This invaluable guide introduces you to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century.Sales theories come and go, but nothing beats learning from the original masters. The Giants of Sales reveals how:In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales for...

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...

Language is the medium of business. To be successful, we need to communicate effectively not only when speaking but in writing as well.Whether we are providing instructions to our colleagues, communicating with our customers, or advising our direct reports, language gauges success. We must be able to deliver clear, accurate messages that inform, persuade and motivate. Unfortunately, people lapse into habits that interfere with their ability to communicate.I...

his is the official Open Group Pocket Guide for TOGAF Version 9.1 and is published in hard copy and electronic format by Van Haren Publishing on behalf of The Open Group. TOGAF®, an Open Group Standard, is a proven enterprise architecture methodology and framework used by the world's leading organizations to improve business efficiency. It is the most prominent and reliable enterprise architecture standard, ensuring consistent standards, methods, and communication among enterprise architec...

The "Greatest Business Book of All Time" (Bloomsbury UK), In Search of Excellence has long been a must-have for the boardroom, business school, and bedside table.Based on a study of forty-three of America's best-run companies from a diverse array of business sectors, In Search of Excellence describes eight basic principles of management -- action-stimulating, people-oriented, profit-maximizing practices -- that made these organizations successful.Joining the HarperBusiness ...

How the world's leading innovators push their ideas to fruition again and againEdison famously said that genius is 1 percent inspiration, 99 percent perspiration. Ideas for new businesses, solutions to the world's problems, and artistic breakthroughs are common, but great execution is rare.According to Scott Belsky, the capacity to make ideas happen can be developed by anyone willing to develop their organizational habits and leadership capability. That's w...

Use the latest technology to target potential employers and secure the first interview--no matter your experience, education, or network--with these revised and updated tools and recommendations.“The most practical, stress-free guide ever written for finding a white-collar job.”—Dan Heath, coauthor of Switch and Made to StickTechnology has changed not only the way we do business, but also the way we look for work. The ...

**Wall Street Journal Bestseller"The pick of 2014's management books." –Andrew Hill, Financial Times"One of the top business books of the year." –Harvey Schacter, The Globe and MailBestselling author, Robert Sutton and Stanford colleague, Huggy Rao tackle a challenge that determines every organization’s success: how to scale up farther, faster, and more effectively as an organization grows.**Sutton and Rao have devoted much of the ...

The groundbreaking follow-up to the international bestsellera hands-on guide to putting McKinsey techniques to work in your organizationMcKinsey & Company is the most respected and most secretive consulting firm in the world, and business readers just can't seem to get enough of all things McKinsey. Now, hot on the heels of his acclaimed international bestseller The McKinsey Way, Ethan Rasiel brings readers a powerful new guide to putting McKinsey concepts...

Jeanne Liedtka and Tim Ogilvie educate readers in one of the hottest trends in business: "design thinking," or the ability to turn abstract ideas into practical applications for maximal business growth. Liedtka and Ogilvie cover the mind-set, techniques, and vocabulary of design thinking, unpack the mysterious connection between design and growth, and teach managers in a straightforward way how to exploit design's exciting potential.Exemplified by Apple and the success of its elega...

Up until now, no one has attempted to lay out the entire blueprint for architecting a complete IT service management supporting infrastructureuntil this book. What are the supporting toolsets and technologies that need to support an IT service management infrastructure? What databases need to be put into place? What are all the IT service management roles and responsibilities to effectively operate this infrastructure? What kinds of IT support services does almost any IT organization deliv...

Create a personal "power grid" of influence to spark professional and personal success"Other people have the answers, deals, money, access, power, and influence you need to get what you want in this world. To achieve any goal, you need other people to help you do it." -- JUDY ROBINETTAs anyone in business knows, strategic planning is critical to achieving long-term success. In How to Be a Power Connector, super-networker Judy Robinett argues that strateg...