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Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople.If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review articles and selected the most important ones to help you understand how to create the conditions for sales success.This book will inspire you to:Understand your customer's buying centerIntegrate your sales and marketing operationsAssess your business cycle and its impact on your sales forceTransition away from solution salesLeverage the power of micromarketsIntroduce tiebreaker selling and consensus sellingMotivate your sales force properlyThis collection of articles includes "e;Major Sales: Who Really Does the Buying,"e; by Thomas V. Bonoma; "e;Ending the War Between Sales and Marketing,"e; by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "e;Match Your Sales Force Structure to Your Business Life Cycle,"e; by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "e;The End of Solution Sales,"e; by Brent Adamson, Matthew Dixon, and Nicholas Toman; "e;Selling into Micromarkets,"e; by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "e;Dismantling the Sales Machine,"e; by Brent Adamson, Matthew Dixon, and Nicholas Toman; "e;Tiebreaker Selling,"e; by James C. Anderson, James A. Narus, and Marc Wouters; "e;Making the Consensus Sale,"e; by Karl Schmidt, Brent Adamson, and Anna Bird; "e;The Right Way to Use Compensation,"e; by Mark Roberge; "e;How to Really Motivate Salespeople,"e; by Doug J. Chung; and "e;Getting Beyond 'Show Me the Money,'"e; an interview with Andris Zoltners by Daniel McGinn.

Does it seem like you never have enough time to get everything done? Keeping on top of your tasks, deadlines, and work schedule can be daunting. Managing Time quickly walks you through the basics. You'll learn to:Assess how you spend your time nowPrioritize your tasksPlan the right time to work on each oneAvoid procrastination and interruptionsDon't have much time? Get up to speed fast on the most essential business skills with HBR's 20-Minute Manager series. Whether you need a crash course or a brief refresher, each book in the series is a concise, practical primer that will help you brush up on a key management topic. Advice you can quickly read and apply, for ambitious professionals and aspiring executives--from the most trusted source in business. Also available as an ebook.

Dynamics 365 Finance and Supply Chain Management delivers the infrastructure to allow businesses to achieve growth and make better decisions using scalable and contemporary ERP system tools. With more than 100 practical, self-contained tutorials, this book helps you to create and extend real-world solutions using Dynamics 365 Finance and ...

A brilliant guide for product managers - updated with new ways to think about customers, markets, products, and business models, where business transformation is the watchword!The Product Manager's Survival Guide has been helping product managers master their craft since its original publication. But six years has virtually transformed the way businesses plan, create, and manage their products, and this brand-new edition brings readers fully up to date to compete in the digital world.Steven Haines spent a full year conducting research, both in Silicon Valley and across the globe to learn what makes companies achieve success through the effective deployment of product management, and the cultivation of product managers. This new edition draws upon that knowledge and shows even the most traditional companies how to compete in the digital age. The Product Manager's Survival Guide, Second Edition includes:.NEW tools to assess product management acumen.NEW methodologies and tools for assessing and improving product strategy.NEW and updated chapters on people, processes, and products that create unique customer experiences.NEW ways to think about phased and agile product development

'The Values Compass takes us into the hearts, minds, and traditions of the cultures and people of the world. It demonstrates how interconnected we are and how the divisions that exist between us stem from narrow self-interest rather than concern for the good of our human family. I hope that the book will contribute to making our world a happier place.' The Dalai Lama 'The Values Compass is a fresh, engaging and eye-opening guide to understanding ourselves and others in the most profound and practical ways.' Deepak Chopra Every day, whether we acknowledge it or not, we make decisions based on what we believe in. The choices, challenges, or opportunities facing us - and how we engage with them - in politics, family, relationships, work, and play reveal something important about our character, desires, and personality to ourselves and to others. When those values align and are shared by a single population, they have the power to transform a nation and teach the world valuable lessons about success. In The Values Compass, Mandeep Rai explores this concept by taking 101 distinct countries and identifying a single key value in each that is represented throughout its history, geography, and culture in the hope that we may find a way to incorporate those values into our own lives. From India's 'faith' to Vietnam's 'resilience', Argentina's 'passion' to Singapore's 'order', Australia's 'mateship' to Uganda's 'heritage' and from Malta's 'community' to Sri Lanka's 'joy', we may all find something of ourselves in others and succeed together as a result. This is an insightful and readable collection of profiles that open our eyes to the world around us, and in turn help us reflect on which values matter, last, and have the power to create change.

Forecast geopolitics and markets with this clear and insightful resource.Geopolitical Alpha - An Investment Framework for Predicting the Future provides readers with an original and compelling approach to forecasting the future and beating the markets while doing so. Persuasively written by author, investment strategist, and geopolitical analyst Marko Papic, the book applies a novel framework for making sense of the cacophony of geopolitical risks with the eye towards generating investment-relevant insights.Geopolitical Alpha posits that investors should ignore the media-hyped narratives, insights from "smoke-filled rooms," and most of their political consultants and, instead, focus exclusively on the measurable, material constraints facing policymakers. In the tug-of-war between policymaker preferences and their constraints, the latter always win out in the end. Papic uses a wealth of examples from the past decade to illustrate how one can use his constraint-framework to generate Geopolitical Alpha. In the process, the book discusses:* What paradigm shifts will drive investment returns over the next decade* Why investment and corporate professionals can no longer treat geopolitics as an exogenous risk* How to ignore the media and focus on what drives market narratives that generate returnsPerfect for investors, C-suite executives, and investment professionals, Geopolitical Alpha belongs on the shelf of anyone interested in the intersection of geopolitics, economics, and finance.

In this book . . . Nicolas Vandeput hacks his way through the maze of quantitative supply chain optimizations. This book illustrates how the quantitative optimization of 21st century supply chains should be crafted and executed. . . . Vandeput is at the forefront of a new and better way of doing supply chains, and thanks to a richly illustrated book, where every single situation gets its own illustrating code snippet, so could you. --Joannes Vermorel, CEO, Lokad Inventory Optimization argues that mathematical inventory models can only take us so far with supply chain management. In order to optimize inventory policies, we have to use probabilistic simulations. The book explains how to implement these models and simulations step-by-step, starting from simple deterministic ones to complex multi-echelon optimization. The first two parts of the book discuss classical mathematical models, their limitations and assumptions, and a quick but effective introduction to Python is provided. Part 3 contains more advanced models that will allow you to optimize your profits, estimate your lost sales and use advanced demand distributions. It also provides an explanation of how you can optimize a multi-echelon supply chain based on a simple-yet powerful-framework. Part 4 discusses inventory optimization thanks to simulations under custom discrete demand probability functions. Inventory managers, demand planners and academics interested in gaining cost-effective solutions will benefit from the "do-it-yourself" examples and Python programs included in each chapter. Events around the book Link to a De Gruyter Online Event in which the author Nicolas Vandeput together with Stefan de Kok, supply chain innovator and CEO of Wahupa; Koen Cobbaert, Director in the S&O Industry practice of PwC Belgium; Bram Desmet, professor of operations & supply chain at the Vlerick Business School in Ghent; and Karl-Eric Devaux, Planning Consultant, Hatmill, discuss about models for inventory optimization.The event will be moderated by Eric Wilson, Director of Thought Leadership for Institute of Business Forecasting (IBF):https://youtu.be/565fDQMJEEg

With artificial intelligence on the rise, the way we run our organisations will change-and drastically. But what exactly will that future look like? David De Cremer identifies the key areas where algorithms will collide with human skills, and assesses the likely outcomes.

Leading the Workforce of the Future mandates new levels of self-awareness. As the workplace evolves in the direction of innovation, digitalization, and rapid change, leaders must follow suit in order to remain relevant and engaging to this multigenerational workforce.This book provides concrete advice and best practices on how to engage and retain top talent. It addresses several areas to focus on to future proof yourself and your business.In this book you will discover strategies to: Become the leader your team needs you to be. Accelerate talent development. Reshape your culture. Reskill your workforce. Create an innovation mindset. Succeed with purpose.The future is no longer some far-off destination; it is already here. Don't be caught off guard!

Authored by world renowned activist and environmental leader Vandana Shiva, Reclaiming the Commons presents the history of the struggle to defend biodiversity and traditional practices against corporate biopiracy and details efforts to realize legal rights for Mother Earth and achieve the vision of the universal commons and Earth as Family.

Quality Function Deployment is an effective tool to help organisations to become more competitive by designing their products and services to satisfy customers' requirements. This book is precise and direct and focuses on the key issues in building the House of Quality otherwise known as Quality Function Deployment.

Tap into the wisdom of experts to learn what every engineering manager should know. With 97 short and extremely useful tips for engineering managers, you'll discover new approaches to old problems, pick up road-tested best practices, and hone your management skills through sound advice.Managing people is hard, and the industry as a whole is bad at it. Many managers lack the experience, training, tools, texts, and frameworks to do it well. From mentoring interns to working in senior management, this book will take you through the stages of management and provide actionable advice on how to approach the obstacles youll encounter as a technical manager.A few of the 97 things you should know:"e;Three Ways to Be the Manager Your Report Needs"e; by Duretti Hirpa"e;The First Two Questions to Ask When Your Team Is Struggling"e; by Cate Huston"e;Fire Them!"e; by Mike Fisher"e;The 5 Whys of Organizational Design"e; by Kellan Elliott-McCrea"e;Career Conversations"e; by Raquel Vlez"e;Using 6-Page Documents to Close Decisions"e; by Ian Nowland"e;Ground Rules in Meetings"e; by Lara Hogan

Intermediate user level

Ben Horowitz, a leading venture capitalist, modern management expert, and New York Times bestselling author combines lessons both from history and modern organisational practice with practical and often surprising advice to help us build cultures that can weather both good and bad times.The times and circumstances in which people were raised often shape them - yet a few leaders have managed to shape their times. In this follow-up to the bestselling business classic The Hard Thing About Hard Things, Ben Horowitz turns his attention to a question crucial to every organisation: How do you create and sustain the culture you want? This book is a journey through cultures ancient to modern, spotlighting models of leadership and culture-building from the samurai to prison gangs. Along the way, it answers fundamental questions: Who are we? How do people talk about us when we're not around? How do we treat our customers? Can we be trusted? Because who you are is not the values you list on the wall. It's not what you say in a company-wide meeting. It's not your marketing campaign. It's not even what you believe. Who you are is what you do. This book will help you do the things needed to become the kind of leader you want to be - and others want to follow.

Build an HR strategy that leverages the potential of digital transformation and new technologies to improve employee and business performance.

It's an exciting time to be in HR as scores of technologies, such as Watson, AI, predictive modeling, real-time data analytics, HR shared service centers, and others are being implemented at a rapid pace by HR leaders around the world every day. Digital HR expertly addresses the revolutionary trends and disruptive echnologies to provide HR executives, managers, specialists, generalists, and students with a comprehensive and evidence-based guide to current technologies that enhance, enable, revitalize, and empower Human Resources. With practical insight, real-world case studies, tips and tools, recommendations, and additional resources, Waddill guides readers through each of the major technologies and addresses vital strategic and implementation issues.

Used by the UK government and extensively throughout the world, PRINCE2(R) uses seven principles, seven themes and seven processes, which the author believes can be tailored to any project, in any environment, at any time and with anyone - be it work-related or not.This step-by-step guide:Explains the principles of PRINCE2 in straightforward, manageable chunks;Emphasises how to apply PRINCE2 in practice, using real-life examples;Is written by an experienced PRINCE2 practitioner and trainer, so you can be sure that the information is based upon approaches that work;Gives clear explanations and practical illustrations in each section;Explains how to effectively apply PRINCE2's principles, themes and processes to your projects and other real-world scenarios; andHas been updated for PRINCE2 2017.A guide to effective project managementThis book will guide you through each step of your project, clearly defining the underlying principles that should be applied to every project, regardless of what is going on inside or outside the project environment. They are sound, proven rules, which can be used as markers on the way to project success.PRINCE2 is principle-based rather than prescriptive. The principles are:Universal in that they apply to every project;Self-validating in that they have been proven in practice over many years; andEmpowering because they give practitioners greater confidence and the ability to influence and shape how a project will be managed.Susan Tuttle has 20 years' experience in project management, programme management and change management, producing exceptional results across diverse industries. She is an accredited trainer in PRINCE2. Her training style is influenced by her strong commitment to human development. She uses learner-centred theories and principles in her training and writing to help explain and communicate difficult topics.

Reinvent your supply chain from the outside in leverage customer insight, heuristics and digital tools to meet rising expectations and adapt in a volatile world. Customers have become increasingly demanding, and the operating environment has become more turbulent and complex. Mature companies wishing to survive and thrive in the coming decades must transform themselves to become flexible and market responsive. They need to reconsider their traditional supply chains and find ways to increase the clockspeed of their operation and their decision making without creating more complexity for their staff and partners. But where to start this transformation journey? Most of the worlds largest corporations have logistics networks and supply chains that have evolved over time, many based around systems that drive a one-size-fits-all philosophy, which does not fit anymore. And most have not kept up with the changing cadence of their markets. This book describes the path to a different paradigm; where a set of tailored supply chains are used for in-built flexibility and adaption as the world changes, and where internal capabilities and digital capabilities are consciously aligned with the customers and strategies they serve. Transforming Supply Chains builds on John Gattornas seminal Dynamic Alignment framework; and he and his long-term collaborator Deborah Ellis review the analytics and decision-making tools needed to be effective in the digital age. Case Studies of organisations that excel using the outside-in paradigm that they describe are scattered throughout the book; as are a series of prompts to help kick start your thinking about your own transformation path. Transforming Supply Chains is your guide to designing supply chains that fit, and adapt, and bring competitive advantage - whatever your business and whoever your customers.