Management Skills

Dan S. Kennedy dares marketers to dramatically simplify their marketing, refocusing on what works. Updated to address the newest media and marketing methods, this marketing masterplan delivers a short list of radically different, little-known, profit-proven direct mail strategies for ANY business. Strategies are illustrated by case history examples from an elite team of consultants―all phenomenally successful at borrowing direct marketing strategies from the world of online sales, infomercials, etc., to use in ’ordinary’ businesses including retail stores, restaurants, and sales.

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Bestselling author of Emotional Intelligence Daniel Goleman and co-author Cary Cherniss reveal practical methods for applying the principles of EI to enter an optimal state of high performance, offering a roadmap to being at your best, every day.

There are moments when we achieve peak performance: an athlete plays a perfect game; a business has a quarter with once-in-a-lifetime profits. But these moments are often fleeting, and for every amazing day, we may have a hundred ordinary and even unsatisfying ones. Fulfillment doesn’t come from isolated peak experiences, or elusive ‘flow’ states, but rather from many consistent good days. So how do we sustain performance, while avoiding burnout and maintaining balance?
In Optimal, Daniel Goleman and Cary Cherniss reveal how emotional intelligence can help us have a great day, any day. They explain how to set a realistic, attainable goal of feeling satisfied that you’ve had a productive day ― to consistently work at your ‘optimal’ level. Based on research of how hundreds of people build the inner architecture of having a good day, they sketch what an optimal state feels like, and show how emotional intelligence holds the key to our best performance.
Optimal is the culmination of decades of scientific discoveries bearing on emotional intelligence. Enhanced emotional intelligence pays off in improved engagement, productivity and more satisfying days. In this book, you’ll find the keys to competence in emotional intelligence, and practical methods for applying this skill set more readily. It will equip you to become a highly effective leader and enable you to build an organizational culture that empowers workers to sustain high performance.

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“Probably the most complete update on B2B selling strategies in years.”

P3 Selling is an easy-to-follow framework that explains what you need to do and why you need to do it to achieve consistent B2B sales success. Navigate today’s complex B2B environment with confidence as you win more deals, receive more referrals, make more money, and advance your way up the corporate ladder.

Stop hoping for lucky breaks, and take control of your sales results. Develop a deep understanding of the three most critical predictors of B2B sales success—without the jargon and complexity of other sales training programs. Then, learn how to apply them through non-manipulative techniques that work, closing more deals without sacrificing your integrity.

With specific activities at the end of each chapter to help you tailor these strategies and techniques to your own unique situation, P3 Selling is the must-have resource you’ll turn to again and again, helping you overcome every B2B sales challenge.

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Ian Marcousé’s accessible and engaging textbooks brought together in one updated volume covering everything your students need to know for the Pearson Edexcel A level Business specification.

– Breaks content down into short, clear chapters – covering all topics in the depth students need
– Updated business examples throughout the text and in end of unit case studies bring the subject to life
– A range of questions and activities provide students with the opportunity to apply what they know and practise questions
– Builds students’ confidence with key terms used in context and compiled in an accessible glossary
– Supported by an Answer Guide to assist teaching and save time

This Student Book has been endorsed for use with the Pearson Edexcel A Level Business qualification.

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This gentle book – spilling over with beautiful quotes and statements on the practice of gratitude – will empower you to celebrate the present, even in times of challenge and change

Gratitude is a gift that never stops giving. Helping you to see wonderful moments in the everyday, strengthen your relationships and improve your health, practising gratitude can boost your spirits and drive positive change.

The uplifting quotations and inspiring affirmations within these pages will help you tap into this quiet power.
This book will remind you to find the good in each moment, and how an attitude of gratitude can:
– Improve your mental and physical well-being
– Help you to motivate yourself to embrace the day
– Help strengthen your relationships by spreading kindness
Positive Mental Gratitude is your go-to guide to harnessing the power of positive thought, and will help you to relish the small pleasures, be kind to your mind and brighten your world.

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Both scientific and industry research suggest that paying close attention to psychological safety has tangible benefits, not just to personal health and well-being, but to workplace productivity and performance. In 2015 Google released the findings of some compelling research known as “The Aristotle Project”. In its quest to build the perfect team, Google assessed the factors common to their high-performing teams. They were shocked to find it was not the background, the experience, or the education of the team members that determined the team’s success, but whether psychological safety was present within the team.Most of us understand the importance of physical safety. We protect ourselves and those around us, and know what physical interactions are socially acceptable, helpful, or harmful.Psychological safety, however, is a new frontier. Only now are we beginning to understand its importance and impact, thanks to recent advancements in neuroscience.For example, research shows that a “hit” to our psychological safety can have a deeper and longer-lasting impact than a “hit” to our physical selves. In fact, social rejection has the same impact on the brain as a punch to the face. Over time, the pain associated with a physical attack is difficult or impossible to recall. The memory of social rejection, however, even many years after the fact, can elicit the same strength of emotion as it did at the time of the event.When we experience an attack to our psychological safety, our brain is triggered into a stress response. Our cognitive abilities are compromised. Our higher, logical brain, the one responsible for thinking, creativity, decision-making, and self-control, goes off-line. In this derailed stress state we can find it difficult to concentrate, make decisions, or control our emotions. In a psychologically safe climate, people are not afraid to express themselves; they feel accepted and respected. This openness creates a fertile environment for thinking, creativity, innovation, and growth, and leads to more collaborative relationships and an overall improvement in individual and team productivity.So how do you identify and manage the triggers that threaten your psychological safety and hijack your brain?Based on the latest neuroscience research, the S.A.F.E.T.Y.™ model describes some of the most important social motivators of human behavior.Learn how to implement it in your life and your workplace, to reap the benefits of increased productivity and personal well-being. This revolutionary book offers actionable solutions to key questions that may be holding you (and your team) back from fulfilling your potential:● Why am I so anxious and stressed?● Why do I continue to do things I don’t want to do?● Why do I care so much about what others think of me?● Why do I self-sabotage?And the most vital question of all:● Why can’t I change?

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Featuring a new preface, afterword and Radically Candid Performance Review Bonus Chapter, the fully revised & updated edition of Radical Candor is packed with even more guidance to help you improve your relationships at work.

‘Reading Radical Candor will help you build, lead, and inspire teams to do the best work of their lives.’ – Sheryl Sandberg, author of Lean In.

If you don’t have anything nice to say then don’t say anything at all . . . right?

While this advice may work for home life, as Kim Scott has seen first hand, it is a disaster when adopted by managers in the work place.

Scott earned her stripes as a highly successful manager at Google before moving to Apple where she developed a class on optimal management. Radical Candor draws directly on her experiences at these cutting edge companies to reveal a new approach to effective management that delivers huge success by inspiring teams to work better together by embracing fierce conversations.

Radical Candor is the sweet spot between managers who are obnoxiously aggressive on the one side and ruinously empathetic on the other. It is about providing guidance, which involves a mix of praise as well as criticism – delivered to produce better results and help your employees develop their skills and increase success.

Great bosses have a strong relationship with their employees, and Scott has identified three simple principles for building better relationships with your employees: make it personal, get stuff done, and understand why it matters.

Radical Candor offers a guide to those bewildered or exhausted by management, written for bosses and those who manage bosses. Drawing on years of first-hand experience, and distilled clearly to give practical advice to the reader, Radical Candor shows you how to be successful while retaining your integrity and humanity.

Radical Candor is the perfect handbook for those who are looking to find meaning in their job and create an environment where people love both their work and their colleagues, and are motivated to strive to ever greater success.

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THE BOLD NEW MEMOIR FROM SOUTH AFRICA’S DOUBLE WORLD CUP-WINNING COACH RASSIE ERASMUS

Rassie Erasmus has been called a genius. He’s been called reckless. All his life, he’s done things differently. Now, with his trademark candour, Rassie talks openly about his adventures and misadventures at the pinnacle of world rugby, both as player and coach.

From his role in Nick Mallett’s record-breaking Springbok team of the late 1990s, to the devastating injuries that cut short his playing career, to his revolutionary coaching career, Rassie is an essential window into one of the most successful figures of modern rugby.

When his teammates relaxed, Rassie preferred to watch hours of video and devise winning strategies. His coaching methods were initially laughed off – before being eagerly adopted when their success proved undeniable. He fought the rugby establishment at the Stormers, and later earned the grudging respect of Irish fans at Munster.

Most crucially, Rassie talks about his greatest contribution to South African rugby: appointing its first black captain, Siya Kolisi, without much fanfare or controversy. As his bold plans for effective racial transformation of the national team achieved immediate success, they culminated in glory at the 2019 Rugby World Cup. Here, that monumental period is recounted in vivid, insightful detail.

Entertaining and eye-opening, Rassie is full of behind-the-scenes revelations, telling the story of a towering figure in world rugby.

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TEDx speaker Aubrey Bergauer―“the Steve Jobs of classical music”―reveals how to run a successful arts business in the post-pandemic era, adapting for-profit methods for not-for-profit goals. In the US alone, the arts are a $763 billion sector whose 100,000+ organizations serve almost every community in the nation. There’s no reason arts organizations should struggle to make ends meet. And now, with arts-tested strategies from Aubrey Bergauer, they won’t. This foolproof guide shows how to reach new levels of engagement―while always putting art first. Running your arts organization like a business is your path forward to: Grow audiences and keep them coming back again Make our organizations more inclusive Get younger attendees in the seats and on the donor rolls Generate millions more dollars in revenue Continue to create the art we love―without the stress of figuring out how to afford it Just because arts organizations are non-profits doesn’t mean they shouldn’t make money; it means the money they make goes back to fund the mission―whether that’s music, visual arts, theatre, dance, or one of many other mediums that enrich our lives.

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** Business Book Awards 2023 Finalist **

Need your new sales hires to get up to speed faster? Want your salespeople to stop depending on you? Like to get the very best from your sales team?

“This is the book you keep on your shelf and ‘dog-ear’ as a new or seasoned manager with tips you can action immediately. A rare find among sales books today.”

Ashton Williams – Senior Manager Revenue Enablement ADA

“A masterpiece in sales coaching. Your salespeople will become autonomous in their thinking, discovering their own answers, mastering their own objections, and you will be the guide to their success.”

Caroline McCrystal – Senior Account Manager UK&I GTM Banking Experian

“Mark does a phenomenal job demystifying sales coaching and making it actionable for frontline managers. A must-read for any sales leader unlocking the performance of their team.”

Matthew Dixon – Co-author of The Challenger Sale and Jolt

More than ever you need to coach your team so they can think for themselves, take responsibility for their performance and do what you hired them to do. If you want to turn your team into top sales performers, sales coaching must be your focus. Let this practical and easy-to-read book show you how.

Mark Garrett Hayes MBA is an accredited coach and trainer, and is passionate about helping sales leaders to dramatically boost sales performance and accountability.

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Guide your sales force to its fullest potential

With a proven sales management and execution process, Sales Management For Dummies aids organizations and individuals in reaching the highest levels of success. Although selling products or services is a central part of any sales job, there’s much more to it. With this fun and accessible guide, you’ll go beyond the basics of sales to learn how to anticipate clients’ needs, develop psychologist-like insight, and so much more.

Because few people go to school to earn degrees in selling, sales talent is developed in the field. Unfortunately, most training efforts fail to reach their objectives, in large part because of the absence of any kind of reinforcement or coaching. This book is your one-stop guide to managing an existing or start-up sales force to succeed in every area of sales―from prospecting to closing.

• Shows you how to reach your fullest potential in sales
• Helps you effectively inspire great performance form any sales force
• Demonstrates how to prospect, recruit, and increase your organization’s income and success
• Teaches you how to manage sales teams to greatness

If you’re one of the millions of salespeople or sales managers worldwide looking for a fast, easy, and effective way to get the most out of your sales force, the tried-and-true guidance presented inside sets you up for success.

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Featuring the adored animal characters of beloved children’s author Sandra Boynton, this 17-month calendar begins with the school year in August 2023 and provides a vertical column for up to 6 family members’ appointments, academic events, lessons, haircuts, trips―you name it. Moms, Dads, and the whole family can quickly see everyone’s plans!
 
Features include:

• 12″ x 12″ size (12″ x 24″ open)
• Printed on FSC certified paper with soy-based ink
• 17-months: August 2023–December 2024
• 6 family member columns to note activities
• Official major world holidays and observances
• Year in a glance for 2023, 2024, and 2025
• BONUS: 300+ planning stickers and a drop-down storage pocket

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If you don’t sell, you don’t have a business. In Secrets of Successful Sales, Alison Edgar, The Entrepreneur’s Godmother, brings together psychology and sales to help you develop a winning strategy for increasing sales and growing your business. Centred around Alison’s Four Key Pillars of Sales methodology, this book enables you to understand customer behaviours, provides you with a foolproof process, explains how to create an effective strategy, and close with confidence.

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