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Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success.This book will inspire you to:Understand your customer's buying centerIntegrate your sales and marketing operationsAssess your business cycle and its impact on your sales forceTransition away from solution salesLeverage the power of micromarketsIntroduce tiebreaker selling and consensus sellingMotivate your sales force properlyThis collection of articles includes "e;Major Sales: Who Really Does the Buying,"e; by Thomas V. Bonoma; "e;Ending the War Between Sales and Marketing,"e; by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "e;Match Your Sales Force Structure to Your Business Life Cycle,"e; by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "e;The End of Solution Sales,"e; by Brent Adamson, Matthew Dixon, and Nicholas Toman; "e;Selling into Micromarkets,"e; by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "e;Dismantling the Sales Machine,"e; by Brent Adamson, Matthew Dixon, and Nicholas Toman; "e;Tiebreaker Selling,"e; by James C. Anderson, James A. Narus, and Marc Wouters; "e;Making the Consensus Sale,"e; by Karl Schmidt, Brent Adamson, and Anna Bird; "e;The Right Way to Use Compensation,"e; by Mark Roberge; "e;How to Really Motivate Salespeople,"e; by Doug J. Chung; and "e;Getting Beyond 'Show Me the Money,'"e; an interview with Andris Zoltners by Daniel McGinn.

This handy pocketbook looks at the reasons for non-assertive behaviour and the differences between assertive, aggressive and passive behaviour. It contains advice on how to overcome self-defeating beliefs and how to deal with recurring problems. "e;Will appeal to anyone in human resources or management training. It is successful in keeping jargon to a minimum without loss of precision. The concepts are immediately relevant, and each page will offer you a new idea, a new skill or a new way to look at a situation."e;Louise Campbell, Associate Director, Human Resources, Societe Generale Australia Ltd. "e;This pocketbook provides at a glance the skills required for a lifetime."e;Tracey Luscombe, Human Resource Manager, Manchester Unity Friendly Society in NSW

Does it seem like you never have enough time to get everything done? Keeping on top of your tasks, deadlines, and work schedule can be daunting. Managing Time quickly walks you through the basics. You'll learn to:Assess how you spend your time nowPrioritize your tasksPlan the right time to work on each oneAvoid procrastination and interruptionsDon't have much time? Get up to speed fast on the most essential business skills with HBR's 20-Minute Manager series. Whether you need a crash course or a brief refresher, each book in the series is a concise, practical primer that will help you brush up on a key management topic. Advice you can quickly read and apply, for ambitious professionals and aspiring executives--from the most trusted source in business. Also available as an ebook.

Dynamics 365 Finance and Supply Chain Management delivers the infrastructure to allow businesses to achieve growth and make better decisions using scalable and contemporary ERP system tools. With more than 100 practical, self-contained tutorials, this book helps you to create and extend real-world solutions using Dynamics 365 Finance and ...

The nonprofit sector has changed in fundamental ways in recent decades. As the sector has grown in scope and size, both domestically and internationally, the boundaries between for-profit, governmental, and charitable organizations have become intertwined. Nonprofits are increasingly challenged on their roles in mitigating or exacerbating inequality. And debates flare over the role of voluntary organizations in democratic and autocratic societies alike. The Nonprofit Sector takes up these concerns and offers a cutting-edge empirical and theoretical assessment of the state of the field.This book, now in its third edition, brings together leading researchers-economists, historians, philosophers, political scientists, and sociologists along with scholars from communication, education, law, management, and policy schools-to investigate the impact of associational life. Chapters consider the history of the nonprofit sector and of philanthropy; the politics of the public sphere; governance, mission, and engagement; access and inclusion; and global perspectives on nonprofit organizations. Across this comprehensive range of topics, The Nonprofit Sector makes an essential contribution to the study of civil society.

A brilliant guide for product managers - updated with new ways to think about customers, markets, products, and business models, where business transformation is the watchword!The Product Manager's Survival Guide has been helping product managers master their craft since its original publication. But six years has virtually transformed the way businesses plan, create, and manage their products, and this brand-new edition brings readers fully up to date to compete in the digital world.Steven Haines spent a full year conducting research, both in Silicon Valley and across the globe to learn what makes companies achieve success through the effective deployment of product management, and the cultivation of product managers. This new edition draws upon that knowledge and shows even the most traditional companies how to compete in the digital age. The Product Manager's Survival Guide, Second Edition includes:.NEW tools to assess product management acumen.NEW methodologies and tools for assessing and improving product strategy.NEW and updated chapters on people, processes, and products that create unique customer experiences.NEW ways to think about phased and agile product development

'The Values Compass takes us into the hearts, minds, and traditions of the cultures and people of the world. It demonstrates how interconnected we are and how the divisions that exist between us stem from narrow self-interest rather than concern for the good of our human family. I hope that the book will contribute to making our world a happier place.' The Dalai Lama 'The Values Compass is a fresh, engaging and eye-opening guide to understanding ourselves and others in the most profound and practical ways.' Deepak Chopra Every day, whether we acknowledge it or not, we make decisions based on what we believe in. The choices, challenges, or opportunities facing us - and how we engage with them - in politics, family, relationships, work, and play reveal something important about our character, desires, and personality to ourselves and to others. When those values align and are shared by a single population, they have the power to transform a nation and teach the world valuable lessons about success. In The Values Compass, Mandeep Rai explores this concept by taking 101 distinct countries and identifying a single key value in each that is represented throughout its history, geography, and culture in the hope that we may find a way to incorporate those values into our own lives. From India's 'faith' to Vietnam's 'resilience', Argentina's 'passion' to Singapore's 'order', Australia's 'mateship' to Uganda's 'heritage' and from Malta's 'community' to Sri Lanka's 'joy', we may all find something of ourselves in others and succeed together as a result. This is an insightful and readable collection of profiles that open our eyes to the world around us, and in turn help us reflect on which values matter, last, and have the power to create change.

The future will be increasingly distributed. As the publicity surrounding Bitcoin and blockchain has shown, distributed technology and business models are gaining popularity. Yet the disruptive potential of this technology is often obscured by hype and misconception. This detailed guide distills the complex, fast moving ideas behind blockchain into an easily digestible reference manual, showing what's really going on under the hood.Finance and technology pros will learn how a blockchain works as they explore the evolution and current state of the technology, including the functions of cryptocurrencies and smart contracts. This book is for anyone evaluating whether to invest time in the cryptocurrency and blockchain industry. Go beyond buzzwords and see what the technology really has to offer.Learn why Bitcoin was fundamentally important in blockchain's birthExplore altcoin and alternative blockchain projects to understand what's possibleUnderstand the challenges of scaling and forking a blockchainLearn what Ethereum and other blockchains offerExamine emerging business uses for blockchain beyond cryptocurrencyDiscover where the future lies in this exciting new technology

Forecast geopolitics and markets with this clear and insightful resource.Geopolitical Alpha - An Investment Framework for Predicting the Future provides readers with an original and compelling approach to forecasting the future and beating the markets while doing so. Persuasively written by author, investment strategist, and geopolitical analyst Marko Papic, the book applies a novel framework for making sense of the cacophony of geopolitical risks with the eye towards generating investment-relevant insights.Geopolitical Alpha posits that investors should ignore the media-hyped narratives, insights from "smoke-filled rooms," and most of their political consultants and, instead, focus exclusively on the measurable, material constraints facing policymakers. In the tug-of-war between policymaker preferences and their constraints, the latter always win out in the end. Papic uses a wealth of examples from the past decade to illustrate how one can use his constraint-framework to generate Geopolitical Alpha. In the process, the book discusses:* What paradigm shifts will drive investment returns over the next decade* Why investment and corporate professionals can no longer treat geopolitics as an exogenous risk* How to ignore the media and focus on what drives market narratives that generate returnsPerfect for investors, C-suite executives, and investment professionals, Geopolitical Alpha belongs on the shelf of anyone interested in the intersection of geopolitics, economics, and finance.

In this book . . . Nicolas Vandeput hacks his way through the maze of quantitative supply chain optimizations. This book illustrates how the quantitative optimization of 21st century supply chains should be crafted and executed. . . . Vandeput is at the forefront of a new and better way of doing supply chains, and thanks to a richly illustrated book, where every single situation gets its own illustrating code snippet, so could you. --Joannes Vermorel, CEO, Lokad Inventory Optimization argues that mathematical inventory models can only take us so far with supply chain management. In order to optimize inventory policies, we have to use probabilistic simulations. The book explains how to implement these models and simulations step-by-step, starting from simple deterministic ones to complex multi-echelon optimization. The first two parts of the book discuss classical mathematical models, their limitations and assumptions, and a quick but effective introduction to Python is provided. Part 3 contains more advanced models that will allow you to optimize your profits, estimate your lost sales and use advanced demand distributions. It also provides an explanation of how you can optimize a multi-echelon supply chain based on a simple-yet powerful-framework. Part 4 discusses inventory optimization thanks to simulations under custom discrete demand probability functions. Inventory managers, demand planners and academics interested in gaining cost-effective solutions will benefit from the "do-it-yourself" examples and Python programs included in each chapter. Events around the book Link to a De Gruyter Online Event in which the author Nicolas Vandeput together with Stefan de Kok, supply chain innovator and CEO of Wahupa; Koen Cobbaert, Director in the S&O Industry practice of PwC Belgium; Bram Desmet, professor of operations & supply chain at the Vlerick Business School in Ghent; and Karl-Eric Devaux, Planning Consultant, Hatmill, discuss about models for inventory optimization.The event will be moderated by Eric Wilson, Director of Thought Leadership for Institute of Business Forecasting (IBF):https://youtu.be/565fDQMJEEg

Leading the Workforce of the Future mandates new levels of self-awareness. As the workplace evolves in the direction of innovation, digitalization, and rapid change, leaders must follow suit in order to remain relevant and engaging to this multigenerational workforce.This book provides concrete advice and best practices on how to engage and retain top talent. It addresses several areas to focus on to future proof yourself and your business.In this book you will discover strategies to: Become the leader your team needs you to be. Accelerate talent development. Reshape your culture. Reskill your workforce. Create an innovation mindset. Succeed with purpose.The future is no longer some far-off destination; it is already here. Don't be caught off guard!

In his much-anticipated memoir, The Company I Keep: My Life in Beauty, Chairman Emeritus and former CEO of The Estée Lauder Companies Leonard A. Lauder shares the business and life lessons he learned as well as the adventures he had while helping transform the mom-and-pop business his mother founded in 1946 in the family kitchen into the beloved brand and ultimately into the iconic global prestige beauty company it is today.In its infancy in the 1940s and 50s, the company comprised a handful of products, sold under a single brand in just a few prestigious department stores across the United States. Today, The Estée Lauder Companies constitutes one of the world’s leading manufacturers and marketers of prestige skin care, makeup, fragrance and hair care products. It comprises more than 25 brands, whose products are sold in over 150 countries and territories. This growth and success was led by Leonard A. Lauder, Estée Lauder’s oldest son, who envisioned and effected this expansion during a remarkable 60-year tenure, including leading the company as CEO and Chairman.In this captivating personal account complete with great stories as only he can tell them, Mr. Lauder, now known as The Estée Lauder Companies’ “Chief Teaching Officer,” reflects on his childhood, growing up during the Great Depression, the vibrant decades of the post-World War II boom, and his work growing the company into the beauty powerhouse it is today.  Mr. Lauder pays loving tribute to his mother Estée Lauder, its eponymous founder, and to the employees of the company, both past and present, while sharing inside stories about the company, including tales of cutthroat rivalry with Charles Revson of Revlon and others. The book offers keen insights on honing ambition, leveraging success, learning from mistakes, and growing an international company in an age of economic turbulence, uncertainty, and fierce competition.

Authored by world renowned activist and environmental leader Vandana Shiva, Reclaiming the Commons presents the history of the struggle to defend biodiversity and traditional practices against corporate biopiracy and details efforts to realize legal rights for Mother Earth and achieve the vision of the universal commons and Earth as Family.

Quality Function Deployment is an effective tool to help organisations to become more competitive by designing their products and services to satisfy customers' requirements. This book is precise and direct and focuses on the key issues in building the House of Quality otherwise known as Quality Function Deployment.

Tap into the wisdom of experts to learn what every engineering manager should know. With 97 short and extremely useful tips for engineering managers, you'll discover new approaches to old problems, pick up road-tested best practices, and hone your management skills through sound advice.Managing people is hard, and the industry as a whole is bad at it. Many managers lack the experience, training, tools, texts, and frameworks to do it well. From mentoring interns to working in senior management, this book will take you through the stages of management and provide actionable advice on how to approach the obstacles youll encounter as a technical manager.A few of the 97 things you should know:"e;Three Ways to Be the Manager Your Report Needs"e; by Duretti Hirpa"e;The First Two Questions to Ask When Your Team Is Struggling"e; by Cate Huston"e;Fire Them!"e; by Mike Fisher"e;The 5 Whys of Organizational Design"e; by Kellan Elliott-McCrea"e;Career Conversations"e; by Raquel Vlez"e;Using 6-Page Documents to Close Decisions"e; by Ian Nowland"e;Ground Rules in Meetings"e; by Lara Hogan

Intermediate user level

Ben Horowitz, a leading venture capitalist, modern management expert, and New York Times bestselling author combines lessons both from history and modern organisational practice with practical and often surprising advice to help us build cultures that can weather both good and bad times.The times and circumstances in which people were raised often shape them - yet a few leaders have managed to shape their times. In this follow-up to the bestselling business classic The Hard Thing About Hard Things, Ben Horowitz turns his attention to a question crucial to every organisation: How do you create and sustain the culture you want? This book is a journey through cultures ancient to modern, spotlighting models of leadership and culture-building from the samurai to prison gangs. Along the way, it answers fundamental questions: Who are we? How do people talk about us when we're not around? How do we treat our customers? Can we be trusted? Because who you are is not the values you list on the wall. It's not what you say in a company-wide meeting. It's not your marketing campaign. It's not even what you believe. Who you are is what you do. This book will help you do the things needed to become the kind of leader you want to be - and others want to follow.

Build an HR strategy that leverages the potential of digital transformation and new technologies to improve employee and business performance.