Formerly published by Chicago Business Press, now published by SageProfessional Selling covers key sales concepts and strategies by highlighting detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the Second Edition also offers unique chapters on digital sales, customer business development strategie...

The Institute Way outlines a practical step-by-step process to formulate and execute strategy in business, government and not-for-profit organizations. The book details how to manage and adapt to reach a higher level of performance using a methodology that blends strategic planning, performance measurement and change management into a simple, disciplined framework that's easy to build and communicate. The publication is the brainchild of the Balanced Scorecard Institute, an organi...

Named as BusinessWeek's #1 Management Educator, expert Dave Ulrich and his team of authors bring human resources a whole new way of thinking and practicing—moving the focus from internal issues to actively helping to set business strategies. Businesses of the future need "all hands on deck" when implementing new ways to stimulate grown and cost efficiency, and this includes human resources.In HR Transformation, the team presents a four-phase model of transformation that sh...

This useful resource will help you gain a storehouse of sample interview answers that consistently highlight your ability in these areas.Employers today are using increasingly tough interview questions to evaluate candidates based on key competencies and determine how well they think on their feet. To stand out in these competency-based interviews, job seekers must be prepared with situation-specific examples and answers to questions that highlight their accomplish...

Three experts in Human Resources introduce a measurement system that convincingly showcases how HR impacts business performance.Drawing from the authors' ongoing study of nearly 3,000 firms, this book describes a seven-step process for embedding HR systems within the firm's overall strategy—what the authors describe as an HR Scorecard—and measuring its activities in terms that line managers and CEOs will find compelling. Analyzing how each element of the HR system ...

This book is written for everyone involved in the hiring process.It will help hiring managers and recruiters find and hire more top-notch people for any job, from entry-level to senior executive. Using the two-question Performance-based Interview, anyone who is involved in assessing candidates will quickly be more effective and more accurate.Just as important, it will help job-seekers find better jobs by giving them an inside view of how most companies look for, assess and ...

More and more traditional professional services firms are turning to "productization" as a strategy to grow, improve valuations, and to fend off new digital-first competitors. However, many of them will fail and waste a lot of money in the process. Productize first outlines the "Seven Deadly Productization Mistakes" made when pursuing a product strategy, then provides the blueprint for overcoming each of these missteps. It is designed to be a practical playbook for any leader of a professi...

Faster sales pitches won’t lead to faster sales. The key to speeding up the sales process is to actually slow down and get in sync with your customer’s buying process.The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Sales guru Kevin Davis shows you how to slow down and focus on the customer buying process, so they can identify and quantify customers’ real needs--and adapt their sales pitches accordingly.I...

Success for projects and teams requires skillful management in order to facilitate collaboration and communication. This book provides a practical introduction to the art and science of project and team management and lays out the tools necessary to get things done with groups.

Do you think of your company's talent as an investment to be managed like a portfolio? You should, according to authors Becker, Huselid, and Beatty, if you're interested in strategy execution.Many companies fall into the trap of spending too much time and money on low performers, while high performers aren't getting the necessary resources, development opportunities, or rewards. In The Differentiated Workforce, the authors expand on their previous books, The HR Scoreca...

CAPTURE THE ONBOARDING MARGIN WITH THE "4 PILLARS" OF SUCCESSFUL ONBOARDING"Bringing a new employee on board can be the start of a rewarding relationship or the beginning of a missed opportunity. This smart book can teach you how to make the most of each employee's career starting on Day One."—Daniel H. Pink, author of DRIVE and A WHOLE NEW MIND"This book has the potential to change the way that we think about new hires and what ...

For project managers looking to establish credibility and drive winning results, author Tom Kendrick’s groundbreaking system provides the key to leading cross-functional, outsourced, and other types of teams through every stage of the project cycle.Results Without Authority is the definitive book on control--teaching the three principal levels of control, including project process, influence, and metrics, among other important areas. You learn the surefire...