-Titulo Original : The Coaching Effect What Great Leaders Do To Increase Sales, Enhance Performance, And Sustain Growth-Fabricante : Greenleaf Book Group Press-Descripcion Original: The most effective leader behaves more like a coach Authors Bill Eckstrom and Sarah Wirth have spent a decade researching the activities, behaviors, and performance of leaders. After studying more than 100,000 coaching interactions in the workplace, primarily of sales teams, they have been able to determine how coaching affects team outcomes and growth. The authors share three critical performance drivers, along with the four high-growth activities that coaches must execute to build a team that is motivated to achieve at the highest levels. Through both hard data and rich stories, Eckstrom and Wirth demonstrate how leaders can measure and improve their coaching to lead their teams to better results. The Coaching Effect will help leaders at all levels understand the necessity of challenging people out of their comfort zone to create a high-growth organization. Leaders will learn how they can develop trust relationships, drive accountability and leverage growth experiences to propel their team members to the highest levels of success. Review Using evidence-based findings and vivid examples, Bill Eckstrom and Sarah Wirth reveal the missing piece in leadership: the coaching factor. They show how, using growth rings and healthy tension, you can get the great people you hired to perform at peak capacity. --Mary Uhl-Bien, Ph.D., BNSF Railway Endowed Professor of Leadership, Texas Christian UniversityAn interesting and fact-based read that teaches how high-performance coaching creates real business value. --Karen Flynn, Senior Vice President and Chief Commercial Officer, West Pharmaceutical ServicesUnbelievably practical information backed by extensive research. Every single leader who is willing to change the nature of their communication to the coaching style so clearly laid out by Bill and Sarah will increase the rapport they have with their team and results. If you lead sales folks then this is a must read and implement. --Peter Jensen, Ph.D., Canadian Olympic Sport Psychologist; Founder, Performance Coaching Inc.We have used the train the trainer methodology for years in Special Operations, coaching the coach with these tools and data is a must-have for all leaders. --Commander Jack Riggins, Navy SEAL (Ret.)Working in the high-performance mindset field with elite coaches and teams I can tell you this book is spot on about what creates and sustains growth. I can say with absolute certainty read this book and you will become a better coach, a better leader, and a better human being. --Larry Widman, M.D., High-Performance Mindset Coach; Cofounder, Performance MountainBill Eckstrom and Sarah Wirth are clearly the brightest minds in the field of sales coaching. The advice in this book is priceless. It should be mandatory reading for anyone who is in charge of a sales team, or any customer facing team. If you want to grow sales, this book will help you win. --Gerhard Gschwandtner, Founder and Publisher, Selling Power magazineIve read dozens of books on how to play the sales game. Finally, we have seminal research and observations about what is required to extract high-sales performance in a compelling and practical approach. If youre a sales leader now or want to know how to assess a good leader, this is the playbook weve been waiting for. A big Gatorade shower for Bill and Sarah. Bravo! --Russ Pastena, Senior Vice President, Global Head of Sales Operations and EnablementThere are about as many sales books as there are salespeople, but nothing else on the shelf compares to The Coaching Effect. It will have a long lasting effect on me and mine. --John Rood, Senior Vice President, Marketing, Disney Channels WorldwideEckstrom and Wirth help you rethink coaching effectiveness and growth. Using research and data-driven methods, they honed their approach to coaching by considering the perspective of the coach, the coachee, and whether it delivered results. The out...

-Titulo Original : Worth Every Penny Build A Business That Thrills Your Customers And Still Charge What Youre Worth-Fabricante : Greenleaf Book Group Press-Descripcion Original: FROM THE NEW YORK TIMES AND WALL STREET JOURNAL BESTSELLERA revelation for photographers: creating a profitable business is possible without getting into a slash-and-burn price war with your competitors. Many photographers and small business owners feel pressure to discount their products and services, especially when times are tough. After all, how else will they keep up with the low prices offered by their discounting competitors? What they dont realize is that discounting is the last thing they should be doing if they want to win big. Sarah Petty and Erin Verbeck are here to show you that theres a radically different way to run your business-- one in which the owners focus on creating specialized offerings and an over-the-top customer experience, not on matching the prices of their competition. Worth Every Penny encourages you to explore and use the boutique model, which is designed to maximize your advantages over discounting competitors. Youll learn how to: --Build a brand that lays the foundation for you to charge what your offerings are worth. --Create products, services and high-touch customer experiences to achieve healthy margins and an outspokenly happy and loyal client base. --Understand how to use a pricing strategy that allows you to create demand and attract the right customers instead of discounting. --Throw traditional advertising to the wind and implement a boutique way of marketing thats more affordable in this competitive business environment. --Learn the relationship-based sales skills needed to sell without being pushy and have your clients clamoring for more. The authors strategies are enhanced by real-life business experiences and vivid anecdotes from all types of business owners--restaurateurs to contractors to professional service providers and photographers. With the advice in Worth Every Penny, you will be inspired to live your passion and pass your enthusiasm on to your customers. The result: a profitable business that avoids succumbing to the pressure to discount. Review The breakthrough definition on page 8 will pay for this book all by itself. The rest is worth even more. If you run a small business, I hope youll read this book. --Seth Godin, author and entrepreneur This is a business book that isnt filled with theory or fluff. It lays out a proven way of running a small business that will show you how to get every penny youre worth. --John Jantsch, author of Duct Tape Marketing and The Referral Engine Sarah and Erin have written a guide to help you create and operate the business youve always dreamed of--one where you can charge what youre really worth! A must-read for every small business owner. --Anita Campbell, CEO of Small Business Trends Petty and Verbeck clearly demonstrate how any business that follows their blueprint can make price irrelevant by creating an extraordinary customer experience. --John R. DiJulius III, author of Whats the Secret: To Providing a World-Class Customer Experience About the Author Sarah Petty is the founder of the Joy of Marketing, where she and her team teach photographers how to build a business that lets them do what they love while earning a living and putting #familyfirst. Petty began her career in the marketing department at the worlds largest brand, Coca-Cola Enterprises, and went on to direct the marketing campaigns of many small businesses at a top regional advertising agency. After earning her MBA, Petty opened her boutique photography studio and was named one of the most profitable photography businesses in the country after just five years in business by the Professional Photographers of America. Petty is also a sought-after speaker, presenting to audiences around the globe on how the boutique business model can strengthen their companies. Erin Verbeck is the Chief Joy Officer at the Joy of Marketing. After developing marketing plans for small business owners in the tourism,...

-Titulo Original : Lovability How To Build A Business That People Love And Be Happy Doing It-Fabricante : Greenleaf Book Group Press-Descripcion Original: Love is the surprising emotion that company builders cannot afford to ignore. Genuine, heartfelt devotion and loyalty from customers - yes, love - is what propels a select few companies ahead. Think about the products and companies that you really care about and how they make you feel. You do not merely like those products, you adore them. Consider your own emotions and a key insight is revealed: Love is central to business. Nobody talks about it, but it is obvious in hindsight. Lovability: How to Build a Business That People Love and Be Happy Doing It shares what Silicon Valley-based author and Aha! CEO Brian de Haaff knows from a career of founding successful technology companies and creating award-winning products. He reveals the secret to the phenomenal growth of Aha! and the engine that powers lasting customer devotion - a set of principles that he pioneered and named The Responsive Method. Lovability provides valuable lessons and actionable steps for product and company builders everywhere, including: Why you should rethink everything you know about building a businessWhat a product really isThe magic of finding what your customers truly desireHow to turn business strategy and product roadmaps into customer loveWhy you should chase company value, not valuationSurveys to measure your companys lovability Brian de Haaff has spent the last 20 years focused on business strategy, product management, and bringing disruptive technologies to market. And in preparation for writing this book, he interviewed well-known startup founders, product managers, executives, and CEOs at hundreds of name brand and agile organizations. Their experiences, along with headline-grabbing case studies (both inspiring successes and cautionary tales), will help readers discover how to build something that matters. Much has been written about how entrepreneurs build innovative products and successful businesses, but the authors message is original and refreshing. He convincingly explains that there is a better path forward - a people-first way grounded in love. In a business world that has increasingly emphasized hype over substance and get-big-at-any-cost thinking over profitable and sustainable growth, its time for a new recipe for company success. Insightful, thought-provoking, and sometimes controversial, Lovability is the book that you turn to when you know there has to be a better way. Review In this heartfelt debut, de Haaff, cofounder and CEO of software firm Aha!, lays out a consumer-oriented road map to success. The author obviously takes great pride in having a positive work culture at his company, and he points out that a company needs to be lovable internally as well as externally. With sensible advice and a humanistic tone, this offering will encourage companies big and small to value both customers and employees. --Publishers Weekly Lovability will inspire product managers everywhere to build better products. --Chris Yeh, Senior Vice President of Product at Box The most refreshingly original book on innovation I have read, written by someone who has consistently created products that people love. It is required reading if you want to build a breakthrough business. --James Allworth, New York Times bestselling co-author of How Will You Measure Your Life? A must read for innovators everywhere, this book reveals an intriguing, human-centric approach to building products and organizations that will make you rethink everything you have learned about business. --Ekaterina Walter, Wall Street Journal bestselling author of Think Like Zuck This book shares the secrets to building winning products and outlines a clear path to success. Tech leaders and innovators will want to keep a copy on-hand at all times. --John Peters, Silicon Valley-based management consultant Product managers will find useful guidance in the pages of Lovability. --Jeff Lash, Service Director, Product Ma...