Everywhere you look people are talking about data.Buzzwords abound – 'data science', 'machine learning','artificial intelligence'. But what does any of it really mean, and most importantly what does it mean for your business?Long-established businesses in many industries find themselves competing with new entrants built entirely on data and analytics. This ground-breaking new book levels the playing field in dramatic fashion.The Average is Always Wrong is a...

The international bestseller that revolutionized high-end selling!Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking res...

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of th...

Most people find proposal writing to be tedious and time-consuming--and their documents show it, but proposal writing is about more than checking off boxes on a list of requirements.Writing a winning proposal is vital to getting a ‘yes’ on your next bid. That’s why Tom Sant, a proposal consultant for Global 500 companies and the creator of widely used proposal automation systems, has spent his career providing hands-on guidance for crafting powerful proposals and R...

Don't let a fear of numbers hold you back.Today's business environment brings with it an onslaught of data. Now more than ever, managers must know how to tease insight from data--to understand where the numbers come from, make sense of them, and use them to inform tough decisions. How do you get started?Whether you're working with data experts or running your own tests, you'll find answers in the HBR Guide to Data Analytics Basics for Managers

When author and operational excellence consultant Menno R. van Dijk joined ING Domestic Bank in the Netherlands, the company had already been using the Lean system a few years. But van Dijk felt something was missingthe fun factor: experiments, improvements, a supportive management style, and teamwork. He wasnt seeing the sense of invigoration and renewal that comes when employees on the shop floor experience the improvement brought on by a Lean implementation.He went to work and c...

THE RIGHT PHRASE FOR EVERY SITUATION . . . EVERY TIME DON'T MISS THESE OTHER BOOKS IN THE PERFECT PHRASES SERIESHow do you get face time with someone who doesn't accept sales calls? What is the best way to present the value of your offering? How do you handle price objections? Answer: You need to speak the right language.This fully revised second edition of the popular Perfect Phrases for the Sales Call provides an arsenal of persuasive language and word-for-word...

Are you a graduate? Looking for a brilliant job? Then you should know that over 95 percent of the FTSE 100 companies use psychometric and management tests to select their graduate recruits, as do the police, the Civil Service, local authorities, the Armed Forces, the Fire Service, financial institutions, the motor industry, the IT industry - the list is endless. In fact, tests are now an integral part of the recruitment process for most medium-large sized organisations worldwide. So if you...

Want to build repeatable revenue for your business? Levers shows you step by step how to identify and move the levers that unlock growth and create predictability across every aspect of your business. Built on decades of experience across hundreds of companies, Levers condenses the essentials of creating a metrics-driven company into five core workshops and puts them directly into your hands so you and your team can get to work. Spanning sales and marketing, product, operations, and financ...

We're all selling something every day, whether at work or closer to home. But with advanced technology and mass competition, it's never been harder to capture people's attention. That's why we need to develop our sales mind: mastering our innate selling skills will help us cut through the noise in any situation.Drawing on the wisdom of psychology, mindfulness and cultural history, as well as a lifetime in sales, Helen Kensett has created 48 beautifully illustrated tools to help you...

60 Minute Operational Risk Management is designed to help you learn secrets of successful risk management in less than 60 minutes. The book will show you how to identify and effectively manage risks within your organisation using easy to follow, step by step principles.Part of the 60 Minute Guide range, this book promises to teach you all you need to know to set you on the path of Operational Risk Management mastery in the shortest amount of time. Each part of this book is designed...

Learn how to build a data science team within your organization rather than hiring from the outside. Teach your team to ask the right questions to gain actionable insights into your business.Most organizations still focus on objectives and deliverables. Instead, a data science team is exploratory. They use the scientific method to ask interesting questions and run small experiments. Your team needs to see if the data illuminate their questions. Then, they have to use critical think...