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Presentations and Conversations That Get Results

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Whether youre making a formal presentation, wooing a client, closing a sale, or proposing an idea, persuasive communication can make the difference between success and failure. Well Said! shows readers how to put themselves in their audiences shoes and tailor their message to the needs of decision makers. It reveals simple but powerful techniques anyone can use to prioritize, organize, and economize their words so that their communications are concise, clear, andmost importantlyconvincing. Complete with real-life examples illustrating the concepts in action, this handy guide teaches readers how to: Use the words and phrases that get people to listen  Capture and hold attention  Gain instant credibility with decision makers  Optimize body language  Handle Q&A with finesse  Connect with the audience  Shine with or without PowerPoint  Perfect their elevator pitch  And much more Engaging and practical, Well Said! is the one book on presentation skills every professional should own.

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We are all fascinated by themthat enigmatic class of people often referred to as the rich. With all the emphasis on the rich and famous in America, we would think we know everything about them. In reality, very few of us truly understand those who make up the very wealthiest Americansthose with liquid assets of $5 million or more. What is this new class of people and how did they get that way? In The New Elite, the authors reveal what motivates our countrys most powerful and influential class, what they want, where they shop, and how they really spend their money. With candor and unique insight, they reveal that the people who drive our economy are not Ivy league-educated, luxury-seeking socialites. While they include luminaries like Bill Gates, David Geffen, Ralph Lauren, and Donald Trump, they also include the small business owner next door. Based on unprecedented research with hundreds of interviews with members of this unique group,The New Elite uncovers the five classes of Americas newly wealthyincluding those who struggle with its implications, those who refuse to let it change them, and those who give it away, and how each of them is changing our culture and economy. This is an entertaining and enlightening look at Americas ruling class, the profound ways they have redefined what it means to be rich, and how we court them.

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The True Cost of Shipping Jobs Overseas and What Can Be Done About It

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One of the most controversial topics in the news is the outsourcing of American jobs to other countries. Outsourced jobs have extended well beyond the manufacturing sector to include white-collar professionals, particularly in information technology, financial services, and customer service. Outsourcing America reveals just how much outsourcing is taking place, what its impact has been and will continue to be, and what can be done about the loss of jobs.

More than an expose, Outsourcing America shows how offshoring is part of the historical economic shift toward globalism and free trade, and demonstrates its impact on individual lives and communities. In addition, the book now features a new chapter on immigration policies and outsourcing, and advice on how individuals can avoid becoming victims of outsourcing. The authors discuss policies that countries like India and China use to attract U.S. industries, and they offer frank recommendations that business and political leaders must consider in order to confront this crisisand bring more high-paying jobs back to the U.S.A.

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Taking over the top job, whether its the CEO of a company or the manager of a department, is never easy. When done the right way, it results in inspired leadership; when done the wrong way, it can lead to disaster. To be effective, the people in charge must give their team a reason to believe in their talents and their ability to get people to work together. Great leadership requires decisiveness, authority, conviction, compassion, and, most important, the ability to set the right example. It would seem easy, but it takes a lifetime of trying to put it into practice. In Lead by Example, recognized leadership guru John Baldoni reveals the traits and abilities leaders need to know to inspire others to follow them. Readers will learn how to: listen for ideas  manage around obstacles  defuse tension  check their egos  stand up for what they believe in  manage crises  develop team confidence  recruit good people  deliver bad news  handle defeat  engage their enemies Filled with examples of visionary leaders who have overcome their shortcomings and achieved greatness, Lead by Example will show readers how to build trust, drive results, and win the respect of the people they lead.

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Hiring, Firing, Performance Evaluations, Documentation, Benefits, and Everything Else You Need to Know

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Managing people is a tricky businessand managers and small business owners can no longer get by without understanding the essentials of human resources. New questions abound. In our increasingly legal-minded age, how much documentation do we need to keep on each employee? Whats the best way to confront complicated personnel issues, and even workplace violence? The Managers Guide to HR provides readers with a straightforward, step-by-step guide to human resources topics, including: hiring  performance evaluations and documentation  training and development  benefits  compensation  employment laws  documentation and records retention  firing and separation The book clarifies hot-button issues such as dealing with conflict, privacy issues, COBRA compliance, disabilities, sexual harassment, and more. The Managers Guide to HR is a quick and ready reference for every leader.

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Rules and Best Practices to Safely Manage Your Company's E-Mail, Blogs, Social Networking, and Other Electronic Communication Tools

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Trillions of e-mails travel each year through corporate networksand they're not all work-related. But for organizations wishing to protect themselves from liability, e-mail is no longer the only dangerthey now have to contend with blogs, social networking sites, and other new technologies. Packed with electronic rules, step-by-step guidelines, sample policies, and e-disaster stories, this revised edition of The e-Policy Handbook helps readers: implement strategic electronic rules  prevent security breaches and data theft  safeguard confidential company and customer information  manage new and emerging technologies  write and implement effective policies  train employees Updated to cover new technologies, including instant messaging, social networking, text messaging, video sites, and more, this is a comprehensive resource for developing clear, complete e-policies.

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A Dynamic Process for Creating and AchievingYour Company's Strategic Vision

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The true heroes of transformation within organizations are not just CEOs, but managers who create energy, gain alignment, and solidify the will within the company to turn the strategic vision into reality. Shaping the Future provides how-to guidance -- plus examples based on interviews with executives from companies like Boeing, Microsoft, Rockwell-Collins, and Harley-Davidson -- to help businesses create a strong future. Rethinking many classic assumptions about change, Shaping the Future emphasizes the importance of making a single, critical change -- the strategic imperative -- rather than many smaller ones. The book presents a practical and unique Transformational Model, consisting of five key steps necessary to overcome resistance and effect large-scale change within an organization.  Demonstrating an exciting new approach to an ever-more critical challenge, Shaping the Future provides thoughtful and tested guidance for true change leaders.

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Empowering Every Member to Take Ownership, Demonstrate Initiative, and Deliver Results

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Workplace teams are supposed to harness employees' talents to tackle challenges. But the reality often falls short... Now imagine having a team where everyone steps up and performs all of the leadership tasks. Imagine a team that is constantly sharing knowledge and pushing the envelope--one that does long term planning and produces outstanding performance. A Team of Leaders shows readers how to design systems that nurture the leadership potential of every employee--the key to creating high-performance teams. The book's proven principles and techniques include:  The Five-Stage Team Development Model that maps the transition from traditional to self-directed teams  Best practices in team process design  A Team Value Creation Tool that allows members to appreciate the significance of what they contribute each day  Visual Management  And more Filled with real-world examples, this fresh approach transforms passive groups of disparate people into effective teams of leaders--workplace teams that work!

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A Blueprint for Energizing Your Organization from Top to Bottom

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Surveys show that 73% of workers are less motivated than they used to be, and 84% could perform significantly better if they wanted to. Perhaps most shocking of all, a full 50% of workers say they are exerting only enough energy to hang on to their jobs! This crisis needs radical treatment - and that's what Dean R. Spitzer provides with his original, idea-packed strategies for boosting employee motivation and performance.
Instead of focusing on how individual managers can motivate individual employees, SuperMotivation shows you how to "motivationally transform" an entire organization. Based on the autho's firsthand experience with a variety of companies and thousands of interviews, SuperMotivation takes a fresh approach to an age-old dillema. Each chapter is full of immediately applicable techniques that any organization can use to "maximize the bang for its motivational bucks." You'll find hundreds of practical suggestions for motivationally transforming jobs, teams, meetings, suggestion systems, training, performance appraisals, compensation, benefits, and much more.

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How the Best Companies Apply Lean Manufacturing Principles to Shatter Uncertainty, Drive Innovation, and Maximize Profits

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Going Lean sets aside the notion that efficient operations and powerful innovations are only possible when business is steady and demand is growing. Instead, companies must learn that sudden shifts or unpredictable conditions need not undermine their results. Led by a new breed of companies Toyota, Wal-Mart, and Southwest Airlinesa powerful, yet unexpected mindset is reshaping the rules for business competitiveness. By using Lean Dynamics TMbased on the now-famous Toyota Production Systemcompanies everywhere can thrive in virtually any environment. In Going Lean, readers will learn how to:

 become broadly effective in creating and sustaining value
 set a critical foundation for achieving sustained excellence
 identify sources of lag and create robust value streams that thrive in todays dynamic conditions
 describe the underlying techniques to maintain steady and predictable flow
 create a system based on pull, or external demand that consistently introduces new innovation even during severe downturns
 strive for perfection
 deliver industry-leading returns

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What Dale Carnegie, John Patterson, Elmer Wheeler, and Joe Girard Can Teach You About Real Sales Success

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Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century. The book reveals how:

* In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales force
* Dale Carnegie taught people how to win friends and influence customers with powerful methods that still work
* Joe Girard, listed by Guinness as the worlds greatest salesman, didnt just sell cars, he sold relationships...and developed a successful referral business
* Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of sales pitches on millions of people, and achieved great success in the middle of the Great Depression

Part history and part how-to, The Giants of Sales gives readers practical, real-world techniques based on the time-tested wisdom of true sales masters.

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Demystifying and Applying Toyota's Legendary Manufacturing Process

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Originally developed at Toyota, the approach to manufacturing known as Kanban has helped revolutionize how corporations and suppliers achieve maximum efficiency in getting products to and from the assembly line. When implemented properly, the Kanban technique minimizes waste, avoids overproduction, and ensures quick response to changes and problems.

Kanban Made Simple is the first simple how-to guide for incorporating the just-in-time ingenuity of the Kanban system into any manufacturing environment. From the Japanese word for visual record, the technique dictates that suppliers deliver parts to the warehouse only as they are needed, reducing storage in the production area. Using before-and-after case studies, this easy-to-follow guide contains information on establishing project goals, forming a Kanban team, and designing the process. Kanban Made Simple helps readers decide if Kanban is right for their organization, then teaches them how to train personnel and administer the program. A ready-to-use CD-ROM, included with the book, guides the Kanban team through the entire implementation process.

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Avoid the Mistakes Even Great Sales Managers Make -- And Get Extraordinary Results

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Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes occur: internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how to: regain control of their time  create a proactive sales culture  motivate a sales team  use simple yet powerful metrics  weed out failures quickly  coach and counsel up and down the sales organization  reduce reports to one sheet of paper and 10 minutes a week  forecast more confidently This book shows sales managers at every level how to manage for great results!

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Inside the Controversy over Genetically Modified Food

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More than ten years ago, the first genetically modified foods took their place on the shelves of American supermarkets. But while American consumers remained blissfully unconcerned with the new products that suddenly filled their kitchens, Europeans were much more wary of these Frankenfoods. When famine struck Africa in 2002, several nations refused shipments of genetically modified foods, fueling a controversy that put the issue on the world's political agenda for good. In Food Fray, esteemed molecular biologist Dr. Lisa H. Weasel brings readers into the center of this debate, capturing the real-life experiences of the scientists, farmers, policymakers and grassroots activists on the front lines. Here she combines solid scientific knowledge and a gripping narrative to tell the real story behind the headlines and the hype. Seminal and cutting-edge, Food Fray enlightens and informs and will allow readers to make up their own minds about one of the most important issues facing us today.

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Collaborate with Buyers and Make Every Conversation Count

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Todays buyers want more from sales professionals than a simple consultation. What theyre hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a Win3...where they, the seller, and the organization, achieve a winning outcome. Conversations That Sell introduces sales professionals to the collaborative conversation skills they need to capture the buyers attention and secure business. Based on the authors five-step sales system, Whats in It for Them (WIIFT)Wait, Initiate, Investigate, Facilitate, Then Consolidatethe book shows readers how to:  Prepare for an effective sales call  Identify sales opportunities and the factors that drive buyers to act  Adjust their approach to the type of buyerAchievers, Commanders, Reflectors, and Expressers  Make conversations flow easily  Address problems, opportunities, wants, and needs  Work through objections  Advance and close sales  And more Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongson the buyer.

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How Companies Sabotage Themselves and What They Must Do Differently

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Risk. Its a given factor in the operation of any organization. From corporate fraud and security issues to technological and other man-made disasters, bad things do happen. And while many businesses build elaborate defenses against these unexpected occurrences, often employing powerful technology to help detect and prevent them, most risk-assessment strategies fail to connect the dots before its too late. This book, based on the authors extensive experience analyzing the sources of corporate and organizational failure, reveals how a company can mitigate risk using available resources, including what may be the most important asset: its people. Readers will discover valuable strategies, enabling them to: Draw actionable intelligence from enormous amounts of data  Quickly make better-informed assessments and decisions  Tap into the rich human sources of information that can directly alert them to signs of risk  Do a better job of anticipat ing and avoiding problems Filled with practical, real-world insight and featuring interviews with experienced risk practitioners, this book will help any business recognize the first signs of trouble.

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The Revolutionary Formula for Creating Killer Copy That Grabs Their Attention and Compels Them to Buy

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With the rise of social networks, Twitterized attention spans, and new forms of video content, the techniques that worked in crafting attention-grabbing, clickable, and actionable online copy a few years ago are simply not as effective today. Thoroughly revised, the third edition of Web Copy That Sells gives readers proven methods for achieving phenomenal success with their online sales and marketing efforts. They will learn to:

 Use psychological tactics that compel Web surfers to buy
 Create effective, highly-targeted Facebook ads
 Test copy to maximize response
 Write online marketing video scripts that sell
 Craft compelling copy for interactive advertising banners
 Produce high-converting video sales letters
 And more

Proven and practical, Web Copy That Sells shows how to quickly turn lackluster sites into perpetual money machines, streamline key messages down to irresistible cyber bites...and ensure that Web copy, e-mail, and marketing communications pack a fast, powerfuland sales generatingpunch.

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What You Need to Know to Cash In on Your Inspiration

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You dont have to be a mechanical genius to be an inventor. Anyone can inventa parent wrestling with a baby sling . . . a coach frustrated with slick-soled running shoes . . . an office worker determined to keep the computer cords untangled. Inventing is simply finding clever solutions to everyday challenges. Author and inventor Patricia Nolan-Brown has turned common annoyances into ingenious and money-making products. She shares the tricks of her trade in Idea to Invention, a practical guide that helps ordinary people look at their world with the eyes of an inventor. Readers will learn six simple steps to inventionand discover:  How they rate on six crucial personality traits
 Creativity habits that spark invention
 The power of tape-and-paper prototypes to refine their vision
 How to navigate the ins and outs of licensing and patenting their product
 The pros and cons of finding a licensed manufacturer vs. running a home-based assembly line
 How to promote their inventionfrom perfecting the pitch and finding store buyers to trade-show shortcuts and strategies for creating buzz online
 Product enhancements that add years to shelf life From initial concept to thriving business, this handy guide simplifies the invention process and gives creative thinkers the competitive edge they need to achieve success.

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Everything You Need to Know to Get Back to Work After a Layoff

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Losing your job can be a crushing setback, but the key is to remember the expression: When one door closes, another one opens. With the proven tips and tactics featured in The Job Search Checklist, youll learn how to turn your loss into opportunity and find another job fast. This indispensable guide covers everything from dealing with the emotional impact of being laid off to rebuilding your professional identity. Youll get solid advice on:  Developing a career plan by taking stock of your experience, abilities, and goals
 Crafting an effective resume and building Internet-friendly documents
 Creating a personal marketing plan to promote yourself to potential employers
 Finding the hidden job market through in-person and online networking Downloadable templates, sample cover letters, a range of effective resume formats, and even job search correspondence will help you customize your efforts. Helpful checklists throughout the book will get you on the right track and keep you there. Youll also discover valuable strategies for interviewing and negotiating effectively, plus tips on hitting the ground running once you start that newand betterjob.

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Negotiation (The Brian Tracy Success Library)

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Negotiation is an essential element of almost all of our interactionspersonally and professionally. Its part of how we establish relationships, work together, and arrive at solutions for our clients, our organizations, and ourselves. Simply put, those who dont negotiate well risk falling victim to those who do. Throughout his career, success expert Brian Tracy has negotiated millions of dollars worth of contracts. Now, with this concise guide, you too can become a master negotiator and learn how to:  Utilize the six key negotiating styles  Harness the power of emotion in hammering out agreements  Use time to your advantage  Prepare like a pro and enter any negotiation from a position of strength Gain clarity on areas of agreement and disagreement  Develop win-win outcomes  Use the power of reciprocity  Know when and how to walk away  Apply the Law of Four  Plus much more Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracys trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.