Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale

Author: Rick Page

Publisher: McGraw Hill Professional

Published: 2003-04-14

Total Pages: 191

ISBN-13: 0071505121

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"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process

Strategy Beyond the Hockey Stick
Strategy Beyond the Hockey Stick

Author: Chris Bradley

Publisher: John Wiley & Sons

Published: 2018-02-06

Total Pages: 256

ISBN-13: 1119487625

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Beat the odds with a bold strategy from McKinsey & Company "Every once in a while, a genuinely fresh approach to business strategy appears" —legendary business professor Richard Rumelt, UCLA McKinsey & Company's newest, most definitive, and most irreverent book on strategy—which thousands of executives are already using—is a must-read for all C-suite executives looking to create winning corporate strategies. Strategy Beyond the Hockey Stick is spearheading an empirical revolution in the field of strategy. Based on an extensive analysis of the key factors that drove the long-term performance of thousands of global companies, the book offers a ground-breaking formula that enables you to objectively assess your strategy's real odds of future success. "This book is fundamental. The principles laid out here, with compelling data, are a great way around the social pitfalls in strategy development." —Frans Van Houten, CEO, Royal Philips N.V. The authors have discovered that over a 10-year period, just 1 in 12 companies manage to jump from the middle tier of corporate performance—where 60% of companies reside, making very little economic profit—to the top quintile where 90% of global economic profit is made. This movement does not happen by magic—it depends on your company's current position, the trends it faces, and the big moves you make to give it the strongest chance of vaulting over the competition. This is not another strategy framework. Rather, Strategy Beyond the Hockey Stick shows, through empirical analysis and the experiences of dozens of companies that have successfully made multiple big moves, that to dramatically improve performance, you have to overcome incrementalism and corporate inertia. "A different kind of book—I couldn't put it down. Inspiring new insights on the facts of what it takes to move a company's performance, combined with practical advice on how to deal with real-life dynamics in management teams." —Jane Fraser, CEO, Citigroup Latin America

Hope Is Not a Method
Hope Is Not a Method

Author: Gordon R. Sullivan

Publisher: Currency

Published: 1997-09-02

Total Pages: 325

ISBN-13: 076790060X

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Since the end of the Cold War, the United States Army has been reengineered and downsized more thoroughly than any other business. In the early 1990s, General Sullivan, army chief of staff, and Colonel Harper, his key strategic planner, took the post-Cold War army into the Information Age. Faced with a 40 percent reduction in staff and funding, they focused on new peacetime missions, dismantled a cumbersome bureaucracy, reinvented procedures, and set the guidelines for achieving a vast array of new goals. Hope Is Not a Method explains how they did it and shows how their experience is extremely relevant to today's businesses. From how to stay on top of long-range issues to how to maintain a productive work force during times of change, it offers invaluable lessons in leadership and provides proven tactics any business can implement.

Pragmatic Capitalism
Pragmatic Capitalism

Author: Cullen Roche

Publisher: Macmillan

Published: 2014-07-08

Total Pages: 252

ISBN-13: 1137279311

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An insightful and original look at why understanding macroeconomics is essential for all investors

FROM HOPE TO STRATEGY The Anatomy of Negotiation
FROM HOPE TO STRATEGY The Anatomy of Negotiation

Author: Wayne Harrison

Publisher: Pathfinders Downunder Pty Ltd

Published:

Total Pages: 134

ISBN-13: 1685242391

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This is the gift that keeps giving. The Anatomy of Negotiation, is a book by Wayne Harrison that gives you the latest tools to do the right thing the right way at the right time. It will provide you with the communication strategies and negotiation frameworks needed to form new skills, improve processes, be a better leader, and make your relationships and outcomes more predictable. The information in this book is based on extensive research and experienced practitioners, who have participated in and advised on high-stakes negotiations and conflicts that have resulted in practical value-creating outcomes.

Hope Is Not a Winning Strategy. . . But Price to Win (Ptw) Is!: An Insider's Guide to Price to Win (Ptw)
Hope Is Not a Winning Strategy. . . But Price to Win (Ptw) Is!: An Insider's Guide to Price to Win (Ptw)

Author: Anthony C. Constable

Publisher:

Published: 2011-10

Total Pages: 170

ISBN-13: 9780983708827

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"Hope Is Not A Winning Strategy. . . But Price To Win (PTW) Is!" is written around CAI/SISCo's 3-Phase, 10-Step PTW Framework which is now used as the basis for internal PTW by a growing number of major companies. The book is a treatment of practices, problems, and practical solutions that will allow bidders to implement PTW and get on the road toward winning more opportunities for less investment. The purpose of this book is to provide a Price To Win (PTW) framework and process to help achieve win probabilities (pWins) of 100% for competitive opportunities. Not 73% or 87%, but 100%. The book's ideal readers are: all who are involved with any aspect of business development involving the pursuit of competitive contract awards; contracting business owners and their senior managers looking to take their businesses to the next level (i.e., small to mid-sized, mid-size to large-sized); and anyone else who is curious enough to want to learn about the bigger picture. The takeaway that this book strives to provide is that PTW should be embraced by firms that vie for competitive awards because it can significantly improve opportunity pursuit pWins by focusing on the competition, providing the Home Team with timely information concerning what it needs to do to overcome competitors in terms of their aggregate Evaluation Award Points (for Team, Approaches, Solutions, Past Performance, etc.) and their most likely gamed Bid Prices. It will also help the Home Team focus on preparing and pricing a bid that can beat the fiercest competitor and win!

Site Reliability Engineering
Site Reliability Engineering

Author: Niall Richard Murphy

Publisher: "O'Reilly Media, Inc."

Published: 2016-03-23

Total Pages: 552

ISBN-13: 1491951176

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The overwhelming majority of a software system’s lifespan is spent in use, not in design or implementation. So, why does conventional wisdom insist that software engineers focus primarily on the design and development of large-scale computing systems? In this collection of essays and articles, key members of Google’s Site Reliability Team explain how and why their commitment to the entire lifecycle has enabled the company to successfully build, deploy, monitor, and maintain some of the largest software systems in the world. You’ll learn the principles and practices that enable Google engineers to make systems more scalable, reliable, and efficient—lessons directly applicable to your organization. This book is divided into four sections: Introduction—Learn what site reliability engineering is and why it differs from conventional IT industry practices Principles—Examine the patterns, behaviors, and areas of concern that influence the work of a site reliability engineer (SRE) Practices—Understand the theory and practice of an SRE’s day-to-day work: building and operating large distributed computing systems Management—Explore Google's best practices for training, communication, and meetings that your organization can use

Hope in the Dark
Hope in the Dark

Author: Rebecca Solnit

Publisher: Haymarket Books

Published: 2016-05-14

Total Pages: 186

ISBN-13: 1608465799

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“[A] landmark book . . . Solnit illustrates how the uprisings that begin on the streets can upend the status quo and topple authoritarian regimes” (Vice). A book as powerful and influential as Rebecca Solnit’s Men Explain Things to Me, her Hope in the Dark was written to counter the despair of activists at a moment when they were focused on their losses and had turned their back to the victories behind them—and the unimaginable changes soon to come. In it, she makes a radical case for hope as a commitment to act in a world whose future remains uncertain and unknowable. Drawing on her decades of activism and a wide reading of environmental, cultural, and political history, Solnit argues that radicals have a long, neglected history of transformative victories, that the positive consequences of our acts are not always immediately seen, directly knowable, or even measurable, and that pessimism and despair rest on an unwarranted confidence about what is going to happen next. Now, with a moving new introduction explaining how the book came about and a new afterword that helps teach us how to hope and act in our unnerving world, she brings a new illumination to the darkness of our times in an unforgettable new edition of this classic book. “One of the best books of the 21st century.” —The Guardian “No writer has better understood the mix of fear and possibility, peril and exuberance that’s marked this new millennium.” —Bill McKibben, New York Times–bestselling author of Falter “An elegant reminder that activist victories are easily forgotten, and that they often come in extremely unexpected, roundabout ways.” —The New Yorker

Your Strategy Needs a Strategy
Your Strategy Needs a Strategy

Author: Martin Reeves

Publisher: Harvard Business Review Press

Published: 2015-05-19

Total Pages: 281

ISBN-13: 1625275870

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You think you have a winning strategy. But do you? Executives are bombarded with bestselling ideas and best practices for achieving competitive advantage, but many of these ideas and practices contradict each other. Should you aim to be big or fast? Should you create a blue ocean, be adaptive, play to win—or forget about a sustainable competitive advantage altogether? In a business environment that is changing faster and becoming more uncertain and complex almost by the day, it’s never been more important—or more difficult—to choose the right approach to strategy. In this book, The Boston Consulting Group’s Martin Reeves, Knut Haanæs, and Janmejaya Sinha offer a proven method to determine the strategy approach that is best for your company. They start by helping you assess your business environment—how unpredictable it is, how much power you have to change it, and how harsh it is—a critical component of getting strategy right. They show how existing strategy approaches sort into five categories—Be Big, Be Fast, Be First, Be the Orchestrator, or simply Be Viable—depending on the extent of predictability, malleability, and harshness. In-depth explanations of each of these approaches will provide critical insight to help you match your approach to strategy to your environment, determine when and how to execute each one, and avoid a potentially fatal mismatch. Addressing your most pressing strategic challenges, you’ll be able to answer questions such as: • What replaces planning when the annual cycle is obsolete? • When can we—and when should we—shape the game to our advantage? • How do we simultaneously implement different strategic approaches for different business units? • How do we manage the inherent contradictions in formulating and executing different strategies across multiple businesses and geographies? Until now, no book brings it all together and offers a practical tool for understanding which strategic approach to apply. Get started today.

Playing to Win
Playing to Win

Author: Alan G. Lafley

Publisher: Harvard Business Press

Published: 2013

Total Pages: 274

ISBN-13: 142218739X

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Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.