"Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets."
âGerhard Gschwandtner Founder and Publisher, Selling Power magazine
"Steve Martin's interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople."
âJay Fulcher, Chief Executive Officer, Agile Software
"This powerful book provides real-world strategies you can use to increase sales immediately!"
âBrian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way
"Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition."
âOlivier Helleboid, Vice President, Software Operations, Hewlett-Packard
"Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal."
âTim Kelliher, Senior Vice President, Sales, DHL Global Mail
Millions have read Sun Tzuâs Art of War, the classic text on leadership and strategy, but how many understand its profound teachings or know how to apply them in modern life? The Rules of Victory presents the core insights of The Art of War, making them relevant and valuable to anyone who seeks more successful and creative approaches to dealing with chaos and conflict, whether at home, in the workplace, or in the midst of any challenging campaign or project.
According to Gimian and Boyceâwho collaborated on a best-selling translation of Sun Tzuâs classicâone of the essential teachings of The Art of War is that when we seek to effect change, conflict is inevitable. However, we can learn to perceive the underlying dynamics of situations and we can learn how to work with them to transform potential conflict into victory. Whatâs more, when we master the skills of The Art of War, we attain our goals without engendering further conflict and destruction.
The Rules of Victory features:
Â Â Â â¢Â In-depth explanations of the essential principles, strategies, and skills of The Art of War
Â Â Â â¢Â First-person success stories illustrating how these teachings can be applied to a wide variety of professional and personal challenges
Â Â Â â¢Â Guidance on how to recognize, and even create, a critical turning point in any campaign or project you undertake
Â Â Â â¢Â A complete translation of The Art of War
Leverage your company's most important assetâreputation!
It's open season on the corporate world. With so many companies being caught and taken to task for faulty products, outrageous executive spending, and simply bad behavior, reputation is now one of a company's most important assetsâwhich is why you reputation management should be added to your overall strategy.
In Reputation Rules, Kellogg School of Management professor Dr. Daniel Diermeier explains how to use reputation as a key strategic element. Real-life business scenarios from Mercedes, BP, Toyota and others prove the need for reputation-management tools; Diemeier illustrates how they can be used to establish a culture that enables any organization to face any corporate mishap.
Based on more than ten years of primary research, lecturing, and consulting in the area of reputation management, Reputation Rules provides the tools you need in a business world forever changed by headline debacles, corruption, and greed in corporate America.
Make customer value a C-Suite priority for lasting profits and growth
While the Great Recession ravaged the balance sheets of long-standing leaders in their respective industries, many companies have actually gained market share, grown revenues and profits, and created more value for customers. These are not flash-in-the-pan companiesâworld-beaters one year and stragglers the next. They are companies like Johnson & Johnson, Procter & Gamble, Fidelity, Cisco, Philips, Walmart, and Amazon.
The success of these organizations isnât the result of a brilliant strategy for bad times; itâs the outcome of a highly effective long-term strategy that manages the company from the outside in.
In Strategy from the Outside In, George S. Day and Christine Moorman explain that the key to such lasting and highly profitable success is the ability to compete on and profit from customer value. It means operating from the outside in. It means always building strategy on market insight, and ensuring that every part of the company puts customer value first.
Applying years of research, Day and Moorman illustrate that an outside-in view requires constant vigilance and focus on four customer value imperatives:
Day and Moorman take you from theory to practice, with an emphasis on real world stories, practical models, and useable metrics so that you can profit from customer value. From the outside in.