Management
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The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers (BUSINESS BOOKS)
Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion
Industry analysts report that up 70- 80% of business growth comes from existing customers.
So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits all approach to acquisition as you do for expansions?
The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
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£20.70£23.70 -
The Fearless Organization: Creating Psychological Safety in the Workplace for Learning, Innovation, and Growth
Conquer the most essential adaptation to the knowledge economy
The Fearless Organization: Creating Psychological Safety in the Workplace for Learning, Innovation, and Growth offers practical guidance for teams and organizations who are serious about success in the modern economy. With so much riding on innovation, creativity, and spark, it is essential to attract and retain quality talent―but what good does this talent do if no one is able to speak their mind? The traditional culture of “fitting in” and “going along” spells doom in the knowledge economy. Success requires a continuous influx of new ideas, new challenges, and critical thought, and the interpersonal climate must not suppress, silence, ridicule or intimidate. Not every idea is good, and yes there are stupid questions, and yes dissent can slow things down, but talking through these things is an essential part of the creative process. People must be allowed to voice half-finished thoughts, ask questions from left field, and brainstorm out loud; it creates a culture in which a minor flub or momentary lapse is no big deal, and where actual mistakes are owned and corrected, and where the next left-field idea could be the next big thing.
This book explores this culture of psychological safety, and provides a blueprint for bringing it to life. The road is sometimes bumpy, but succinct and informative scenario-based explanations provide a clear path forward to constant learning and healthy innovation.
- Explore the link between psychological safety and high performance
- Create a culture where it’s “safe” to express ideas, ask questions, and admit mistakes
- Nurture the level of engagement and candor required in today’s knowledge economy
- Follow a step-by-step framework for establishing psychological safety in your team or organization
Shed the “yes-men” approach and step into real performance. Fertilize creativity, clarify goals, achieve accountability, redefine leadership, and much more. The Fearless Organization helps you bring about this most critical transformation.
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£18.80£22.80 -
The Five Dysfunctions of a Team: A Leadership Fable (J–B Lencioni Series)
In The Five Dysfunctions of a Team Patrick Lencioni once again offers a leadership fable that is as enthralling and instructive as his first two best-selling books, The Five Temptations of a CEO and The Four Obsessions of an Extraordinary Executive. This time, he turns his keen intellect and storytelling power to the fascinating, complex world of teams. Kathryn Petersen, Decision Tech’s CEO, faces the ultimate leadership crisis: Uniting a team in such disarray that it threatens to bring down the entire company. Will she succeed? Will she be fired? Will the company fail? Lencioni’s utterly gripping tale serves as a timeless reminder that leadership requires as much courage as it does insight. Throughout the story, Lencioni reveals the five dysfunctions which go to the very heart of why teams even the best ones-often struggle. He outlines a powerful model and actionable steps that can be used to overcome these common hurdles and build a cohesive, effective team. Just as with his other books, Lencioni has written a compelling fable with a powerful yet deceptively simple message for all those who strive to be exceptional team leaders.Read more
£17.05£21.00 -
The Funny Things About Life: Random things to think about that help with self acceptance, compassion & resilience in a crazy world.
f you’ve ever spent time, maybe even a few brief moments, wondering what this whole thing we call life is all about then this could potentially be the “book” you’ve been looking for. When it comes down to it, life really is that simple. But but that doesn’t mean it’s going to be easy.“The Funny Things About Life” (aka so-called book, journal, diary, bunch of printed pieces of paper stuck together, whatever you want to call it) is something that YOU bring to life in your own unique, individual way.
The author (aka Gareth) allows you to go on a journey in any direction you choose with a collection of cliché, funny, simple, thought-provoking, random “facts” about life to think about, write about, forget about, talk about and, quite literally, get over so that you can just start being you and having more fun.
But before you consider reading it, don’t buy it if you are looking for a book that goes into great detail explaining things, giving you advice and suggestions, teaching you new things and suddenly uncovering the answer to whatever the question was. Because it’s not that kind of book.
Read it. Write in it. Tear pages out of it in anger. Laugh with it in agreement. Tell your friends not to waste their money on it. Give it to someone as a gift and hope for the best. Throw it away. Or put it on your bookshelf so that it gathers dust.
There’s no right or wrong way to use this book and you’re free to do with it as you please!.Read more
£19.00 -
THE GO TO MARKET HANDBOOK FOR B2B SaaS LEADERS: HOW TO STACK THE ODDS IN YOUR FAVOUR WHEN SCALING YOUR SOFTWARE BUSINESS
There are few people we admire more than the Founders and Leaders of software companies who have the courage, determination and, some might say, sheer madness to put their livelihoods and reputation on the line, to leave their own ‘dent in the universe’. It’s a day to day, up at dawn, pride swallowing siege to lead such a business. And we know this for a fact because we’ve walked in your shoes many times.Over the last 25 years, we’ve been involved in the start-up, scale up and exit of several successful technology businesses, that between them have realized close to billion dollars of shareholder value. But along the way we’ve also had more than our fair share of disappointments and have the mental scars and bruising to prove it. We’ve made mistakes and fallen in what felt like bottomless pits. But fascinatingly enough, we learned as much from the ones that didn’t work, as we did from the successes. It’s these lessons which we thought we’d share in this book.
So, who is this book for? We think there are three use cases here, so let’s expand.
Firstly, you could be a Founder who has raised seed money or achieved a Series A and who set off like a rocket in the early years, conquering all before them. But something has happened.
For some reason the business is not growing as fast as you’d once hoped. Without perhaps knowing why, sales have started to slow, and some air has come out of the tyres amongst key stakeholders. Renewals are harder to achieve, once automatically accepted upsells are being rejected and pricing is being squeezed. There’s a sense that the business needs a re-set and perhaps fresh ideas, and energy are needed to get the team back to smashing targets
What we’ve learned is that if things have started to slow, especially from a sales point of view, it’s generally down to one of two things. Either the core value proposition has become lost somewhere in the heat of battle and has shifted with or without your knowledge. Or the sales team have lost their way and need some fresh inspiration. We’ll address both these issues (and many more) in this book. Sometimes it’s a combination of both, sometimes it’s something different, but these are two most common reasons we’ve found. If this is you, we hope this book will provide some fresh inspiration.
The second use case would be a Technical Founder who has created some brilliant software but is unsure about how to go to market. Without trying to sound too like Liam Neeson, creating a highly effective sales and marketing plan requires a particular set of skills and experience.
You might well be thinking it’s time to invest in an expensive sales team, and that might be the right answer. But before you do that, it might be worth reading this book because it contains a set of workbooks that will significantly stack the odds in your favour of gaining repeatable sales traction.
Finally, this book is for Founders who are starting out on the SaaS journey and thinking about where to begin. You’ve come up with a great idea on how you might change the world for the better, but before you go all in, feel like you’d like to understand the Go to Market process more.
This book is made up of ten workbooks which we recommend you follow sequentially and take time at the end of each chapter to reflect and then take action. We’ll teach you how to prepare your pain statement and then test it on personas within your target market. We’ll discuss how to uncover your perfect customer and what an Economic Buyer looks like. We’ll build Market Maps and debate the best ways you can become famous in your chosen field. We’ll look at Product Messaging, packaging, and pricing and at the very end we’ll show you how to put together an exciting Investor Proposition for when you need to raise capital. At its heart, this book is a Go to Market Handbook for SaaS Leaders because there’s nothing more important than hitting your sales targets.
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£23.70 -
The Great Mental Models Volume 3: Systems and Mathematics
The much anticipated third installment in the Wall Street Journal Bestselling series ‘The Great Mental Models’. The secret to better decision-making is learning things that won’t change. Mastering a small number of versatile concepts with broad applicability enables you to rapidly grasp new areas, identify patterns, and understand how the world works. Don’t waste your time on knowledge with an expiry date – focus on the fundamentals. In part one, you’ll learn mental models from systems, helping you see unexpected connections and avoid costly mistakes. You’ll discover how these concepts govern the behaviors and interactions in your life. In part two, you’ll learn mental models from mathematics that reveal logical patterns in the world. This isn’t your high school math class. Mastering The Great Mental Models helps you thrive in an uncertain world. The right cognitive tools prepare you for any type of challenge. From parenting to healthy eating, relationships to personal productivity, and from learning to product design, this book will give you new lenses for understanding life.Read more
£0.90 -
The Handbook of Carbon Management: A Step-by-Step Guide to High-Impact Climate Solutions for Every Manager in Every Function
Every manager and every employee in every function can embed climate solutions and reduce greenhouse gas emissions. This book, written by experts in the field of sustainability in business, shows you how.
The climate crisis is one of the greatest challenges we face today, and it affects all aspects of business and society. Consequently, everyone needs to know the best high-impact climate solutions that can be embedded into their organisational area. In this book you will find ideas for your team, your department and your organisation to make this a reality. We provide you with implementation plans and inspiring case studies, with practical and helpful tools that will help you to scale up climate solutions effectively and efficiently. If you are an owner of a company or an executive in any organisation, you will benefit from this step-by-step guide on how to set up your own greenhouse gas management plan, how to set targets and how to reduce the greenhouse gas emissions of your whole organisation. We explain key terms such as Net Zero, Carbon Neutral, carbon emissions equivalents and the three scopes. In order to halve our emissions worldwide by 2030 to achieve Net Zero by 2050, individual actions on a large scale are required, but also systemic changes. We look at the bigger picture in this book and also how you could effect change.
This is the first book to offer an easy-to-implement approach to decarbonise organisations and transform societies, and is appropriate for managers at any level. This book can also be used in business schools to inspire future managers and business leaders. Last, but not least, everyone can find ideas here that they can implement in their personal lives – let’s scale up together!
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£26.20£28.50 -
The Handbook of Health and Safety Practice 7e
Now in its seventh edition, this guide provides comprehensive coverage of all the new health and safety legislation, ensuring you can successfully implement the necessary legislation in your organisation. Fully revised and updated.Organised into two easy-to-use sections and fully illustrated with case studies, the Handbook of Health and Safety Practice discusses both the legal and the practical aspects of health and safety in the workplace. This authoritative guide helps you to take a more comprehensive view on health and safety and how it can contribute to your wider business objectives.Read more
£3.60 -
The Handbook of Technical Writing
From abstracts to online professional profiles, from blogs and forums to formal reports and manuals, the Handbook of Technical Writing uses smart, accessible language to spotlight and clarify technical writing today. Hundreds of topic entries, 90+ sample documents, at-a-glance checklists, and clear, explicit models, communicate the real-world practices of successful technical writers.
Developed by a legendary author team with decades of combined academic and professional experience, the book’s intuitive, alphabetical organization makes it easy to navigate its extensive coverage of grammar, usage, and style. Plus, updated, in-depth treatment of pressing issues like the job search, audience awareness, source documentation, and social media use on the job resonate both in class and at the office.
With a refreshed, integrated focus on the ways technologies shape writing, this Twelfth Edition is the indispensable reference tool for writing successfully in the workplace.
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£32.30 -
The Illusion of Choice: 16 1/2 Psychological Biases That Influence What We Buy
The compelling new book by Richard Shotton, author of The Choice Factory.Every day, people make hundreds of choices.
Many of these are commercial: What shampoo to pick? How much to spend on a bottle of wine? Whether to renew a subscription?
These choices might appear to be freely made, but psychologists have shown that subtle changes in the way products are positioned, promoted and marketed can radically alter how customers behave.
The Illusion of Choice identifies the 16½ most important psychological biases that everyone in business needs to be aware of today – and shows how any business can take advantage of these to win customers, retain customers and sell more.
Richard Shotton, author of the acclaimed The Choice Factory, draws on academic research, previous ad campaigns and his own original field studies to create a fascinating and highly practical guide that focuses on the point where marketing meets the mind of the customer.
You’ll learn to take advantage of the peak end rule, the power of precision, the wisdom of wit – and much, much more.
You simply cannot afford to miss The Illusion of Choice.
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£10.60£14.20 -
The Lean Startup: How Constant Innovation Creates Radically Successful Businesses
THE INTERNATIONAL BESTSELLING SENSATION
‘The Lean Startup changes everything.’ – Harvard Business Review
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Most new businesses fail. But most of those failures are preventable.
The Lean Startup is a new approach to business that’s being adopted around the world. It is changing the way companies are built and new products are launched.
Essential reading for any ambitious entrepreneur, The Lean Startup will teach you to identify what your customers really want. You’ll learn how to test your vision continuously, adapting and adjusting before it’s too late.
With over a million copies sold across the globe, now is your time to think Lean.
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£12.30£14.20 -
The Lean Startup: How Constant Innovation Creates Radically Successful Businesses
THE INTERNATIONAL BESTSELLING SENSATION
‘The Lean Startup changes everything.’ – Harvard Business Review
———-
Most new businesses fail. But most of those failures are preventable.
The Lean Startup is a new approach to business that’s being adopted around the world. It is changing the way companies are built and new products are launched.
Essential reading for any ambitious entrepreneur, The Lean Startup will teach you to identify what your customers really want. You’ll learn how to test your vision continuously, adapting and adjusting before it’s too late.
With over a million copies sold across the globe, now is your time to think Lean.
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£12.30£14.20 -
The Little Book of Big Management Theories: … and how to use them
Winner of the ‘Practical Manager’ category at the CMI Management Book of the Year Awards 2015 and now fully revised, updated and with 31 new theories.
“A delight to read and a highly refreshing approach to the world of management. I highly recommend it.” Rebecca Taylor, the Dean and Director of Studies at the Open University Business School
‘I’ll make sure that every manager in our pharmacy outlets gets a copy of this book.’ Manjit Jhooty, Managing Director, Jhoots Pharmacy
‘Every manager should read this book.’
Geoff Round, Chief Executive, Birmingham Civic Housing Association Ltd
101 management theories from the world’s best management thinkers – the fast, focussed and express route to success.
As a busy manager, you need solutions to everyday work problems fast. The Little Book of Big Management Theories gives you access to the very best theories and models that every manager should know and be able to use.
Cutting through the waffle and hype to focus only on the ones that really matter to managers day-to-day, each theory is covered in two pages – what it is, how to use it and the questions you should be asking – so you can immediately apply your new knowledge in the real world.
The Little Book of Big Management Theories will ensure you can:
· Understand a wide range of management theories, their context and how you can apply them
· Discover clear insights into a wide range of practical management issues and how to deal with them.
· Quickly resolve a wide range of management problems
· Better motivate and influence your staff, colleagues and stakeholders
· Be a more effective manager and demonstrate that you are ready for promotion
All you need to know and how to apply it – in a nutshell.
Winner of the ‘Practical Manager’ category at the Chartered Management Institute Management Book of the Year Awards.
Rebecca Taylor, the Dean and Director of Studies at the Open University Business School, explained why the book deserved to win:
“This book was a delight to read and was a highly refreshing approach to the world of management. The ‘big’ ideas have been boiled down into easily-digestible chunks that are perfect either as an introduction or a refresher for the more experienced manager. The personal writing style and lack of preaching makes it a brilliant desk-side companion for a manager of any level, and I highly recommend it.”
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£10.30£12.30 -
The Logistics and Supply Chain Toolkit: Over 100 Tools for Transport, Warehousing and Inventory Management
The Logistics and Supply Chain Toolkit provides practical tools for warehouse, inventory and transport managers and students to help them tackle the challenges of logistics and supply chain management. It is full of practical ideas and information to optimise the management of logistics and supply chain processes.
The Logistics and Supply Chain Toolkit offers solutions and plans spanning across a variety of sub-disciplines such as warehousing, logistics, supply chain management, inventory and outsourcing. Each toolkit addresses key principles within its area of discipline, providing the reader with a precision approach to be used in complex and sensitive circumstances. The toolkit presents a number of major management tools such as Fortna’s Product Flow Smart Design, SMART, DMAIC and Gantt charts. General management, performance management and problem-solving tools have also been included to provide a broader, transferable scope of tools for the reader.
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£39.90£44.60 -
The Luxury Strategy: Break the Rules of Marketing to Build Luxury Brands
Discover the secrets to successful luxury brand management with this bestselling guide written by two of the world’s leading experts on luxury branding, Jean-Noël Kapferer and Vincent Bastien, providing a unique blueprint for luxury brands and companies.
Having established itself as the definitive work on the essence of a luxury brand strategy, this book defines the differences between premium and luxury brands and products, analyzing the nature of true luxury brands and turning established marketing ‘rules’ upside-down.
Written by two world experts on luxury branding, The Luxury Strategy provides the first rigorous blueprint for the effective management of luxury brands and companies at the highest level.
This fully revised second edition of The Luxury Strategy explores the diversity of meanings of ‘luxury’ across different markets. It rationalizes those business models that have achieved profitability and unveils the original methods that were used to transform small family businesses such as Ferrari, Louis Vuitton, Cartier, Chanel, Armani, Gucci, and Ralph Lauren into profitable global brands.
Now with a new section on marketing and selling luxury goods online and the impact of social networks and digital developments, this book has truly cemented its position as the authority on luxury strategy.
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£35.10 -
The Machine: A Radical Approach to the Design of the Sales Function: 1
Don’t read this book if you’re looking for an affirmation of the sales status quo. Roff-Marsh argues that the marketplace has changed dramatically since the evolution of the standard sales model and that radical change is being forced on organizations—like it or not!
Here are just some of the radical changes that Roff-Marsh advocates (and sacred cows he slays) in this comprehensive and impeccably-argued treatise.
Salespeople should be inside, not in the field.
Engineers should perform necessary field sales activities.Revenue should be the responsibility of Operations, not Sales.
Sales should focus exclusively on the pursuit of new business.Only commercial relationships are truly important.
Personal relationships are more likely to be the consequence of good commercial relationships than they are to be the cause of them.Salespeople should be paid their market value in the form of a salary.
Piece-rate pay (commissions) should be eliminated in sales, just like it has been elsewhere.Sales performance should be mandatory, not optional.
Salespeople should be actively managed, and it should be a condition of their employment that they generate a commercially reasonable volume of new business.Salespeople should not prospect.
The marketing department should be responsible for replenishing salespeople’s opportunity queues daily.The qualification of sales opportunities (or leads) destroys value.
Salespeople should be selling to your competitors’ customers—not to folks who are actively looking for a new supplier.The Sales Development Rep role should be eliminated.
SDRs are one of many common examples of sub-optimization in sales environments. You increase the salesperson’s win rate but you reduce the total volume of business won.Salespeople should focus on selling programs, not products.
Unless a product is new and revolutionary, it should be packaged into a program of some kind (or it should be sold without salespeople).Shut down your branch offices and open (fewer) distribution centers.
It’s speed to customer that’s important (not proximity).The Machine is a field guide for the executive who’s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.
If you employ salespeople and you’re committed to the growth of your organization, you really should read this book.
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£12.40 -
The Manager: Inside the Minds of Football’s Leaders
From the post room to the board room, everyone thinks they can be the manager. But how do you manage outrageous talent? What do you do to inspire loyalty from your players? How do you turn around a team in crisis? What’s the best way to build long-term success? How can you lead calmly under pressure? The issues are the same whether you’re managing a Premier League football team or a FTSE 100 company.
Here, for the first time, some 30 of the biggest names in football management reveal just what it takes. With their every decision, remark, skill, and success or failure under constant scrutiny from the media and the fans, these managers need to be the most adroit of leaders. In The Manager they explain their methods, give examples of lessons they’ve learned along the way, and describe the decisions they make and the leadership they provide.
Each chapter tackles a key leadership issue for managers in any walk of life and, in their own words, shows how the experts deal with the challenges they face in an abnormally high-pressure environment. Offering valuable lessons for business leaders and fascinating behind-the-scenes insights for football fans, The Manager is an honest, accessible and unprecedented look at the day-to-day work of these high-profile characters and the world of top-level football management.
Contents: A Piece of the Action (Roy Hodgson); The Art of One-on-One (Carlo Ancelotti); Behind the Scenes (Arsène Wenger); Building High-performing Teams (Sam Allardyce); The Field of Play (Roberto Mancini); Handling Outrageous Talent (José Mourinho); Pursuing a Career Under Pressure (Brendan Rodgers); Seeing the Bigger Picture (Harry Redknapp); Creating Sustained Success (Sir Alex Ferguson); Crisis Response and Turnaround (Walter Smith); Triumph and Despair (Mick McCarthy).
Also featuring: Gerard Houllier, Tony Pulis, Martin O’Neill, Neil Warnock, Howard Wilkinson, Kevin Keegan, Dario Gradi, Andre Villas-Boas, David Moyes, Alex McLeish, Hope Powell, Martin Jol, Glenn Hoddle, Chris Hughton, David Platt, Paul Ince, and George Graham.
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£3.40 -
The Medical Professional’s Guide to LGBT+ Inclusion: Creating a Workplace Culture that Nurtures a Welcoming, Inclusive, and Affirming Environment
The rates of medical bullying, absences by LGBT+ professionals due to lack of safety in the workplace, and subsequent suicidality for LGBT+ youth and adults are exponentially higher than for non-LGBT+ youth and adults. As a result, many LGBT+ patients and professionals are suffering needlessly, and many business leaders are unsure of what to do. This book solves that problem.
Featuring real-life situations and scenarios, a glossary, and further resources, this book enables professionals in a variety of business roles to integrate foundational concepts into their everyday interactions with potential and current employees to create an overall medical workplace culture that nurtures a welcoming, inclusive, and affirming environment for all. This book can be utilized by independent readers, department teams, and entire medical corporations reading experiences.
Setting out best practices and professional guidance for creating an LGBT+ inclusive medical workplace, this approachable and easy-to-follow book guides medical leaders and anyone working in a medical facility toward appropriate and proven ways to create safer working environments, update workplace policies, enhance hiring and staff retention protocols, and better support LGBT+ employees in the workplace as well as for LGBT+ patient experiences.
The real-life scenarios are a unique feature of this book. While many offer information, this book is practical and requires active engagement with the material for the reader. The scenarios offer the reader the opportunity to try out the foundational knowledge they obtained in earlier chapters by giving real business place experiences that others have been challenged by. After reading the scenario, there are intentional pointed thought questions, which can be used for discussion if the book is read in groups or teams. This encourages teamwork and shared learning. Then, readers will receive guidance from America’s leading LGBT+ expert, who uses her 25+ years of experience to guide the reader as if they were receiving individualized guidance right from her to them!
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£16.00 -
The Mind Gym : Give Me Time (Mind Gym)
The problem of not having enough time is as old as time itself, and so are most of the proposed cures. The trouble is, they don’t seem to work. The Mind Gym: Give me time proposes a radically different approach to time and how we use it. Combining extensive psychological research with five years of testing amongst The Mind Gym’s 100,000 members, this book offers practical solutions that will make you feel great about how your time is spent. The book is packed with techniques including
*how to achieve more by slowing down
* tiny time investments that deliver massive returns
* how to say ‘no’ and be loved for it
* simple ways to get other people to want to do your work for you
* how to get time with people who haven’t got time for you
And there’s no need to read this book from cover to cover. The questionnaire at the start guides you directly to the chapters that will help you most.Read more
£2.60 -
The Mind Gym: Wake Up Your Mind
In much of our lives, our mind operates on autopilot. Rather like the tourist who repeats the same words louder each time the local doesn’t understand, we often tend to think and behave in set ways, even if it doesn’t get us what we want.
However, once we can spot our mental habits, we can change them. And, as result, we are more likely to: make the right things happen; come up with original ideas; achieve more in less time; gain energy and have less negative stress; win people round to our point of view.
Over 100,000 people have taken part in and recommended The Mind Gym’s workouts. Now, for the first time, hundreds of these practical tips and techniques based on applied psychology are packed into this book and, with your free personal membership number, at The Mind Gym Online.
It’s not too late to change your mind …
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£0.40 -
The Momentum Sales Model: How to achieve success in sales, exceed targets and generate explosive growth
Are your sales plateauing? Struggling to find your rhythm? Do sales come one month and disappear the next? The Momentum Sales Model is a proven system for explosive sales growth that you can take anywhere.Whether you’re in sales or an entrepreneur, I’ve been where you are, starring at a target, wondering how on earth I am going to hit it based on the current pipeline, state of the product and lack of new business leads. That was, until I learned how to create momentum.
Let me guide you towards success in sales, so that you can land those all-important first clients and keep landing them, smash targets and sell more.
This is not a book you read once and then forget, it will impact your whole way of selling, allowing you to experience new levels of success, prosperity and wealth. The world has changed, clients need that human touch more than ever and salespeople who understand this and what it takes are going to win.
We need more top salespeople, that’s how we advance the human race, every idea must first be sold. Let’s unleash your inner greatness, develop sales confidence and become a world class salesperson.
This book will help you reach the top 1% of salespeople, so what are you waiting for?
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£12.30 -
The Money Basics: Manage money, plan for the future
The essential guide to the basics of personal finance
Selected as one of The Sun’s ‘Top Books to Turn the Page on Money Woes’.
Manage money, plan for the future in five simple steps
Becoming your own financial hero is simpler than you think. The principles of financial security have been cloaked in mystery for generations. Money plays a key role in our daily lives, but for many of us, these skills were not taught or developed at a young age.
THE MONEY BASICS: How to Become Your Own Financial Hero is the straightforward, practical guide to money management, based on Peter Komolafe’s innovative and accessible five-step B. A. S. I. C. approach: Budget, Avoid Debt, Save Early, Invest Early and Credit Score.
Anyone can implement these methods, no matter what your financial situation. Learn the principles of financial security by cutting through the murk and jargon.
The Money Basics will:
· Help you identify poor money habits
· Set you on a budgeting plan that works for you
· Demystify financial terms and processes
· Provide you with a system to control debt, not let it control you
· Define investing once and for all
· And more…Manage money, and plan for the future with confidence. Take control of the one thing that will give you freedom of choice―money.
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£14.20£16.10The Money Basics: Manage money, plan for the future
£14.20£16.10 -
The New Model of Selling: Selling to an Unsellable Generation
With humor, keen insight, and a fresh perspective, The New Model of Selling is an essential guide for sales professionals looking to sell the right way, implementing persuasive techniques aligned with human behavior.
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£11.30£13.30 -
The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly
The new eighth edition of the pioneering guide to generating attention for your idea or business, jam-packed with new and updated techniques
As the ways we communicate continue to evolve, keeping pace with the latest trends in social media, including social audio like Clubhouse, the newest online video tools such as TikTok, and all the other high-tech influences, can seem an almost impossible task. How can you keep your product or service from getting lost in the digital clutter? The eighth edition of The New Rules of Marketing and PR provides everything you need to speak directly to your audience, make a strong personal connection, and generate attention for your business.
An international bestseller with nearly half a million copies sold in twenty-nine languages, this revolutionary guide gives you a proven, step-by-step plan for leveraging the power of technology to get your message seen and heard by the right people at the right time. You will learn the latest approaches for highly effective public relations, marketing, and customer communications―all at a fraction of the cost of traditional advertising!
The latest edition of The New Rules of Marketing and PR has been completely revised and updated to present the most innovative methods and cost-effective strategies. The most comprehensive update yet shows you details about the pros and cons of AI and machine learning to automate routine tasks. Your life is already AI-assisted. Your marketing should be too, but there are challenges to be aware of.
The definitive guide on the future of marketing, this must-have resource will help you:
- Incorporate the new rules that will keep you ahead of the digital marketing curve
- Make your marketing and public relations real-time by incorporating techniques like newsjacking to generate instant attention when your audience is eager to hear from you
- Gain valuable insights through compelling case studies and real-world examples
The eighth edition of The New Rules of Marketing and PR: How to Use Content Marketing, Podcasting, Social Media, AI, Live Video, and Newsjacking to Reach Buyers Directly is the ideal resource for entrepreneurs, business owners, marketers, PR professionals, and managers in organizations of all types and sizes.
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£18.20£21.90 -
The New Strategic Selling: The Unique Sales System Proven Successful by the World’s Best Companies
Learn from one of the bestselling books on sales ever published, which has cemented itself as the must-read for any sales or marketing professional, written by leaders at Miller Heiman – the global lead in sales and development.
Strategic Selling presented the idea of selling as a joint venture, introducing the influential concept of ‘win-win’ and making it one of the bestselling books on sales ever published. The response to ‘win-win’ was immediate and fundamentally changed sales and marketing with its rejection of manipulative tactics, in turn positioning Miller Heiman as a global leader with the most prestigious client list in the industry.
Now, learn from the latest, third edition of this genuine business classic with The New Strategic Selling which confronts the rapidly changing world of B2B sales including:
– Real-world examples
– Strategies for confronting the competition
– New content on the most common challenges and questions from the Miller Heiman workshopThe New Strategic Selling remains essential reading for any sales directors, managers or executives in any type of company and industry.
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£25.70£27.50 -
The Nuclear Effect: The 6 Pillars of Building a 7+ Figure Online Business
A nuclear chain reaction is one of the most powerful forces known to mankind. Its energy feeds other reactions, creating endless possibilities for self-sustaining growth. Imagine harnessing this kind of energy in business—what if you could create your own nuclear effect?It’s easy to feel trapped when you start an online business, stuck in a tug-of-war between success and the requirements for continued growth. The more you progress, the more money you need. Your company’s bank account mirrors your own emotions in a rollercoaster of inconsistency and instability—you’ve left the rat race, only to find yourself on a 6- or 7-figure hamster wheel.
In The Nuclear Effect, Scott Oldford shows you how to free yourself from this cycle, scale a profitable, multimillion-dollar business, and keep the money you make. By following Scott’s 6 pillars of sustainable growth, you will create the momentum your business needs to become an unstoppable force.
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£11.40 -
The Other Side of Sales: An insider reveals the secrets to dealing with professional buyers
Whether it is in sports, in games or in business, the ones who are most successful are often the ones who know how to think like their opponent. And especially in the continuously evolving world of buying and selling, will these insights truly make the difference. Want to put an end to lost sales or decreasing margins? Re-think the relationship with your buyer.
In ‘The Other Side of Sales’ author Mark Schenkius crosses over to the other side of the table and shares his secrets from almost two decades of experience in negotiations and procurement.
Packed with new content, fresh insights and a unique set of 47 questions, this book is undeniably a game-changer for any sales professional.
Mark Schenkius is the founder of ROI10, a globally operating training and consultancy firm focused on making you successful in sales and negotiations. He has worked for Mars Inc. for over 17 years in a variety of procurement functions, and has extensive experience providing training to both sales and procurement professionals.
Full details of current services can be found at www.roi-10.com.
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£3.20 -
The Personal MBA: A World-Class Business Education in a Single Volume
This revised and expanded edition of the bestselling book, The Personal MBA by Josh Kaufman, gives you everything you need to transform your business, your career or your working life forever.
An MBA at a top school is an enormous investment in time, effort and cold, hard cash. And if you don’t want to work for a consulting firm or an investment bank, the chances are it simply isn’t worth it.
Josh Kaufman is the rogue professor of modern business education. Feted by everyone from the business media to Seth Godin and David Allen, he’s torn up the rulebook and given thousands of people worldwide the tools to teach themselves everything they need to know.
The Personal MBA teaches simple mental models for every subject that’s key to commercial success. From the basics of products, sales & marketing and finance to the nuances of human psychology, teamwork and creating systems, this book distils everything you need to know to take on the MBA graduates and win.
‘File this book under: NO EXCUSES’ Seth Godin, author of Purple Cow and Linchpin
‘Finally, here’s a 10.99 MBA. Well on its way to becoming a business classic. You’re pretty much guaranteed to get your money’s worth – if not much, much more’ Jason Hesse, Real Business
‘Josh Kaufman has synthesized the most important topics in business into a book that truly lives up to its title. It’s rare to find complicated concepts explained with such clarity. Highly recommended’ Ben Casnocha, author of My Start-Up Life
Josh Kaufman is an acclaimed blogger and consultant who helps people improve their business skills. He previously worked at Proctor & Gamble. Since 2005 Josh has been helping people learn about business without remortgaging their lives through his website.
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£1.99 -
The Pocket Guide to High Ticket Selling: A 12-Phase Sales Script You Can Use to Sell Millions Over the Phone
“After closing millions and millions of dollars on the phone myself, and training big sales teams, I can honestly say this guide and all of Dan’s knowledge is no BS. This booklet is to the point and gives people an in-depth understanding of the psychology behind selling and how to master persuasion. This handbook will get you up to speed in no time and make you a master, just like Dan himself. I highly recommend this to anyone trying to master sales, build a sales team, or close higher ticket sales. This is a MUST-read.”
– Rudy Mawer, MawerCapital.comDan Henry is a Wall Street Journal bestselling author of Digital Millionaire Secrets, professional speaker, founder of multiple million-dollar companies including GetClients.com, the CRO and Co-Founder of CloseDeals.com, and one of the most influential entrepreneurs in the world. Dan has been featured in Forbes, Entrepreneur Magazine, Business Insider, and more. Dan started his first company to pay his way through college. His first efforts, while only mildly successful, inspired him to drop out of college and pursue entrepreneurship full time. Since then, Dan has generated over $30M in revenue in his business, which he attributes in part to the Big Money Script found in this book. Dan has even closed over $1 million from stage in a single day using many of the strategies he freely shares on YouTube.
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£0.80 -
The Power of Proven Sales Principles in Retail Business: Recall and Implement Best Practices and Tatics: How to Lead a Conversation with Customers, Deliver Value, Overcome…
Are you a hard-working salesperson who is struggling to connect with customers?
Would you like to improve your selling skills with simple and effective methods that will empower you to handle any sale objection during a conversation?
Have you been wondering if a book that can transform you into a successful salesperson who can turn a No into a Yes exists?You’ll be happy to know that there is. This is the book for you!
As a salesperson, the only thing separating you from an exceptional performance is an improvement of your soft skills. According to research, proper training will improve your soft skills by at least 20%. With this book, you’re definitely on your way to the top!
The author, Son Zimo, has worked as a salesman and life coach for years. Now, he has combined his knowledge and expertise to create an invaluable and comprehensive book that will enlighten modern salespeople with essential tips for their careers. Through simplifying sales principles, informing the reader of the psychology of sales, and helping them create and cultivate a plan to achieve their sales goals, Zimo shares his triumphs with readers.
Inside The Power of Proven Sales Principles in Retail Business, you’ll discover:
● Compelling selling psychology principles that will make you close any sale you put your mind to, irrespective of your experience!
● Ice Breaking techniques to gain your customers’ attention, get past the first no, and build lasting relationships with them.
● A comprehensive look at the power of body language and how you can use it in all your conversations.
● The art of upselling and the usage of power words.
● Ten effective ways you can transform your mindset and become an irresistible salesperson!
● The most common rejections encountered and how to overcome them.
And much, much more!
Your days of being an ordinary salesman are over! From now on, you’ll have the power to create lasting relationships with your customers, get more referrals, and exceed your sales goals. You’ll confidently grow into a reputable salesperson known only for one thing: giving maximum value to your customers!
Are you ready to start closing sales?
Then read The Power of Proven Sales Principles in Retail Business now!
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£3.70 -
The Psychological Safety Playbook: Lead More Powerfully by Being More Human
*Nonfiction Book Award Silver Medal**2023 NYC Big Book Award Distinguished Favorite*
The how-to guide for transformative leadership
Every employee, at every level, wants to feel seen, heard, and respected. If we don’t feel safe, we can’t be our best selves or do our most creative work. This is why leaders must ensure psychological safety for everyone in their team. Whether you’re a manager, CEO, or entrepreneur, The Psychological Safety Playbook is the guide you need to lead your team to the highest levels of performance and innovation.
The Psychological Safety Playbook invites you to explore twenty-five specific actions that will create more psychological safety in your workplace. These are all moves that every leader can adopt and practice. Each move features a description of why to try it, instructions on how to do it, and a nutshell summary. You can start anywhere in the playbook—all the plays and moves are self-contained!
Written by Karolin Helbig, a highly respected executive mindset coach with a doctorate in human genetics and extensive consulting experience, and Minette Norman, a sought-after leadership consultant with thirty years of experience in the tech sector, The Psychological Safety Playbook is the essential guide for leaders who are committed to fostering psychological safety in their teams.
In their combined years of business and applied practice, the authors have continually observed how creating a high-performing, innovative workforce starts with building a foundation of respect and shared humanity. When we hold back our true thoughts because we’re afraid of the consequences, everyone misses out. By contrast, when we can ask a naïve question, propose a wild idea, or share our honest emotions—that’s when psychological safety fuels team performance.
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£14.20 -
The Qualification Struggle: Master your sales qualification process
Have you ever wondered why you are always busy chasing opportunities? Why do you feel you have to pursue too many projects?The Qualification Struggle is written to make your sales pipeline healthier. Readers will understand why their attempts to structure the qualification process consistently fail. Why do you sometimes pursue too many and sometimes too few opportunities?
You can only spend your resources once. You better direct those resources to the prospects that add the most value to your business. It would be best if you stopped wasting energy on the wrong activities. You have to understand the factors that impact the qualification process.
The Qualification Struggle shows you the factors that influence your target opportunities. You will learn that traditional qualification frameworks, like BAND or MEDDICC, fall short in your business.
Have you ever wondered why you have trouble opening up a new market or entering a business relationship with your dream client? Have you ever wondered why fewer new opportunities present themselves in the weeks before the vacation season?
Human behavior guides salespeople in the direction of least resistance. Why should a salesperson put in additional effort to attract a dream client if the rest of the organization punishes him because the opportunity does not fit into the qualification criteria?
Should the qualification framework be the same for all sales team members at all times? For example, what happens if you keep disqualifying the opportunities from the new salesperson you just hired?
We all know the qualification process is flexible, but you can get a firm grip. Read The Qualification Struggle and regain control of finding the right opportunities. Those opportunities are a perfect fit for your core competencies.
Re-ignite your entrepreneurial flame and spark the motivation of the sales team again. Get your copy of “The Qualification Struggle” today. Change your life.
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£8.50 -
The Queering of Corporate America: How Big Business Went from LGBT Adversary to Ally (Queer Ideas/Queer Action)
An accurate picture of the LGBTQ rights movement’s achievements is incomplete without this surprising history of how corporate America joined the cause.Legal scholar Carlos Ball tells the overlooked story of how LGBTQ activism aimed at corporations since the Stonewall riots helped turn them from enterprises either indifferent to or openly hostile toward sexual minorities and transgender individuals into reliable and powerful allies of the movement for queer equality. As a result of street protests and boycotts during the 1970s, AIDS activism directed at pharmaceutical companies in the 1980s, and the push for corporate nondiscrimination policies and domestic partnership benefits in the 1990s, LGBTQ activism changed big business’s understanding and treatment of the queer community. By the 2000s, corporations were frequently and vigorously promoting LGBTQ equality, both within their walls and in the public sphere. Large companies such as American Airlines, Apple, Google, Marriott, and Walmart have been crucial allies in promoting marriage equality and opposing anti-LGBTQ regulations such as transgender bathroom laws.
At a time when the LGBTQ movement is facing considerable political backlash, The Queering of Corporate America complicates the narrative of corporate conservatism and provides insights into the future legal, political, and cultural implications of this unexpected relationship.
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£17.60£25.70 -
The Reason Everything Happens: Mental Health Without The Bulls**t
I’m not a doctor, a psychologist or a psychiatrist and this isn’t an academic work.
These are just the thoughts of someone who got stuck in the mental health quagmire, who chose to find their own way back to dry land and how now tries to help others get trapped up to their necks.
In doing this, I use three key words:
Responsibility. Consequences. Accountability.
A stronger mind starts with us taking responsibility for everything we do and say.
We then need to understand the potential consequences of these words and actions.
And we need to be accountable to ourselves, to stick to the plan of who and what we want to be.
There’s no question these days that it’s too easy to blame others for how we’re feeling, to feign outrage or claim to be triggered. We’re encouraged to lash out, to look for scapegoats.
This isn’t a healthy way to be, not for us or for anyone around us, which is why The Reason Everything Happens encourages us to accept – even embrace – our own failings and weaknesses as well as our successes and strengths. It invites us to try to understand why other are the way they are, rather than isolating them because of it.
Because if every did this…well, the logic is that no one would be scapegoating anyone else, no one would be lashing out.
That’s a huge wish on my part, of course. But even if this book encourages one person to choose a new way of thinking, to accept responsibility and understand consequences, to be accountable, then it will have been worth writing.
Oh, and it also tells you how to cook the perfect Beef Wellington.Read more
£15.20 -
The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers (Sales Blueprints Book 4)
The ultimate guide for Sales Development Representatives, also known as SDRs. In this book you will learn the most advanced prospecting sales skills from recognized leaders in the sales profession. Covering everything from determining the right fit to going deeper and understanding what a customer’s real pain is, The SaaS Sales Method for Sales Development Representatives: How to Prospect for Customers helps sales leaders, sales managers, and individual salespeople understand what it takes to succeed and provides step by step instructions.Read more
£0.70 -
The SaaS Sales Method: Sales As a Science (Sales Blueprints Book 1)
In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each. By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process. While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together.Read more
£1.20 -
The Safety Compass: A Practical Approach To The Management Of Health And Safety Regulations (Simply Safety Management)
Are you ready to embark on a journey towards a safer and more secure workplace? Do you want to create an auditable health and safety management system, or seeking to gain ISO accreditation for your organisation? Look no further than “The Safety Compass: A Definitive Guide and Road Map to Health and Safety Management.”
In this comprehensive and authoritative guide, Craig McNaughton takes you by the hand and navigates the complex world of health and safety regulations with precision. This book isn’t just another manual; it’s your trusted companion on the path to creating a culture of safety within your organization.
Discover how to:
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Comply with Confidence: Learn to interpret and adhere to health and safety regulations effortlessly, turning compliance into a competitive advantage.
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Lead with Impact: Uncover the pivotal role of leadership in fostering a safety-first culture and become the visionary guide your team needs.
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Harness the Power of Technology: Embrace cutting-edge tools and techniques to streamline safety processes and incident reporting, ensuring a proactive approach.
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Empower Your Workforce: Engage employees at all levels, encouraging active participation, and making safety everyone’s responsibility.
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Learn from the Best: Explore real-world examples of organizations that have successfully implemented safety management strategies, and gain insights from their journeys.
“The Safety Compass” isn’t just a book; it’s your definitive guide to creating a safer, more productive, and compliant workplace. Whether you’re a seasoned safety professional or just starting on the road to workplace safety, this book equips you with the knowledge, tools, and inspiration to navigate the challenges and complexities of health and safety management.
Join the ranks of organizations that have made safety their compass, and let this road map lead you to a brighter, safer future. Your journey to excellence in health and safety management starts here.
Don’t wait! Secure your copy of “The Safety Compass” today and set your organization on the path to safety success.
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£34.20 -
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The Sales Book: How to Drive Sales, Manage a Sales Team and Deliver Results
SELLING AND SALES MANAGEMENT IN ACTION
The Sales Book picks out the top challenges that you are likely to face and shows you how to maximise your own performance and that of a sales team. Every challenge is broken down into user-friendly advice that follows a clear structure:
# The objectives of each section
# An overview of the main principles
# What you need to do to achieve success
# A speed-read checklist to help you remember key points
Whether you’re looking for practical sales techniques or advice on how to build a sales strategy, this easy to use guide is a must-have for those involved in sales at any level.
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£13.40£14.20 -
The Sales Director’s Guide To Avoiding Month-End Madness!
UK Private Equity’s Go-To Sales Authority Graeme Hall has distilled his successful 30-odd year sales management career into a simple but powerful sales system. This system was proven time and again in the dynamic private equity environment which prizes results above all else.Any sales leader can benefit from this approach but new-in-post Sales Directors will find it particularly useful, as will anyone who needs to deliver sustainable sales improvement fast.Read more
£12.40 -
The Sales Engineer Manager’s Handbook: Mastering Technical Sales
John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone – from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It’s a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills – and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory “Managing Within The Law” session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers – each of whom performs the job differently than the newly minted manager used to do.Read more
£14.30
