Como continuacin de mi primer libro Los 4 pilares del Vendedor Consultor con esta nueva obra El Gerente Coach de ventas quiero poner a disposicin de los interesados mi experiencia de ms 25 aos colaborando con multinacionales en el segmento industrial B2B y un conjunto de conceptos y herramientas para el desarrollo e implementacin de su propio sistema de ventas.
"The best sales book of the year" — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real—and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution. With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization. It will give you the know-how and tools to move from ideas to action and build a sales effort linked to your firm’s unique goals, not a generic selling formula. Cespedes shows how sales efforts affect all elements of value creation in a business, whether you’re a start-up seeking to scale or an established firm looking to jump-start new growth. The book provides key insights to optimize your firm’s customer management activities and so improve selling and strategy.
A higher purpose is not simply about profit. Symbolising the motivations of our actions and efforts, it reflects something much more aspirational and contributes to our global society. This open access book offers novel solutions to ensure employees support a wider organizational meaning whilst guaranteeing that the company benefits from the employee’s individual sense of purpose. Advocating a shift from previous models and theories, this book contributes to debate and offers insight for both scholars and practitioners. The chapters bring together academic rigour and practical models to help readers distinguish between the fads and influential strategies. Exploring the development of purpose at each level of business, from strategy and leadership to communication, this book avoids theoretical jargon and provides new approaches to building sustainable purpose-driven organizations. This is an Open Access book sponsored by DPMC Spain, UIC Barcelona and Corporate Excellence - Centre for Reputation Leadership
This exciting new book addresses how governments are now seeking to drive innovation through new forms of R&D policies, through public procurement, skills development, entrepreneurship and innovation culture to name but a few of the approaches. The volume debates and presents scattered and anonymous material in a coherent way, with a particular focus is on 'hot topics' in the field of innovation studies that have been previously under-researched. The book is divided into four key themes: government as a key actor in the innovation process, entrepreneurs as innovators, skills and competences required to maintain and improve innovation performance in Europe and finally, the wider context in which innovation policy develops.
Although postmodernism has had clear impact on literary criticism, the social and political implications of this philosophy have not been systematically investigated. Murphy's study is the first to bring a broad interdisciplinary perspective to the subject and to present postmodernism as a coherent social theory. Responding with compelling arguments to critics of postmodernism, Murphy develops a model that offers a viable alternative to traditional approaches to conceptualizing and studying social life. In an introductory chapter, Murphy looks at the differences between modernism and postmodernism and discusses the metanarratives that characterize the former. He goes on to clarify key assumptions and concepts, especially the postmodern opposition to the traditional Western separation of subject and object. In subsequent chapters, he describes the research methodology used by postmodernists, their views of social ontology and the relationship between order and structure, and the creation of socially responsible institutions. The postmodernists' reconceptualization of key aspects of cultural reality, including time, space, reason, and social relations, is examined in detail. Murphy concludes by exploring the political ramifications of the postmodernist model and its potential as a vehicle for building a genuinely democractic society. This study will be of particular interest to philosophers, economists, and sociologists concerned with contemporary developments in European social philosophy. It is relevant to courses or study in social theory and philosophy, communication theory, cultural criticism, and related fields.
"Little Voice" is the chatter in the six inches between your ears that turns you into a hero one minute and a dunce the next. The 21 proven techniques presented here will reprogram the "Little Voice" in your brain in 30 seconds. In "Little Voice" Mastery, author Blair Singer delivers strategies and techniques that will give readers the ability to: Maintain power in any pressure situation and stop debilitating chatter in their brain so they can attract what they want - now. Uncover and realize lifelong dreams Break through self-sabotaging habits Build powerful, lasting confidence Resurrect the hero inside of them
Drawing on the lives of some of the greatest political, intellectual and religious leaders of modern times, and the author’s personal experience, Virtuous Leadership demonstrates that leadership and virtue are not only compatible, they are actually synonymous. Virtuous Leadership defines each of the classical human virtues most essential to leadership – magnanimity, humility, prudence, courage, self-control and justice. It demonstrates how these virtues promote personal transformation and the attainment of self-fulfillment. It also considers the Christian supernatural virtues of faith, hope and charity without which no study of leadership can be complete. The book’s final section, Towards Victory, offers a methodology for the achievement of interior growth tailored to the needs of busy, professional people intent on imbuing their lives with a transcendent purpose. Thus, the aim of Virtuous Leadership is ultimately practical. It is meant to be your guidebook in the quest for excellence.
