Blue Ocean Strategy Expanded Edition
Argues against common competitive practices while outlining recommendations based on the creation of untapped market spaces with growth potential.
True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or service to the customer âe¢ objection handling is an important skill âe¢ open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just donâe(tm)t work for major sales. Rackham went on to introduce his SPIN®-Selling method, where SPIN® describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN®-Selling provides you with a set of simple and practical techniques which have been tried in many of todayâe(tm)s leading companies with dramatic improvements to their sales performance.
Mastering the Complex Sale
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation
The Design of Business
Most companies today have innovation envy. Many make genuine efforts to be innovative: they spend on R&D, bring in creative designers, hire innovation consultants; but they still get disappointing results. Roger Martin argues that to innovate and win, companies need 'design thinking'.
Phil Gordon s Little Green Book
Phil Gordon plays poker with the best players in the world. He has won -- and lost -- in tournaments and cash games around the globe, all the while studying the game and learning from every hand dealt. As the resident expert and cohost of Celebrity Poker Showdown, Phil has quickly become one of the most sought-after teachers of No Limit Texas Hold'em. It's a tough game. But anyone can become a winning player with the right amount of courage, patience, aggression, observation, and, perhaps most important, dedication to becoming a better player. After fifteen years of keeping notes on the things he's learned, the greats he's played with, and the celebrities he's taught, Phil Gordon has poured every single thing he knows about No Limit Texas Hold'em into this little green book. Taking a page from Harvey Penick's bestselling book of golf wisdom, Phil plays the role of both teacher and student, offering up insightful tips on how to think about poker and how to develop a singular style of play. Through philosophy, psychology, strategy, math, and the knowledge gleaned from playing poker with everyone from T. J. Cloutier and Phil Ivey to Hank Azaria and Ben Affleck, Phil breaks down the game into enlightening instructional tidbits and illustrative anecdotes that inspire the kind of persistence and motivation necessary to improve your game. A book to rank with Doyle Brunson's Super System and David Sklansky's The Theory of Poker, Phil Gordon's Little Green Book deserves a spot on the shelf of every serious student of the game.
How to Write Copy That Sells
Writing copy that sells without seeming “salesy” can be tough, but is an essential business skill. How To Write Copy That Sells is a step-by-step guide to writing fast, easy-to-read, effective copy. It's for everyone who needs to write copy that brings in cash – including copywriters, freelancers, and entrepreneurs. Inside, you'll find copywriting techniques for email marketing, web sites, social media, sales pages, ads, and direct mail. You'll also discover: The universal hidden structure behind all persuasive copy. How to avoid the most common copywriting mistakes. A simple technique for writing copy that’s easy to read. How to write powerful short copy for social media. Sample headlines, bullet points, and openings – yours to “swipe” and use as your own! Tons of templates, examples, and checklists guaranteed to improve your copy. ...And much, much more! Writing Copy That Sells is your indispensable guide to creating fresh, fast, effective copy that generates sales like magic.
Trading For Dummies
Make informed trading decisions regardless of the market's condition Savvy traders can make money in both up and down markets. Trading For Dummies is for investors at all levels who are looking for a clear guide to successfully trading stocks in any type of market. It is also for investors who have experience trading and who are looking for new, proven methods to enhance the profitability of their investments. This no-nonsense guide presents a proven system for analyzing stocks, trends, and indicators and setting a buy-and-sell range beforehand to decrease risk in any type of market. It stresses the practice of position trading, conducting technical analysis on a company and its performance, and utilizing research methods that enable the trader to strategically select both an entry and exit point before a stock is even purchased. This updated guide features updated stock charts, position trading tips and techniques, and fresh ways to analyze trends and indicators. Shows you how to take your portfolio to a higher level Explains how to assume more risk, reap more benefits, and build a portfolio This edition includes a new chapter on High Frequency Trading Trading For Dummies gives experienced and novice traders and investors alike the most-up-to-date information on trading wisely in any market.
Revealing the secrets to engineering success that will change the future of a business, an Internet entrepreneur offers a how-to manual for launching a successful product or business in an increasingly digital world.
Good to Great
Can a good company become a great one and, if so, how? After a five-year research project, Collins concludes that good to great can and does happen. In this book, he uncovers the underlying variables that enable any type of organization to make the leap from good to great while other organizations remain only good. Rigorously supported by evidence, his findings are surprising - at times even shocking - to the modern mind. Good to Great achieves a rare distinction: a management book full of vital ideas that reads as well as a fast-paced novel.
The Last Runaway
New York Times bestselling author of Girl With a Pearl Earring and At the Edge of the Orchard Tracy Chevalier makes her first fictional foray into the American past in The Last Runaway, bringing to life the Underground Railroad and illuminating the principles, passions and realities that fueled this extraordinary freedom movement. Honor Bright, a modest English Quaker, moves to Ohio in 1850--only to find herself alienated and alone in a strange land. Sick from the moment she leaves England, and fleeing personal disappointment, she is forced by family tragedy to rely on strangers in a harsh, unfamiliar landscape. Nineteenth-century America is practical, precarious, and unsentimental, and scarred by the continuing injustice of slavery. In her new home Honor discovers that principles count for little, even within a religious community meant to be committed to human equality. However, Honor is drawn into the clandestine activities of the Underground Railroad, a network helping runaway slaves escape to freedom, where she befriends two surprising women who embody the remarkable power of defiance. Eventually she must decide if she too can act on what she believes in, whatever the personal costs. From the Trade Paperback edition.