Business & Personal Finance - Books

The Challenger Customer

Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge.Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be?The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Museum Finance

Business & Personal Finance

Museum Finance: Issues, Challenges, and Successes looks at why museum finance is inherently challenging and how difficult it is to balance the need to generate adequate funding while providing accessible, meaningful mission-based services. The book’s purpose is to help museum leaders at all levels recognize and avoid certain financial minefields and realize that while there are financial hurdles in the museum world, they are solvable. The book is filled with numerous examples illustrating the range of challenges faced by museums and how institutions met these challenges along with advice on how institutions can be successful in the face of financial difficulty.

An Inquiry into the Nature and Causes of the Wealth of States

Business & Personal Finance

A passionate, detailed, quantified argument for state-level tax reformAn Inquiry into the Nature and Causes of the Wealth of States explains why eliminating or lowering tax burdens at the state level leads to economic growth and wealth creation. A passionate argument for tax reform, the book shows that even states with small populations can benefit enormously with the right policies. The authors’ detailed exposition evaluates the impact state and local government policies have on a state’s relative performance and economic growth overall, backed up with economic data and analysis.Facts don’t lie. But they do point clearly to the failure of so-called progressive tax schemes designed more to curry favor with selected constituencies than to create an economic system that leads to individual wealth as the reward for hard work and entrepreneurial risk taking. An Inquiry into the Nature and Causes of the Wealth of States is a detailed and critical look at income taxation across the nation, and drills down into an analysis of the economic growth or malaise that results from tax policy. Arguing eloquently that a state cannot tax itself into prosperity, just as the impoverished cannot spend themselves into wealth, the authors point out what many inherently know but often fear to say out loud. The book provides detailed quantitative analysis, and discusses the policy variables that can have enormous effects on the financial well-being of states and individual residents, such as: Personal and corporate income tax rates Total tax burden as a percentage of personal income Estate and inheritance taxes Right-to-work laws An Inquiry into the Nature and Causes of the Wealth of States shows everyone how to evaluate state-level fiscal and economic policies to become more competitive.

How To Write A Book, Get it Published and Keep ALL the Profits

Business & Personal Finance

How to write a book, get it published and keep ALL the profits by Richard McMunn is a book that you simply will not want to put down. If you have ever wanted to write and publish your own book, this is the only resource you need. Over the years Richard McMunn has authored and published over 150 books, many of which have gone to become best-sellers. Within this book Richard will disclose his secrets, tips and strategies that have helped him to sell thousands of books. You need no prior experience to write or publish a book and with Richard as your mentor, it will not be long before you see your book on sale through Amazon and all of the major High Street stores. This book includes: CHAPTER 1 - No previous experience required CHAPTER 2 My top 10 tips for writing and publishing success CHAPTER 3 Researching ideas for book subjects CHAPTER 4 How to write your book and create an action plan CHAPTER 5 Book cover designs and book titles CHAPTER 6 Books for Business Owners CHAPTER 7 Selling your book on Amazon CHAPTER 8 Using outsourcers CHAPTER 9 Selling your book from your own website or blog CHAPTER 10 Useful links and resources Ideal for any aspiring author, how to write a book, get it published and keep ALL the profits is an essential read for anyone looking to get their book written and on sale to millions of worldwide readers.

Las 4 Disciplinas de la Ejecución

Business & Personal Finance

¿Cómo ejecutar una estrategia efectiva en medio de la operación día a día? Diez años de experiencia al precio de un libro. Bestseller de The New York Times.¿Recuerda la última gran iniciativa que vio languidecer en su empresa? ¿Se desplomó estrepitosamente? ¿Cedió ante la sofocante presión de otras prioridades? Da igual: para cuando se esfumó del todo, ni quien se acordara.¿Qué fue lo que pasó? La vorágine de la urgencia cotidiana acabó devorando el tiempo y la energía que requiere invertir en la ejecución de su estrategia para el día de mañana. Este método le dará una vuelta de tuerca a esta realidad para siempre.Las 4 Disciplinas de la Ejecución (4DX) es una fórmula simple, repetible y probada para ejecutar sus prioridades estratégicas más importantes en medio del torbellino cotidiano. ¿Cómo? Siguiendo al pie de la letra las 4 disciplinas:o Enfocarse en lo crucialmente importanteo Actuar sobre las medidas de prediccióno Llevar un tablero de resultadoso Crear una cadencia de rendición de cuentasAl seguir estas disciplinas, los líderes pueden generar resultados contundentes, incluso cuando la estrategia requiere un cambio de actitud significativo por parte de los miembros de su equipo.4DX no es teoría. Se trata un conjunto de prácticas probadas y refinadas por cientos de organizaciones y miles de equipos de trabajo a lo largo de los años. Cuando una empresa o un individuo se adhiere a estas disciplinas, logra resultados sorprendentes. 4DX representa una nueva forma de pensar que resulta esencial para destacar en un mundo tan competitivo como este en que nos tocó vivir. En pocas palabras: éste es un libro que ningún líder de negocios se puede perder.

Μην Αφήνετε μια Κρίση να Πάει Χαμένη

Business & Personal Finance

Καθώς γράφω αυτές τις γραμμές, στις αρχές Μαρτίου του 2022, η κρίση του κορονοϊού του 2020 και του 2021 φαίνεται ξαφνικά να επισκιάζεται από τον πόλεμο της Ρωσίας στην Ουκρανία. Ο COVID-19 έχει απομακρυνθεί από το προσκήνιο των μέσων ενημέρωσης, έχει ξεχαστεί ταχύτερα ακόμη και από ό,τι εισήλθε στη ζωή μας πριν από δύο χρόνια. Και όμως, η πανδημία εξακολουθεί να υπάρχει, καθώς η παραλλαγή Omicron σαρώνει διαδοχικές χώρες, προκαλώντας χάος, ενώ αναμφίβολα έρχονται και άλλες παραλλαγές...

Differentiate or Die

Business & Personal Finance

A newly revised and expanded edition of the revolutionary business classic, Differentiate or Die, Second Edition shows you how to differentiate your products, services, and business in order to dominate the competition. Veteran marketing guru Jack Trout uses real-world examples and his own unique insight to show you how to bind customers to your products for long-term success and loyalty. This edition includes new case studies, new research, and updated examples from around the world.

The Sustainability Edge

Business & Personal Finance

Business leaders need to embrace sustainability in order to ensure the lasting success of their organizations. Co-authors Suhas Apte and Jagdish Sheth bring their expertise from practice and from academia to illustrate how business leaders can embed sustainability in a truly holistic and transformative way.Through an examination of such companies as Walmart, AT&T, IKEA and the Tata Group, Apte and Sheth have developed a proven and actionable framework rooted in the real world success of these companies. The case studies reveal how business leaders proactively engage, energize and promote market sustainability to all of their stakeholders including customers, employees, suppliers, investors and the government. The Sustainability Edge enables companies to critically engage their stakeholders and influence them to accept sustainability as part of their core mission.

Everyday Project Management

Business & Personal Finance

“Everyday Project Management is a practical guide for anyone new or needing to learn more about project management. Unlike many other books, it does not rely on arcane concepts and terms, and simply tells it like it is.”—Todd C. Williams, President of eCameron, Inc., and author of Filling Execution Gaps and Rescue the Problem ProjectEveryday Project Management provides the direction you need to apply project management's time-tested tools for keeping things on time and under budget. It introduces the wide variety of tasks you will have to tackle, including assembling a team, mapping out a plan, monitoring progress, keeping your team motivated, and using appropriate planning tools, such as project management software or wall charts. In addition, you'll gain a clearer picture of the project manager's role in the conception, planning, execution, control, and completion of a project.Each chapter offers essential bite-sized nuggets of wisdom that will help you succeed, outlining the kinds of challenges you'll encounter, the interpersonal issues that will arise, and ways to stay on time and on budget in pursuit of the desired quality outcome. You'll learn how Gantt charts can keep your project on schedule, how the critical path method can be used to conserve resources, and how to juggle multiple projects, bosses, and reporting structures. Whether you are managing one project or many, this quick and easy guide to the tasks, tools, and skills of project management will carry you from project launch to project completion. Most importantly, you will learn why having a work-life balance is vital to project managers who seek long and prosperous careers.

How to Work with (Almost) Anyone: Five Questions for Building the Best Possible Relationships

Business & Personal Finance

Your happiness and your success depend on your working relationshipsThe people you manage. How well you work with your boss. The way collaboration happens with colleagues and peers. How you connect with important prospects and key clients.But the hard truth is this: most of us leave the health and fate of these relationships to chance.We say “Hi,” exchange pleasantries … and hope for the best.But every relationship becomes suboptimal at some point, whether it’s a good one that goes off the rails or one that was poor from the start.Mostly we are resigned to the fact that this is what happens: relationships always get a little broken, or a little stale, or a little worse. C’est la vie, c’est la guerre. Carry on.But it doesn’t have to be like this.Every working relationship can be better.This book shows you how to build the best possible relationship.One conversation. Five questions. Detailed guidance on how to prepare and set the relationship up for success. Key insights on how to maintain the relationship so that it will continue to thrive.

Die Welt bleibt klein, und unsere Bedürfnisse sind grenzenlos

Business & Personal Finance

Sozialer Ausgleich statt WachstumsdiktatAlle Anzeichen sind bereits da: Angst, Abschottung und Fremdenfeindlichkeit. Wenn wir keine Antworten auf die Frage finden, wie wir ohne Wirtschaftswachstum leben wollen, wird der Westen in Gewalt und Hoffnungslosigkeit versinken. Wir können nicht länger Sündenböcke suchen und unseren Wohlstand auf die Ärmsten der Gesellschaft gründen.Daniel Cohen, einer der führenden Ökonomen Europas und Experte für Staatsverschuldung, liefert eine brillante Analyse und wichtige Denkanstöße wie wir dem Wachstumsdilemma entkommen können.

The Reality Test

Business & Personal Finance

How is it that the most carefully-laid business strategies can go horribly wrong when put into practice? Robert Rowland Smith's answer, based on years of experience in high-level consultancy, is that 'reality eats strategy for breakfast': strategy, based on projections and assuming business is a rational pursuit, can't deal with the messy reality of life. More helpful are these practical questions that can help you plan what to do when your business comes into contact with reality. From learning the lessons of the past (rather than fixating on the future) to finding out what your business is really about, he explains the real-life factors that lead to success or failure. Including many new examples from the front line, from all around the world, The Reality Test will help you establish yourself as more effective and distinctive than your competitors, who follow the same rigid theoretical avenues.Whether you ask 'Are you making enough of your weaknesses?' or 'Are you 100% productive 100% of the time?', it's time to stop living in strategy La-La Land and face reality.

New Developments in Evolutionary Innovation

Business & Personal Finance

Evolutionary thinking has had a profound impact on theories of technological innovation and strategy. This volume explores how significant advancements made in evolutionary biology since the 1970s influence evolutionary approaches to these areas, with an emphasis on the role of serendipity and unprestateability in innovation and novelty creation.

Prediction Machines, Updated and Expanded

Business & Personal Finance

Named one of "The five best books to understand AI" by The EconomistThe impact AI will have is profound, but the economic framework for understanding it is surprisingly simple.Artificial intelligence seems to do the impossible, magically bringing machines to life—driving cars, trading stocks, and teaching children. But facing the sea change that AI brings can be paralyzing. How should companies set strategies, governments design policies, and people plan their lives for a world so different from what we know? In the face of such uncertainty, many either cower in fear or predict an impossibly sunny future.But in Prediction Machines, three eminent economists recast the rise of AI as a drop in the cost of prediction. With this masterful stroke, they lift the curtain on the AI-is-magic hype and provide economic clarity about the AI revolution as well as a basis for action by executives, policy makers, investors, and entrepreneurs.In this new, updated edition, the authors illustrate how, when AI is framed as cheap prediction, its extraordinary potential becomes clear:Prediction is at the heart of making decisions amid uncertainty. Our businesses and personal lives are riddled with such decisions.Prediction tools increase productivity—operating machines, handling documents, communicating with customers.Uncertainty constrains strategy. Better prediction creates opportunities for new business strategies to compete.The authors reset the context, describing the striking impact the book has had and how its argument and its implications are playing out in the real world. And in new material, they explain how prediction fits into decision-making processes and how foundational technologies such as quantum computing will impact business choices.Penetrating, insightful, and practical, Prediction Machines will help you navigate the changes on the horizon.

Knowledge Integration Methods for Probabilistic Knowledge-based Systems

Business & Personal Finance

Knowledge-based systems and solving knowledge integrating problems have seen a great surge of research activity in recent years. Knowledge Integration Methods provides a wide snapshot of building knowledge-based systems, inconsistency measures, methods for handling consistency, and methods for integrating knowledge bases. The book also provides the mathematical background to solving problems of restoring consistency and integrating probabilistic knowledge bases in the integrating process. The research results presented in the book can be applied in decision support systems, semantic web systems, multimedia information retrieval systems, medical imaging systems, cooperative information systems, and more. This text will be useful for computer science graduates and PhD students, in addition to researchers and readers working on knowledge management and ontology interpretation.

Managez humain c'est rentable !

Business & Personal Finance

Managez humain, c'est rentable ! tient les promesses de provocation de son titre. Il échappe aux conventions du genre. Cet ouvrage attire l'attention sur un monde professionnel qui se perd lui-même à force de perdre tout sens humain. Le management humain, pour ne pas dire "humaniste", est empreint de bienveillance, de respect et d'altruisme : des mots trop souvent étrangers au monde du travail. Vous découvrirez des histoires vraies, des expériences dont on tire des outils pratiques. Sincérité, liberté de pensée, style anti-ampoulé, respect, c'est le ton qui est donné.Ce livre est aussi un élan. Franck Martin bouscule les idées reçues : réussir, c'est avant tout créer un climat de confiance, surtout dans le cadre de projets stratégiques ou vitaux. Là où l'habitude vous amène naturellement à traiter les organisations, les reportings en tous genres, les process et les organigrammes.Il est un cri du coeur, devenu raisonnement. Une vision et des outils salutaires en ces temps où il est vital de savoir s'adapter, de savoir apprécier à sa juste valeur la force de l'humain, avant le pouvoir du bénéfice.Ce livre est à mettre entre toutes les mains ! Il touchera professionnels du management, chefs d'entreprise, étudiants et professeurs de communication, de stratégie mais aussi tout un chacun fervent de pensée multiple et désireux de "manager humain", attirés par la chaleur ajoutée avant la valeur ajoutée.

The Routledge Companion to Employment Relations

Business & Personal Finance

Comprising five thematic sections, this volume provides a critical, international and interdisciplinary exploration of employment relations. It examines the major subjects and emerging areas within the field, including essays on institutional theory, voice, new actors, precarious work and employment. Led by a well-respected team of editors, the contributors examine current knowledge and debates within each topic, offering cutting-edge analysis and reflection.The Routledge Companion to Employment Relations is an extensive reference work that offers students and researchers an introduction to current scholarship in the longstanding discipline of employment relations. It will be an essential addition to library collections in business and management, law, economics, sociology and political economy.

The New Financial Deal

Business & Personal Finance

The good, the bad, and the scary of Washington's attempt to reform Wall Street The Dodd-Frank Wall Street Reform and Consumer Protection Act is Washington's response to America's call for a new regulatory framework for the twenty-first century.In The New Financial Deal, author David Skeel offers an in-depth look at the new financial reforms and questions whether they will bring more effective regulation of contemporary finance or simply cement the partnership between government and the largest banks. Details the goals of the legislation, and reveals that how they are handled could dangerously distort American finance, making it more politically charged, less vibrant, and further removed from basic rule of law principles Provides an inside account of the legislative process Outlines the key components of the new law To understand what American financial life is likely to look like in five, ten, or twenty years, and how regulators will respond to the next crisis, we need to understand Dodd-Frank. The New Financial Deal provides that understanding, breaking down both what Dodd-Frank says and what it all means.

Paths of Enterprise

Business & Personal Finance

While small scale enterprise has expanded rapidly in recent years the way ahead looks uncertain. Drawing together recent research and thinking on small business activities from several disciplines, this book gives a comprehensive picture of the current situation and assesses the future. It evaluates the impact of such diverse influences as technological innovation, demogrpahic change, changes in orgh environment, women and entreprenuership, and by analysing trends in employment levels, banking policies and government schemes it explores ways to survive in an increasingly hostile environment.

Human Resource Management ‘with Chinese Characteristics’

Business & Personal Finance

Five years into World Trade Organization membership, how is China’s system of people-management adaprting to the changing world? This edited book provides an up-to-date, state-of-the-art overview of current theory and practice of human resource management, ‘with Chinese characteristics’. The latter is a phrase used to refer to the specific cultural, institutional and social setting in which such management structures and processes are to be found in the ‘Middle Kingdom’. As the People’s Republic of China becomes inexorably linked to the international economy and increasingly faces the challenges of globalization, its enterprises and their managers have to adapt to pressures to conform to external human resources and employment norms, whilst at the same time conforming to internal labour laws and socio-political demands. The tension between these two sets of factors provides an arena in which human resource managers, as well as workers, have to cope, perform and survive. The papers included in this collection are all based on empirical on-site research by specialists in the field. They deal with such HRM-related topics are expatriates, family demands, human capital, joint ventures, labour disputes, organizational commitment, psychological contracts, social networks, work behaviour and the like. The authors of the papers covered in the book come from a variety of backgrounds and university affiliations in Australia, Canada, Finland, Hong Kong, Japan, People’s Republic of China, United Kingdom and United States of America.

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