I've been selling professionally since 1973, and in the sales training and development business for more than 36 years. I founded Objective Management Group, the world’s leading provider of sales force evaluations and sales candidate assessments, and we have data on 2.2 million salespeople. OMG measures 21 Sales Core Competencies, so that’s around 250 findings on 2.2 million salespeople or close to 500 million data points! I've personally trained and coached tens of thousands of salespeople, sales managers, and sales leaders and I have published nearly 2,000 articles on my multi-award-winning blog, Understanding the Sales Force. I was installed in the Sales & Marketing Hall of Fame in 2013.
Larry Levine has written one of the only sales books on how to be authentic when selling and his book resonates with people who don’t want to sound like a salesperson. But there is so much more to Larry’s book than permission and instructions on being true to yourself. Larry’s personal experiences are a big part of the book and you’ll want to read the stories that Larry shares because they truly resonate!
Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don’t work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales goals. Social media is a great place to develop those relationships that lead to sales and Larry teaches you how to do in a natural way. Let Larry Levine show you how not to only be yourself, but your best self and succeed!…
I am a self-taught guy, having started in my first job at IBM Oslo, when I was 18 years old, as punched card machine operator, and plug-board ‘programmer'. I did night studies in sociology/philosophy for 10 years at University of Oslo. I read about 30 books a year, and I’m 82 in 2023. I have spent most of my career as an independent international consultant to corporations and governments, while building up my ideas of useful methods to solve problems. In retirement, I love to spread my ideas, and learn more. I also write about 5 new books a year, when at my Oslofjord Summer cabin. They're all digital and free or free samples.
From my notes after I read it, “Great content and organization. Triggered me to write and plan a 2022 Book.”
There was specific practical content like removing vacation policy, removing travel and expenses policy. An opening the books, which showed the practices behind the no rules idea, and their consequent results in the business. As a consultant, these give me a tool for discussion with clients. What if you did the same?
Again a great leader, and successful businessperson, using persistence and imagination to deal with the forces against change.
Hard work is irrelevant. Be radically honest. Adequate performance gets a generous severance. And never, ever try to please your boss.
These are some of the ground rules if you work at Netflix. They are part of a unique cultural experiment that explains how the company has transformed itself at lightning speed from a DVD mail order service into a streaming superpower - with 125 million fervent subscribers and a market capitalisation bigger than Disney.
Finally Reed Hastings, Netflix Chairman and CEO, is sharing the secrets that have revolutionised the entertainment and tech industries. With INSEAD business school professor Erin…
On Jan 30, 2013, I was sacked for "insubordination." No notice, no severance. My bosses threatened the other employees with dismissal if they talked to me. I'd been at the company for decades, rising from entry level to the executive team; after years of striving, it was a devastating blow. Once I picked myself up, I realized I’d leaned in so far, I’d toppled over. So I set off on a new path. Today, I have a master’s degree in Eastern classics, four leadership books, and one historical novel, and I’m committed to helping high achievers—women, especially—find their own paths to happy success: paths beyond “lean in.”
I’m an old corporate-training pro who wrestled for decades with one problem: how to get folks to apply the skills and mindsets we taught, actually altering their behavior on the job.
“Just do it” does not work, for as soon as learners encounter any sort of adversity—an irate customer, difficult conversation, project setback, or plain old lack of time—good intentions fly out the window, entrenched habits fly back in, and the air goes out of the intended change.
Meg Poag’s The Adversity Hack offers a solution. No "mindfulness" platitudes here; just a simple yet effective method for getting out of our own way and leaning into our best selves, especially when the path is rough. (And honestly, when is it not?)
What if you could experience more joy in your life and work through your challenges, so you wouldn’t have to keep repeating the same mistakes over and over again? In The Adversity Hack, CEO and leadership coach Meg Poag shares a powerful and effective personal development tool to help you shed the old beliefs that are holding you back and learn how to work to create real and positive change in your life. The system she introduces, called The Adversity Cycle, shows you how to begin to look at your circumstances with a fresh perspective and find a new way…
I have always tried to be "the best that I
can be'' at anything. These books helped me be the best that I could be
at commercial investment real estate sales...without hype...just good
solid advice.
I have read and re-read possibly dozens of books on selling and cold calling and John Klymshyn is the only author, speaker, and seminar leader that I really align with. He is straightforward about sales while being non-confrontational and non-manipulative.
He also writes with a great deal of humor and insight. I have had dinner with John and some long conversations and the most amazing thing is that John walks the talk and is the real deal.
Want to know how to connect with people in a sales situation and have them feel better for it…read this book!
A sales cycle is a conversation that the sales person manages...and moves forward. --wisdom from a veteran of 250,000 cold calls! And the hardest part of selling is getting that conversation started. Though most sales gurus emphasize the closing process, John Klymshyn says that closing is easy...but setting things up the right way is hard. He offers * practical secrets--how to open the conversation and ensure it travels the right direction * tools for salespeople at any level: CEO, Manager, or frontline newbie * exercises to raise and keep spirits high and practice in keeping one's edge, because maintaining focus…
I am an environmental scientist with over 25 years experience working on climate change and sustainability. 20 of those years were spent working internationally on environmental policy in developing countries, advising the World Bank and the OECD, and being a climate change negotiator in the UN. I am a thought leader who advised the Mary Robinson Foundation – Climate Justice and The Elders Foundation. In 2018 I co-founded my business, Change by Degrees, which works with people and organisations to transform business for good. I am passionate about fairness between people and between people and the planet and enjoy communicating in a hopeful and positive way about the future we can choose.
How to take action on climate change in your everyday life
When it came to climate change, Natalie Isaacs used to think it was someone else's issue. After all, what can one person do to make a difference? Then she cut her electricity bill by 20 per cent and saw how much money and pollution she'd saved.Feeling empowered, she embraced action instead of apathy and changed her life. She has never looked back.
In Every Woman's Guide to Saving the Planet, Natalie shares her journey from from climate bystander to international campaigner. Now the founder and CEO of the globally…
After a career as an HR and learning & development executive at PepsiCo, AOL, and Capital One, I founded Arneson Leadership Consulting to provide coaching, talent management, and leadership development solutions to corporations and non-profit organizations. I have a passion for helping leaders develop to their full potential and believe all leaders have the capacity to learn and grow. But development doesn’t just magically happen – you have to be willing to work at it. Whether it’s taking a course, gathering 360feedback, or reading a best-selling book, the best leaders know they must never stop learning.
This classic by Max De Pree (the former CEO of Herman Miller) looks at leadership as a kind of stewardship, stressing the importance of building relationships, initiating ideas, and creating a lasting value system within an organization. Rather than focusing on the “how” of corporate life, he stresses that leaders need to explain the “why.” He writes that the first responsibility of a leader is to define reality and the last is to say thank you. De Pree offers dozens of memorable leadership anecdotes that will have you wishing you’d worked for him at some point in your career! A wonderful gem of a book, it’s lessons will resonate with any leader who is trying to build a winning culture.
In what has become a bible for the business world, the successful former CEO of Herman Miller, Inc., explores how executives and managers can learn the leadership skills that build a better, more profitable organization.
Leadership Is an Art has long been a must-read not only within the business community but also in professions ranging from academia to medical practices, to the political arena. First published in 1989, the book has sold more than 800,000 copies in hardcover and paperback. This revised edition brings Max De Pree’s timeless words and practical philosophy to a new generation of readers.
Joe Pardavila has produced over ten thousand hours of audio content over the course of his career in podcasting and terrestrial radio. Joe was a radio personality and producer on the legendary New York City radio station, 95.5 PLJ, where he was part of the iconic Scott & Todd in the Morning. He studied sketch and improv comedy at the Upright Citizens Brigade and was a founding member and actor in the New York-based sketch comedy group, Clip Show. He is the codirector, writer, and producer of the award-winning horror satire, The Witches of Bushwick. Currently, he serves as the director of podcasts for Advantage Media Group | Forbes Books.
Business books tend to be stuffy and over technical, but Iger’s book was the model I was going after when writing my own book. Iger shares the hits and misses (but mostly hits) of his time running one of the most prestigious brands the world has ever seen. But even though they’re mostly showbiz and Disney-focused, any human can relate and learn from his stories.
'One of the best business books I've read in years.' BILL GATES THE #1 NEW YORK TIMES BESTSELLER A SUNDAY TIMES BOOK OF THE YEAR 2019 _____________________________
The CEO of Disney, one of Time's most influential people of 2019, shares the ideas and values he embraced to reinvent one of the most beloved companies in the world and inspire the people who bring the magic to life.
Robert Iger became CEO of The Walt Disney Company in 2005, during a difficult time. Morale had deteriorated, competition was intense, and technology was changing faster than at any time in the company's…
I’ve written a couple of books about other subjects, but most of my professional life has been devoted to writing, speaking, and teaching about the South. I’ve been doing it ever since I went north to college and graduate school in the 1960s. My early books and articles were written as a sociologist, mostly for other sociologists, but in the 1970s I started writing what I learned to call “familiar essays” for a more general readership, and lately I’ve been writing about Southern foodways—three books about barbecue (so far), one of them a cookbook. I’ve also written several country songs (only one of them recorded).
This atlas, a beautiful but money-losing coffee table book from the book-publishing arm of Southern Living, appeared just as a new CEO ordered the company’s book people to think of themselves “more in the direct-marketing business, as opposed to being a book publisher.” (This strategy led eventually to How to Cook for Your Man and Still Want to Look at Him Naked.) It was probably treated as a write-off from the beginning and not marketed at all, which is a shame, because it is much more than a handsome ornament for your living room. Three geographers and a historian, all from the University of North Carolina at Charlotte, produced a solidly-researched and profoundly informative work of cartographic excellence, one that repays both casual browsing and close study. (Some used book sites incorrectly show a different cover, but don’t worry about that.)
I'm an executive coach, adjunct faculty at several top-tier business schools, and run a boutique firm consulting firm focused on organizational strategy solutions. My diverse and eclectic background in mergers & acquisitions, organization effectiveness, and strategy execution, coupled with two decades of experience in emerging markets in Asia, the Middle East, and North Africa, helps me grasp challenging people issues. I'm passionate about the topic of leaders as coaches having written several papers and columns. My research, and writing led Penguin to commission my book Coaching: The Secret Code to Uncommon Leadership that, released globally in late 2021 to much acclaim, is recommended by several academics as an essential read for aspiring and experienced managers.
Hit Refresh is such a fascinating tale – its Satya Nadella’s life story – his childhood in India, immigrating to the U.S. and the life lessons learned to lead along the way.
He succinctly and candidly tells the inside story of how a company rediscovered its soul and transformed itself.
My favorite part is how Nadella describes his role at the helm of Microsoft: The C in CEO for Nadella stood for culture. He liked to believe the CEO is the curator of an organization’s culture.
"Anything is possible for a company when its culture is about listening, learning, and harnessing individual passions and talents to the company’s mission. Creating that kind of culture is my chief job as CEO. The culture change I wanted was centred on delivering a growth mindset, to be customer-obsessed, diverse, and inclusive, and working as One Microsoft to get us there."
"At the core, Hit Refresh, is about us humans and the unique quality we call empathy, which will become ever more valuable in a world where the torrent of technology will disrupt the status quo like never before." - Satya Nadella from Hit Refresh
"Satya has charted a course for making the most of the opportunities created by technology while also facing up to the hard questions." - Bill Gates from the Foreword of Hit Refresh
The New York Times bestseller Hit Refresh is about individual change, about the transformation happening inside of Microsoft and the technology that will soon…
During a meeting in Fall 2020, a fellow business owner shared that they were about to lose everything and that no one would help them financially to get over this setback. This struck a chord with me, as I come from North Philadelphia and saw many small business owners struggle and ultimately lose their businesses. Thus, my personal goal is to help 1000 small businesses annually, giving them the gift of time, realizing their vision and mission, and leaving a legacy of prosperity. By supporting small businesses, I hope to make a positive impact on families, friends, and communities, creating a world of successful small business owners.
If you want to improve your leadership presence and ability to command a room, Lions Don’t Need to Roar by D.A. Benton is a must-read.
This book highlights the importance of storytelling as a key component of leadership. Most CEOs are great at telling people stories and using them to convince others to get things done. The book emphasizes that as a leader, you are immediately judged by how you appear, not just by what you say.
After reading this book, you’ll learn how to build a powerful leadership presence that inspires and motivates others.
The woman who made self-presentation an art shows how to use professional presence to stand out, fit in and move ahead. Covers the empowering pause, posture, gestures, and more.
