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  • Image of What the Customer Wants You to Know
    Image of What the Customer Wants You to Know

    How Everybody Needs to Think Differently About Sales

    by Ram Charan

    More than ever these days, the sales process tends to be a war about price. But there's a better way to think about sales, says best-selling author Ram Charan. Charan defines this new approach to selling as value creation selling (VCS), which he says is radical but nonetheless practical. VCS differentiates you from the competition, paving the way to better pricing, better margins and higher revenue growth built on win-win relationships that deepen over time.

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  • Image of The Solutions Focus
    Image of The Solutions Focus

    Making Coaching and Change Simple

    by Mark McKergow, Paul Z. Jackson

    Businesses waste precious time and energies attempting to solve problems. Organizations that adopt the Solutions Focus, write Jackson and McKergow, can do a better job of moving the workforce toward the best possible future and away from the finger pointing and blame game of the problem approach. The key is to focus on solutions not problems, the future not the past, and what to do as opposed to who to blame. In other words, instead of fixing problems, find what works and do more of it. A method

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  • Image of Primal Leadership
    Image of Primal Leadership

    Realizing the Power of Emotional Intelligence

    by Annie McKee, Richard Boyatzis, Daniel Goleman

    Great leaders move us. They ignite our passion and inspire the best in us. When we try to explain why they are so effective, we speak of strategy, vision, or powerful ideas. But the reality is much more primal, according to Goleman, Boyatzis and McKee: Great leadership works through the emotions. The authors, experts in the concept of emotional intelligence (EI), describe what managers and executives must do to become emotionally intelligent leaders ‘using EI competencies such as empathy...

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