What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sale...

A proven approach to revenue-generating marketing and client developmentProfessional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a...

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sale...

Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. Based on insight from firms that succeed and the science of how clients buy, it's the perfect book for consultants, attorneys, accountants, engineers, and other professional service providers. The book covers five key areas that are critical for firms that want to grow their revenues and themselves-creating a marketing and growth strategy;...

比爾．蓋茲：「想更上一層樓的管理者，必讀的一本書。」1999年，傳奇創投家約翰．杜爾拜訪Google。當時這間公司成立不到一年，沒有實際的事業發展計劃，但是他們抱負遠大，想的是年營收百億美元的未來。杜爾被佩吉和布林兩位創辦人說服了，押下19年創投職涯最大的賭注，挹資近1,200萬美元，條件就是Google要用OKR來管理。這是杜爾最成功的投資，他在科技界興起了新的管理方法，造就世界級的執行力。什麼是OKR？目標與關鍵結果（OKR，Objectives and Key Results），前者代表你想達成「什麼」，後者則是你該「如何」達成。OKR有4大超能力：#1：專注投入優先要務#2：契合與連結，造就團隊合作#3：追蹤當責#4：激發潛能，成就突破OKR帶領Google從40人的新創公司，成長為超過7萬員工的科技巨擘，市值高達7000億美元。如今，數百家類型...

INSTANT NEW YORK TIMES BESTSELLER'For anyone interested in becoming a better manager' - Bill Gates--------Discover the revolutionary movement behind the explosive growth of Intel, Google, Amazon and Uber.In 1999, legendary venture capitalist John Doerr invested nearly $12 million in a small 40-person startup that had amazing technology, entrepreneurial energy and sky-high ambitions, but no real busi...

Legendary venture capitalist John Doerr reveals how the goal-setting system of Objectives and Key Results (OKRs) has helped tech giants from Intel to Google achieve explosive growth--and how it can help any organization thrive.In the fall of 1999, John Doerr met with the founders of a start-up whom he'd just given $12.5 million, the biggest investment of his career. Larry Page and Sergey Brin had amazing technology, entrepreneurial energy, and sky-high ambitions, b...

Brought to you by Penguin.INSTANT NEW YORK TIMES BESTSELLERThe revolutionary movement behind the explosive growth of Intel, Google, Amazon and Uber.With a foreword by Larry Page, and contributions from Bono and Bill Gates.Measure What Matters is about using Objectives and Key Results (OKRs), a revolutionary approach to goal-setting, to make tough choices in business....

Mesurez enfin ce qui est important! Découvrez comment mettre en place la méthode OKR grâce aux nombreux exemples et témoignages de managers et de leaders ayant vécu la coirssance de l'intérieur.Applicables tant à l'échelle de l'entreprise qu'à celle d'une équipe, les Objectives & Key Results - OKR - constituent une méthode pour l'action et l'alignement stratégique étayée par des données pertinentes de suivi.Intel, Walmart, YouTube, Coursera, Adobe : tous ne jurent que par l...

OKR權威推手、矽谷40年創投家約翰‧杜爾全球矚目力作以OKR解構淨零排放世紀挑戰，揭示ESG潔淨科技巨大商機攜手貝佐斯、高爾、比爾蓋茲等超過50位全球意見領袖及企業家以最快速度投入最大規模，達成2050全球淨零排放目標第一本OKR的減碳實用方案我們已經耗盡解決全球氣候危機的時間，為了避免災難發生、拯救適宜居住的地球，就必須抱持野心、快速行動。我們需要一項可靠的計畫，本書正是為了號召眾人而寫，而且過程中不能犯錯，現在就要馬上行動。2006年，約翰‧杜爾在一場晚宴後，下定決心翻轉全球暖化的現況。他廣邀各路專家、科學界領導者、政策制定者、運動人士、商界領袖以及慈善家，共同設計了一份藍圖，致力於減少威脅全球的溫室氣體。

#1 bestselling author and acclaimed venture capitalist John Doerr reveals a sweeping action plan to conquer humanity's greatest challenge: climate change.In 2006, John Doerr was moved by Al Gore's An Inconvenient Truth and a challenge from his teenage daughter: "Dad, your generation created this problem. You better fix it." Since then, Doerr has searched for solutions to this existential problem-as an investor, an advocate and a philanthropist.Fifteen years...