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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.

 

 

 

 

 

 

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

 

 

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

 

 

 

 

 

 

 

 

 

 

 

  
 

Brainfruit November 17, 2011

Posted by McGraw-Hill Education (Asia) in Entrepreneurship, Highlights.
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Turning Creative into Cash

Brainfruit
Turning Creative into Cash

Authors: Hugh Mason, Mark Chong
ISBN: 9780071324953 / 007132495X
©2012 | 1st Edition | 340 pages | Paperback
Pub Date: NOV-11
Price: US$ 20.00
Table of Contents

  

Now is a time of great opportunity for creative people who have some understanding of business. We are more connected than ever. The Internet has brought East and West closer. Wherever we are, whatever we do, we are all on the same map. Brainfruit is the essential travel guide for anyone setting out to try and make money from their ideas.

  • You might be a recent graduate of a creative course. This book shows how you can get paid.
  • You might work in someone else’s creative business. This book can help explain what that business needs to succeed or how it might feel to set up on your own.
  • You could be one of the many ideas people who find themselves running a business, almost by accident. This book will help you clarify your plans and show you what lies ahead.

Brainfruit is packed with inspiring stories of people who have succeeded in turning creativity into cash. Insight exercises after each part in this book will help you understand yourself and the business potential of your ideas. The book includes free access to an online community and resources.

 

 

About the Authors

Hugh Mason is a serial entrepreneur, investor and mentor. He trained with the British Broadcasting Corporation (BBC) before setting up a successful TV production business. Today Hugh works with a wide variety of marketing, media and technology enterprises to help their owners create, build and realise value.

 

Mark Chong is an associate professor of corporate communication (practice) at Singapore Management University. Prior to academia, he worked for several years as a corporate and marketing communication executive in Asia.

 

 

Brainfruit – How Ideas People from East to West turn Creativity into Cash

 

 

 

 

 

 

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

 

 

 

 

 

 

 

 

 

 

Up Your Sales in a Down Market October 18, 2011

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20 Strategies From Top Performing Salespeople to Win Over Cautious CustomersUp Your Sales in a Down Market
20 Strategies From Top Performing Salespeople to Win Over Cautious Customers

Author: Ron Volper
ISBN: 9781601631794 / 1601631790
©2012 | 1st Edition | 224 pages | Paperback
Pub Date: NOV-11
Price: US$ 15.99

These are tough times, and even seasoned sales pros are feeling the pain of an unpredictable economy. Cautious customers are taking longer to make their buying decisions and switching providers at the drop of a hat. Dr. Ron Volper’s new book, Up Your Sales in a Down Market, has arrived just in time.
 
As a successful entrepreneur and sales executive with three decades in business, Ron has written an easy-to-follow, hands-on guide that will help sales rookies, struggling reps, and even top performing salespeople boost their company’s revenues faster than they thought possible.
 
Based on extensive field research with the best-of-the-best sales pros, this jam-packed book offers 20 clearly defined selling strategies, plus hundreds of examples and sample dialogs that teach salespeople and sales managers exactly how to:
  • Win over cautious customers even in a down market
  • Overcome customer fears and objections so they are ready to buy
  • Avoid and bounce back from a sales slump
  • Prepare and present business presentations that close more and bigger sales
  • Lead and train sales teams based on the winning habits of top-performing salespeople

 

 

About the Author

Ron Volper, PhD, is a leading authority on business development. He has been interviewed on national television programs, including Bloomberg Television, MSNBC, and CNBC. As managing partner of the Ron Volper Group he has advised 90 Fortune 500 Companies (including General Electric, Exxon Mobil, Coca-Cola, and JPMorgan Chase) and many mid-sized companies on how to increase sales, and has trained more than 30,000 salespeople and executives over the past 25 years.
 
Ron is also an Adjunct Faculty member at New York University and a sought-after speaker who has presented his ideas on business development to audiences throughout the world. He and his wife live in Larchmont, New York.
 
 
 
 

 

30 Days to Online PR & Marketing Success October 18, 2011

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Twitter, Facebook, LinkedIn, Blog30 Days to Online PR & Marketing Success
The 30 Day Results Guide to Making the Most of Twitter, Facebook, LinkedIn, and Blogging to Grab Headlines and Get Clients

Author: Gail Z. Martin
ISBN: 9781601631800 / 1601631804
©2012 | 1st Edition | 192 pages | Paperback
Pub Date: NOV-11
Price: US$ 13.99

Google and the Internet have changed how the PR game is played—and created an explosion of blogs, Websites, and social media platforms with an insatiable need for news. Small companies can create global visibility for their products on a pennies-a-day budget with online PR and Internet marketing—If they know the tricks of the trade.
 
Using a unique Rule of 30™approach, 30 Days to Online PR and Marketing Success helps busy business owners see results fast. Thirty short chapters are packed with real-world tips and proven techniques to create online PR and marketing campaigns that drive traffic to your site and buyers to your products.You’ll quickly and easily learn how to:
  • Use online PR and keywords to climb to the top of search-engine rankings
  • Reach reporters and consumers with hot news and information
  • Blend online PR and Internet marketing to reach millions of targeted prospects on a small budget
 Looking for rapid online marketing results on a shoestring budget? 30 Days to Online PR & Marketing Success is for you.
 
 
 
 
 
About the Author
 
Gail Martin is a marketing expert, international speaker, and the owner of DreamSpinner Communications. She helps small and start-up businesses, consultants, coaches, authors, and solo professionals get better marketing results in just 30 days. Martin is also the author of 30 Days to Social Media Success and The Thrifty Author’s Guide to Launching Your Book. More information is available at www.GailMartinMarketing.com
 
 
 
 
 
 
 
 

What Works on Wall Street October 7, 2011

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Best-Performing Investment StrategiesWhat Works on Wall Street
The Classic Guide to the Best-Performing Investment Strategies of All Time

Author: James O’Shaughnessy
ISBN: 9780071625760 / 0071625763
©2012 | 4th Edition | 720 pages | Hardback
Pub Date: NOV-11
Price: US$ 45.00
Learn More | O’Shaughnessy Asset Management

The classic stock investing guide—updated to provide the newest, most innovative strategies

 Recent history has witnessed one of the worst stock market beatings ever. As a result, abysmal returns are being called “the new normal,” financial “experts” are ringing the death knell of buy-and-hold, and investors’ faith in equities has hit an all-time low. You have two choices. You can abandon the stock market based on what is happening today. Or you can invest today based on what will happen in the future.

Containing all new data, What Works on Wall Street, Fourth Edition, is the only investing guide that lets you see today’s market in its proper context— as part of the historical ebb and flow of the stock market. And when you see the data, you’ll see there is no argument: Stocks work.

Now in its second decade of helping investors succeed with stocks, What Works on Wall Street continues to provide the most effective investing strategies, presenting incontrovertible data on what works and what doesn’t. Updated with current statistics and brand-new features, What Works on Wall Streetoffers data on almost 90 years of market performance, including: 

  • Stocks ranked by market capitalization
  • Price-to-earnings ratios
  • EBITDA to enterprise value
  • Price-to-cash flow, -sales, and -book ratios
  • Dividend, buyback, and shareholder yields
  • One-year earnings-per-share percentage changes

Providing you with unparalleled insights into stock performance going back to 1926, What Works on Wall Street is a refreshingly calming, objective view of a subject that is usually wrapped in drama, hyperbole, and opinions that are plain wrong.

This comprehensive guide provides the objective facts and winning strategies you need; all you have to do is make the decision to ignore the so-called market experts and rely on the long-proven approach that has made What Works on Wall Street an investing classic.

 

 

Praises for What Works on Wall Street

“O’Shaughnessy’s conclusion that some strategies do produce consistently strong results while others underperform could shake up the investment business.”
Barron’s

What Works on Wall Street is indisputably a major contribution to empirical research on the behavior of common stocks in the United States. . . . Conceivably, the influence of What Works on Wall Street will prove immense.”
The Financial Analysts’ Journal

“O’Shaughnessy’s latest, What Works on Wall Street, is a serious inquiry into the investment strategies that stand up under long-term scrutiny and is refreshing research for every investor.”
Stocks and Commodities

 

 

About the Author

James O’Shaughnessy (Stamford, CT) is Chairman and CEO of O’Shaughnessy Asset Management. He previously served as Portfolio Manager, Director of Systematic Equity, and Senior Managing Director for Bear Stearns. O’Shaughnessy is the author of the bestseller What Works on Wall Street, How to Retire Rich, Invest Like the Best, and Predicting the Markets of Tomorrow: A Contrarian Investment Strategy for the Next Twenty Years.

 

 

Publicity

  1. Seeking Alpha featured What Works on Wall Street (4th Edition) by James P. O’Shaughness on December 02; they call it “a bible for investment strategies.” To read the full article, click HERE

  2. Interview on CNBC-TV’s “Fast Money”, and a follow-up article on CNBC Blog, November 14

  3. Articles on Theguruinvestor.com
    - New Data On “What Works On Wall Street”, November 25
    - Which Value Metric Offers The Most Value?, December 01

  4. Podcast on Thedisciplinedinvestor.com, November 20

  5. Q&A on Globe and Mail, November 17

  6. Article “Getting the most out of equities” by James P. O’Shaughnessy on Investment News, December 04

  7. James P. O’Shaughnessy’s video on Forbes.com. CLICK HERE to watch.
  8. James P. O’Shaughnessy wrote an article on Wall Street Journal’s Financial Adviser Blog. To Read, Please click HERE

 

 

 

 

Book Review

  1. USABookNews.com, October 28

  2. NewJerseyNewsroom.com, November 09

  3. Seeking Alpha, November 16

  4. Reading the Market, November 16

  5. CXO Advisory, November 25

 

 

Other books you might be interested:

  1. 9780071494700     Stocks for the Long Run
  2. 9780071592536      Security Analysis
  3. 9780071614139       How to Make Money in Stocks

 

 

 

Prosper September 15, 2011

Posted by McGraw-Hill Education (Asia) in Management & Organization.
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Create the Life You Really Want Prosper
Create the Life You Really Want

Authors: Ethan Willis, Randy Garn
ISBN: 9781609940706 / 1609940709
©2011 | 1st Edition | 168 pages | Paperback
Pub Date: OCT-11
Price: US$ 15.95
Learn More

Many people assume prosperity only means wealth or luxury, but true prosperity is something more. It’s about defining your own version of success not your parents’ or your boss’s or your friend’s or the media’s one that works specifically for you. It’s about striking the right, sustainable balance between work, wealth, and lifestyle.

Ethan Willis and Randy Garn, founders of Prosper, the largest provider of individual coaching for personal finance and entrepreneurship in the US. explain how to achieve true prosperity through three steps. First, they help you define it in detail: what does your happy life look, feel, smell, sound and taste like? Arm yourself with your own personal vision of success that paints a clear picture of the life you want to lead. Then, they show you how to find it. How much money do you need to live your version of a truly happy life? They show how to begin by focusing on what you have, not on what you do not, you’ll be surprised what you find. Discover how to leverage your passions, experience, and expertise to generate the income you require. And then you have to live it: stay true to that picture and sustain it. Don’t get distracted by the lure of accumulating wealth if it means sacrificing your true vision of prosperity. Once you have achieved this balance you will have found your Prosperity Zone.

 

 

About the Authors

Ethan Willisis the CEO of Prosper and has been recognized as Entrepreneur of the Year by Ernst and Young in 2005 and as one of the Top 100 Entrepreneurs by Vspring. His work in the field of entrepreneurship has been featured in such media as BusinessWeek, USA Today, and CNBC. He is coauthor of the #1 New York Times Business bestselling book The One Minute Entrepreneur with his friend and mentor Ken Blanchard.

Randy Garn is one of the founding members of Prosper and serves as the organization’s Executive Vice-President for New Business Development. He previously served as the company’s president for more than seven years, overseeing the business during the beginning phases of the company’s growth. He was awarded Entrepreneur of the Year by Ernst and Young in 2005.

 

 

Prosper: Create the Life Your Really Want
 
 
 

 

 

 

 

(more…)

The Customer Experience Edge September 13, 2011

Posted by McGraw-Hill Education (Asia) in Management & Organization.
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Customer Experience The Customer Experience Edge
Technology and Techniques for Delivering an Enduring, Profitable and Positive Experience to Your Customers

Authors: Reza Soudagar, Vinay Iyer, Volker Hildebrand
ISBN: 9780071786973 / 007178697X
©2012 | 1st Edition | 320 pages | Hardback
Pub Date: OCT-11
Prices: US$ 30.00
Learn More

Globalization and advanced technologies have given ever greater power to the person who decides if your business will succeed or fail—the customer. Whether your company serves consumers or other businesses, you can no longer compete on price and quality alone. To gain profits and market share, you have to deliver an experience that makes customers want to come back—and that sets you apart from the competition. You need to seize The Customer Experience Edge.

Drawing on over sixty years of experience in shaping customer centric strategies and technologies for leading companies, three innovators bring you practical and proven ways to create your customer experience programs and overall business strategies. The key is to strike a balance between programs that are effective but prohibitively expensive and programs that fail to dedicate enough resources to be effective. In the middle ground lie the tools that everyone overlooks—foundational and disruptive technologies. These are the authors’ main fields of expertise, and these are what make the customer experience profitable.

The Customer Experience Edgeexplains how to combine strategy, leadership, organizational change, and technology to:

  • Develop products and services that are highly valued by customers
  • Form bonds that keep clients from turning to competitors
  • Transform customers into your best advocates

It’s a new world of business, and customers are keenly aware that their loyalty is valuable currency. The Customer Experience Edge gives you a cost-effective, sustainable way to provide an unforgettable experience that builds loyalty and turns it into real, measurable profits.

 

 

Endorsement

“This excellent book makes it quite clear that your business has to focus on customer experience for 21st-century business success. It’s more than refreshing to read the multiple case studies and well thought out approach and to hear the experienced voices of these authors. You’ve spent way too much time reading this endorsement. Read the book instead. It’s so worth it.”
—Paul Greenberg, author of CRM at the Speed of Light

“To differentiate yourself and delight your customers, you must manage your customers’ experience with your goods or services, and your company. This invaluable book will show you why you must do this, and how to do it well.”
—Henry Chesbrough, author of Open Innovation and Professor at the Haas School of Business, University of California Berkeley

“Technology advances are raising the human expectation of what an experience with a company can and should be. Finally, a book has been written that combines behavioral psychological, micro-economic, and technological considerations defining the customer experience edge.”
—Paul D’Alessandro, Partner, PricewaterhouseCoopers

“As we move from Customer Experience 1.0 to Customer Experience 2.0, organizations and practitioners need a solid blueprint for success. Reza, Vinay, and Volker have created a clear and concise guide based on global best practices and proven principles. If you are ready to transform your organization, start by reading this book.”
—Lior Arussy, President, Strativity Group, and author of Customer Experience Strategy

The Customer Experience Edge is an excellent book to gain insights on how to leverage customer experience as a competitive advantage. The case studies serve as recipes that can be added to, modified, or simply baked into business plans to improve or deliver an exceptional customer experience.”
—Deb Dexter, Customer Service Director, Cardinal Health

 

 

About the Authors

Reza Soudagar (Palo Alta, CA) has more than 18 years of experience in business consulting, software development, and implementation of customer relationship management (CRM) solutions. A manager in SAP’s CRM division, he previously developed technology strategies for clients of Accenture and Oracle. Soudagar also held a key role in the creation of Oracle’s CRM suite.

Vinay Iyer (Palo Alta, CA) has 20 years of experience as an electrical engineer, software developer, and marketer. He has developed hardware and software to help manufacturers improve operations and was a primary force behind the development of customer relationship management software for one of the leading enterprise applications vendors. He currently is the vice president for global marketing for SAP.

Dr. Volker G. Hildebrand (Palo Alta, CA) is a senior executive of the global enterprise software provider SAP with 20 years of experience in customer relationship management (CRM). He has been an instructor and pioneering researcher on how to optimize the relationship between a customer and its suppliers and has served as a CRM consultant for various large international companies. Dr. Hildebrand is the author of several books and more than 100 articles on CRM.

 

 

Other book you might be interested:

  1. 9780071408677     What Customers Want

 

 

 

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