The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality.
Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of Solution Selling®_this business-building resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The Solution-Centric Organization takes managers step by step through:
Sales Performance Health Check_presents a methodology for assessing where systemic factors have a negative impact on overall sales performance, featuring objective assessment criteria for each of 26 performance areas and numerous templates and tools for understanding customer problems and needs
Designed to help organizations capitalize on the realities of 21st century business, this essential management guide contains clear starting points for moving a company to the powerful solution-centric model, plus practical benchmarks for measuring the success of the transformation.
Authoritative and easy to use, The Solution-Centric Organization equips forward-looking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solution-centric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.
Customer Reviews:
...and I thought the first two books were good..........2007-09-05
...but "The Solution Centric Organization" is amazing. With a pointed message that sales is about getting your entire organization aligned around solutions, Eades and Kear clearly communicate more than the "what" and the "why"--they drill into the "how". With a far clearer writing style than the first "Solutions" books, the authors discern between solutions and 'pseudo-solutions'. The last part of the book gives easy to use tools to ascertain specific areas to improve and it describes ways to begin to get the organization aligned.
"The Solution-Centric Organization" will impact our company more than any business book I've read.
What works & WHY..........2006-08-01
Eades & Kear take The New Solution Selling to a higher level with the application of the principles throughout the enterprise. They examine the interactions and roles of the different departments (HR, Marketing, Compensation, Management, Service, and more) in a detailed yet concise analysis and application of their proper organizational involvement and accountabilities in a solution-centric organization.
If you have ever been curoius to know either where your roadblocks internally have been or why they exist and how to correct them then you really should make this book a priority. It is a must read for leaders of organizations in the midst of transforming their salesforce and more importantly company from product-focused to client-focused.
Book Description
As a middle manager, you are a key player responsible for delivering organizational results. You hold the title of manager, director, or even vice president. You manage a staff, budgets, operational processes, and support senior management's strategic initiatives. Yet, until now, there was no distinct system that addresses corporate execution from your unique perspective. H.I.M.M.-an acronym for High Impact Middle Management-explains how to manage the unique challenges and responsibilities of middle management, including:
Strategic goals that seem to contradict one another, for example: "cut overhead costs" and "reduce turnover of high performers"
H.I.M.M., a one-of-a-kind work that redefines the role of middle manager, gets you results-even in the most high-pressure work situations.
Customer Reviews:
Foundation for Middle Managers.......2005-10-19
Some of you may know of Lisa Haneberg from her blog called Management Craft. If you are a regular reader of that blog, you will find that her book called High Impact Middle Management (H.I.M.M.) elaborates on many of her ideas.
She focuses her book on middle management, sort of the middle child of an organization. When it comes to books on management, they tend to focus either on the line supervisor or executive management. This is really the first book that covers all of those areas yet applies it directly to this group.
In her book, she covers strategy (H.I.M.M. Playbook), organizational improvement, bottleneck identification/resolution, performance management and coaching. Each of these areas doesn't get into absolutely everything you need to know in these areas, but is a overall good starting place to cover these topics. I found myself wanting Lisa to dive more into the details, but to do so would have made the book too large. She does a great job at the end of her book in recommending other books to gain more knowledge. Lisa ends up giving just the right amount of detail to help the middle manager, and leaves the book at a good size (240 pages in a larger print) that you can get through and digest the material quickly.
I particular enjoyed the chapter called "Mucky Muck Obstructions - Navigating the Corporate Obstacle Course". She covers such things as miscommunicating, hidden agendas, alliances, and other aspects of a dysfunctional organization and shows you how to identify and work through each of these.
I enjoyed the book so much that I have decided to use it for my managers as part of their ongoing training. I found that everything in the book is in agreement to my views on management, and it provides me a way to ensure that the other managers have a similiar foundation. Lisa's book establishes that foundation.
A Good Read!.......2005-04-18
If you're in middle management or aspire to be, Lisa Haneberg's book is a must read. It is practicality incarnate. Haneberg helpfully explains specific ways to be more productive and offers techniques to help your employees become focused, fulfilled and fruitful. Her energetic book codifies the steps you should take to grow into middle management, shine and advance to upper management. Along the way, you'll learn how to improve your organization, identify trouble spots and implement changes in your corporate culture. We can envision this book as a part of a college management curriculum or of any firm's ongoing middle management development program. It's practical, lively and thorough. If you want to be sure you've got a good grip on management from the middle, read on.
Lots of practical advice for veterans and newbies alike.......2005-02-20
First things first: I love this book and it's going into my regular reference shelf. But it took me a little while to really get into it.
First, there's the title. I mean, there's a certain stigma attached to the phrase "middle management." Reminds me of the boss from the movie Office Space. And once you've got an unhealthy notion of middle management as bumblers or control freaks, you become very reluctant to self-identify with that group.
Next, the first couple of chapters are slow going. Once you press on, though, you realize that the author was just setting the stage for what's to come.
If you make it over those two roadblocks, you ought to find great value in H.I.M.M. (I know, that's awkward, too). The book is divided into 14 chapters in five parts, which I'll paraphrase here:
1) The role of middle management
2) Performance planning and results management
3) Structure and time
4) Performance optimization and leadership
5) Fine tuning yourself
6) Appendix-not really a formal part of the book, but this section contains a wonderful selection of reference information.
In addition to solid advice from the field, the book contains liberal doses of lists, diagrams and personal anecdotes that all help structure the ideas the author is trying to convey. Also, our old management friend the Pareto Principle (80/20 rule) makes frequent appearances throughout the book
I marked up the book pretty liberally, especially in later chapters. The author presents some great ideas for better management performance that really hit home for me. Among these were the H.I.M.M Playbook. Haneberg parallels management with sports and offers up a customized version of a management playbook (templates available at haneberg-management.com), which ought to be reviewed daily. I've been successful in getting my team to use a wiki on a regular basis, and it occurred to me that the playbook would be right at home there-this is a takeaway that I'll be using immediately.
She also invents a new management phrase that's sure to take the business world by storm: "mucky muck." Mucky muck is exactly what it sounds like. All the junk that prevents managers from being effective or moving ahead. She outlines sixteen (!) variations of mucky muck to keep an eye on. The ones that hit closest to home for me were "undiscussables" "learned helplessness" and "contradictory information." All of which you can probably understand just by their titles. She also offers up eleven techniques for navigating mucky muck. My favorites among these are #4: Over communicating, inclusion and follow-up; #9: Get organized; and #10: Lighten up!
Chapter eight offered a good beginners overview of the Theory of Constraints. Haneberg didn't delve too deeply into TOC, but she did give it an appropriate amount of space in the book, considering its importance in modern management practice. And she gave a nice tip of the hat to Eli Goldratt along the way.
Chapter nine was most intimidating and challenging to me personally. This chapter went over time management and offered a very comprehensive format for a formal time audit. I'm afraid to even try filling this out, but I know I'll reap rewards from doing so.
Chapter twelve and thirteen addressed the issues surrounding coaching others and being coached ourselves. This was probably the section of the book that I was personally least familiar with, so I greatly appreciated the insights, especially with respect to coaching others.
I was a little disappointed with the final chapter, which was titled Putting It All Together For Maximum Managerial Flow. While it adequately referenced the rest of the book and H.I.M.M. system, it just seemed too short and abrupt an ending (that's probably a testament to the quality of information throughout the book). I would liked to have seen a more comprehensive outline of a "typical" manager's week. Where the various bits of information would come into play as the manager moved throughout her day.
Overall, High Impact Middle Management is a great book. I'd recommend it to both new and experienced managers alike, since the contents are both broad and deep enough for both groups.
Insightful and Practical.......2005-02-15
This is a very readable and practical guide to making the most of management responsibilities. There's great stuff in here on everything from managing performance to busting through bottlenecks. I found the chapters on using the principles to optimize individual performace extremely helpful.
Pick it up. It'll pay for itself in no time.
If You're a Manager, You Need to Read this Book.......2005-02-11
There are many good books on management, but this author gets management. You'll learn how to get the best from yourself and those who work for you. It's an easy read and you can put it to work immediately.
Book Description
In Organizational Behavior: Solutions for Management, Paul Sweeney and Dean McFarlin have identified 4 key management skills areas that act as building blocks for successful behavior in management. These skills are: self-insight/perceptual skills; ability to inspire/motivate/lead; ability to analyze situations; and personal flexibility/adaptability. The authors also feel strongly that successful management of organizational behavior rests on the problem-solving process; in fact, the 4 skills listed above enable managers to use this process to deal with the “people problems” they face more effectively. If nothing else, studying what organizational behavior has to offer as a field should help a person figure out his/her strengths and weaknesses.
Book Description
"Written by a very successful leader, problem solver and negotiator, the book combines a strong rationale for its practices, well delineated practical strategies, and vignettes from Glaser's extensive background that provides the reader with a clear understanding of how to become a truly collaborative leader."
Pat Wolfe, Education Consultant
Mind Matters, Inc.
Use the power of collaboration to solve problems and resolve conflicts!
Any group has the potential for mistrust, suspicion, and rancor, and so effective leadership involves developing attitudes that guide groups to recognize and work through conflict in order to maximize the potential for collaboration.
Leading Through Collaboration offers practical guidance to leaders encountering conflict in their organizations. Based on years of experience that includes work as an organizational consultant and a superintendent, author John Glaser describes and applies a more effective means of solving problems through the creation of alignment and shared leadership. Part One of this accessible guide presents a framework for understanding the fundamental attitudes that are necessary for success in addressing conflict and change in an organization, while Part Two provides an essential set of problem-solving skills that can make successful collaboration a reality.
This easy-to-use resource will help group members:
- Establish a sense of shared commitment and common goals
- Build higher levels of trust and understanding
- Develop an approach to leadership that responds effectively to changing circumstances
- Understand each other’s needs and perspectives
- Set aside differences and work together for the greater good
In successful group interactions participants build on each other’s ideas, interests, and perspectives to develop a unity of purpose and a creative synergy that maximizes success. Learn to cultivate this powerful dynamic to create a community aligned around a common vision.
Customer Reviews:
Excellent book for leaders.......2005-02-03
Leading Through Collaboration is loaded with practical tools to help any leader deal more effectively with conflict. The book is not just theory; it is loaded with real examples from the author's wealth of experience. He writes about how effective collaboration requires both attitudes and skills and he helps readers develop both. I've mediated over 1,500 employment disputes and this is one of the best books I've seen on facilitating collaborative problem solving. I strongly recommend it.
Average customer rating:
- This is a great new manager's reference book!
- This Book of Wisdom Goes Beyond Business
- At last a new, fresh approach!
- The number ONE book on Leadership
- Excellent! Never leave my office without it.
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Breakthrough! The Problem-solving Advantage: Everything You Need to Start a Solution Revolution
Debbe Kennedy
Manufacturer: Leadership Solutions Publishing
ProductGroup: Book
Binding: Hardcover
 Workplace
| Organizational Behavior
| Business & Investing
| Subjects
| Books
Decision-Making & Problem Solving
| Management & Leadership
| Business & Investing
| Subjects
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Leadership
| Management & Leadership
| Business & Investing
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Management
| Management & Leadership
| Business & Investing
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ASIN: 0965767795 |
Customer Reviews:
This is a great new manager's reference book!.......2002-02-24
This book and set of tools has been very helpful to me as a new manager. I find myself referring to the book often and I've used the cards to get my team involved.
It worked! I've realized that breaking through isn't always a big idea. It's just trusting yourself enough to think it through and try something new.
This Book of Wisdom Goes Beyond Business.......1998-09-15
Breakthrough! provides universal gems of wisdom that I have applied to more than business issues. This unique system has helped me cut through the immobilizing mental ruminations in solving other life dilemmas. I have found it to be an effective tool for proceeding forward with my personal and career goals and, as a nutritionist, in helping my clients work through an eating or exercise roadblock.
Linda L. Prout, M.S., The Claremont Resort and Spa Nutritionist
At last a new, fresh approach!.......1998-07-01
This book says in a few words, what others never say from cover to cover. Solutions to major business problems are simplified with the step-by-step approach presented. Kennedy's simple, concisely stated management solutions apply whether one's view is up or down the corporate ladder. The messages in Breakthrough are so simple they seem obvious. But don't be fooled; that's Kennedy's genius, not yours. YOU discover the solutions to the greatest management problems today. Her methods suddenly become yours as you read on through the book. Breakthrough will not only change your approach to management problems, it will change your entire mentality on the subject.
As I read the book, I had a problem concentrating on the written text. My mind kept leaving to apply Kennedy's solutions to my everyday corporate life. Suddenly the problems were defined, and better yet, the solutions in sight. Why isn't Breakthrough required reading at all corporate levels? I LIKED THIS BOOK!
The number ONE book on Leadership.......1998-06-13
This is an amazing and profoundly important first book that has insights into almost every perplexing managment dilemma that is in business today.
The author has come up the ranks of major companies and successfully worked start ups. Her personal and professional issues and solutions lodge in the mind as few recent books have ever been able to do. The book is an amazing adventure that is both inspired and original...what more can one say?
Excellent! Never leave my office without it........1998-06-08
I've been using BREAKTHROUGH! for several months and have found it to be one of the most useful and practical business book I've ever purchased. I make sure I have it in my briefcase whenever I leave the office for a meeting. If you're looking for a personal coach that you can keep with you at all times, this is the book. An easy to apply, jump start for problem solving.
Average customer rating:
- Very useful book, well written
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The Partnering Solution: A Powerful Strategy For Managers, Professionals, And Employees At All Levels
William C. Ronco , and
Jean S. Ronco
Manufacturer: Career Press
ProductGroup: Book
Binding: Paperback
Communications
| Skills
| Business & Investing
| Subjects
| Books
General
| Organizational Behavior
| Business & Investing
| Subjects
| Books
Workplace
| Organizational Behavior
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| Books
Human Resources & Personnel Management
| Industries & Professions
| Business & Investing
| Subjects
| Books
Leadership
| Management & Leadership
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
Systems & Planning
| Management & Leadership
| Business & Investing
| Subjects
| Books
Productivity
| Industrial, Manufacturing & Operational Systems
| Engineering
| Professional & Technical
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| Books
Organizational Behavior
| Business Management
| Professional & Technical
| Subjects
| Books
ASIN: 1564147894 |
Book Description
The Partnering Solution shows employees and managers at every level how to work together, with a clear method, cutting-edge strategies, and practical tools. It is the first book to show readers how to achieve lasting results in a broad range of applications. Its methods will work equally well for large corporations and professional firms, universities and small groups, outsourcing and strategic alliances, government and voluntary associations.
Customer Reviews:
Very useful book, well written.......2007-04-12
This is a great book. It literally saved our IT department, increasing our partnering effectiveness and preventing our company from outsourcing us. I bought it for everyone in the department, and we used it, chapter by chapter, to make our improvements. Two members of the department have started using the book with non-profit groups they work with, improving communications inside the organizations. I like the book because it's practical, smart and a very good read, too, one of the few management books I've read that's actually written well. The 13th chapter, "Death By Outsouring," is funny and informative.
Average customer rating:
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High-Impact Training Solutions: Top Issues Troubling Trainers
Manufacturer: Quorum Books
ProductGroup: Book
Binding: Hardcover
General
| Organizational Behavior
| Business & Investing
| Subjects
| Books
General
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
Vocational Guidance
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| Books
Human Resources & Personnel Management
| Industries & Professions
| Business & Investing
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Management
| Management & Leadership
| Business & Investing
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| Books
Training
| Management & Leadership
| Business & Investing
| Subjects
| Books
Organizational Behavior
| Business Management
| Professional & Technical
| Subjects
| Books
ASIN: 1567204465 |
Book Description
Training and development professionals are faced with a host of responsibilities and goals that can be met only if they integrate the latest thinking in the field with their own experience and thereby develop a new arsenal of skills and knowledge. The contributors to this volume, all of whom have extensive professional, consulting, and/or research experience in the training field, thoroughly examine the leading training issues by speaking straightforwardly to the training practitioner. These issues include the strategic linkage of training to business objectives, the determination of training needs, transfer of training, training technologies, holistic training and development, and the multiple roles of the professional trainer. The contributors provide the training and development professional with pertinent frameworks, revealing examples and real-life cases, specific recommendations, and various application ideas. References are provided throughout to support key findings, to point the reader toward the most promising and relevant training research, and to provide a comprehensive resource base that would be a valuable addition to any trainer's personal library. In addition to external and internal training professionals, students and instructors of human resource management, instructional systems technology, and industrial/organizational psychology will benefit from the contributors' insights.
Average customer rating:
- Lacking Direction
- Are you ready to go to the heart of NLP....?
- Intellectually sloppy, lacking in substance
- A marvellous book for business leaders.
- Neither fish nor flesh ...
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Nlp Solutions: How to Model What Works in Business to Make It Work for You (People Skills for Professionals)
Sue Knight
Manufacturer: Nicholas Brealey
ProductGroup: Book
Binding: Paperback
General
| Organizational Behavior
| Business & Investing
| Subjects
| Books
Organizational Learning
| Organizational Behavior
| Business & Investing
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General
| Business & Investing
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Human Resources & Personnel Management
| Industries & Professions
| Business & Investing
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Management
| Management & Leadership
| Business & Investing
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Training
| Management & Leadership
| Business & Investing
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General
| Psychology & Counseling
| Health, Mind & Body
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Organizational Behavior
| Business Management
| Professional & Technical
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Similar Items:
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Introducing Neuro-Linguistic Programming: Psychological Skills for Understanding and Influencing People
ASIN: 185788227X |
Book Description
Following up on the stunning success of her previous bestseller, NLP at Work , internationally acclaimed trainer, speaker, and consultant Sue Knight fills a major gap for a practical, real-world guide to making NLP (neuro-linguistic programming) work in business today. In her characteristically clear, jargon-free, and reader-friendly style, Knight has written the most comprehensive fieldbook to what is truly the heart of NLP: how any organization can achieve excellence by modeling companies and individuals who have achieved success by being true to who they are.
Customer Reviews:
Lacking Direction.......2002-04-29
It is not that I didn't like this book, as I always find tidbits of information in most books I read. As far as NLP books go, this one swims through some fresh ideas though never reaching shore. It is suppose to cover how to model what works in business, though I doubt I could model one after reading this book with out getting lots of additional information elsewhere
Are you ready to go to the heart of NLP....?.......2001-04-10
Are you ready to go beyond the basic skills to the heart of NLP and learn how to model? In reading NLP Solutions Sue Knight guides you on a journey of discovery. Sue brings to life the fascinating experience of how you too can become aware of the difference that makes the difference in successful businesses today. NLP Solutions is accessible, well written and jargon free. Sue offers real insights into how successful organisations have translated the concepts that many of us have learnt in our training and applied them to the real needs facing many businesses today e.g. High-performance Coaching, Personal Selling Skills and Managing and Improving the Relationships. Sue shares her discoveries of patterns of experience and behaviours in ways that are easily understood, encouraging you to think about your own patterns and choices. By reading NLP Solutions you will quickly grasp what already works in other businesses today. Prepare to have your own learning accelerated and your confidence raised in knowing how you can expand on the models presented to create exceptional performance in your own life and the business in which you work.
Intellectually sloppy, lacking in substance.......2001-03-14
No citations, no references, few concrete recommendations or techniques...just one big warm and fuzzy "sell job" on NLP. A weak, weak book.
A marvellous book for business leaders........2000-07-10
Most business leaders are acutely aware that the quality of their leadership is increasingly crucial, not just in strategic terms but as role models of excellence for every member of their team. Leading edge organisations of the future will be those so called 'Learning Organisations' where every member is organically adding increasing value to the business daily. And if you really want to know how to get there, this book captures it beautifully. Sue explains how NLP is currently being applied in organisations in many different ways and contexts and with exceptional results. She does this with amazing ease and pragmatism despite the fact that she is describing a revolution in the development of our organisations. If you want to know how to make giant leaps in the development of your leadership, your people and your business, this is a must.
Neither fish nor flesh ..........2000-06-14
Ought to make it clear that I bought this book in order to help me advance my business career, and I have a technical background. People with different backgrounds will probably form different impressions...
There are a lot of good ideas held in this book, and modelling can certainly help you be successful in a lot of areas but...if you are looking for an outsiders or layperson's guide to the subject, this ain't it. On the one hand, it didn't have the level of intellectual rigour to make you sit back and think "ah - what a good idea, I can see that" - on the other hand it didn't seem to give you practical tips of the kind that make you more effective at work straight-away. For the tecnically minded trying to make it in business - try "How to Win friends and Influence People" and "Influence - the Psychology of Persuasion" and leave this on the shelf. If it's NLP that interests you, there are a lot of better books than this.
Average customer rating:
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Quick Skills: Managing Change (Quick Skills)
Career Solutions Training Group
Manufacturer: South-Western Educational Pub
ProductGroup: Book
Binding: Paperback
General
| Organizational Behavior
| Business & Investing
| Subjects
| Books
General
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
Guides
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
Vocational Guidance
| Job Hunting & Careers
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
General
| Skills
| Business & Investing
| Subjects
| Books
Organizational Behavior
| Business Management
| Professional & Technical
| Subjects
| Books
All Titles
| Qualifying Textbooks - Fall 2007
| Stores
| Books
Business & Investing
| Qualifying Textbooks - Fall 2007
| Stores
| Books
Professional
| Qualifying Textbooks - Fall 2007
| Stores
| Books
ASIN: 053869839X |
Book Description
This book enhances the reader's opportunity for career success by targeting fundamental skills. Managing Change will provide foundations for effectively handling the unpleasantness of change.Covering topics such as resistance to change, the politics of change and organizational/personal change, this is the perfect reference for the experienced professional, those re-entering the workforce and those beginning their careers.
Book Description
"Rules for Visionary Leaders" is packed with practical techniques that will stretch a managers' definition of leadership as they improve their ability to motivate, build group consensus, and develop a dedicated, high-functioning team. These short, quick-to-read chapters contain entertaining stories that give life to the relevant lessons Ben provides. Ben Saltzman shows how personal development can walk hand-in-hand with business success.
Books:
- The Strategy-Focused Organization: How Balanced Scorecard Companies Thrive in the New Business Environment
- The Toyota Product Development System: Integrating People, Process And Technology
- The Ultimate Question: Driving Good Profits and True Growth
- Total Construction Project Management
- Tropical Modern
- What Is the World Made Of? All About Solids, Liquids, and Gases (Let's-Read-and-Find-Out Science, Stage 2)
- When Bad Things Happen to Good People
- Wooden
- Your Career: How to Make it Happen (with CD-ROM)
- Z.B.A.: Zen of Business Administration - How Zen Practice Can Transform Your Work And Your Life
Books Index
Books Home
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The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell
The Solution Selling Fieldbook
Solution Selling: Creating Buyers in Difficult Selling Markets
ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle
CustomerCentric Selling
