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5-Minute Selling presents a proven, simple process that can double your sales, even if you don't have time for an elaborate new sales system. When you spend your days scrambling to take orders and resolving customer issues, there is little time for new sales techniques. This book is for you. In 5-Minute Selling, Alex Goldfayn describes how thousands of his clients and workshop attendees have generated dramatic annual sales growth with short bursts of action throughout the day. With three-second efforts throughout the day, you can add 50 to 100% to your sales.The techniques in this book are simple but powerful: You'll learn the power of picking up the phone proactively to call customers and prospects when nothing is wrong, because almost nobody does this. You'll get approaches for offering customers additional products and services-and asking about what else they are buying elsewhere-because almost nobody does this either.You'll also learn about the low-tech but incredibly effective singular impact of the hand-written note In short, 5-Minute Selling is about showing customers and prospects that we care about them more than our competition does with simple, repeated, lightning-fast, high-value, consistent communications.

Leadership accountability is a major issue in organizations around the globe. Research has shown that teams and individual employees are overwhelmingly dissatisfied with the degree of accountability demonstrated by their leaders. Effective teams need responsible and accountable leaders-the solution seems simple. Yet, thousands of businesses are struggling with mediocre performance and widening gaps in leadership. This essential resource provides practical and no-nonsense strategies to transform any organization into a cohesive, highly motivated culture of accountable leaders and fully committed teams.Bestselling author Vince Molinaro shares his proven methods of optimal leadership accountability, providing a step-by-step blueprint for leaders in any organization. Developed from years of experience helping Fortune 500 companies build strong leaders and effective teams, this book will enable you to: build strong leadership accountability, understand why gaps in leadership occur and recognize accountability issues in your own organization, develop an effective strategy to install a culture of accountability and responsibility in your business, and identify and implement organizational practices that encourage accountable leadership throughout your management structure.

An industry-specific guide to the applications of Advanced Analytics and AI to the banking industryArtificial Intelligence (AI) technologies help organizations to get smarter and more effective over time-ultimately responding to, learning from, and interacting with human voices. It is predicted that by 2025, half of all businesses will be using these intelligent, self-learning systems. Across its entire breadth and depth, the banking industry is at the forefront of investigating Advanced Analytics and AI technology for use in a broad range of applications, such as customer analytics and providing wealth advice for clients. AI and the Future of Banking provides new and established banking industry professionals with essential information on the implications of data and analytics on their roles, responsibilities, and personal career development.This accessible guide is designed to be easily understood by any banking professional with limited or no IT background. Chapters focus on practical guidance on the use of analytics to improve operational effectiveness, customer retention, and finance and risk management. Theory and published case studies are clearly explained, while considerations such as operating costs, regulation, and market saturation are discussed in real-world context.

Slow down, own who you really are, and unleash your inner brilliance.You already have everything you need to become truly brilliant-to lead a successful, fulfilling life-even though it doesn't always feel like it. When everything external to us is moving so quickly, we feel out of control and exhausted; we worry about what we don't have or what we need more of; we seek solutions to band-aid our perceived imperfections and doubts. Crowded calendars and unending demands at home and work give us little time to look internally-though it is within each of us where the answers can be found.At a time when we suffer from unprecedented stress, comparison-itis and self-doubt, author Janine Garner asks us to slow down and turn our focus inward. She challenges you to take ownership of who you are and who you want to become, to rise above limitations, and unleash your brilliance within.

Be the Best at What Matters Most is about simplifying how you think and go about your business. Most businesses of today are more focused on the newest gimmicks and tricks of the trade that they believe can save the day. This book focuses on the view that success is a result of quality, consistency of performance, and relentless improvement on those things that matter most and not about the wow factor provided by flashy tricks. It will teach companies to be so good at the basics that they are cutting edge. Questions, activities, and action steps will be built into every section of the book. '

Julian Birkinshaws previous book, Reinventing Management, focused on how executives can challenge deep-seated assumptions about how large organisations work, and how they can devise new and better ways of working.' This book tackles the same problems from the other direction, that is, by focusing on the choices each employee makes, every day, about how we get our work done. The goal, essentially, is to reinvent the practice of management one person at a time.' If each one of us becomes more effective in our managerial work, we dont just improve the working lives of those around us, we also become agents of change for this broader endeavour as well to build better businesses. The book is in two main parts.' The first part provides the motivation and background for the core ideas in the book: showing how important it is to take management seriously (chapter 1), ' sketching out the key dimensions of management and where it usually goes wrong (chapter 2), and taking a deep dive into the worldview of the employee (chapter 3). The second part provides a detailed discussion of the three alternative perspectives: a re-interpretation of management through the eyes of the employee (chapter 4), an exploration of our own biases and frailties and how we can overcome them (chapter 5), and a discussion of the use of active experimentation to overcome the limitations and pathologies of the organisations we work for (chapter 6). The final chapter explores briefly some of the ways the profession of management might change in the future. What are the megatrends that could lead to more fundamental changes in how we get work done''' Web 2.0, demographic change (Gen Y/Gen Z), and virtual working of course; and then there is the shift in power from the West to the Asia.'' The author doesnt believe the basic activities of management are going to change dramatically, but there are inevitably going to be shifts in emphasis, and the chapter explores these. . Case examples: a large number of case studies of different' management experiments (e.g. Roche, Atlassian, Pfizer, Microsoft, Google, If).

At just 26 years old Sam Cawthorn was in a serious car accident and faced the biggest challenge of his life. Hospitalised for five months, having lost his arm and told he would never walk again, Sam found his greatest opportunity in the midst of his greatest crisis and BOUNCED FORWARD into a new, better and more successful life. How to Bounce Forward teaches how adversarial growth can ignite growth in innovation, productivity and boost profitability. How to Bounce Forward is also for anyone who does not want to just bounce back, but in the face of crisis, (whether personal or professional) turmoil and adversity Bounce Forward into greater things.

If you're in a job interview, how should you think about the mindset of the interviewer' If you've just been promoted, how do you handle the tensions of managing former peers' And what are the telltale mental signs that it's time to start planning your next career move'We know that psychology can teach us much about behaviors and challenges relevant to work, such as making better decisions, influencing people, and dealing with stress. But many popular books on these topics analyze them as universal human phenomena without providing real-life, constructive career help.Bring Your Brain to Work changes all that. Professor, author, and popular radio host Art Markman focuses on three essential elements of a successful career-getting a job, excelling at work, and finding your next position-and expertly illustrates how cognitive science, especially psychology, sheds fascinating and useful light on each of these elements.Integrating the latest research with engaging stories and examples from across the professional spectrum, Bring Your Brain to Work gets inside your head, helping you to succeed through a better understanding of yourself and those around you.

Establishing diverse and inclusive organizations is an economic imperative for every industry. Any business that isn't reaching a diverse market is missing out on enormous revenue potential and the opportunity to build products that suit their users' core needs. The economic "why" has been firmly established, but what about the "how'" How can business leaders adapt to our ever-more-diverse world by capturing market share and building more inclusive products for people of color, women, and other underrepresented groups' The Product Inclusion Team at Google has developed strategies to do just that.This book makes publicly available for the first time the same inclusive design process used at Google to create user-centric award-winning and profitable products. Author and Head of Product Inclusion Annie Jean-Baptiste outlines what those practices look like in industries beyond tech with fascinating case studies. Listeners will learn the key strategies and step-by-step processes for inclusive product design that limits risk and increases profitability.Building For Everyone will show you how to infuse your business processes with inclusive design. You'll learn best practices for inclusion in product design, marketing, management, leadership, and beyond, straight from the innovative Google Product Inclusion team.

Marketing today is driven by the customer. The old mindset was one of finding customers for your products and services.' The new one is to find products and services for the customers whose trust you have earned. Businesses that are succeeding today have acknowledged that as a result of new media they are in shared relationships with customers, employees, and other influencers in the community - even competitors. Social Centric Business is for the silent (and massive) majority whose collective destiny depends on building a business channel that aligns their business with its ideal customers, so that they can serve them well and ensure their continued relevance and success. Intended for mainstream businesses that want to get results from social media networking and marketing but have been frustrated by the obstacles, namely, the lack of a basic method or structure (and a practical step-by-step approach) for converting relevant social qualities--visibility, authenticity, accessibility, community, and relevance--into profitable outcomes.

How do executives make decisions' Are their decisions conscious or unconscious' Can they explain each decision they make' What tools can they use to improve their decision-making process' These are some of the questions this book addresses.During the past thirty-five years, as an entrepreneur and senior executive of several medium-sized Canadian hi-tech businesses, the author noticed that his decision-making processes were often based either on experience or on advice received from colleagues. Seldom were the decisions based on formal or informal academic-based methods.There is no substitute for years of experience in any human endeavor. However, tapping into some of the methods and lessons learned from personal experience can result in useful principles for others to follow. These principles are very useful, especially for entrepreneurs interested in building their businesses or executives looking for some additional help in acquiring a better decision-making mousetrap.

The book explains that the social mobile cloud, a combination of three new technology changes, are the core ingredients of a digital transformation in business and society, and that they are moving more quickly and cutting more deeply than any technology transformation we have ever seen. It shows how the combined impact of social technologies, the mobile Internet, and cloud computing create incredible new business opportunities. The book provides understanding of the changes, why they are happening, what to expect, and what one can do about.

In this book, entrepreneur and state-of-mind specialist Jamie Smart introduces a simple but profound realisation: that the human mind has its own self-clearing capacity, capable of guiding a person back to clarity, regardless of what state (or circumstances) they're in. This book helps you to undo the conditioning that's been keeping you from clarity, with all the benefits of wellbeing, fulfilled potential and success it brings; more time for whats important, improved decision making, better performance where it counts and more of the results that matter to you. By unlocking your inner resources Jamie Smart guides you into an understanding of innate thinking, using an entertaining and engaging combination of stories, research, case-studies and pop-culture references. You will experience increasing clarity and flow, a reduction in stress and an increase in productivity. Emerging confidence and self-belief pay dividends as they find innovative solutions to problems and make progress on goals and dreams that seemed daunting until now. Guided by intuition, their decision-making improves. Better communication skills lead to stronger relationships with bosses, colleagues, and loved ones. Uniquely (and perhaps most importantly), there is no separate implementation step for you to take. The book is written in such a way that as your understanding of innate thinking increases, the benefits start to emerge automatically in life. As you think less, youll start to win more at work, at home, and at the game of life as a whole. '

Climate change is threatening our world. How are you responding'Heat waves, flooding, extreme storms, harsh winters. The effects of climate change are only getting worse. How can you ensure your organization is taking the right steps to mitigate this threat-and what can you, as an individual, do to help' These articles by experts and researchers will help you understand how climate change is affecting the future of business. Climate Change: The Insights You Need from Harvard Business Review will prepare you to join in the current discussion, identify immediate and long-term risks for your company, and plan for the future.Business is changing. Will you adapt or be left behind' Get up to speed and deepen your understanding of the topics that are shaping your company's future with the Insights You Need from Harvard Business Review series. Featuring HBR's smartest thinking on fast-moving issues-blockchain, cybersecurity, AI, and more-each book provides the foundational introduction and practical case studies your organization needs to compete today and collects the best research, interviews, and analysis to get it ready for tomorrow.

Emotions can organize cognitive processes or disorganize them, be active or passive, lead to adaptation or maladaptation. Consumers may be conscious of their emotions or may be motivated by unconscious emotions. The emotions in combined form with different intensities have an adaptive significance in consumers' life. Further, the challenges that marketers and researchers face in today's global markets are to understand the expression of the emotions or consumer emotional experience.The purpose of this book is to emphasize the value of emotions and explore mental behavioral and emotional dimensions that affect consumers of all age groups, societies, and cultures. This book is an excellent reference for students, executives, marketers, researchers, and trainers. It includes the different elements of emotion, evidence of how emotions govern and organize consumer life, and emotion and individual functioning, including psychological disorders and well being.

Is it possible to take advantage of the benefits of data collection-and mitigate risks-for both companies and customers'Most consumers are not very skilled at evaluating privacy risks; they're either unable to determine the cost of sharing personal data online or unaware of what they're sharing. (Doesn't everyone scroll down without reading to click "I accept"') Without much intervention from most federal or state-level governments, companies are on their own to define what qualifies as reasonable use. In today's digital surveillance economy, there are no clear-cut best practices or guidelines. Gathering and using information can help customers-we see that in personalization and autofill of online forms. But companies must act in the best interest of their customers and treat the sensitive information users give them with the ethical care of doctors, lawyers, and financial advisers. The challenges of operating in a digital ecosystem aren't going away. Customer Data and Privacy: The Insights You Need from Harvard Business Review will help you understand the tangled interdependencies and complexities and develop strategies that allow your company to be good stewards, collecting, using, and storing customer data responsibly.

Unlocking the value of business analytics can be challenging complexity, uncertainty, and confusion are usually the norm, not the exception. True innovation and competitive advantage stem from navigating the razors edge between order and chaos. So how do those who succeed do it' Everyone faces the same challenges; success comes from balancing the benefits of unfettered creativity with the need to industrialize those same unstructured processes. The harsh reality is that most teams are not as effective at managing these competing pressures as they could be. With the information contained in this book, they would be. This book provides 30 design patterns (examples) to help guide those who would create value through business analytics. Practical advice is given to help understand: (a) how a variety of common problems can be solved; (b) the advantages of disadvantages of each choice; and (c) how these solutions typically create organizational value. Each Pattern will contain the following elements: (a) pattern diagram, (b) problem the pattern solves, (c) design intent behind the pattern, (d) description of the actors and entities involved in the pattern, (e) use case description, (f) benefits of the approach, (g) limitations of the approach, and (g) common business-related applications and the reason why the pattern creates value.

Digital transformation is no longer news-it's a necessity.Despite the widespread threat of disruption, many large companies in traditional industries have succeeded at digitizing their businesses in truly transformative ways. The New York Times, formerly a bastion of traditional media, has created a thriving digital product behind a carefully designed paywall. Best Buy has transformed its business in the face of Amazon's threat. John Deere has formed a data-analysis arm to complement its farm-equipment business. And Goldman Sachs and many others are using digital technologies to reimagine their businesses. In Driving Digital Strategy, Harvard Business School professor Sunil Gupta provides an actionable framework for following their lead.For over a decade, Gupta has studied digital transformation at Fortune 500 companies. He knows what works and what doesn't. Merely dabbling in digital or launching a small independent unit, which many companies do, will not bring success. Instead you need to fundamentally change the core of your business and ensure that your digital strategy touches all aspects of your organization: your business model, value chain, customer relationships, and company culture. Gupta covers each aspect in vivid detail while providing navigation tips and best practices along the way.

Upend your personal status quo and reclaim your natural creativity in every single action you takeEveryone claims to value creativity, and businesses are clamoring for disruptive thinking and innovation. Yet we often feel creatively stifled at work, because business processes seem to leave no room for real originality. In this climate, it takes a heroic effort to reclaim our status as independent thinkers, to bring meaning and joy to our work lives and to make lasting changes that will bring value to everyone around us. In Everyday Creative, culture and creative leadership expert Mykel Dixon reveals what's holding us back from our full creative potential and explains how we can reclaim our original, vibrant selves.Is your ability to think differently hindered by an unconscious view that creativity doesn't belong in the boardroom' It's an all-too-common mistake, but the truth is, creativity is fundamental for business growth and personal fulfillment. If you want to survive in the digital era, you need to pursue your own creative sensibilities and foster creativity in your team. This book shows that original thinking can shake things up, becoming the source of our competitive advantage and a key driver of sustainable success.

Your stomach's churning; you're hyperventilating-you're in a badly deteriorating conversation at work. Such exchanges, which run the gamut from firing subordinates to parrying verbal attacks from colleagues, are so loaded with anger, confusion, and fear that most people handle them poorly: they avoid them, clamp down, or give in.But dodging issues, appeasing difficult people, and mishandling tough encounters all carry a high price for managers and companies-in the form of damaged relationships, ruined careers, and intensified problems.In Failure to Communicate, Holly Weeks shows how to master the combat mentality, emotional maelstrom, and confusion that poison difficult conversations. Drawing on her many years as a consultant and coach to leaders and executives, the author explains: why we turn to ineffective tactics when the heat is on; how to avoid the worst pitfalls of difficult conversations, and how to pull yourself out if you fall in; ways to regain your balance and inject respect into stressful conversations, even when you've been confronted, infuriated, or wronged; strategies for mitigating aggression and defensiveness, and for clearing the fog of misconceptions; and how to get through the hardest conversations with your reputation and relationships intact.