This book provides a wealth of material to show salespeople how to continually and assuredly hit sales targets. It is based on a winning combination of practical experience and good research. For over 30 years across 40 countries plus 26 of the American states, the Resource Development Centre (RDC) has helped thousands of sales people to meet their sales target on a regular basis.The authors, Alan McCarthy and Steve Hay, describe how to use a proven combination of several key tools ...

Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives.For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients hav...

Peter Cappelli confronts the myth of the skills gap and provides an actionable path forward to put people back to work.Even in a time of perilously high unemployment, companies contend that they cannot find the employees they need. Pointing to a skills gap, employers argue applicants are simply not qualified; schools aren't preparing students for jobs; the government isn't letting in enough high-skill immigrants; and even when the match is right, prospective employ...

Here Dr. Goldratt, developer of the Theory Of Constraints, gives his perspective on what TOC is, its goals and objectives, and the state of its progress in bringing about improvement. An academic perspective is also provided on the strength of this new theory and how it has developed in its many dimensions.

The #1 New York Times and Wall Street Journal bestseller from Steve Case—the co-founder of AOL—presents “a compelling roadmap for the future…that can help us make sense of the technological changes reshaping our economy and the world. A fascinating read” (Sheryl Sandberg, Facebook COO and founder of LeanIn.org).Steve Case—a pioneer who made the Internet part of everyday life—was on the leading edge of a revolution in 1985 when he co-founded AOL, t...

Geoffrey Moore is one of the most respected and bestselling names in business books. In his widely quoted Crossing the Chasm, he identified and addressed the greatest challenge facing new ventures. Now he’s back with a book for established businesses that need to learn how to adapt—or suffer the slow declines into marginalized performance that have characterized so many Fortune 500 icons in recent years.Deregulation, globalization, and e-commerce are exerting unpre...

In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how ...

Entrepreneur and bestselling author of The Lean Startup, Eric Ries reveals how entrepreneurial principles can be used by businesses of all kinds, ranging from established companies to early-stage startups, to grow revenues, drive innovation, and transform themselves into truly modern organizations, poised to take advantage of the enormous opportunities of the twenty-first century.In The Lean Startup, Eric Ries laid out the practices of successful ...

Lean Software Development: An Agile ToolkitAdapting agile practices to your development organizationUncovering and eradicating waste throughout the software development lifecyclePractical techniques for every development manager, project manager, and technical leaderLean software development: applying agile principles to your organizationIn Lean Software Development

Persuade others to do what you want--for their own reasons.If you need the best practices and ideas for making deals that work--but don't have time to find them--this book is for you. Here are 10 inspiring and useful perspectives, all in one place.This collection of HBR articles will help you:- Seal or sweeten a bargain by uncovering the other side's motives- Conquer faulty assumptions to make the right deals- Forge deals only when they support your ...

Do You Need To 'Upgrade' The Way Your Business Works?'Business Process Re-engineering' is a practical how to guide based on the author's experience of helping businesses to improve their business performance. It is aimed at the person whose job it is to make operational and on time delivery improvements happen.During the time he has worked as a business improvement consultant, the author, Giles Johnston, has identified a number of approaches that work for his wide range of ...

Are you a staff or board member of a nonprofit organization? Do you want your organization to be excellent? Are you a busy person?If you answered all three questions in the affirmative, How to Manage an Effective Nonprofit Organization is the one book you need, one with more than a thousand practical tips. It was inspired by thousands of nonprofit agency professionals who have participated in workshops the author has led for more than twenty years. Each of the nine chapter...