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How I Raised Myself from Failure to Success in Selling

Frank Bettger

How I Raised Myself from Failure to Success in Selling Frank Bettger Amazon Price: $11.20
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Total reviews: 82 Average rating: 5.0 of 5

Editorial Review:

A business classic, How I Raised Myself from Failure to Success in Selling is for anyone whose job it is to sell. Whether you are selling houses or mutual funds, advertisements or ideas -- or anything else -- this book is for you.

When Frank Bettger was twenty-nine he was a failed insurance salesman. By the time he was forty he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest paid salesmen in America?

The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected. He shares instructive anecdotes and step-by-step guidelines on how to develop the style, spirit, and presence of a winning salesperson. No matter what you sell, you will be more efficient and profitable -- and more valuable to your company -- when you apply Bettger's keen insights on:

• The power of enthusiasm

• How to conquer fear

• The key word for turning a skeptical client into an enthusiastic buyer

• The quickest way to win confidence

• Seven golden rules for closing a sale

Competing on Analytics: The New Science of Winning

Thomas H. Davenport, Jeanne G. Harris

Competing on Analytics: The New Science of Winning Thomas H. Davenport, Jeanne G. Harris Amazon Price: $19.77
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Total reviews: 59 Average rating: 4.0 of 5

Editorial Review:

You have more information at hand about your business environment than ever before. But are you using it to "out-think" your rivals? If not, you may be missing out on a potent competitive tool. In "Competing on Analytics: The New Science of Winning" , Thomas H. Davenport and Jeanne G. Harris argue that the frontier for using data to make decisions has shifted dramatically. Certain high-performing enterprises are now building their competitive strategies around data-driven insights that in turn generate impressive business results. Their secret weapon: Analytics: sophisticated quantitative and statistical analysis and predictive modeling. Exemplars of analytics are using new tools to identify their most profitable customers and offer them the right price, to accelerate product innovation, to optimize supply chains, and to identify the true drivers of financial performance. A wealth of examples - from organizations as diverse as Amazon, Barclay's, Capital One, Harrah's, Procter & Gamble, Wachovia, and the Boston Red Sox - illuminate how to leverage the power of analytics.

Rich Dad's Increase Your Financial IQ: Get Smarter with Your Money (Rich Dad's)

Robert T. Kiyosaki

Rich Dad's Increase Your Financial IQ: Get Smarter with Your Money (Rich Dad's) Robert T. Kiyosaki Amazon Price: $11.55
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Total reviews: 27 Average rating: 4.0 of 5

Editorial Review:

For years, Robert Kiyosaki has firmly believed that the best investment one can ever make is in taking the time to truly understand how one's finances work. Too many people are much more interested in the quick-hitting scheme, or trying to find a short-cut to real wealth. As Kiyosaki has preached over and over again, one has to truly under the process of how money works before one can start out on trying to escape the daily financial Rat Race.

Now, in this latest book in the popular Rich Dad Poor Dad series, Kiyosaki lays out his 5 key principles of Financial Intelligence for all to understand. In INCREASE YOUR FINANCIAL IQ, Kiyosaki provides real insights on these key steps to wealth:

o How to increase your money -- how to assess what you're really worth now, what your prospects are, and how to start mapping out your financial future.

o How to protect your money -- for better or for worse, taxes are a way of life. Kiyosaki shows you that "it's not what you make....it's what you keep."

o How to budget your money -- everybody wants to live large, but you have to learn how to live within your budget. Kiyosaki shows you how you can.

o How to leverage your money -- as you build your financial IQ, knowing how to put your money to work for you is a crucial step.

o How to improve your financial information -- Kiyosaki shows you how to accelerate your wealth as you learn more and more.

Crossing the Chasm

Geoffrey A. Moore

Crossing the Chasm Geoffrey A. Moore Amazon Price: $12.21
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Subjects -> Business & Investing -> Marketing & Sales -> Marketing -> General AAS

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Total reviews: 95 Average rating: 4.0 of 5

Editorial Review:

Author Geoffrey Moore makes the case that high-tech products require marketing strategies that differ from those in other industries. His chasm theory describes how high-tech products initially sell well, mainly to a technically literate customer base, but then hit a lull as marketing professionals try to cross the chasm to mainstream buyers. This pattern, says Moore, is unique to the high-tech industry.

Moore suggests remedies for the problem that can help businesses meet their long-term goals. He coaches marketing professionals on how to move slowly through the gulf, teaching them to create profiles and target specific segments of the population rather than trying to plow right into the mainstream. He cites examples of successful chasm crossings by such companies as Apple, Tandem, Oracle, and Sun, showing what they all had in common and exposing the different weaknesses in their strategies. Moore also assigns responsibility for success to programmers and developers by suggesting they design a "whole product model." Here, because integration tasks are daunting to the mainstream market, all the components of a technological product must be in one package. Moore also describes strategies for competing with rival companies and assessing the best distribution channels for penetrating the target market.

Written not just for marketing specialists but for all employees whose futures ride on the success of a technical product, Crossing the Chasm delivers crucial information in an engaging, readable tone.

Wikinomics: How Mass Collaboration Changes Everything

Don Tapscott, Anthony D. Williams

Wikinomics: How Mass Collaboration Changes Everything Don Tapscott, Anthony D. Williams Amazon Price: $18.45
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Total reviews: 93 Average rating: 4.0 of 5

Editorial Review:

An updated edition of the national bestseller—now with a new introduction and a new chapter

Today, encyclopedias, jetliners, operating systems, mutual funds, and many other items are being created by teams numbering in the thousands or even millions. While some leaders fear the heaving growth of these massive online communities, Wikinomics proves this fear is folly. Smart firms can harness collective capability and genius to spur innovation, growth, and success.

A brilliant guide to one of the most profound changes of our time, Wikinomics challenges our most deeply-rooted assumptions about business and will prove indispensable to anyone who wants to understand competitiveness in the twenty- first century.

Based on a $9 million research project led by bestselling author Don Tapscott, Wikinomics shows how masses of people can participate in the economy like never before. They are creating TV news stories, sequencing the human genome, remixing their favorite music, designing software, finding a cure for disease, editing school texts, inventing new cosmetics, or even building motorcycles. You'll read about:
• Rob McEwen, the Goldcorp, Inc. CEO who used open source tactics and an online competition to save his company and breathe new life into an old-fashioned industry.
• Flickr, Second Life, YouTube, and other thriving online communities that transcend social networking to pioneer a new form of collaborative production.
• Mature companies like Procter & Gamble that cultivate nimble, trust-based relationships with external collaborators to form vibrant business ecosystems.

An important look into the future, Wikinomics will be your road map for doing business in the twenty-first century.

Head First PMP: A Brain-Friendly Guide to Passing the Project Management Professional Exam (Head First)

Andrew Stellman, Jennifer Greene

Head First PMP: A Brain-Friendly Guide to Passing the Project Management Professional Exam (Head First) Andrew Stellman, Jennifer Greene Amazon Price: $31.49
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Total reviews: 57 Average rating: 4.5 of 5

Editorial Review:

Media Reviews
  • "I have been doing project management for over 30 years and am considered a subject matter expert in the PMBOK(r) Guide -Third Edition primarily because I am the Project Manager who led the team that developed this edition. As a consultant I was hired to review and evaluate eight of the top selling PMP Exam Preparation books for their accuracy in following the PMBOK® Guide - Third Edition. I have developed and taught a PMP Exam Prep course for a leading R.E.P., and taught PMP Exam preparation classes for PMI Chapters. I can honestly say that Head First PMP is by far the best PMP Exam Preparation book of all I have reviewed in depth. It is the very best basic education and training book that I have read that presents the processes for managing a project, which makes it a great resource for a basic project management class for beginners as well as a tool for practitioners who want to pass the PMP exam. The graphical story format is unique, as project management books go, which makes it both fun and easy to read while driving home the basics that are necessary for preparing someone is just getting started and those who want to take the exam."
    --Dennis Bolles, PMP DLB Associates, LLC and co-author of The Power of Enterprise-Wide Project Management

  • "This looks like too much fun to be a PMP study guide! Behind the quirky humor and nutty graphics lies an excellent explanation of the project management processes. Not only will this book make it easier to pass the exam, you'll learn a lot of good stuff to use on the job too."
    --Carol Steuer, PMP and PMBOK(r) Guide, 3rd Edition Leadership Team

  • "This is the best thing to happen to PMP since, well, ever. You'll laugh, learn, pass the exam, and become a better project manager all at the same time."
    -- Scott Berkun, author of The Art of Project Management and The Myths of Innovation

  • "Original, fresh, and fun... this is truly the perfect study companion for anyone aiming for PMP certification."
    --Teresa Simmermacher, PMP and Project Manager at Avanade

  • "I love this format! Head First PMP covers everything you need to know to pass your PMP exam. The sound-bite format combined with the whimsical images turns a dry subject into entertainment. The organization starts with the basics then drills into the details. The in-depth coverage of complex topics like Earned Value and Quality Control are presented in an easy to understand format with descriptions, pictures, and examples. This book will not only help you pass the PMP, it should be used as an daily reference for practicing project managers. I sure wish I had this when I was studying for the exam."
    --Mike Jenkins, PMP, MBA

  • "I think that under the fonts and formalized goofiness, the book has a good heart (intending to cover basic principles in an honest way rather than just to pass the test). Head First PMP attempts to educate potential project managers instead of being a mere "how to pass the PMP exam" book filled with test taking tips. This is truly something which sets it apart from the other PMP certification exam books."
    --Jack Dahlgren, Project Management Consultant

  • "Head First PMP is a great tool to help make sense of the Project Management Body of Knowledge for the everyday Project Manager."
    --Mark Poinelli, PMP


About the Book

A PMP certification is more than just passing a test. It means that you have the knowledge to solve most common project problems, and proves that you know your stuff. Once you're certified, your projects are more likely to succeed because you have the skills and knowledge to make them successful. Not only that, it can mean a better job, more money, and greater respect from your peers.

But studying for a difficult four-hour exam on project management isn't easy, even for experienced project managers. You want to remember everything that you're learning about project management, but your brain is working against you! Your brain craves novelty, and most PMP certification prep books are anything but novel. When you keep putting down a boring book instead of studying, it's because your brain doesn't think the information in it is worth learning. Your brain has more important stuff to think about, like how to keep you alive and out of danger-and it doesn't think that failing the PMP exam qualifies as life-threatening!

So how do you trick your brain into thinking that your life does depend on learning everything you need to know to pass the PMP Exam? Head First PMP is the answer! Using the latest research in neurobiology, cognitive science and learning theory, Head First PMP has a visually rich format designed for the way your brain works-a multi-sensory experience that helps the material stick, not a text-heavy approach that puts you to sleep.

Head First PMP offers 100% coverage of The PMBOK® Guide principles and certification objectives in a way that's engaging, not tedious. This book helps you prepare for the PMP certification exam with a unique method that goes beyond answers to specific questions and makes you think about the big picture of project management. By putting project management concepts into context, you will be able to understand, remember, and apply them-not just on the exam, but also on the job.

With Head First PMP, you get the best of both worlds: a thorough and effective preparation guide for the PMP certification exam with hundreds of practice questions and exam strategies, along with puzzles, games, problems, exercises and the unique Head First approach that makes learning easy and entertaining. When you're done with Head First PMP, you'll know your stuff, you'll pass the exam, and you'll be able to bring everything you've learned to your job.

The Exceptional Presenter: A Proven Formula to Open Up and Own the Room

Timothy J. Koegel

The Exceptional Presenter: A Proven Formula to Open Up and Own the Room Timothy J. Koegel Amazon Price: $14.93
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Customer Reviews:
Total reviews: 30 Average rating: 4.5 of 5

A practical, real-world guidebook 5 out of 5 stars.
0 of 0 people found this review helpful.

This is a short, readable, down-to-earth guidebook to improving oral communication in a business context. The author's purpose is in the title-- The Exceptional Presenter-- and everything in the book is directed toward that purpose.

The advice ranges from how to stand in front of your audience and gesture without feeling awkward to how to deal with challenges during question/answer sessions. Every tip is a short, easily digested block, and the tone is just right. He focuses on one point: Public speaking can be very stressful, and a lot can go wrong during a presentation; however, some thought about the structure of the presentation and some work on the mechanics of presentation can lower that stress and give the presenter a much greater chance of success.

He stresses one principle above all others: Preparation and practice are critical. Public speaking is a skill that, like all other skills, requires practice.

I'm a former college debater and high school debate coach, and I'm currently an active member of Toastmasters. I know quite a bit about public speaking, but I learned some things from this book. It's a practical, well-written guidebook that will almost certainly reward anyone who reads it.

Editorial Review:

Revised and Expanded Edition

It's often reported that the number one fear among American adults is public speaking. But in today's competitive business world, effective communication is a crucial skill, and the cost of being less than effective is quite high. From the White House to boardrooms worldwide, Tim Koegel has strengthened presentations, media relations and communications skills of CEOs and world leaders alike with his renowned coaching abilities. His new book, The Exceptional Presenter, lays out his techniques in a format perfectly suited to today's busy world.

Co-Active Coaching, 2nd Edition: New Skills for Coaching People Toward Success in Work and, Life

Laura Whitworth, Karen Kimsey-House, Henry Kimsey-House, Phillip Sandahl

Co-Active Coaching, 2nd Edition: New Skills for Coaching People Toward Success in Work and, Life Laura Whitworth, Karen Kimsey-House, Henry Kimsey-House, Phillip Sandahl Amazon Price: $26.37
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Customer Reviews:
Total reviews: 55 Average rating: 4.5 of 5

A powerfull technique of coaching 5 out of 5 stars.
1 of 1 people found this review helpful.

The best book to learn how to practice Co-active coaching. This is a book for coaches or for coaching students . You can hear two sessions of coaching in the CD included.

Excellent Resource 5 out of 5 stars.
0 of 0 people found this review helpful.

If you are interested in learning more about coaching someone on how to have a fuller live and/or achieve their goals this is a great book for you. I also strongly recommend taking the Co-Active Coaching classes offered by the Coaches Training Institute. During each level of the classes I felt I had learned so much about coaching, myself and all of the wonderful folks in my classes that even if I wasn't studying to become a coach, this program was so well worth it.

Editorial Review:

A newly revised edition of the book that helped define the coaching profession, Co-Active Coaching captures the essence of what it takes to design and maintain successful, collaborative, and empowering coaching relationships. The authors describe in detail their flexible and adaptive model-placing the client's agenda at the heart of the coaching partnership, define the skills required for success, provide dozens of sample coaching conversations, and a power-packed Coach's Toolkit of over 35 exercises, questionnaires, checklists, and forms to make these proven principles and techniques eminently practical and immediately actionable.

The Four Obsessions of an Extraordinary Executive: A Leadership Fable

Patrick M. Lencioni

The Four Obsessions of an Extraordinary Executive: A Leadership Fable Patrick M. Lencioni Amazon Price: $16.47
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Customer Reviews:
Total reviews: 50 Average rating: 4.5 of 5

Editorial Review:

Allegories and parables have long been effective ways to impart serious bits of knowledge and wisdom without getting too pedantic, and business readers seem increasingly receptive to sensible management theory that employs this lively age-old literary technique. Obsessions of an Extraordinary Executive, a "leadership fable" by Patrick Lencioni, continues the trend with a solid prescription for organizational health--aiming for less politics, lower turnover, more productivity, and higher morale. Presented as a fictional tale of two technical consultants and their competing companies, the story is structured in a fashion that recalls his previous book (The Five Temptations of a CEO, whose main character and firm are even slipped into this narrative). Lencioni uses this hypothetical setting to show how his concepts might look and work in the real world. In this case, his "four disciplines at the heart of making any organization world class" are revealed and explained through the philosophy and behavior of Rich O'Connor of Telegraph Partners. Build and maintain a cohesive leadership team, create organizational clarity, communicate organizational clarity, and reinforce organizational clarity through human systems. Through his tale of Telegraph and its rival Greenwich Consulting, Lencioni illustrates how these principles can be beneficially employed--and how an organization can be stymied when they're missing. The story moves quickly and is followed by a comprehensive analytical summary, which includes self-assessment tools and suggestions for putting the ideas into practice. --Howard Rothman

The Heart of Change: Real-Life Stories of How People Change Their Organizations

John P. Kotter, Dan S. Cohen

The Heart of Change: Real-Life Stories of How People Change Their Organizations John P. Kotter, Dan S. Cohen Amazon Price: $18.45
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Customer Reviews:
Total reviews: 29 Average rating: 4.5 of 5

Editorial Review:

The Heart of Change is the follow-up to John Kotter's enormously popular book Leading Change, in which he outlines a framework for implementing change that sidesteps many of the pitfalls common to organizations looking to turn themselves around. The essence of Kotter's message is this: the reason so many change initiatives fail is that they rely too much on "data gathering, analysis, report writing, and presentations" instead of a more creative approach aimed at grabbing the "feelings that motivate useful action." In The Heart of Change, Kotter, with the help of Dan Cohen, a partner at Deloitte Consulting, shows how his eight-step approach has worked at over 100 organizations. In just about every case, change happened because the players were led to "see" and "feel" the change. In one example, a sales representative underscores a sense of urgency to change a manufacturing process by showing a videotaped interview with an unhappy customer; in another, a purchasing manager makes his point to senior management about corporate waste by displaying on the company's boardroom table the 424 different kinds of gloves that the company had procured through different vendors at vastly different prices. Well written and loaded with real-life examples and practical advice, The Heart of Change towers over other change-management titles. Managers and employees at organizations both big and small will find much to draw from. Highly recommended. --Harry C. Edwards

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