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The Secret Language of Influence: Master the One Skill Every Sales Pro Needs
by Dan SeidmanSeidman, a sales trainer and consultant, shows how to identify types of buyers, such as big-picture buyers versus detail-oriented buyers, and how to choose a matching sales message and strategy. In a reader-friendly layout with many checklists and summary points, he describes about 30 distinct strategies for identifying buyer styles and using specific techniques to motivate buyers and overcome resistance. Ideas are illustrated with numerous examples. The last section of the book offers an assessment tool that allows readers to identify their own motivations and decision-making strategies. Annotation ©2012 Book News, Inc. , Portland, OR (booknews. com)
The Secret Language of Leadership: How Leaders Inspire Action Through Narrative (Jossey-bass Leadership Ser. #40)
by Stephen DenningA Financial Times Best Business Book of the Year: A guide to sharpening your narrative intelligence from &“the Warren Buffett of business communication&” (Chip Heath, New York Times–bestselling coauthor of The Power of Moments). In this book, the acclaimed author of The Leader&’s Guide to Storytelling introduces the concept of narrative intelligence—an ability to understand, act, and react with agility in the quicksilver world of interacting narratives. Stephen Denning shows why this is key to the central task of leadership, what its dimensions are, and how you can measure it. The book&’s lucid explanations, vivid examples, and practical tips are essential reading for CEOs, managers, change agents, marketers, salespersons, brand managers, politicians, teachers, parents—anyone who is setting out to the change the world. &“Leaders don&’t just execute strategy, they must inspire others to follow . . . This book explains how.&” —Financial Times &“Denning cohesively links the importance of narrative intelligence and telling stories to leadership success.&” —Library Journal
The Secret Language of Maps: How to Tell Visual Stories with Data (Stanford d.school Library)
by Stanford d.school Carissa CarterA highly visual exploration of diagrams and data that helps you understand how "maps" are part of everyday thinking, how they tell stories, and how they can reframe your point of view, from Stanford University's world-renowned d.school.&“This book is the ultimate legend to mapping all kinds of data.&”—Jessica Hagy, Webby Award-winning blogger of Indexed and author of How to Be Interesting (In Ten Simple Steps) Maps aren&’t just geographic, they are also infographic and include all types of frameworks and diagrams. Any figure that sorts data visually and presents it spatially is a map. Maps are ways of organizing information and figuring out what&’s important. Even stories can be mapped! The Secret Language of Maps provides a simple framework to deconstruct existing maps and then shows you how to create your own.An embedded mystery story about a woman who investigates the disappearance of an old high school friend illustrates how to use different maps to make sense of all types of information. Colorful illustrations bring the story to life and demonstrate how the fictional character&’s collection of data, properly organized and &“mapped,&” leads her to solve the mystery of her friend&’s disappearance.You&’ll learn how to gather data, organize it, and present it to an audience. You&’ll also learn how to view the many maps that swirl around our daily lives with a critical eye, aware of the forces that are in play for every creator.
The Secret Language of Money: How to Make Smarter Financial Decisions and Live a Richer Life
by David Krueger John David MannIf money were about math,none of us would be carrying any debt. The numbers are simple. What's complicated is what we do with money. We use money to soothe our feelings and buy respect,to show how much we care or how little. We don't simply earn, save, and spend money: we flirt with it, crave it, and scorn it; we punish and reward ourselves with it. Without realizing it, we give money meaning it doesn't really have--what former psychiatrist and current business coach David Krueger calls our "money story. " And in the process of playing out that money story, we often sacrifice the most important things in our life: our health, freedom, relationships,and happiness. What is your money story? Do you consistently spend more than you have? Do you follow the herd in your investments--even though you know the herd is usually wrong? Have you neglected to save for the future,even when you have the means? Do you feel controlled or shackled by debt? Is your money somehow never "enough"? Is money, or the lack of it, always on your mind? The Secret Language of Money is a guided tour to the subconscious meanings we give money, the conflicted ways our brain deals with money, the reasons we tend to make the same money mistakes over and over--and most importantly, how you can change all that. A brilliant blend of cutting-edge science and real-world application, The Secret Language of Money helps you rewrite your money story and find that elusive balance of wealth, health, and joy we all seek.
The Secret Laws of Management: The 40 Essential Truths for Managers
by Stuart WyattTHE SECRET LAWS OF MANAGEMENT distils the essence of great business into 40 succinct and memorable laws. Each law represents a common or unavoidable business challenge. These laws will quickly become guiding principles that you can follow, and avoid the pitfalls into which others fall. The solutions are helpful, intelligent and often surprising. Examples are: People tolerate being managed, but they love being led; Most managers give their worst tasks to their best people; Deadlines often backfire; Most people say 'no' in code. Whether you are newly promoted, or want to improve your existing skills, this book will help you take the mystery out of management. The outcome is more effective team relationships, less personal strain and improved results.
The Secret Life of Decisions: How Unconscious Bias Subverts Your Judgement
by Meena ThuraisinghamMaking decisions is a critical part of every executive’s job. However we know so little about the often subliminal processes that shape the decisions we make. The Secret Life of Decisions exposes the unchallenged myths and distortions that impact our reasoning ability, raising our awareness of the many traps we can fall into. Meena Thuraisingham and her collaborator, Wolfgang Lehmacher, have drawn from decades of work with leaders showing that even the most talented leaders and teams can end up making sub-optimal decisions. This is rarely because they had poor critical thinking faculties but rather because they did not pay enough attention to the often invisible traps hardwired into our thinking processes, letting through only information that conforms with our current beliefs, mental models and expectations. This leaves many leaders and businesses exposed. Rather than being the rational output of our reasoning abilities, the authors show decision making to be a highly imprecise process. As decision makers we come to the table armed with our own perspectives, preferences, filters, heuristics and biases, influenced by a broad range of social influences many operating subliminally. The Secret Life of Decisions is an essential read for developing and seasoned executives who have to work through increasingly complex and high stakes decisions. It treats choosing wisely and the thinking involved as a skill, which as with many other skills, can be improved with the guided practice and supporting tools provided here. The journey however starts with awareness that comes from outing the ’secret’ forces that can sabotage the quality of our decisions.
The Secret Life of Groceries: The Dark Miracle of the American Supermarket
by Benjamin LorrIn the tradition of Fast Food Nation and The Omnivore's Dilemma, an extraordinary investigation into the human lives at the heart of the American grocery store What does it take to run the American supermarket? How do products get to shelves? Who sets the price? And who suffers the consequences of increased convenience end efficiency? In this alarming exposé, author Benjamin Lorr pulls back the curtain on this highly secretive industry. Combining deep sourcing, immersive reporting, and compulsively readable prose, Lorr leads a wild investigation in which we learn:• The secrets of Trader Joe&’s success from Trader Joe himself • Why truckers call their job &“sharecropping on wheels&” • What it takes for a product to earn certification labels like &“organic&” and &“fair trade&” • The struggles entrepreneurs face as they fight for shelf space, including essential tips, tricks, and traps for any new food business • The truth behind the alarming slave trade in the shrimp industry The result is a page-turning portrait of an industry in flux, filled with the passion, ingenuity, and exploitation required to make this everyday miracle continue to function. The product of five years of research and hundreds of interviews across every level of the industry, The Secret Life of Groceries delivers powerful social commentary on the inherently American quest for more and the social costs therein.
The Secret Life of Money: How Money Can Be Food for the Soul
by Tad CrawfordThe Secret Life of Money leads readers on a fascinating journey to uncover the sources of our monetary desires and, by understanding why money has the power to obsess us, free ourselves from destructive patterns and discover riches of the soul. This wide-ranging treatment of how money secretly influences our lives includes chapters on the many forms of money, why money is so easily worshipped, why money sometimes feels more important than life, hoarding money, the source of riches, inheritance, and the stock market. Crawford, a teller of entertaining tales, gathers stories and myths from around the world that help us understand why money is so much more than the useful tool that we may think it to be. Allworth Press, an imprint of Skyhorse Publishing, publishes a broad range of books on the visual and performing arts, with emphasis on the business of art. Our titles cover subjects such as graphic design, theater, branding, fine art, photography, interior design, writing, acting, film, how to start careers, business and legal forms, business practices, and more. While we don't aspire to publish a New York Times bestseller or a national bestseller, we are deeply committed to quality books that help creative professionals succeed and thrive. We often publish in areas overlooked by other publishers and welcome the author whose expertise can help our audience of readers.
The Secret Life of Money: Enduring Tales of Debt, Wealth, Happiness, Greed, and Charity
by Tad CrawfordThe Secret Life of Money leads readers on a fascinating journey to uncover the sources of our monetary desires. By understanding why money has the power to obsess us, we gain the power to end destructive patterns and discover riches of the soul. Midas who can turn all to gold, fishermen who will not share their catch, Dorothy and her companions on the golden road to the Emerald City, Scrooge who cannot give, the hunter who shares not only food but also debt, money that falls from the skies, buried treasures that can be spiritual wealth or be stolen, how debt can be like inheritance, the symbolism of the bulls and bears of Wall Street, the all-seeing eye on the back of the dollar bill—all these and many other stories and myths from around the world are given delightful retellings and searching analyses in The Secret Life of Money.
The Secret Life of Organizations: Invisible Rules of Success for the Young Indian Professional
by Shalini Lal Pradnya ParasherUniversities may teach you many things, but they often neglect to tell you the key unwritten rule of career success: that doing well in your workplace is as much about knowing how your organization functions as it is about understanding your job and yourself. In The Secret Life of Organizations, expert HR professionals Shalini Lal and Pradnya Parasher tap into decades of experience and observations from working with prominent firms across the world to steer you through the fascinating inner life of companies as they answer these questions and more: ? How do you effectively transition from student life to a high-stakes work environment? ? How do you navigate hidden patterns of corporate culture? ? How do you capitalize on your personality to be most effective at work? ? How do you prepare for the unknowns of a fast-evolving work environment? Sharp and effective, this enlightening guide to overcoming early challenges at the workplace gives you an insider view of what makes organizations tick, and helps you take the smart path to the top.
The Secret Lives of Customers: A Detective Story About Solving the Mystery of Customer Behavior
by David S DuncanA "detective story" that delivers key insights for any businessperson asking the questions: who really are our customers, why do we lose them, how do we regain them?Customers can be a mystery. Despite the availability of more data than ever before, everyone, from the CEO to salespeople in the field, struggles to understand who their customers really are, what they want, why they lose them, and how to regain them.To crack the case, start thinking like a market detective.David Scott Duncan shows how in his entertaining story of Tazza, a fictional chain of cafes with declining sales and leaders urgently seeking to understand why. The vivid characters of Tazza&’s market detective force come to their aha moment when they finally understand why their most loyal customers walked out the door—and how they can get them back.The core of the Tazza story is a simple, powerful idea that upends how most businesses view their customers. Customers have &“jobs to be done.&” They &“hire&” companies to solve a problem or fulfill a need and &“fire&” them when unhappy. Duncan&’s fresh way of thinking about how to understand your customers&’ secret lives provides an innovative path for solving whatever market mysteries you face.
The Secret Lives of Introverts: Inside Our Hidden World
by Adrianne Lee Jenn GrannemanAn introvert guide and manifesto for all the quiet ones—and the people who love them. Is there a hidden part of you that no one else sees? Do you have a vivid inner world of thoughts and emotions that your peers and loved ones can’t seem to access? Have you ever been told you’re too "quiet,” "shy,” "boring,” or "awkward”? Are your habits and comfort zones questioned by a society that doesn’t seem to get the real you? If so, you might be an introvert.On behalf of those who have long been misunderstood, rejected, or ignored, fellow introvert Jenn Granneman writes a compassionate vindication-exploring, discovering, and celebrating the secret inner world of introverts that, only until recently, has begun to peek out and emerge into the larger social narrative. Drawing from scientific research, in-depth interviews with experts and other introverts, and her personal story, Granneman reveals the clockwork behind the introvert’s mind-and why so many people get it wrong initially.Whether you are a bona fide introvert, an extrovert anxious to learn how we tick, or a curious ambivert, these revelations will answer the questions you’ve always had: What’s going on when introverts go quiet? What do introvert lovers need to flourish in a relationship? How can introverts find their own brand of fulfillment in the workplace? Do introverts really have a lot to say-and how do we draw it out? How can introverts mine their rich inner worlds of creativity and insight? Why might introverts party on a Friday night but stay home alone all Saturday? How can introverts speak out to defend their needs?With other myths debunked and truths revealed, The Secret Lives of Introverts is an empowering manifesto that guides you toward owning your introversion by working with your nature, rather than against it, in a world where you deserve to be heard.
Secret Millionaires Club: Warren Buffett's 26 Secrets to Success in the Business of Life
by Andy Heyward Amy HeywardPriceless finance advice everyone can relate to from one of the world's most respected businessmen and the most successful investor of all time Of course you know who Warren Buffett is; he's the most successful investor in the world—maybe of all times. But what do you know about his approach to business and investing? It's an approach that, over the past four decades, has made him richest man in America and the third-richest man in the world, and that has earned vast fortunes for his business partners and investors. But as Buffett himself will tell you, at the heart of any wealth-building system there are certain core beliefs, not just about finance, but about business, work, morality, your responsibility to yourself, your family and society, and about living a decent life. Written in conjunction with the hit television series, "Secret Millionaire Club" and with Buffett's input and full support, this book makes Buffett's financial philosophy and homespun life lessons available to everyone outside his "Secret Club." Warren Buffet's goal in spearheading this book was to share lessons about personal finance he has learned and that he hopes will benefit you (and your kids) for a lifetime You'll learn the fundamentals of personal finance by reading Warren Buffett's war stories and personal reflections on money, life, business, ethics and more All of the finance principles covered in the book were personally approved by Warren Buffett as those which he himself follows Unforgettable Buffett quotes include: "Price is what you pay. Value is what you get"; "Risk comes from not knowing what you're doing"; and "Profit from folly rather than participate in it."
The Secret of Candlestick Charting: Strategies for Trading the Australian Markets
by Louise BedfordMost traders on the ASX are familiar with line and bar charts, but there has never before been a book written in Australia on the ancient Japanese art of candlestick charting. Louise Bedford, author of the highly successful The Secret of Writing Options, writes in a clear, concise way and uses plenty of examples to help readers understand candlesticks and use them to profitably trade the markets.
The Secret of Coaching and Leading by Values: How to Ensure Alignment and Proper Realignment
by Simon L. DolanCoaches play a major role in helping people understand their values and the values of their surroundings and helping them make choices and adapt. Sometimes the choice may be to find a situation more in sync with your values. Or it may mean working hard on yourself or in concert with your partner, team, or organization. Whatever we need to do to attain it, a positive fit makes for a happier person, and a happier person will be more successful. This accessible and practical book will help coaches, educators, leaders, and managers understand the philosophy, methodology, and tools that can be used to make a person happier, healthier, and more productive at work and in life in general. This book compiles short vignettes from over a dozen global academics and celebrated executive coaches, sharing information about aligning values in different settings. Based on years of research and written for readers from all walks of life, you will learn that when you understand your core values, place them on a triaxial template, and align them with your definition of success, everything changes. It will help you come out of your comfort zone in order to embrace the future and enhance the quality of your life. For this, you need a concept, a methodology, and effective tools, all of which are offered in this book. Rich with practical step-by-step methodologies and tools to facilitate values-led leadership, coaching, and mentoring, this book is essential for any change agent, be it a coach, a leader, an educator, or any person who is interested in learning how to become more effective, improve their practice, and engage in self or professional coaching. At the same time, it will enhance leadership qualities.
The Secret of Culture Change: How to Build Authentic Stories That Transform Your Organization
by Jay B. Barney Manoel Amorim Carlos JúlioFind out how bold actions by visionary leaders can inspire powerful stories that drive culture change.Data indicates that most strategic efforts to change a company's culture fail. So how do companies succeed in this endeavor? A top strategy professor and two highly successful CEOs found that, in companies that had successfully changed their culture, leaders had taken dramatic actions that embodied the new cultural values. These actions inspired stories that became company legends, repeated in every department and handed on to new employees. Through compiling and analyzing 150 stories from business leaders who have achieved change, they identified 6 attributes that every successful culture change story has in common:1. The actions are authentic2. They revolve around the CEO3. They signal a clean break with the past, and a clear path to the future4. They appeal to employee heads and hearts5. They're often theatrical or dramatic6. They're told, and re-told, throughout the organizationWith extensive and inspiring examples of stories containing these attributes, the authors illustrate how readers can harness the power of stories within their company in order to change or create a winning culture to align with any strategy.
The Secret of Directional Investing: Making Money Amidst the Red-Blue Rumble
by James P. PinkertonTo know the trend, spot the trend, or shape the trend is to make money.The trend is your friend—investors know that. But the biggest money comes from the biggest events. The more delta, the more alpha.In that spirit, The Secret of Directional Investing offers a new way of thinking about investing, steeped in culture and history. Focusing on megatrends, this book points out ways to profit from an understanding of two kinds of trends: those that can be spotted, and those that can be shaped. There&’s money in both. The Romans weren&’t kidding when they said, Audentes Fortuna luvat—Fortune favors the bold. The Secret of Directional Investing is a bold look at investments and potential investments.
The Secret of Shelter Island: Money and What Matters
by Alexander GreenHow to lead a "rich" life during trying economic times In The Secret of Shelter Island, nationally renowned financial analyst and bestselling author Alexander Green explores the complicated relationship we all have with money and reveals the road map to a rich life. Drawing on some of today's best minds and many of history's greatest thinkers, The Secret of Shelter Island is both a much-needed source of inspiration and an insightful look at the role of both money and values in the pursuit of the good life. Addresses what really matters when it comes to money and how to make smarter decisions with what you have Describes the profound connection between money, character, personal philosophy, and outlook Other bestselling titles by Green: The Gone Fishin' Portfolio If you want to understand what ultimately provides meaning, contentment, and the satisfaction of a life well-lived, then read The Secret of Shelter Island.
The Secret of Teams
by Mark MillerTeams are the bedrock of every organization. Most of what gets done today gets done through teams. Departmental, interdepartmental, cross-functional, ad hoc, task-specific--teams do everything from planning the office party to setting the annual budget to establishing performance goals. But it's not news that getting people to work together to achieve exceptional, sustained results can be a challenge. What separates the teams that really deliver from the ones that simply spin their wheels? What is the secret of high-performance teams? As he did in The Secret, Mark Miller here uses a compelling business fable to reveal profound yet easily grasped truths that can dramatically transform any organization. In fact, he even uses the same characters! In The Secret of Teams, Debbie Brewster, the heroine of The Secret, has been promoted and is now struggling with taking her team to the next level. She turns to her old mentor, Jeff Brown, the company's CEO. Rather than tell her what to do, Jeff sends her out to visit some high-performance teams and find out what makes them tick. Debbie and her team discover the three elements that all successful teams have in common. But that's just the start. The devil is in the details, as the story of Debbie's efforts to actually implement the three elements shows. You'll learn how to change entrenched ways of thinking and acting, what leaders have to do to optimize each of the three elements of a successful team, how to measure your progress, and more. Creating high-performance teams does more than just give your organization a competitive advantage. It can be a performance multiplier that significantly improves results while honoring and developing people. It may be the ultimate win-win-win that all organizations are seeking.
The Secret of the Ages
by Mitch Horowitz Robert CollierSince the dawn of time, humanity has benefited from the power of a single, extraordinary secret - will you use it to remake your life? In The Secret of Ages, writer and seeker Robert Collier unlocks the hidden meaning behind humanity's most enduring myths, parables, and religious texts. As you were created in God's image, Collier writes, so can you wield the power of creation - through your own mental images.This special condensed edition of The Secret of the Ages gives you the power to put its insights immediately to work in your life. In an exquisitely brief but powerful forty minutes you learn how to:Form mental pictures that lead to your success.Use your subconscious to tap unseen forces and energies.Dramatically increase your effectiveness by committing to a single, definite purpose.Discover how the Universal Mind is your guarantee against failure. Abridged and introduced by PEN Award-winning historian Mitch Horowitz, The Secret Of The Ages provides you with an entirely new sense of your potential. Use its insights right now.The Condensed Classics Library"40 Minutes to a New You"
Secret Sauce: How to Pack Your Messages with Persuasive Punch
by Harry MillsWhen it comes to messaging, what worked in the past won’t work today. Our noisy, digital world has undermined our ability to focus.For a message to grab attention and persuade, it now has to pass the SAUCE test and be: Simple, Appealing, Unexpected, Credible, and Emotional.Secret Sauce shows you how to transform unconvincing messages into compelling copy. It comes with a 15-question SAUCE test and a Heat Gauge which allows you to precisely measure the persuasive impact of your messages. Short, easy to read, and packed with visuals, Secret Sauce provides:Clear examples of what works and what doesn’tFascinating insights from behavioral and neurological researchPowerful lessons from successful and failed campaignsLess than 10 percent of marketing messages are truly compelling—engaging the head and heart. Secret Sauce helps you weed out the clutter and craft messages that stick.
The Secret Sauce for Leading Transformational Change
by Ian ZiskinWritten by a collaborative, diverse, and inclusive community of contributors and business experts, this book is about leading transformational change on an individual, team, organizational, and societal level. Most large-scale transformational change happens because of unanticipated, unaddressed, unplanned disruptions which raise questions about what it takes to lead, survive, and even thrive in periods of transformational change. This book answers these critical questions: What do leaders who drive and sustain successful transformational change actually do? Why do we so often fail to lead and sustain transformational change? All transformation is change, but is all change transformational? This first-of-its-kind book offers a variety of lenses and perspectives, in the form of interviews, essays, and survey responses, with insights from business leaders, HR leaders, coaches, consultants, academics, thought leaders, and other transformational change experts. The compilation of practical tools provides readers with a deep and diverse analysis of top-notch thinking and practices for leading transformational change. This work is fundamental to aspiring leaders, professionals, and academics who wish to learn the secret sauce for leading transformational change.
The Secret Science of Price and Volume
by Tim OrdIn The Secret Science of Price and Volume, leading market timer Tim Ord outlines a top-down approach to trading--identifying the trend, picking the strongest sectors, and focusing on the best stocks within those sectors--that will allow you to excel in a variety of markets. With this book as your guide, you'll quickly become familiar with Ord's proven method and discover how it can be used to make more profitable trading decisions.
Secret Service: Hidden Systems That Deliver Unforgettable Customer Service
by John R. Dijulius III“Either you can decide to compete on price alone and pray you can maintain a cost structure to generate a profit, or you can provide magical moments that create value for your guests. . . . Throughout Secret Service, DiJulius demonstrates how to transform bland customer service standards into memorable customer experiences.”— from the foreword by Bill Capodagli and Lynn Jackson, coauthors of The Disney Way and Every Business Is Show BusinessHow many successful businesses provide the kind of unforgettable client experience that keeps customers coming back time after time and year after year? John DiJulius has built his award-winning business around a customer service approach that has earned comparisons to Disney, Nordstrom, and other legendary customer experience pioneers. In Secret Service DiJulius reveals how to develop behind-the-scenes systems that will enable your business to * develop a great corporate culture that shows in the dedication and passion of your front-line people * “go deeper” with your existing customers * turn complaints into positive experiences * make each customer feel welcome, comfortable, important, and understood. DiJulius will teach you all the techniques that have catapulted his business to the top, making him one of the most sought-after service experts in America. By quantifying and examining each phase of the Customer Experience Cycle, Secret Service reveals clever, practical ideas that can be transformed into repeatable best practices in any organization and at every level. Packed with examples applicable to a wide range of industries, this book provides practical, realistic ways to reap the benefits of greater customer loyalty, exponentially expanded referral networks, lower employee turnover, and stronger bottom-line results.
Secret Service
by Reg Whitaker Gregory S. Kealey Andrew ParnabySecret Service provides the first comprehensive history of political policing in Canada - from its beginnings in the mid-nineteenth century, through two world wars and the Cold War to the more recent 'war on terror.' This book reveals the extent, focus, and politics of government-sponsored surveillance and intelligence-gathering operations.Drawing on previously classified government records, the authors reveal that for over 150 years, Canada has run spy operations largely hidden from public or parliamentary scrutiny - complete with undercover agents, secret sources, agent provocateurs, coded communications, elaborate files, and all the usual apparatus of deception and betrayal so familiar to fans of spy fiction. As they argue, what makes Canada unique among Western countries is its insistent focus of its surveillance inwards, and usually against Canadian citizens.Secret Service highlights the many tensions that arise when undercover police and their covert methods are deployed too freely in a liberal democratic society. It will prove invaluable to readers attuned to contemporary debates about policing, national security, and civil rights in a post-9/11 world.