Value didn't lose. Friction won.You've lost a deal you should have won. Not on price. Not on product. The value was clear, the trust was real - and still, the decision stalled. No script explained why.That stall has a name.Every advisor knows the sales process. Most have studied the buying process. Almost none have been trained for the third - the one that decides whether a decision actually moves.The decision process.In Attach H...

“Required reading for professionals—and aspiring professionals—of all levels.”—Shirley Ann Jackson, President of Rensselaer Polytechnic Institute and Former Chairman of U.S. Nuclear Regulatory CommissionRobert C. Pozen, one of the business world’s most successful—and productive—executives, reveals the surprising secrets to workplace productivity and high performance.It's far too easy for working professionals to become overwhelmed by a pile of time-sensitive project...

Do you supervise people? If so, this book is for you.One of a manager’s toughest—and most important—responsibilities is to evaluate an employee’s performance, providing honest feedback and clarifying what they’ve done well and where they need to improve.In How to Be Good at Performance Appraisals, Dick Grote provides a concise, hands-on guide to succeeding at every step of the performance appraisal process—no matter what performance management syst...

A year’s worth of management wisdom, all in one place.We’ve examined the ideas, insights, and best practices from the past year of Harvard Business Review to bring you the latest, most significant thinking driving business today. With authors from Marcus Buckingham to Herminia Ibarra and company examples from Google to Deloitte, this volume brings the most current and important management conversations to your fingertips.This book will insp...

You have a great idea, now what?That first mile-where an innovation moves from an idea on paper to the market-is often plagued by failure. In fact, less than one percent of ideas launched by big companies end up having real impact. The ideas aren’t the problem. It’s the process.The First Mile focuses on the critical moment when an innovator moves from planning to reality. It is a perilous place where hidden traps snare entrepreneurs and roadblocks ...

Inspirational and informative, The CEO Code shares real-life stories of success and failure from author David Rohlander’s personal journey and work as a mentor and coach to CEOs and executives of Fortune 500 companies, mid-sized companies, and start-ups. The book will give you:Practical advice for dealing with people.Proven strategies to increase business profits and growth.Unique and simple solutions to complex problems.The secret to authentic comm...

Organic business growth is governed by its own natural laws—underlying truths that set the stage for growth and innovation, much in the way that Einstein's law of relativity accounts for the movement of objects in the space-time continuum. The most fundamental law is that uncertainty is the only certainty. Dominating forces are ambiguity and change; the processes at work involve exploration, invention, and experimentation. Unfortunately, these truths run counter to the principles of stabil...

Seize the competitive advantage by building speed into your leadership DNAThe rapid pace at which change occurs in business today is unprecedented. Speed has become a major source of competitive advantage. Leaders who act quickly and inspire others to do the same are the ones who ultimately win the day. But achieving increased levels of speed is not always easy.Culled from the data of one million 360-degree feedback assessments, Speed provides valu...

The Proven Formula for Gaining and Maintaining Trust as a LeaderIn Trifecta of Trust, psychometrics and leadership expert Joseph R. Folkman has collected a mountain of compelling data to make the irrefutable case for the value of trust in leadership. His research shows that there are three core behaviors that create and reinforce trust from others. By mastering this leadership trust trifecta, you can increase your success and happiness, both in business an...

Transform your organization into a dynamic catalyst for successAccelerating Performance is not just another “warm and fuzzy” change management book—it's a practical, comprehensive, data-driven action plan for picking up the pace and achieving more. Co-written by one of the authors of Beyond Performance, this book draws on a combination of empirical research and decades of experience advising global companies to show you how to reduce time...

This book was designed to guide the person with limited experience in the process of setting up and running a business venture successfully. It is based upon the practice experience and knowledge of the author in addition to the many referenced resources. This book presumes that the idea for your business has been developed, incubated and is ready to be hatched. Your venture may also be a going concern and you want to take it to the next level. You will definitely find resources here to he...

If you’re aspiring to satisfy your customers, then you’re aspiring to mediocrity.That’s the fascinating premise of From Impressed to Obsessed, a book that will fundamentally change how you think about creating a successful, beloved business.Acclaimed customer experience expert Jon Picoult explains why building customer loyalty requires leaving indelible positive impressions on everyone you work with—not just shaping their experiences, but ...