workplace.Daniel H. Pink, New York Times bestselling author of DRIVE and WHENEvery company in the world is trying to disrupt itself before it is disrupted by newcomers. Everyone knows why but most struggle with how. Here is a book bursting with great examples, concrete actions, real success. Itll give you ideas, debates, great arguments and, most of all, hope. Margaret Heffernan, CEO and bestselling author, Willful BlindnessPractical, thoughtful, logical advice and examples for building a high-performance culture. This is a terrific playbook by and for fellow rebels all over the world Patty McCord, Former Chief Talent Officer at Netflix and bestselling author, PowerfulThe old way of treating people at work has failed. Only 30% of employees are engaged in their jobs, and in this fast-paced world thats just not enough. The worlds best companies understand this, and have been quietly treating people differently for nearly two decades.Now you can learn their secrets and discover The Engagement Bridge™ model, proven to build bottom line value for companies through sustainable employee engagement.Companies with the best cultures generate stock market returns of twice the general market and enjoy half the employee turnover of their peers. Their staff innovate more, deliver better customer service and, hands-down, beat the competition. These companies outperform and disrupt their markets. They break the rules of traditional HR, they rebel against the status quo.Build it has found these rebels and the rulebreakers. From small startups to global powerhouses, this book shows that courage, commitment and a people-centric mindset, rather than money and resources, are what you need to turn an average business into a category leader.The book follows the clear and proven Engagement Bridge™ model, developed from working with thousands of leading companies worldwide on their own employee engagement journeys. The practical model highlights the areas that leaders need to examine in order to build a highly engaged company culture and provides a framework for success.Build it is packed with exclusive tips, tools brand case studies from HR rebels including Brewdog, Virgin, LinkedIn, Atlassian, Zappos, Buffer, American Express, VayerMedia and many more. Readers will learn:How employee engagement helps companies perform.The key factors that drive engagement, and how they work together.What the worlds most rebellious companies have done to break the rules of traditional HR and improve engagement.How to implement The Engagement BridgeTM model to boost productivity, innovation and better decision making.Unique in this category, Build it is written from two sharply different perspectives.Glenn Elliott is a multi-award winning Entrepreneur of the Year, CEO and growth investor. He talks candidly about the mistakes and missteps he has made whilst building Reward Gateway into a $500m category leader in employee engagement technology.Debra Corey brings 30 years experience in senior level HR roles at global companies such as Gap, Quintiles, Honeywell and Merlin Entertainments. She shares the practical tools and case studies that can kickstart your employee engagement plan, bringing her own pragmatic and engaging style to each situation. Review Your all-things-necessary guide to employee engagement. Youll learn what engagement really means, why its so essential, and how to instill it in your workforce. Packed with some terrific case studies, Build it will help you transform your workplace.- Daniel H. Pink, New York Times bestselling author of DRIVE and WHEN Every company in the world is trying to disrupt itself before it is disrupted by newcomers. Everyone knows why but most struggle with how. Here is a book bursting with great examples, concrete actions, real success. Itll give ...

-Titulo Original : Insight Selling Surprising Research On What Sales Winners Do Differently-Fabricante : Wiley-Descripcion Original: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller-the insight seller-is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:Level 1 Connect. Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.Level 2 Convince. Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.Level 3 Collaborate. Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winners circle more often, this book is a must-read. Review “The majority of experienced sellers would agree that while a lot of existing sales wisdom is good, some things have become outdated and must change. The hard part is deciding what to keep, what to change and what to discard. Insight Selling lays out a convincing case for which parts of current practice we should keep, which parts must be tweaked, and which parts must be changed entirely. Whether you’re an experienced seller or just starting out in sales, you stand to learn something useful from this book.” -Professor Neil Rackham, author of SPIN Selling“Wow! Even your most experienced strategic sellers will sharpen their game with these insights. RAIN Groups research and application to real life situations will educate your team on how to inspire buyers with possibilities and demonstrate the value add for your offerings like never before.” -Sandy Miller, Partner, Strategic Accounts, Aon Hewitt“While “solutions selling” isn’t dead, it is now just the price of admission. In this book, Mike and John provide the fundamentals and techniques around advanced “insight selling” and how you need to become the change agent for the customer to be a true sales winner! After all, in sales the second-place finisher is just the first loser.” -Jim Madson, Vice President, Sales, Tyco SimplexGrinnell“Professional salespeople a decade ago wouldn’t even recognize the landscape, challenges, and skill sets required today. This content is essential for contemporary sellers.” -Peter Ostrow, VP and Research Group Director, Customer Management, Aberdeen Group“The recipe for growth today is dramatically different than just a few years ago, yet many sellers have failed to adapt. For those aspiring to elevate their game, you’ve picked up the right playbook.” -Richard Tober, Senior Vice President, Capgemini“Few sales books are destine...

-Titulo Original : Essentials Of Supply Chain Management (essentials Series)-Fabricante : Wiley-Descripcion Original: The bestselling guide to the field, updated with the latest innovationsEssentials of Supply Chain Management is the definitive guide to the field, providing both broad coverage and necessary detail from a practical, real-world perspective. From clear explanation of fundamental concepts to insightful discussion of supply chain innovation, this book offers students and professionals a comprehensive introduction with immediately-applicable understanding. The fourth edition has been updated to reflect the current state of the field, with coverage of the latest technologies and new case studies that illustrate critical concepts in action. Organized for easy navigation and ease-of-use, this invaluable guide also serves as a quick reference for managers in the field seeking tips and techniques for maximizing efficiency and turning the supply chain into a source of competitive advantage.The supply chain underpins the entire structure of manufacturing and retailing. Well-run, it can help a company become a global behemoth-or, if poorly-managed, it can sink a company before the product ever sees the light of day. The supply chain involves many moving parts, constantly-changing variables, and a network of other business that may have different priorities and interests-keeping it all running smoothly is a complex, but immensely powerful skill. This book takes you inside the supply chain to show you what you need to know.Understand the fundamental concepts behind supply chain managementLearn how supply chains work, and how to measure their performanceExplore the ways in which innovation is improving supply chains around the worldExamine the supply chain as a source of competitive advantageWhether you’re at the front or the back of your supply chain, your business is affected by every other company and event in the chain. Deep understanding and a host of practical skills are required to accurately predict, react to, and manage the ever-changing stream of events that could potentially disrupt the flow. Essentials of Supply Chain Management prepares you to take on the challenge and succeed. From the Inside Flap Understand supply chains and how they workSee how new technology changes supply chain operationsCreate supply chains for competitive advantagePraise for ESSENTIALS OF SUPPLY CHAIN MANAGEMENTThere are opportunities for every player in any supply chain to improve all aspects of supply chain management. Improving our customers bottom line through creative transportation solutions is on the mind of our employees every day. Michael Hugos provides the information and practical examples of how specialized expertise combined with collaboration can produce entirely new and profitable outcomes for our customers. -Laurel McGrath, VP and General Manager, Celtic International Michael Hugos presents the core concepts and techniques of supply chain management in a clear, concise, and easily readable style for those desiring an introduction to the subject or for those wanting to refine their understanding and application of supply chain issues. The case studies and executive insights are very useful in illustrating how to effectively employ supply chains to enable companies to accomplish their business goals. -Perry J. Gaid, Vice President of Purchasing, OneSource Facility Services, Inc. My company is involved in both manufacturing and distribution. Mr. Hugos book provides a valuable framework of concepts and techniques that people at all levels of the company can use to organize and improve our supply chain management capabilities and tie them to our business strategy. -Grant Watkinson, PhD, President, Coastwide Laboratories, Inc. ...an excellent introduction into supply chain management...a book you should own and loan out to others frequently... -Supply Management, April 2003 In clear and concise prose, this lean book outlines the most crucial tenets and concepts of supply chain management. -Supply C...

-Titulo Original : Inked The Ultimate Guide To Powerful Closing And Sales Negotiation Tactics That Unlock Yes And Seal The Deal (jeb Blount)-Fabricante : Wiley-Descripcion Original: From the Inside Flap Negotiation is an integral part of the sales role. Yet, somehow, the vast majority of salespeople still lack strong negotiation skills. For this reason, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because todays buyers have more power than ever before-more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal new reality, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer-along with your companys growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels this uneven playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. Youll learn: Seven Immutable Rules of Sales NegotiationWhy Win-Win Usually Means You-LoseThe One Rule of Sales Negotiation You Must Never BreakHow to Leverage the Powerful MLP Strategy to Bend Win Probability in Your FavorThe ACED Buyer Persona Model and How to Flex to Buyer Negotiation StylesSeven Principles of Effective Sales Negotiation CommunicationHow to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get InkHow to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and ToolsPowerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the ConversationHow to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation TableHow to Protect Yourself from the Psychological Games that Buyers PlayAnd much more! With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. Youll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blounts INKED puts the same strategies employed by his clients-a whos who of the worlds most prestigious organizations-right into your hands. Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.Because today’s buyers have more power than ever before-more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespe...

-Titulo Original : Power Phone Scripts 500 Word-for-word Questions, Phrases, And Conversations To Open And Close More Sales-Fabricante : Wiley-Descripcion Original: Start closing sales like top producers!Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass?If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value - hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be.Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident - just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like:“It costs too much”“We already have a vendor for that”“I’m going to need to think about it”“I need to talk to the boss or committee” and so many others…More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client.Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if youre not even on the field. If youre ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales. From the Inside Flap Power Phone Scripts is the ultimate information-packed guide to transform your sales results. Let top sales producer, Mike Brooks, Mr. Inside Sales, show you (no matter how poorly or how well you are doing right now) how to perform better . . . immediately! With Power Phone Scripts as your roadmap to success, you will discover current, non-salesy approaches so you can prospect with confidence and have fun doing it. By adapting these proven scripts and using Brooks time-tested techniques, you will be able to close more sales and handle with ease the objections and stalls that used to frustrate you. Once you apply the strategies outlined in Power Phone Scripts by memorizing, drilling, rehearsing, and adapting these word-for-word scripts, you will be well on your way to becoming a super star sales producer and maximizing your financial future. As the author explains, there are many compelling reasons that you absolutely must follow a scripted format. Besides helping y...

-Titulo Original : The Crash Course The Unsustainable Future Of Our Economy, Energy, And Environment-Fabricante : Wiley-Descripcion Original: The next twenty years will be completely unlike the last twenty years.The world is in economic crisis, and there are no easy fixes to our predicament. Unsustainable trends in the economy, energy, and the environment have finally caught up with us and are converging on a very narrow window of time-the Twenty-Teens. The Crash Course presents our predicament and illuminates the path ahead, so you can face the coming disruptions and thrive--without fearing the future or retreating into denial. In this book you will find solid facts and grounded reasoning presented in a calm, positive, non-partisan manner.Our money system places impossible demands upon a finite world. Exponentially rising levels of debt, based on assumptions of future economic growth to fund repayment, will shudder to a halt and then reverse. Unfortunately, our financial system does not operate in reverse. The consequences of massive deleveraging will be severe.Oil is essential for economic growth. The reality of dwindling oil supplies is now internationally recognized, yet virtually no developed nations have a Plan B. The economic risks to individuals, companies, and countries are varied and enormous. Best-case, living standards will drop steadily worldwide. Worst-case, systemic financial crises will toss the world into jarring chaos.This book is written for those who are motivated to learn about the root causes of our predicaments, protect themselves and their families, mitigate risks as much as possible, and control what effects they can. With challenge comes opportunity, and The Crash Course offers a positive vision for how to reshape our lives to be more balanced, resilient, and sustainable. From the Author: Warning Signs for the Planet Author Dr. Chris Martenson Warning signs for our minerals and energy supply: * Oil discoveries peaked in 1964 * New oil discoveries have been outpaced by oil consumption by nearly 4 to 1 each year * Known deposits of several critical minerals will be completely exhausted within 20 years, assuming the energy is there to extract them. Others will peak all on their own soon thereafter, and even sooner if Peak Oil limits our ability to obtain them. * New ore deposits are getting harder to find, more remote, deeper down, more dilute, and/or all of the above. Warning signs for our food and water supply: * World population will climb to 9.5 billion by 2050. * Nearly all high-quality arable land is already under production. * Food yields are heavily dependent on fertilizers, which are either energy intensive to make or are being depleted and will someday peak. * Soils are being mined by the practice of removing essential nutrients without replacing them. Warning signs for our environment: * 40% decline in oceanic phytoplankton since 1950 * Birds, bees, and bats in serious population decline over the past few years * Fisheries collapsing all over the globe * Mercury levels in marine mammals so high that the EPA would treat their carcasses as toxic waste * Sterilized soils and advancing deserts * Species extinction rates that rival anything in geologic records From the Inside Flap The next twenty years will be completely unlike the last twenty years. The decisions you make today are critical.The world is in economic crisis, and there are no easy fixes to our predicament. Unsustainable trends in the economy, energy, and the environment have finally caught up with us and are converging on a very narrow window of time-the Twenty-Teens. With solid facts and grounded reasoning presented in a calm, nonpartisan manner, The Crash Course explains our predicament and illuminates the path ahead so you can face the coming disruptions without fearing the future or retreating into denial. Our money system places impossible demands upon a finite world. Exponentially rising levels of debt, based on assumptions of future economic growth to fund repayment, have shuddered to a halt and are reversing, wi...

-Titulo Original : Professional Event Coordination-Fabricante : Wiley-Descripcion Original: A must-have resource for every event planner, manager, caterer, and student, this in-depth guide covers all aspects of the event planning process. Written by expert event manager Julia Rutherford Silvers, the book outlines the tools and strategies to effectively procure, organize, implement, and monitor all the products, vendors, and services needed to bring an event to life. Enhanced throughout with useful checklists, tables, and sample forms, the book includes chapters on everything from Developing the Event Site and Providing the Event Infrastructure to Ancillary Programs, Food and Beverage Operations, and Vendors and Volunteers. The practical information is supplemented throughout the book by On-Site Insights featuring real-world examples from successful event planners, as well as chapter objectives, discussion questions, and exercises in professional event coordination to help readers build key skills and test their knowledge. From weddings to corporate conferences and from intimate events to huge festivals, Professional Event Coordination is a versatile guide to planning events of all kinds. From the Inside Flap The State of The Art in Modern Professional Event CoordinationThis completely up-to-date new edition of Professional Event Coordination includes everything the special events professional needs to manage events of all kinds-from small parties to big corporate events, for ten guests or 10,000. Written by experienced event manager Julia Rutherford Silvers, this comprehensive resource covers every technique and tactic in the event coordinators skill set, including design, project management, site selection and development, safety and security, food and beverage service, and entertainment.The book is ideal as a working shelf reference for practitioners or as a study aid for anyone preparing for event industry certifications. It features modern, real-world examples, sample forms and checklists, discussion questions, and online resources that will thoroughly prepare students while keeping experienced practitioners completely apprised of the latest industry best practices. Fully updated to cover new technological changes in the business, it includes the very latest on virtual meetings and events, social media, and sustainable practices. With advice on procuring and organizing all the products, vendors, and services needed to bring any event to life, Professional Event Coordination is a must-have guide to the subject for modern event professionals. From the Back Cover The State of The Art in Modern Professional Event CoordinationThis completely up-to-date new edition of Professional Event Coordination includes everything the special events professional needs to manage events of all kinds-from small parties to big corporate events, for ten guests or 10,000. Written by experienced event manager Julia Rutherford Silvers, this comprehensive resource covers every technique and tactic in the event coordinators skill set, including design, project management, site selection and development, safety and security, food and beverage service, and entertainment.The book is ideal as a working shelf reference for practitioners or as a study aid for anyone preparing for event industry certifications. It features modern, real-world examples, sample forms and checklists, discussion questions, and online resources that will thoroughly prepare students while keeping experienced practitioners completely apprised of the latest industry best practices. Fully updated to cover new technological changes in the business, it includes the very latest on virtual meetings and events, social media, and sustainable practices. With advice on procuring and organizing all the products, vendors, and services needed to bring any event to life, Professional Event Coordination is a must-have guide to the subject for modern event professionals. About the Author Julia Rutherford Silvers, CSEP, a former ...

-Titulo Original : Lasser 1001 Deductions 2021 P (j.k. Lasser)-Fabricante : Wiley-Descripcion Original: Claim tax deductions and credits with confidence using this complete list of tax relief opportunitiesIt seems that every year your personal tax return gets more and more complicated. What can you claim? What can you deduct? J.K. Lassers 1001 Deductions and Tax Breaks 2021 offers simple and step-by-step tips on the tax relief available to individual taxpayers just like you. You’ll discover how to take advantage - legally - of every available tax deduction and credit out there.Attorney, expert, and author Barbara Weltman walks you through every single credit and deduction available to you and shows you which forms you need to fill out to claim them. Youll learn:How to review your records for deduction and credit opportunitiesKeep the right records and receipts in case the IRS comes callingWhat types of income are tax freeWhich COVID-19-related tax breaks apply to youThe difference between a deduction and a credit, and why it mattersWhether youre filling out your first tax return ever or your fifty-first, J.K. Lassers 1001 Deductions and Tax Breaks 2021 will show you easy ways to increase your tax refund and decrease your tax payable on you 2020 return and plan for additional tax savings in 2021. From the Inside Flap A straightforward guide to taking tax breaks and deductions on your 2020 tax returnCompletely revised to reflect important changes in recent tax laws (including the SECURE Act and the CARES Act), J.K. Lassers 1001 Deductions & Tax Breaks 2021 will help you take advantage of every tax break and deduction to which you may be entitled. This comprehensive guide is clearly organized by subject matter so you can easily find situations that may apply to you. Each tax benefit is also clearly explained-along with the eligibility requirements for claiming the benefit-while planning tips and common pitfalls associated with the benefit in question are discussed in detail. COVID-19-related changes are highlighted throughout the book, so you can make the most informed decisions possible. With this book as your guide, youll find deductions and tax breaks with regard to:You and your familyYour home and carYour job or businessYour investmentsRetirement savingsTravelMedical and dental expensesHealth savings accountsEducation costsYour charitable giving Disaster lossesInsurancePacked with hundreds of updated deductions and credits, practical advice, and real-world examples, J.K. Lassers 1001 Deductions & Tax Breaks 2021 is a book every taxpayer should own. From the Back Cover A straightforward guide to taking tax breaks and deductions on your 2020 tax returnCompletely revised to reflect important changes in recent tax laws (including the SECURE Act and the CARES Act), J.K. Lassers 1001 Deductions & Tax Breaks 2021 will help you take advantage of every tax break and deduction to which you may be entitled. This comprehensive guide is clearly organized by subject matter so you can easily find situations that may apply to you. Each tax benefit is also clearly explained-along with the eligibility requirements for claiming the benefit-while planning tips and common pitfalls associated with the benefit in question are discussed in detail. COVID-19-related changes are highlighted throughout the book, so you can make the most informed decisions possible. With this book as your guide, youll find deductions and tax breaks with regard to:You and your familyYour home and carYour job or businessYour investmentsRetirement savingsTravelMedical and dental expensesHealth savings accountsEducation costsYour charitable giving Disaster lossesInsurancePacked with hundreds of updated deductions and credits, practical advice, and real-world examples, J.K. Lassers 1001 Deductions & Tax Breaks 2021 is a book every taxpayer should own. About the Author BARBARA WELTMAN is an attorney and a nationally recognized expert in taxation for small businesses, as well as the author of many top-selling books...

-Titulo Original : Future-proofing You Twelve Truths For Creating Opportunity, Maximizing Wealth, And Controlling Your Destiny In An Uncertain World-Fabricante : Wiley-Descripcion Original: With the right mindset and insight, anyone can become a millionaire.Are you tired of just paying bills until you die? Are you wasting your life at a job that doesnt make you fulfilled or financially secure? Then Future Proofing You: Twelve Truths for Creating Opportunity, Maximizing Wealth, and Controlling Your Destiny in an Uncertain World is for you.In this life-changing book, celebrated author and entrepreneur Jay Samit, whos worked with such visionaries as Bill Gates, Steve Jobs, Reid Hoffman, and hundreds of successful entrepreneurs, shares the key understandings and step-by-step process for becoming rich and never needing another job again. To prove the power of his 12 Truths, Samit also details the journey of how he mentored a broke millennial with these principles and empowered him to go from being on welfare to becoming a self-made millionaire in one year.Building upon the principles in his internationally acclaimed book Disrupt You, Samit explains:How to identify an idea and market to start your businessHow to build a virtual company with little or no capitalThe latest free software tools for managing your businessWays to get a piece of a trillion-dollar opportunity bigger than mobileHow to harness the three primary fears of others to generate more salesStrategies for finding the right mentors to accelerate your successTechniques to structure any deal for creating recurring revenue and lasting wealthThis book is perfect for anyone who is tired of jobs with no security, hopes to truly realize their professional and personal potential, and is looking for a way to build a better life for them and their family. Future Proofing You also belongs on the bookshelves of entrepreneurs and intrapreneurs everywhere who hope to inspire their teams to become something greater than what they already are. Review “Future Proofing You is an indispensable guide for every aspiring professional for how to capitalize on change, innovate, and navigate your path to wealth, success, and happiness. Samit demystifies the path to becoming successful and offers practical, actionable, and proven advice to make your next move.”-Robin Tobin, Head of Executive Marketing, Adobe“The best hitchhikers guide to successful entrepreneurship! This book is a 21-century version of My Fair Lady for entrepreneurs. In this book, Samit practices what he preaches, and demonstrates step-by-step how his Future Proofing You principles and techniques transform a broke millennial into a self-made millionaire in just one year. This book guarantees to awaken a sleeping entrepreneur in you.” -Injong Rhee, Vice President & GM, Google“The greatest course we never took is the design of our life. Such a course is the journey from the complex to clarity and is the thread of this powerful book by Jay Samit. By the last page, you will have earned your personal certificate of success.” -Richard Saul Wurman, creator of the TED conference“So you want to be a millionaire? Future Proofing You identifies the obstacles that stand in the way of success and provides a step-by-step guide for unlocking opportunity in the digital economy.” -Dawn Chmielewski, Senior Editor, Forbes“Future Proofing You is not another self-help book or a set of gimmicks you’ll forget after a while. It’s like having a personal coach and a smart friend who’s invested in your success. Jay Samit wants you to make a difference! This is a true roadmap for changing your life in one year so you’ll never have to worry about getting another job.” -Lori Schwartz, Governor Academy of Television Arts & SciencesPay attention to Jays advice. As in Disrupt You, he has distilled key truths for success. He not only writes about them simply and with crystal clear clarity but, as evidenced by his life and those that follow his advice, continues to demonstrate them, again and again by living them.” -Pam Sansbury, Alliance Enablement Director, KPMG“The Disruptor is back! I watched this story ...

-Titulo Original : Hacking Marketing Agile Practices To Make Marketing Smarter, Faster, And More Innovative-Fabricante : Wiley-Descripcion Original: Apply software-inspired management concepts to accelerate modern marketingIn many ways, modern marketing has more in common with the software profession than it does with classic marketing management. As surprising as that may sound, its the natural result of the world going digital. Marketing must move faster, adapt more quickly to market feedback, and manage an increasingly complex set of customer experience touchpoints. All of these challenges are shaped by the dynamics of software-from the growing number of technologies in our own organizations to the global forces of the Internet at large.But you can turn that to your advantage. And you dont need to be technical to do it.Hacking Marketing will show you how to conquer those challenges by adapting successful management frameworks from the software industry to the practice of marketing for any business in a digital world. Youll learn about agile and lean management methodologies, innovation techniques used by high-growth technology companies that any organization can apply, pragmatic approaches for scaling up marketing in a fragmented and constantly shifting environment, and strategies to unleash the full potential of talent in a digital age.Marketing responsibilities and tactics have changed dramatically over the past decade. This book now updates marketing management to better serve this rapidly evolving discipline.Increase the tempo of marketings responsiveness without chaos or burnoutDesign continuous marketing programs and campaigns that constantly evolveDrive growth with more marketing experiments while actually reducing riskArchitect marketing capabilities in layers to better scale and adapt to changeBalance strategic focus with the ability to harness emergent opportunitiesAs a marketer and a manager, Hacking Marketing will expand your mental models for how to lead marketing in a digital world where everything-including marketing-flows with the speed and adaptability of software. Review A brilliant road map on how to evolve the capability and culture of marketing practices using parallels from the most disruptive industry in the world, the software industry.-Ram Krishnan, SVP & CMO, PepsiCoCreates a compelling model for how to think about the intersection of marketing and our digital world. It helped me re-think the way I approach my role as a CMO.-John L. Kennedy, CMO, Xerox CorporationMarketing success is based on the experience it delivers, and now Scott Brinker lays out a terrific manifesto about how to rethink the operations underlying it.-David C. Edelman, Principal, McKinsey & CompanyAn original take on how the management of marketing must transform to keep pace with our increasingly digital world. Its a must read for anyone looking to stay relevant in this modern marketing era.-Ann Handley, Chief Content Officer, MarketingProfsA must-read operating manual for CMOs who want to lead in the digital age.-Ajay Agarwal, Managing Director, Bain Capital VenturesWe are all digital now. Scott makes it easier than ever for smart marketers to ask the right questions and to discover what they need to know now.-Seth Godin, Author, All Marketers Are LiarsAn inspiring read for anyone who wants to master the art and science of modern marketing management, from the practice of lean and agile marketing to the design of a scalable engine for marketing innovation.-Mayur Gupta, SVP and Head of Digital, HealthgradesScott shows how great marketing management today is closer to modern software development than the marketing of yesterday and helps marketers understand how to incorporate those principles to succeed.-Rishi Dave, CMO, Dun & BradstreetThe truth is that marketing has changed, more than almost any other profession, and the majority of marketers have no idea how to effectively manage the process. Hacking Marketing gives you a flashlight and shows you the truth so you never have to look back again.-Joe Pulizzi, Found...

-Titulo Original : Mr. Shmooze The Art And Science Of Selling Through Relationships-Fabricante : Wiley-Descripcion Original: Reorient your selling approach Mr. Shmooze is the parable of a man who reveals the secret shared by all superstar salespeople. Selling, in its most exquisite form, is not about “taking,” nor is it about “persuading.” Selling, believe it or not, is about “giving.” Mr. Shmooze gives for a living. He starts by listening and he quickly comes to understand what people really need. His customers love him because he gives more than he takes. They trust him because he is passionate about their interests. And, at the end of the day, they reward him handsomely for bringing joy, humor and wisdom into their lives. Woven into the story are several powerful lessons for salespeople in all industries who attempt to build relationships as the emotional bridge to their clients. * Bring extraordinary passion and energy to personal communications * Generate contagious, positive feelings, lifting spirits because people buy with their emotions * Make the small, positive gestures that can lead to huge, long-term results * Abraham has had a diverse business career that has established him as a well-known expert on what makes high-performing salespeople Mr. Shmooze gives you the new approach you need to sell like you’ve never sold before! From the Inside Flap Do you know Mr. Shmooze? You might. You know that person who can light up a room? Who makes business fun while making it look easy? You know that person who always thinks of that extra little something-a shared hobby, a mutual friend, passion for a cause-because he or she genuinely loves bringing people together? Believe it or not, that person, that Mr. Shmooze, has mastered the secret of selling: selling is giving. The greatest salespeople actually give for a living. Now how does that work?If you want to find out, spend some time with Mr. Shmooze in this entertaining, lighthearted, and inspiring fable. Join Mr. Shmooze and his summer intern Robert on a journey into the hearts and minds of the people they touch in so many engaging and powerful ways. Read and learn how to build lifelong relationships by focusing on real connections with real people. If this sounds like a natural and thoroughly enjoyable approachto selling, thats because it is!Selling is the art and science of a great subject: the subject of life, says Mr. Shmooze. Mr. Shmooze gives you a look at how business and life-and success in both-are natural allies, not separate compartments. Youll see how sales skills matter not just in making deals but also in adding value to peoples lives, whether through worthy causes or simple, day-to-day interactions. In one sales setting after another, Mr. Shmooze demonstrates how you can bring more passion, commitment, leadership, optimism, and energy to your life and work.Do you believe in win-win relationships? In doing well by doing good? If so, Mr. Shmooze gives you a one-of-a-kind toolbox to build fellowship and goodwill into your selling strategy. Who is Mr. Shmooze? Find out . . . and unlock your own irresistible force for success not just in sales, but in life itself! From the Back Cover Praise for Mr. ShmoozeThe chapter on elevation alone is worth ten times (actually, many, many times) the price of this book and if a sales professional learned this lesson alone and no more, they would see their production rise significantly. -Bob Burg, author of Endless Referrals and Winning without IntimidationOf all the advisors Ive brought to our marketing and sales efforts, these folks have by far the biggest impact. Their character, Mr. Shmooze, is my hero! He lives passionately and brings joy to everyone he meets. What a perfect prescription for happiness and success. -Kevin Cushing, President, Progressive PartnersMr. Shmooze is an inspiration! Its fun to read and sheds wonderful new light on the art and science of relationship building. This is a first-rate educational book for everyone in business, from those just beginnin...

-Titulo Original : Buyer Personas How To Gain Insight Into Your Customers Expectations, Align Your Marketing Strategies, And Win More Business-Fabricante : Wiley-Descripcion Original: Named one of Fortune Magazine’s “5 Best Business Books” in 2015See your offering through the buyers eyes for more effective marketingBuyer Personas is the marketers actionable guide to learning what your buyer wants and how they make decisions. Written by the worlds leading authority on buyer personas, this book provides comprehensive coverage of a compelling new way to conduct buyer studies, plus practical advice on adopting the buyer persona approach to measurably improve marketing outcomes. Readers will learn how to segment their customer base, investigate each customer type, and apply a radically more relevant process of message selection, content creation, and distribution through the channels that earn the buyers trust. Rather than relying on generic data or guesswork to determine what the buyer wants, the buyer persona approach allows companies to ask the buyer directly and obtain more precise and actionable guidance.Buyer personas are composite pictures of the people who buy solutions, services or products, crafted through a unique type of interview with the people the marketer wants to influence. This book provides step-by-step guidance toward implementing the buyer persona approach, with the advice of an internationally-respected expert.Learn who buys what, and whyUnderstand your buyers goals and how you can address themTailor your marketing activities to your buyers expectationsSee the purchase through the customers eyesA recent services industry survey reports that 52 percent of their marketers have buyer personas, and another 28 percent expect to add them within the next two years - but only 14.6 percent know how to use them. To avoid letting such a valuable tool go to waste, access the expert perspective in Buyer Personas, and craft a more relevant marketing strategy. From the Inside Flap The best way to understand what people want is to get to know them. Businesses are beginning to re-embrace this truth, and to realize that Big Data reveals only part of the customers story. Marketing surveys have indicated that, within the next couple of years, at least 80 percent of all marketers will be using buyer personas to define their audiences and guide business strategies. Those who have already tried the technique have been amazed by its ease and value, yet, for many, buyer personas are still not translating to increased business. Buyer Personas is a long-awaited how-to guide for marketers who want to implement buyer-expert marketing effectively. Creating buyer personas is the process of conducting one-on-one interviews with customers to get a handle on their mind-sets, understand their purchasing decisions, and build three-dimensional profiles of real buyers. But how are these interviews conducted? And then what? Buyer Personas addresses these questions in a concise and refreshingly relatable way. Adele Revella hopscotches over fads and hysteria to prove that asking customers about their decisions-and then systematically analyzing their answers-is one of the most powerful strategies around. Know your customer is an adage as old as marketing itself, but, in the digital era, many are forgetting this timeless truth. Although its possible to gather mountains of information on just about anything, no amount of data will help marketers understand customers as well-or as quickly-as simply listening. Interview a customer tomorrow morning, and by tomorrow afternoon you will have robust new knowledge of how your buyers think, without any of the pitfalls that accompany less people-centered approaches. Buyer Personas provides immediately actionable, step-by-step procedures and answers to the questions that marketers ask as they begin to build and use buyer personas. Beginning with the principles of buyer persona marketing, then proceeding to a practical method for contract or in-house buyer persona development, the book concludes with the most crucial element-making use of buyer pers...

-Titulo Original : The Busy Leaders Handbook How To Lead People And Places That Thrive-Fabricante : Wiley-Descripcion Original: A comprehensive book of “need-to-know” insights for busy leadersBeing a great leader means getting the fundamentals right. It also means consistently doing the “little things” that make a positive difference in the lives of employees, customers, and other stakeholders. The Busy Leader’s Handbook: How to Lead People and Places That Thrive is a practical, easy-to-use book filled with gentle reminders of what we should be doing every day-especially when work is at its most intense.The Handbook is packed with proven best practices, tools, tips, and tactics for engaging employees, revitalizing cultures, delighting customers, and building high-performance companies. Short, succinct, and accessible, each chapter is “stand-alone,” offering helpful advice for meeting common business challenges. Plus, the strategies, approaches, and tactics are designed to be put into action immediately.Best-selling author, businessman, visionary, and entrepreneur Quint Studer draws on his 30-plus years of experience in helping organizations of all sizes and leaders at every level reach peak performance. Comprehensive in scope, his book overflows with insights and practical advice to help you make smart leadership decisions. For example: Why putting the right foundational structures in place early on creates clarity and heads off problems that cause businesses to struggle and failThe importance of followership: why being a good leader requires that you first be a good followerWhy we tend to run from self-disruption and a sense of being unsettled (and how to learn to embrace them instead)Why leaders should seek consent, not consensusHow to engage employees and create a positive workplace cultureHow to help employees find meaning and purpose in their workHow to conduct difficult conversations and resolve conflicts-and why having these skills (or not) can make or break you as a leaderAdvice for attracting and hiring the best talent, retaining them over time, and dealing with the low performers who drive them awayWhy mentoring is so powerful and how to encourage it inside your companyTips and tactics for seeing the world through your customer’s eyesHow to reduce customer anxiety (and encourage them to buy) with the right words at the right times for the right reasonsThe Busy Leader’s Handbook functions as a desk reference and pocket guide for anyone in a leadership position. It’s also a great training tool for onboarding new leaders. Whether you work for a start-up, a small or mid-size business, or a large corporation, this book will change how you think, inspire you to do your job better-and help your organization thrive. From the Inside Flap A Concise, Easy-to-Use Guide on the Basics of Good LeadershipNo matter if you are new to your role as leader, or have years of experience, The Busy Leaders Handbook offers a quick and easy resource filled with the how-to strategies that can be put into action right away. The books tactics are designed for hardworking leaders who are short on time and are searching for a guide for getting the fundamentals right and doing the little things that can make a big difference to overall performance. Each chapter in the Handbook is filled with stand-alone best practices, tools, tips, and tactics for involving employees, revitalizing cultures, delighting customers, and building high-performance companies. Written by entrepreneur, visionary, and Wall Street Journal best-selling author Quint Studer, the Handbook draws on his 30-plus years of experience in helping organizations of all sizes and leaders at every level reach peak performance. The book contains the approaches that have proven to get results time and time again. Studer explores the key leadership skills and behaviors that stellar leaders tend to possess. Developing and refining these skills gives any leader the ability to be the best they can be. The author also shows what it takes for leaders to optimize employee performance. S...

-Titulo Original : Objectives And Key Results Driving Focus, Alignment, And Engagement With Okrs (wiley Corporate F&a)-Fabricante : Wiley-Descripcion Original: About the Author PAUL R. NIVEN is a partner at OKRsTraining . He is the author of five previous books on strategy and execution, which have been translated in over 15 languages. BEN LAMORTE is the founder of OKRs . He is an internationally recognized OKRs coach who has consulted with hundreds of organizations around the world. He is also the author of The OKRs Field Book, the first book written for OKRs coaches. Everything you need to implement Objectives and Key Results (OKRs) effectively Objectives and Key Results is the first full-fledged reference guide on Objectives and Key Results, a critical thinking framework designed to help organizations create value through focus, alignment, and better communication. Written by two leading OKRs consultants and researchers, this book provides a one-stop resource for organizations looking to quantify qualitative goals and ensure each team focuses their efforts to make measureable progress on their most important goals. You’ll learn how OKRs came to be and how leading companies use them every day to help teams and employees stretch their thinking about what’s possible, build their goal-setting muscles and achieve results that reflect their full potential. From the basic framework to a detailed dissection of best practices, this informative guide walks you through real-world implementations to help you get the most out of OKRs.OKRs help employees work together, focus effort, and drive the organization forward. Key results are used to define what it means to achieve broad, qualitative goals, and imperatives like “do it better” are transformed into clear, measureable markers. From the framework’s inception in the 1980s to its popularity in today’s hyper-competitive environment, OKRs make work more engaging and feature frequent feedback cycles that enable workers to see the progress they make at work each and every day. This book shows you everything you need to know to implement OKRs effectively.Understand the basics of OKRs and their day-to-day useLearn how to gain the executive support critical to a successful implementationMaintain an effective program with key assessment tipsTailor the OKRs framework to your organization’s needsObjectives and Key Results is your key resource for designing, planning, implementing, and maintaining your OKRs program for sustainable company-wide success. From the Inside Flap Objectives and key results (OKRs) are integral to connecting the goals of teams and employees with the strategy of the organization in order to drive focus, alignment, engagement, and execution. Objectives and Key Results is the first comprehensive guide for using OKRs to overcome todays sophisticated challenges, including the difficulties of executing strategy, building new organizations, sustaining growth, mitigating the risk of disruption, and prioritizing employee engagement. In this A-to-Z guidebook for understanding OKRs and effectively implementing them at any organization, two leading experts walk you through the beginnings of OKRs at Intel in the 1980s to the innovative ways companies such as Flipkart, GoNoodle, and TaxSlayer are using OKRs to gain a competitive edge today. Youll find insightful coverage of this valuable critical-thinking framework for enabling teams and employees to reimagine what they can achieve, build their goal-setting muscles, and actually accomplish their full potential day after day. This turnkey program outlines all the steps you need to successfully launch OKRs and make them sustainable, including the specific times and types of reviews essential to an effective OKRs cycle. An in-depth look into the latest software solutions addresses the most beneficial ways to use modern tools, as well as providing the twenty critical questions to answer before investing in any software. Keep this convenient resource at your fingertips for: All the know-how and strategy for winning the necessary executive suppo...

-Titulo Original : Mastering Private Equity Transformation Via Venture Capital, Minority Investments And Buyouts-Fabricante : Wiley-Descripcion Original: The definitive guide to private equity for investors and finance professionalsMastering Private Equity was written with a professional audience in mind and provides a valuable and unique reference for investors, finance professionals, students and business owners looking to engage with private equity firms or invest in private equity funds. From deal sourcing to exit, LBOs to responsible investing, operational value creation to risk management, the book systematically distils the essence of private equity into core concepts and explains in detail the dynamics of venture capital, growth equity and buyout transactions.With a foreword by Henry Kravis, Co-Chairman and Co-CEO of KKR, and special guest comments by senior PE professionals. This book combines insights from leading academics and practitioners and was carefully structured to offer:A clear and concise reference for the industry expertA step-by-step guide for students and casual observers of the industryA theoretical companion to the INSEAD case book Private Equity in Action: Case Studies from Developed and Emerging MarketsFeatures guest comments by senior PE professionals from the firms listed below:Abraaj * Adams Street Partners * Apax Partners * Baring PE Asia * Bridgepoint * The Carlyle Group * Coller Capital * Debevoise & Plimpton LLP * FMO * Foundry Group * Freshfields Bruckhaus Deringer * General Atlantic * ILPA * Intermediate Capital Group * KKR Capstone * LPEQ * Maxeda * Navis Capital * Northleaf Capital * Oaktree Capital * Partners Group * Permira * Terra Firma From the Inside Flap THE DEFINITIVE GUIDE TO PRIVATE EQUITYMastering Private Equity was written with a professional audience in mind and provides a valuable and unique reference for investors, finance professionals, students and business owners looking to engage with private equity firms or invest in private equity funds. From deal sourcing to exit, LBOs to responsible investing, operational value creation to risk management, the book systematically distills the essence of private equity into core concepts throughout the private equity life cycle. This book combines insights from leading academics and practitioners and was carefully structured to offer: A clear and concise reference for the industry expertA step-by-step guide for students and casual observers of the industryA theoretical companion to the INSEAD case book Private Equity in Action: Case Studies from Developed and Emerging MarketsPRAISE FOR MASTERING PRIVATE EQUITYMastering Private Equity teaches the fundamentals and best practices of PE investing and ensures a deeper understanding of the PE dynamics for professionals from various backgrounds. It shows the potential the asset class has for building better and stronger companies and thereby acting as a force for good for the economy overall. Professor Ilian Mihov, Dean of INSEADThis is a powerful book, clear on the fundamentals and rich on insight. It accurately describes how private equity works-it also provides nuance on how private equity really works. Alan MacKay, Managing Partner GHO Capital and current Chairman of the British Venture Capital AssociationMastering Private Equity pulls back the shroud of mystery surrounding private equity-a succinct yet comprehensive source of information for the expert reader. Jim Leech C.M. Chancellor, Queens University and former CEO, Ontario Teachers Pension PlanFEATURING GUEST COMMENTS BY SENIOR PE PROFESSIONALS FROM:Abraaj * Adams Street Partners * Apax Partners * Baring PE Asia * Bridgepoint * The Carlyle Group Coller Capital * Debevoise & Plimpton LLP * FMO * Foundry Group * Freshfields Bruckhaus Deringer General Atlantic * ILPA * Intermediate Capital Group * KKR Capstone * LPEQ * Maxeda * Navis Capital Northleaf Capital * Oaktree Capital * Partners Group * Permira * Terra Firma From the Back Cover THE DEFINITIVE GUIDE TO PRIVATE EQUITYMastering Private Equity was written with a professional au...

-Titulo Original : Killer Visual Strategies Engage Any Audience, Improve Comprehension, And Get Amazing Results Using Visual Communication-Fabricante : Wiley-Descripcion Original: Considered One of the Best Marketing & Sales Books of 2020 by the prestigious Porchlight Business Book Awards, this is the essential guide to harnessing the power of visual communication.... I can think of no book right now thats more relevant to marketers, designers, and brand leaders! Guy Kawasaki, Chief Evangelist of Canva, Renowned Author, and SpeakerVisual communication has changed.Because 91% of todays audiences prefer visual content as their first form of information delivery.And a staggering 94% of first impressions of a brand or product will be based entirely on the design of that visual content.Thats why we need to use visual storytelling to help us establish and strengthen relationships, engage distracted audiences, and bring clarity to complexity.Killer Visual Strategies examines how visual communication has transformed how brands connect with their customers and colleagues alike.It looks at the growing audience demand for quality visual content and how organizations must meet this demand or risk being left behind.In addition to providing actionable rules to follow for creating high-impact visual content, Killer Visual Strategies also explores the latest trends, including visual search, augmented reality (AR), and virtual reality (VR), as well as what lies ahead in this dynamic field!Applicable to a wide range of professions where visual content is now vital to sharing a message, you can expect Killer Visual Strategies to deliver:Best practices for modern visual communicationInspiration from outstanding and groundbreaking visual examplesThe latest trends in visual communicationA comprehensive breakdown of how it affects marketing, sales, design, HR, and more!Killer Visual Strategies is the evolution of visual communication as a fundamental part of how a story is told. Review Quotes from Amazon Customers (see full reviews in customer reviews section)The worlds most interesting and comprehensive guide to marketing to audiences ever. (See This Review Below)There are good how-to, self-help, and references out there, and then there are KILLER books, and this title floored me. Amy Balliett is Ms. Brilliant. While reading through, I truly lost track of time because the book is so well formatted and visually appealing. I felt like I was just going to read through a couple of pages, but the way she presents topics, ideas, key takeaways, and visual examples is almost like the ideal website translated into a book, and I mean this with the most sincere form of flattery. Nearly every part that I took away seems like a no-brainer idea, however, I wasnt coming up with them on my own, which is a testament to how approachable the authors directives are. Follow rules but dont be weary of breaking them if it makes sense, 6-step process for creating visual content, superior form plus superior function...it all clicks! Do yourself a favor and dive into this book. It will develop your B-game into your A-game.Better than Tufte by far! (See This Review Below)The best resource for visual communication design Ive read thus far!! (See This Review Below)-There is a great level of integrity in this work (See This Review Below)The strategy you didnt know you were lacking (See This Review Below) From the Inside Flap PRAISE FOR KILLER VISUAL STRATEGIESGrounded in Amys experience and hard work which led to her rocket- like rise as a visual strategist, this gem of a book is packed with actionable information and sets its audience up for informed success in the world of visual communication. Its a tremendous asset on its own, or a perfect complement to Amys courses on LinkedIn Learning! -Susan Varnum, senior producer, LinkedIn Learning Youve heard the rule: show it, dont say it? Thats harder than it sounds, but this book provides the how-to knowledge you need. -David Blatner, founder, CreativePro Network Killer. Thats the best description of the work of Amy Balliett and her v...

-Titulo Original : Design A Better Business New Tools, Skills, And Mindset For Strategy And Innovation-Fabricante : Wiley-Descripcion Original: This book stitches together a complete design journey from beginning to end in a way that you’ve likely never seen before, guiding readers (you) step-by-step in a practical way from the initial spark of an idea all the way to scaling it into a better business. Design a Better Business includes a comprehensive set of tools (over 20 total!) and skills that will help you harness opportunity from uncertainty by building the right team(s) and balancing your point of view against new findings from the outside world. This book also features over 50 case studies and real life examples from large corporations such as ING Bank, Audi, Autodesk, and Toyota Financial Services, to small startups, incubators, and social impact organizations, providing a behind the scenes look at the best practices and pitfalls to avoid. Also included are personal insights from thought leaders such as Steve Blank on innovation, Alex Osterwalder on business models, Nancy Duarte on storytelling, and Rob Fitzpatrick on questioning, among others. Review This book is visually appealing and the design, illustrations and layout of the pages draw the reader in and make the journey of reading the book so interesting and informative. This book is a must read for anyone contemplating starting a business. (Management Services, June 2017) Review “The world around you - and your business - is filled with uncertainty. But, within that uncertainty exist enumerable opportunities to design (or redesign) game-changing businesses. These opportunities are there for the taking, if you know how to look for them.” Design A Better Business“The beauty of taking a design approach is that everything starts with the human factor. You base your entire discovery process on a real need about real people. If you try to build a business that’s not grounded on that, you’re building the business on sand.” Corey Ford, Founder and Managing Director, Matter Ventures“Designers learn that you don’t have to wait for someone else to make changes. In the context of sustainability and resource scarcity, we need 6 billion more people that think like this to make positive change. Let’s introduce the design process to education, in kindergarten and on up. Somewhere between kindergarten and twelfth grade, we tell them that they can’t do this anymore.” Nathan Shedroff, Founding Director, Design MBA Program“Using the 5 bold steps vision we were able to co-create our “strategy on a page,” linking the purpose and vision to clear strategic priorities provided clear direction, and ensured that everyone across the bank would interpret and explain the strategy consistently. That strategy on a page still guides us today.” Dorothy Hill, VP, Strategy, ING Bank“Taking advantage of our innate ability to see - both with our eyes and with our mind’s eye - in order to discover ideas that are otherwise invisible, develop those ideas quickly and intuitively, and then share those ideas with other people in a way they simply “get.” Welcome to a whole new way of looking at design in business.” Dan Roam, Author, The Back of the Napkin “Story” has become a buzzword, but that’s just story with a little “s.” What I’m talking about is story with a big “S”: the art of communicating your ideas using a persuasive narrative structure. It’s a story that has a beginning, middle, and end, and uses dramatic principles of tension and contrast to move your audience to a different state of thinking, feeling, and acting.” Nancy Duarte, Author, Founder, CEO, Duarte Design“Nowadays an increasing number of business schools are teaching business model innovation as well as the tools for design and innovation. But we are still very much at the start.” Alexander Osterwalder, Co-Founder Strategyzer, Lead Author of Business Model Generation and Value Proposition Design From the Back Cover Whether youre a business leader, aspiring entrepreneur, corporate innovator, growth investor, socia...

-Titulo Original : Million Dollar Consulting Proposals How To Write A Proposal Thats Accepted Every Time-Fabricante : Wiley-Descripcion Original: About the Author Alan Weiss, PhD, is a consultant, speaker, and bestselling author. He has the strongest independent consulting brand in the world and his firm, Summit Consulting Group, Inc., has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, and more than 500 other leading organizations. His prolific publishing career includes forty-five books, some of which have been on university curricula and translated into nine languages. The New York Post calls him one of the most highly regarded independent consultants in America. Bestselling author of Million Dollar Consulting shares the secrets of writing winning proposalsIntended for consultants, speakers, and other professional services providers, Million Dollar Consulting® Proposals ends forever the time-consuming and often frustrating process of writing a consulting proposal. It begins with the basics-defining these proposals and why they are necessary-and coaches you through the entire proposal process. In this book, youll learn how to establish outcome-based business objectives and maximize your success and commensurate fees.From bestselling author Alan Weiss, Million Dollar Consulting Proposals delivers step-by-step guidance on the essential element in creating a million dollar consultancy.Outlines the nine key components to a Million Dollar Consulting proposal structurePresents a dozen Golden Rules for presenting proposalsOffers online samples, forms, and templates to maximize the effectiveness of these toolsThe New York Post calls bestselling author Alan Weiss one of the most highly regarded independent consultants in America.Alan Weisss expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal. From the Inside Flap The bestselling author of Million Dollar Consulting shares the secrets of writing winning proposalsMillion Dollar Consulting® Proposals forever ends the time-consuming and often frustrating process of writing a consulting proposal. Weiss offers step-by-step advice on the essential elements of a million dollar consultancy, including the nine key components of a Million Dollar Consulting proposal structure and the Golden Rules for presenting it. Youll also learn how to get past the goblins at the gate, establish trusting relationships, and time your follow-ups with precision. Acquire the skills to effectively deal with legal departments, secure retainers, and constantly hone your technique.Alan Weisss expert guidance can lead your consulting business to unprecedented success, and it all starts with a million dollar proposal.Where other consultants complicate and jargon-ize, Alan provides simple, counterintuitive common sense. He poses basic questions (like What is a proposal?) that we think we know the answer to only to find out that we dont. There is no denying the unmistakable rationale that pervades the principles laid out in this book. Yet so many of us do not follow these principles because of bad habits we have picked up over time. Alans advice helped us build growth and value in our business and sustain it over many years. The advice contained in this book will help many others do the same.-Dr. Joe Zammit-Lucia, artist, author, entrepreneur, and founder and President ofWeb of Life Foundation ( wolfoundation.org) From the Back Cover The bestselling author of Million Dollar Consulting shares the secrets of writing winning proposalsMillion Dollar Consulting® Proposals forever ends the time-consuming and often frustrating process of writing a consulting proposal. Weiss offers step-by-step advice on the essential elements of a million dollar consultancy, including the nine key components of a Million Dollar Consulting proposal structure and the Golden Rules for presenting it. Youll also learn how to get past the goblins at the gate, establish trusting relationships, and time your follow-ups with precisi...