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Stop Telling, Start Selling January 18, 2012

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How to Use Customer-Focused Dialogue to Close SalesStop Telling, Start Selling
How to Use Customer-Focused Dialogue to Close Sales

Author: Linda Richardson
ISBN: 9780071603829 / 0071603824
©2012 | 3rd Edition | 256 pages | Paperback
Pub Date: MAR-12
Price: US$ 19.00
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Since 1993 Stop Telling, Start Selling has established itself as the classic sales reps turn to again and again. In it, Linda Richardson, reveals the secret weapon of “dialogue selling”–making this the definitive guidebook of the consultative sales movement that is the leading sales movement today.

Dialogue Selling is the best way sales reps can use to differentiate themselves, their products, and organizations in a hypercompetitive world of look-alike products. “Much of what appears to be ‘consultative selling’ today is a masquerade for product selling,” explains Linda Richardson, sales training consultant to many of the Fortune 500 and author of Selling by Phone and Sales Coaching. If you want to earn your customer’s interest, trust–and business–Richardson explains the need to: STOP telling the customer about your product or service and START a true customer dialogue. In this newly revised and updated edition of Stop Telling, Start SellingRichardson shares the critical skills needed to:

  • Understand your customer’s personal and business needs
  • Position your message so it is important to your customer
  • Unlearn manipulative tactics that can kill a sale early on
  • Gather customer feedback to adjust your message as you go
  • Maintain selling momentum and shorten the sales cycle

Packed with self-tests, scripted selling scenarios and real-world examples, this guide which also features all-new material on “self-coaching,” “peer-coaching,” and “negotiating terms and price.” The result is a revitalized, dialogue-based process designed to pierce the armor of today’s more cynical, tightfisted customers.

 

 

About the Author

Linda Richardson is the Founder and Chairwoman of Richardson, a global sales training business and is credited with the movement to Consultative Selling. Other innovations she has spearheaded in the sales training industry are: development of a comprehensive, integrated curriculum dedicated exclusively to sales, commitment to customization vs. generic training, and development of an interactive coaching-type training methodology.

 

 

 

 

 

 

The Hands-Off Manager January 18, 2012

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How to Mentor People and Allow Them to Be Successful The Hands-Off Manager
How to Mentor People and Allow Them to Be Successful

Author: Steve Chandler, Duane Black
©2012 | 1st Edition | 224 pages | Paperback
ISBN: 9781601632234 / 1601632231
Pub Date: MAR-12
Price: US$ 14.99

The number one reason cited in exit interviews for an employee quitting is “my manager.” Most managers and executives not only aren’t aware of this obvious problem, but probably wouldn’t know what to do about it if they did. 

Today’s employees do not respond to the old hands-on, militaristic management styles. They are highly independent, individual professionals with their own fully developed ideas. Leaders and managers who try to micro-manage them will inevitably confront wide-spread disgruntlement, absenteeism, and turnover…and increase their own and their employees’ stress levels.
 
In The Hands-Off Manager, Chandler and Black offer a new vision for all managers. With stories, examples, and vibrant activities for the reader to practice, this book shows any manager—new or seasoned—how to coach and mentor employees rather than hover over their shoulders and goad them into action. In this system, each employee’s strengths are honored and honed in a climate of partnership and mutual goal-setting.
 
 
 
 
 
 
Endorsement
 
“The ‘bible’ for employee empowerment.”
—Rebecca Clement, Soundview Executive Book Summaries
 
“Steve Chandler and Duane Black present an approach to management that promises to lower your stress level, increase your happiness and allow everyone in your organization to be more creative and productive.”
—Rolf Dobelli, getAbstract.com
 
“Hands-off managers allow what is possible to emerge while pushing away those mindsets that only bring limitations.”
—HR.com
 
 
 
 
 
About the Authors
 
Steve Chandler is one of America’s best-selling authors whose dozens of books —including the best-sellers 100 Ways to Motivate Others, 100 Ways to Motivate Yourself, and Reinventing Yourself—have been translated into more than 20 languages. Chandler is also a world-famous public speaker who has been a guest on hundreds of radio and TV shows. Chandler has been a guest lecturer at the University of Santa Monica where he teaches in the graduate program of soul-centered leadership. Chandler has been a trainer and consultant to more than 30 Fortune 500 companies worldwide.
 
Duane Black is the executive vice president and chief operating officer of SunCor Developments, where he oversees 150 employees and more than 150,000 acres of current and future housing developments. 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 

Kiss That Frog! January 9, 2012

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12 Great Ways to Turn Negatives into Positives in Your Life and WorkKiss That Frog!
12 Great Waysto Turn Negatives into Positives in Your Life and Work

Authors: Brian Tracy, Christina Tracy Stein
ISBN: 9781609942809 /  1609942809
©2012 | 1st Edition | 192 pages | Hardback
Pub Date: MAR-12
Price: US$22.95

 

 

“You are here on this earth to do something wonderful with your life, to experience happiness and joy, wonderful relationships, excellent health, complete prosperity, and total fulfillment,” write bestselling author and speaker Brian Tracy and his daughter Christina Tracy Stein. Most important, they say, all of that and more is within your grasp.

Just like the lonely princess in the fairy tale who was reluctant to lock lips with a warty frog and transform him into a handsome prince, something stops many of us short of attaining our dreams. Our negative thoughts, emotions, and attitudes can threaten to keep us from achieving all that we’re capable of. Here bestselling author and speaker Brian Tracy and his daughter, therapist Christina Tracy Stein, provide a set of practical, proven strategies anyone can use to turn those negative frogs into positive princes.

Tracy and Stein present a step-by-step plan that addresses the root causes of negativity, helps you uncover blocks that have become mental obstacles, and shows how you can transform them into stepping-stones to achieve your fullest potential. The book distills, in an accessible and immediately useful form, what Tracy has presented in more than 5,000 talks and seminars with more than five million people in fifty-eight countries and what Stein has learned through thousands of hours of counseling people from all walks of life.

“There is nothing good or bad, but thinking makes it so,” the authors quote Shakespeare. The many powerful techniques and exercises in this book will help you change your mindset so that you discover something worthwhile in every person and experience, however difficult and challenging they might seem at first. You’ll learn how to develop unshakable self-confidence, become your best self, and begin living an extraordinary life.

 

 

About the Authors

Brian Tracy is one of America’s leading authorities on the development of human potential and personal effectiveness. A dynamic and inspiring speaker, he addresses thousands of people each year on the subjects of personal and professional development, including the executives and staff of such firms as IBM, Arthur Andersen, McDonnell Douglas, and The Million Dollar Round Table. Prior to founding his own firm, Brian Tracy International, he had successful careers in sales and marketing, investments, real estate development, distribution, and management consulting. Tracy is the author of thirteen previous books including the bestselling book Maximum Achievement. He is also the author/narrator of numerous bestselling audiocassette programs, including The Psychology of Achievement and How to Start and Succeed in Your Own Business. For more information about Brian Tracy, please visit www.briantracy.com.

 

 

 

 

Being Buddha At Work January 9, 2012

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101 Ancient Truths on Change, Stress, Money, and SuccessBeing Buddha At Work
101 Ancient Truths on Change, Stress, Money, and Success

Authors: Franz Metcalf , Bj Gallagher
ISBN: 9781609942922 /  1609942922
©2012 | 1st Edition | 176 pages | Paperback
Pub Date: JAN-12
Price: US$14.95

  

Buddhism has for thousands of years provided a spiritual foundation for the daily lives of millions of people around the world. But does Buddhism have anything to offer us—Buddhists and non-Buddhists alike—in today’s world of work? Metcalf and Gallagher think it does. Spiritual wisdom, Western or Eastern, inspires and instructs us in living a good life. And that’s just as true at work as at home.

Buddha mind—a source of calm, compassion, and insight—exists within each of us, not just the historical Buddha. Being Buddha at Work shows how to embody that mind in the stress and clamor of the workplace—how to tap into the Buddha consciousness so we can relieve daily tensions and greet challenges with awareness, equanimity, and good humor.

The book is divided into three sections. The first, “Becoming a Mindful Worker,” covers Buddha’s wisdom for our own work; the second, “Cultivating Mindful Work Relationships,” focuses on how to work with other people; the third, “Creating a Mindful Workplace,” deals with broader organizational topics. There is wisdom here for everyone—from frontline workers and team members, to supervisors and managers, to top executives and organizational leaders.

 

 

About the Authors

Franz Metcalf teaches religious studies at California State University, Los Angeles. He is the president of the Western Region of the American Academy of Religion and an active leader in the Forge Institute. His books include What Would Buddha Do? and Buddha in Your Backpack.

A scholar-practitioner of Buddhism, Franz received his doctorate from the University of Chicago. He is a review editor for Journal of Global Buddhism and author of scholarly works on Buddhism and psychology. He is a founding member and newsletter editor of the Forge Guild of Spiritual Leaders, and author of four books applying Buddhist wisdom and practice to our hectic everyday lives. His first, What Would Buddha Do? has appeared in a dozen languages.

 BJ Gallagher is a dynamic workshop leader and charismatic keynote speaker, as well as a much-published, bestselling author. She conducts seminars for women’s groups, as well as professional organizations and corporations. Her topics include: leadership skills for women, male/female communication styles, how to manage your boss, thriving on change, and tapping into the creativity of diversity. BJ writes business books, women’s books, and gift books.

 

 

Other books you might be interested:

  1. 9781605095240     Prisoners of Our Thoughts   
  2. 9781605098869     No More Regrets!
  3. 9781609940041     The Leadership Wisdom of Jesus

 

 

 

 

 

 

 

 

 

Great Leaders Grow January 9, 2012

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Becoming a Leader for LifeGreat Leaders Grow
Becoming a Leader for Life

Authors: by Ken Blanchard , Mark Miller
ISBN: 9781609943035 / 1609943031
©2012 | 1st Edition | 144 pages | Hardback
Pub Date: JAN-12
Price: US$ 22.95

 

Successful leaders don’t rest on their laurels. Leadership must be a living process, not a title on a business card, and life means growth. As Ken Blanchard and Mark Miller write in the introduction, “the path to increased influence, impact, and leadership effectiveness is paved with personal growth.… Our capacity to grow determines our capacity to lead. It’s really that simple.” Great Leaders Grow shows leaders and aspiring leaders precisely which areas to focus on so they can remain effective throughout their lives.

As the book opens, Debbie Brewster, an accomplished leader herself, becomes a mentor to Blake, her late mentor’s son, as he begins his career. Debbie tells Blake, “How well you and I serve will be determined by the decision to grow or not. Will you be a leader who is always ready to face the next challenge? Or will you be a leader who tries to apply yesterday’s solutions to today’s problems? The latter will ultimately fail. The difference: the decision to grow. And not a short-term decision but a decision to grow throughout your career and throughout your life. This single decision is a game changer for leaders.”

Over the next several weeks Debbie reveals what this means in practical terms. She and Blake explore four ways that leaders must continue to grow, both on the job and off, because who you are as a leader is inextricably connected to who you are as a person. Whether you’re a CEO or an entry-level employee, you’ll be inspired to reflect on your own life and to design your own unique long-term growth plan, leading to not only continuing professional success but personal fulfillment as well.

 

 

About the Authors

Ken Blanchard is chief spiritual officer of the Ken Blanchard Companies. He is the author or coauthor of 50 books that have sold more than 20 million copies, including the iconic One Minute Manager®.

Mark Miller is vice president, training and development, for Chick-fil-A. During his career he has served in corporate communications, restaurant operations, quality and customer satisfaction, and numerous other leadership positions. He began his Chick-fil-A career in 1977 working as an hourly team member. He is the author of The Secret of Teams and the coauthor of The Secret.

 

 

Other books you might be interested:

  1. 9781605098760     Full Steam Ahead!
  2. 9781605093482      Whale Done Parenting

 

 

The Well-Balanced Leader November 30, 2011

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Well-Balanced Leader The Well-Balanced Leader
Interactive Learning Techniques to Help You Master the 9 Simple Behaviors of Outstanding Leadership

Author: Ron Roberts
ISBN: 9780071772440 / 0071772448
©2012 | 1st Edition | 240 pages | Hardback
Pub Date: JAN-12
Price: US$ 28.00
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The hottest new experiential learning strategies for new levels of leadership success

When individual leaders transcend their personal needs and focus on the needs of others and the overarching needs of the organization, the entire organization benefits. Employees at all levels become more committed — and thus, more effective. The result is not only greater job satisfaction for people at all levels in the organization, but greater productivity — regardless of the organization’s field, product, or service.

According to Ron Roberts, the strongest leaders are ones who are aware of their behaviors and how the way they act impacts others. As one of the top trainers in the world in the field of accelerated experiential learning, Ron has identified 9 basic human behavior pairs to bring themselves their leadership skills into balance—what he has termed Ego Librium (e.g., judgmental vs. accepting, defensive vs. nondefensive).

By understanding where they lie on each behavior scale, leaders immediately see where and how they need to change, and how they can use their greatest strength as the basis for the series of small behavioral changes that will lead to a new way of thinking — and instinctive new reactions to situations. In practice, Ron has seen that when leaders change their behavior to focus on others that their own levels of success greatly increase.

First, readers take a self-assessment to determine where their strengths and weaknesses lie, and see where they need to make adjustments. Then, they learn to use their greatest strength to begin developing an individualized program for change. Finally, the book provides experiential learning activities, action steps, games, and thought exercises for each behavior-pair. The method works because it breaks behavior down into manageable chunks readers can practice every day at work, until the new behavior becomes instinctive, even under pressure. People who use it experience a real change in consciousness — so when people need their new behaviors most, they don’t revert to old patterns. Leaders change from the inside out, which means that they create lasting permanent changes for themselves and their organizations.

 

 

About the Author

Professor Ron Roberts is among the top consultants and trainers in the area of accelerated experiential Learning. His workshops are legendary and in high-demand; he frequently serves as the keynote speaker or presenter at national conferences and professional meetings. Ron is President of Action Centered Training Inc., ACT Government Support Services (a certified HUBZone) and ACT Games, LLC, (the innovative arm of the organization) where he has trained executives, managers, supervisors and line staff in all phases of industry, corporate and government. 

 

Other books you might be interested:

  1. 9780071625029      Mastering Communication at Work
  2. 9780071628082      The Extraordinary Leader

 

 

 

Running the Gauntlet November 30, 2011

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Running the Gauntlet Running the Gauntlet
Essential Business Lessons to Lead, Drive Change, and Grow Profits

Authors: Jeffrey W. Hayzlett, Jim Eber
ISBN: 9780071784092 / 0071784098
©2012 | 1st Edition | 256 pages | Hardback
Pub Date: JAN-12
Price: US$ 26.00
Sample Chapter 01 | Learn More

 

Change your ATTITUDE. Change your BUSINESS. Change your FUTURE.

What’s stopping you from making the changes your business needs to thrive? The most dangerous move in business is the failure to make a move at all. The history of business is filled with companies that are no more because their leaders refused to enact change when the writing was on the wall. Fear. Apathy. Lack of personal responsibility. These simple human flaws can turn a good company into a dead company.

The writing on the wall has never been clearer than it is now—and marketing phenomenon Jeffrey Hayzlett is on a mission to make you see it, understand it, and heed it. Today’s business environment is so competitive and volatile that you can’t afford to be satisfied with business as usual. You must make changes now to compete in the future.

Building on the principles and concepts in his first book The Mirror Test, Hayzlett takes you on a step-by-step journey to:

  • Develop a “takeover mentality” for your business
  • Summon the vision and courage necessary for driving change
  • Sharpen the mental and emotional toughness to make strategic, lasting change
  • Execute the right changes and deal with any disruptions they might cause
  • Sustain and manage your company’s new-found momentum

Change is already happening all around you—to products, to organizations, to entire industries. Eventually, it will happen to your company, whether from outside forces or your own initiative.

You’ve always had the ability to institute positive change in your company. Now, with Running the Gauntlet, you have the inspiration and knowledge to make it happen and take control of it—instead of letting it control you.

 

 

Praise for Running the Gauntlet

“If the shoe fits, wear it! Jeff’s advice fits any hard-charging business owner and leader.”
—Tony Hsieh, New York Times bestselling author of Delivering Happiness and CEO, Zappos.com

“I’ve seen a lot of sharks, and Hayzlett’s advice comes like a Hammerhead. He can smell blood from a mile away, so when Hayzlett jumps in big waters, some sharks have to jump out.”
—Daymond John, founder and CEO, FUBU, and star of ABC’s business show Shark Tank

“If Jeff were a wine, it would be strong, sassy, and bold – just like his savvy business advice. This is a wine you want to open again and again.”
—Gary Vaynerchuk, co-founder, Vaynermedia.com

Running the Gauntlet just played the Trump Card. This book is terrific!”
—Ivanka Trump, EVP Trump Organization

“It’s time someone grabs you (and your business) by the shirt collar and shakes you! Strap on your chaps—business celebrity Jeff Hayzlett is going to take you on a rough-and-tumble ride that just might change the life of your business forever. Muster the courage and buy this book!”
—Darren Hardy, Publisher, SUCCESS magazine, and bestselling author of The Compound Effect

 

 

Book Review

  1. American Chronicle, Jan1, 2012

 

 

Publicity

  1. Yahoo! Finance  ran a detail profile of the authors Jeffrey W. Hayzlett and Jim Eber.
  2. Article: Marketing Predictions for 2012 by Jeffrey W. Hayzlett on Huffington Post, Jan 2, 2012
  3. American Marketing Association published the inteview with Jeffrey W. Hayzlett in their January edition, Pg 18 -21
  4. Jeffrey W. Hayzlett’s interview on MSNBC-TV’s “Your Business”,  Jan 8, 2012. Pls click HERE to watch.
  5. Forbes.com ran a interview with Jeffrey W. Hayzlett on Jan 11, 2012. To read, pls click HERE

 

 

About the Author

Jeffrey Hayzlett is the author of the bestselling business book The Mirror Test, a former Fortune 100 C-Suite Executive, and a leading business expert. Jeffrey has made multiple media appearances on Fox Business, MSNBC’s Your Business, and NBC’s Celebrity Apprentice with Donald Trump. From small business to international corporations, he puts his extraordinary entrepreneurial skills and creativity into play, launching ventures blending his leadership perspectives, insights into professional development, mass marketing prowess, and affinity for social media.

Jim Eber is a veteran business marketing writer who has worked with many companies and publishing houses. This is his second book with Jeff.

 

 

 

 

Other book you might be interested:

  1. 9780071759137      Managers, Can You Hear Me Now

 

 

Our Authors Rank Among World’s Most Influencing Business Thinkers November 28, 2011

Posted by McGraw-Hill Education (Asia) in Business, Economics, Finance, Health, Highlights, Human Resource Management, Investment, Leadership, Management & Organization, Press Release.
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Congratulations to our authors on the Thinkers50 list 2011!

 

About the Thinkers50

The definitive global ranking of management thinkers is published every two years. The 2009 winner was CK Prahalad. The ranking is based on voting at the Thinkers50 website and input from a team of advisers led by Stuart Crainer and Des Dearlove. The Thinkers50 has ten established criteria by which thinkers are evaluated — originality of ideas; practicality of ideas; presentation style; written communication; loyalty of followers; business sense; international outlook; rigor of research; impact of ideas and the elusive guru factor.

 

 

Clayton M. Christensen, #1 in the Thinkers50 ranking and Winner of  2011 Thinkers50 Innovation Award. Watch the Interview on Thinkers50

Clayton M. Christensen is the Kim B. Clark Professor of Business Administration at Harvard Business School, and is widely regarded as one of the world’s foremost experts on innovation and growth.

Christensen is the bestselling author of a number of books: his seminal work, The Innovator’s Dilemma (1997) which received the Global Business Book Award for the best business book of the year; The Innovator’s Solution (2003); Seeing What’s Next (2004); Disrupting Class (2008) looks at the root causes of why schools struggle and offers solutions; The Innovator’s Prescription (2009) examines how to fix the US healthcare system; The Innovators’ DNA (2011); and The Innovative University (2011).

Christensen and his writings have won a number of awards, including five McKinsey Awards for articles published in theHarvard Business Review.

Christensen became a faculty member at the Harvard Business School in 1992, and was awarded a full professorship with tenure in 1998, becoming the first professor in the school’s modern history to achieve tenure at such an accelerated pace.

In 2000, Christensen founded Innosight, a consulting firm that uses his theories to help companies create new growth businesses. Christensen is also the founder of Innosight Institute, a non-profit think tank whose mission is to apply his theories to vexing societal problems such as healthcare and education.

Christensen has advised the executives of many of the world’s major corporations. They generate tens of billions of dollars in revenues every year from product and service innovations that were inspired by his research.

 

 

Marshall Goldsmith, #7 in the Thinkers50 ranking and Winner of 2011 Thinkers50 Leadership Award. Watch the Interview on Thinkers50.

Marshall Goldsmith is one of the world’s leading executive coaches. He was a pioneer of the 360-degree feedback technique. His success is built on a no-nonsense approach to leaders and leadership and a Buddhist philosophy.

Over the years, Goldsmith has maintained a prodigious output as author, co-author, and editor, of more than 30 books. These include The Leader of the Future (co-edited with Frances Hesselbein and Richard Beckhard, 1996), which has been translated into 25 languages, AMA Handbook of Leadership (co-edited with John Baldoni , Sarah McArthur, 2010), and What Got You Here Won’t Get You There in Sales: How Successful Salespeople Take it to the Next Level (co-edited with Bill Hawkins, Don Brown, 2011) 

The follow-up was MOJO: How to Get It, How to Keep It, and How to Get It Back If You Lose It (with Mark Reiter, 2010). Our Mojo is “the moment when we do something that’s purposeful, powerful, and positive and the rest of the world recognizes it”. It is influenced by four factors, identity, achievement, reputation and acceptance.

Goldsmith’s own Mojo seems indefatigable. He originally got into the executive coaching business by accident. A CEO of a large organization mentioned an employee that he didn’t think lived the organization’s values, and Goldsmith offered to help on a no improvement, no fee basis. It worked.

For Goldsmith, executive coaching is not a brief interaction. Instead it is a longer-term commitment to work with an executive and their team, to find out how that person is viewed and provide feedback, which can be worked into a coaching program.

A partner in Marshall Goldsmith Group, a group of top-rank executive and management coaches, Goldsmith focuses on three things “teaching, coaching and writing.” A long time Buddhist, Goldsmith tries, where possible, to use Buddha’s teachings in his work.

Goldsmith received his MBA from Indiana University and his doctorate from UCLA. Between 1976 and 2000 he was assistant professor and associate dean in the business college of Loyola Marymount College, Los Angeles. Since then he has taught executive education at Dartmouth College’s Tuck Business School and other leading universities.

 

 

Don Tapscott, #9 in the Thinkers50 ranking and shortlisted for 2011 Thinkers50 Global Village Award and 2011 Thinkers50 Book Award. Watch the Interview on Thinkers50.com.

Don Tapscott is an adjunct professor of management at the Rotman School of Management at the University of Toronto and is one of the world’s leading authorities on innovation, media, globalization and the economic and social impact of technology on business and society.

The author or co-author of 14 books, Tapscott wrote the 1992 best seller Paradigm Shift. His 1995 book The Digital Economy examined the transformational nature of the Internet and in 1997 he defined the Net Generation and the “digital divide” in Growing Up Digital. His 2000 work, Digital Capital, introduced the idea of “the business web.” He wrote The Naked Corporation (2002); and Grown Up Digital (2009). Wikinomics: How Mass Collaboration Changes Everything was the best selling management book in America in 2007.

The Economist called his newest work Macrowikinomics: Rebooting Business and the World a “Schumpeterian story of creative destruction,” and the Huffington Post said it’s “nothing less than a game plan to fix a broken world.”

When he is not being a cyber-guru you might find Tapscott playing keyboards in Toronto-based band Men in Suits.

 

 

Lynda Gratton, #12 in the Thinkers50 ranking. Watch the Interview on Thinkers50.

Lynda Gratton is professor of management practice at London Business School, where she teaches both executives and MBA students. She is considered a leading authority on people in organizations, and the future of work. In 2009 she launched the ‘Future of Work’ research consortium, which has now engaged executives from more than 50 companies around the world.

Gratton is perhaps best known for her work on collaborative working. In her 2007 book Hot Spots she introduced the idea of “organizational hot spots” – areas of highly engaged and innovative activity within organizations.

Gratton argues that we are moving from a business world based on competition to one that is based on collaboration and shared purpose.

Gratton has written seven books, including: Living Strategy: Putting People at the Heart of Corporate Purpose, (2000), The Democratic Enterprise; (2003); Hot Spots (2007); Glow: How you can Radiate Energy Innovation and Success (2010), which focused on how individuals can create their own hot spots; and, most recently, The Shift: The future of work is already here(2011).

 

 

Richard D’Aveni, #21 in the Thinkers50 ranking and Shortlisted for 2011 Thinkers50 Strategy Award. Watch the Interview on Thinkers50.com.

Richard D’Aveni is professor of strategic management at the Tuck Business School at Dartmouth University. An expert on competitive strategy, and winner of the prestigious A.T. Kearney Award for outstanding research in general management by the Academy of Management, D’Aveni is probably best known for the concept of hyper-competition, a term he coined in the early 1990s.

His 1994 book Hyper-competition was described by Fortune magazine as “a modern-day analogue to The Art of War.” In it, D’Aveni presciently envisaged a world where sustainable advantage was no longer possible. He developed this idea inHyper-competitive Rivalries (1995); and then in Strategic Supremacy (2001), he demonstrated how companies could achieve supremacy in a hyper-competitive world.

In Beating the Commodity Trap: How Smart Companies Out-maneuver their Rivals to Win the Price War (2010), D’Aveni looked at how firms can turn commoditization to their advantage. In his forthcoming book Strategic Capitalism, he addresses the competitive clash of nations, arguing that China and America are competing on different models of capitalism.

 

 

David Ulrich, #23 in the Thinkers50 ranking.

Dave Ulrich is a professor at the Stephen M. Ross School of Business, at the University of Michigan. Ulrich’s work covers the spectrum organization topics such as leadership, talent, human resources, culture, coaching, and change. He has helped many leaders build their personal and organization leadership brand, HR departments and professionals deliver value, and organizations align their culture with customer expectations (e.g., he and a team of colleagues helped GE and the then-CEO Jack Welch to design the bureaucracy cutting Workout program).

With a prodigious output of HR, leadership, and organization related publications to his name, Ulrich is the co-author of 23 books. These include HR books (Human Resource ChampionsHR Value PropositionHR TransformationHR Competencies; leadership books (Why the Bottom Line ISN’T!Leadership Code, Leadership Brand, Leadership in AsiaAsian Leadership) and organization books (Boundaryless OrganizationLearning OrganizationGE Workout)

In his latest book The Why of Work: How Great Leaders Build Abundant Organizations That Win (2011), Ulrich, with his psychologist wife Wendy, examines people’s motivation for working and what they get out of work.

 

 

 

Henry Mintzberg, #30 in the Thinkers50 ranking and shortlisted for 2011 Thinkers50 Strategy Award. Read his Interview on Thinkers50.

Henry Mintzberg is Cleghorn Professor of Management Studies, at the Desautels Faculty of Management, McGill University in Montreal. His work has focused on the work of the manager, and how managers are trained and developed.

The author or co-author of 15 books, Mintzberg is, perhaps, best known for his work on organizational forms – identifying five types of organization: simple structure; machine bureaucracy; professional bureaucracy; the divisionalized form; and the adhocracy. He is also credited with advancing the idea of emergent strategy – the idea that effective strategy emerges from conversations within an organization rather than being imposed from on high.

Cheerfully contrarian, Mintzberg is a long time critic of traditional MBA programs. In his first book, The Nature of Managerial Work (1973) challenged the established thinking about the role of the manager, and is one of the few books that actually examine what managers do, rather than discussing what they should do. Other highlights include The Rise and Fall of Strategic Planning (1994); Managers not MBAs (2004), and Managing (2009).

 

 

Subir Chowdhury, #50 in the Thinkers50 ranking.

Subir Chowdhury is chairman and CEO of ASI Consulting Group and a globally respected quality expert and strategist. He advises CEOs and senior leaders of Fortune 100 companies as well as organizations in the public, private and not-for profit sectors all over the world, helping them make quality a part of their business culture.

Tagged the “The Quality Prophet,” by Business Week, Chowdhury is the author of the international bestseller The Power of Six Sigma: An Inspiring Tale of How Six Sigma is Transforming the Way We Work (2001), (translated into more than 20 languages), and 12 other business titles. His Design for Six Sigma (2002) is the first book on the topic and credited with popularizing the DFSS philosophy worldwide.

His book The Ice Cream Maker (2005) is a business novella about Pete and the ice cream factory he manages; in which he introduces the next generation management system – LEO – Listen, Enrich and Optimize. The book follows Pete as he improves his business by applying LEO principles; this bestselling book was distributed to every member of the US Congress.

Chowdhury’s latest book is The Power of LEO: The Revolutionary Process for Achieving Extraordinary Results (2011).

 

 

For more information about the Thinkers50 and the complete list, please visit: http://www.thinkers50.com/results/2011

 

 

 

 

 

 

 

 

 

 

 

  
 

Communicate with Confidence October 21, 2011

Posted by McGraw-Hill Education (Asia) in Management & Organization.
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Communicate with ConfidenceCommunicate with Confidence, Revised and Expanded Edition
How to Say it Right the First Time and Every Time

Authors: Dianna Booher
ISBN: 9780071770132 / 0071770135
©2012 | 2nd Edition | 512 pages | Paperback
Pub Date: DEC-11
Price: US$ 22.00
Learn More

Make your meaning clear, send the right signal, and never miscommunicate again

What do you do when a client calls while you’re having lunch with another client? How do you stand out with a persuasive message in a sea of social media? Is tweeting every two minutes aggressive, intrusive, smart, or just friendly?

For learning the art of effective communication, there’s no better resource than the business communication classic Communicate With Confidence. Retaining all the information that has made has made this a business communication classic, the second edition is updated to include new rules for conveying a message clearly, politely, and confidently via videoconferencing, teleconferencing, social media sites, and mobile phones.

 

 

Praise for Communicate with Confidence

Communicate with Confidence! is . . . the clearest, most comprehensive, and most credible guide to persuasive and authentic communication available today. Dianna Booher is the master of her message and her medium. . . . After you’ve read it once, I’m confident you’ll be consulting it frequently. Do not hesitate. Read it today, and put it to use immediately.”
—Jim Kouzes, coauthor of The Leadership Challenge and Credibility, and The Dean’s Executive Fellow of Leadership, Leavey School of Business, Santa Clara University

Communicate with Confidence! is the best communication book I have seen.”
—Ken Blanchard, coauthor of The One Minute Manager® and Full Steam Ahead!

“Fully 85 percent of your success in life is contained in your ability to communicate effectively with other people. Communicate with Confidence! is full of proven, practical ways to get your point across quickly and stand out in every conversation. This book should be read and re-read over and over again!”
—Brian Tracy, bestselling author of How the Best Leaders Lead, Goals!, and Eat That Frog

“Dianna Booher produced a tremendous resource with the first edition of this book—but I’m confident this new version will be a classic. Well-organized, practical, comprehensive advice.”
—Harvey Mackay, author of the #1 New York Times bestseller Swim with the Sharks without Being Eaten Alive

 

 

About the Author

Dianna Booher is CEO of Booher Consultants, a global performance improvement firm that helps organizations increase profitability and market share through more effective communication. She is the bestselling author of several books, including Communicate with Confidence, Speak with Confidence, and The Voice of Authority.

 

 

Other books you might be interested:

  1. 9780070066069      Communicate With Confidence
  2. 9780071486699      The Voice of Authority     
  3. 9780071549882      The Confident Leader
  4. 9780071743266      The New Articulate Executive

What Would Steve Jobs Do? October 18, 2011

Posted by McGraw-Hill Education (Asia) in Highlights, Management & Organization.
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Think Different and WinWhat Would Steve Jobs Do?
Think Different and Win

Author: Peter Sander
ISBN: 9780071792745 / 0071792740
©2012 | 1st Edition | 240 pages | Hardback
Pub Date: DEC-11
Price: US$ 22.00
Learn More

Lead and succeed like the world’s greatest business innovator

When it comes to Steve Jobs, everyone from business journalists to the average iPod owner asks the same question: “How did he do it?”

Anyone facing practical business challenges on a daily basis, though, reframes the question to “What would Steve Jobs do?

Finally, someone answers the question in a way that gives business owners and managers something to work with. What Would Steve Jobs Do? breaks down Jobs’s genius into six manageable parts, which you can use to face today’s toughest business challenges and transform your company into an Apple-style industry leader.

Learn how Jobs viewed the customer. Find out how he built Apple’s culture. Discover his pioneering approaches to marketing, branding, team building, and leading.

Running a successful business today is tougher than it has been in generations—if not ever. No one understood this better than Steve Jobs. He is gone, but his legacy of business creativity and innovation is unparalleled. Surmount every challenge that comes your way and take your business to new heights using these lessons from the greatest innovator of our time.

 

 

About the Author

Peter Sander (Granite Bay, CA) is an author, researcher, and consultant in the fields of business, personal finance and location reference. He has written or collaborated on twenty seven books, including The 100 Best Technology Stocks You Can Buy 2012, The Innovation Playbook, The Dentsu Way, Value Investing for Dummies, The 100 Best Stocks You Can Buy 2012, 101 Things Every American Should Know About Economics, and the Cities Ranked & Rated series. He is also the author of numerous articles and columns on investment strategies. He worked for 21 years as a marketing program manager for a major Silicon Valley tech firm and has an MBA from Indiana University.

 

 

Other books you might be interested:

  1. 9780071636087     The Presentation Secrets of Steve Jobs
  2. 9780071748759     The Innovation Secrets of Steve Jobs

 

 

 

 

 

 

 

 

 

 

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