Praise for The Art of Constructive Confrontation «There's no magic formula for building a successful enterprise, large or small. If you're in the business of making a profit, you're in the business of building people. First you build your people. After that, your people produce the profit. The Art of Constructive Confrontation is an easy-to-follow, systematic process that makes sure you don't get those things backwards. Constructive confrontation is the closest thing you'll ever find to hold people accountable for what they do, while at the same time reducing the conflicts that get in the way of productivity and, ultimately, profits.» –Spencer Hays, founder, The Tom James Company Executive Chairman, Southwestern/Great American, Inc. «The Art of Constructive Confrontation is a clear and concise road map to making the all-important conversations between team leaders and team members happen. More than that, the constructive confrontation process keeps those conversations happening, keeps them consistent and constructive, keeps everybody accountable, and unleashes the leadership potential in everyone.» –Angelo Valenti, PhD, leader of The Company Psychologist and coauthor, Unleashing Leadership «Embracing constructive confrontation builds a strong, effective leader with a strong, effective team. This book covers the step-by-step process to make you that kind of leader.» –Danny Cox, coauthor, Leadership When the Heat's On
How to successfully navigate and prevent conflict From the publishers of the popular Strength Deployment Inventory, Have a Nice Conflict follows one man's fight to rescue his sinking career. Sales manager John Doyle would consider his career a success—he's his company's top revenue driver, and his take-charge attitude gets the job done. However, when he is passed over for promotion—again—after losing two direct reports, who cite his abrasive style as their reason for leaving, John is forced to reassess how he approaches his relationships. With the help of Mac, an expert in the art of Relationship Awareness Theory, John learns the three stages of conflict, and how he reacts in each. Once John recognizes his own values and trigger points, as well those of other people, he becomes able to better navigate terse situations, express his points in a way that resonates for other people, and even avoid conflict altogether. Equipped with this new understanding of how other people interpret and react to conflict, John soon finds all the relationships in his life—both at work and at home—improving. Reveals a practical understanding of how conflict really works Shows how to recognize its initial stages of conflict, how to navigate it better to diffuse a situation, and how to understand the values of the other person to better frame your point for them Provides guidance for moving beyond conflict to enhance relationships Includes a five-step framework (anticipate, prevent, identify, manage, and resolve) and tools for locating conflict triggers in ourselves and others Anyone can profit from the tools in this book to understand and take control over conflict.
HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don't even realize when they are getting the deal of a lifetime. In How to Sell to an Idiot, authors John Hoover and Bill Sparkman show you how to ignore your own inner idiot and start selling more by doing less of what doesn't work and more of what does. Along with a wealth of proven sales guidance and effective techniques, you'll learn how to: Use idiot-proof planning and preparation to make prospecting far more effective Use idiot-speak to connect with prospects and gather vital information that makes selling easy Spice up your sales pitch for faster closings and larger sales Wring referrals out of clients like water from a sponge And much more! «Selling is an act of compassion. Sales professionals must believe that their products and services will improve the quality of their customers' lives. Hoover and Sparkman get that. Selling must also be fun-for the salesperson and the customer. How to Sell to an Idiot makes it clear that the first laugh of the day must be at ourselves.» —Roger P. DiSilvestro, former Chairman and CEO, Athlon Sports Publishing and coauthor of The Art of Constructive Confrontation «How to Sell to an Idiot hits the bull's-eye. Great practical steps that will help anyone in sales reach the goal line. Truly a creative approach with fresh new ideas delivered with humor.» —Charles S. Dreyer, Director of Sales-Southern California Coastal Region, K. Hovnanian Homes, a Fortune 500 company «How to Sell to an Idiot provides an entertaining and creative look at the formula for sales success. Insightful and fun, you'd have to be an idiot not to add this book to your resource library!» —Chip Cummings, international speaker, marketing expert, and author of Stop Selling and Start Listening
A guide to personal accountability-the fundamental key to leadership success With the toughest economic downturn in recent history, the issue of accountability has taken center stage. However accountability is often confused with punishment, fault, blame and guilt. In this book, the author argues that the only true accountability is «personal accountability» and the only way to achieve it is to take responsibility for the outcomes of your choices, behaviors and actions. The 85% Solution reveals that to be truly accountable, leaders must accept no less than 85% of the responsibility for the outcomes of your actions; Empower themselves to take the risks and actions you must in order to get what they want; and Show they are willing to answer for the outcomes that result from their choices and actions. Offers a practical guide to personal accountability and reveals how this leads to personal and business success Guides readers to take the risks and actions to reach their goals Contains self-assessments for determining personal accountability index The author is an experienced consultant who works with organizations, teams, and individuals to improve their personal and work lives.
How to defeat stress, worry, and anxiety to achieve more in business and life. From the international bestselling author of Self-Confidence. Are You A Worrier? Do you seem to worry more than most? Do you find that insignificant things stress you out? Do you sweat the small stuff and the big stuff too? Well, now’s the time to stop worrying and start living. Worry, stress, anxiety – whichever label you prefer to use – can have consequences that impact not only our lives, but the lives of others around us. When we worry it’s like the engine of our mind is constantly being revved up. It doesn’t allow us time to switch off and rest. It tires you out. And when you’re tired you’re less likely to think straight. And when you’re not thinking straight it’s easy to make stupid mistakes and confuse priorities… But relax. There is a way forward. In How Not to Worry Paul McGee shows us that there is a way to tackle life’s challenges in a calmer and more considered way. It is possible to use a certain degree of worry and anxiety to spur us on towards positive, constructive action, and then leave the rest behind. With down to earth, real life advice, How Not to Worry helps us understand why worrying is such a big deal and the reasons for it, exposing the behavioural traps we fall into when faced with challenges. It then helps us to move on with tools and ideas to deal with our worries in a more constructive way.
ACCOUNTABILITY IS THE CATALYST THAT IGNITES: Accelerated Change, Robust Employee Engagement, Intensified Ownership, Relentless Perseverance, Impeccable Alignment, and propels individuals, teams and organizations to desired results. Accountability crumbles silos, boosts teamwork and collaboration, strengthens camaraderie, creativity, resiliency, agility, trust, and communication Achieve with Accountability presents a recipe for awakening the whatever it takes attitude to achieve what matters most to individuals, teams and organizations. Discover how to transform accountability into a positive, engaging and forward looking experience that will secure your position in the new world of work. Learn how to kick-start a revolution that will blast your team or organization to new heights of success. We are in a brawl with no rules, where the fast, flexible and agile will eat and spit out the slow, over-thinking and complacent. When you relinquish accountability you place your future in the hands of other people or events. It's only by taking accountability and ownership for our circumstances that we can achieve what matters most. Embrace the accountability fundamentals that have helped individuals, teams and organizations for years to achieve and exceed what matters most. With the world coming at us fast and furious every day, it's easy to feel like you've lost control of your own life, your team or your organization. By choosing to take and lead accountability you reclaim control and are able to direct your own destiny. Develop the agility, flexibility and resiliency to adapt and thrive during constant change Foster a can-do, resolute, solutions focus in the face of difficult challenges, obstacles and barriers Eradicate the blame-game and vanquish excuse-making that stifles peak performance Shed feelings of disarray, discomfort, apathy, entitlement, indifference and despair Take control over your circumstances and achieve what matters most Unleash voluntary contributions of discretionary performance that is often left untapped in individuals, teams and organizations Establish unshakable trust and credibility Accountability is a current that feeds into the slipstream of success. Your performance, your decisions, and your results are all your responsibility; when you operate from that premise, magic happens. Achieve with Accountability shows you how to nourish that can-do mindset, so you can begin to achieve what matters most.
The only nonprofit orientation to coaching skills available, Coaching Skills for Nonprofit Leaders will provide nonprofit managers with an understanding of why and how to coach, how to initiate coaching in specific situations, how to make coaching really work, and how to refine coaching for long-term success. Coaching Skills for Nonprofit Leaders offers practical steps for coaching leaders to greatness and complements the academic and theoretical work in nonprofit leadership theory. The book can be used by the coaching novice as a thorough topical overview or by those more experienced with coaching as a quick reference or refresher. Based on the Inquiry Based Coaching? approach, Coaching Skills will strengthen and expand the reader?s ability to drive organization mission, while retaining the intrinsic values of the nonprofit culture and working towards outcomes that create a culture of discipline and accountability and empower others to be even more responsible, accountable, and self-motivated. This book uses accessible language, examples, case studies, key questions, and exercises to help: Promote better relationships Know when to delegate, direct and coach. Balance directive and supportive styles of leadership for productive partnerships Overcome fears and deal head-on with difficult situations and conflict. Use coaching for performance improvement and on-the-job development. Support independent thinking and personal reflection Gain commitment and accountability from others and build teams
A practical resource, this book combines tips, checklists, exercises, and stories to outline concrete processes that improve the way leaders, managers, and anyone within an organization responds to conflict. Beginning with a series of questions and self-diagnostics, the authors show you how to: maintain emotional balance in the face of conflict; implement constructive communications techniques; help others deal with conflicts that are causing organization problems; establish norms for handling conflict; use specific approaches for addressing conflict more effectively. «A must-have guidebook for the new age of global business. This book shows every leader how to turn feelings of fear into feelings of safety, suspicion into trust, and competitiveness into collaboration.» –Jim Kouzes, coauthor of the best-selling book The Leadership Challenge and Dean's Executive Professor of Leadership, Leavey School of Business, Santa Clara University «Craig Runde and Tim Flanagan use their vast experience to give us Developing Your Conflict Competence. Move beyond negative workplace conflict to positive and constructive outcomes with the simple tools and suggestions in this must-read field guide!» –Marshall Goldsmith, best-selling author of What Got You Here Won't Get You There, Succession: Are You Ready?, and the upcoming MOJO «I've read the authors' first two books, Becoming a Conflict Competent Leader and Building Conflict Competent Teams. Their latest book pulls it all together by providing models, examples, and thought-provoking insight. It will be required reading for my senior management team.» –Deborah Jallad, president/chairman, Accredited Surety and Casualty Company, Inc.
Achieve stellar savings with the techniques used on bradsdeals.com Do More, Spend Less provides tips, advice, real-world examples, and strategies consumers need to know to compete in the consumer world. Author Brad Wilson, founder of BradsDeals.com, explains the techniques and buying strategies that are used on his site, which have saved 19 million consumers more than $200 million on BradsDeals.com in the past year alone. The majority of deals on his site provide free, or nearly free, products and services. This book provides tips, advice, real-world examples, and strategies consumers need to know to compete in the consumer world. Shares why you should never buy an Apple product from the Apple store Details how to spend three weeks in a suite at the Park Hyatt Paris for $20 Shares the unknown way to clean up your credit report and add at least 20 points to your score The entire basis for thinking about how best to shop, spend, travel, bank—essentially all aspects of being a consumer—has fundamentally changed. The power is now in your hands, and Do More, Spend Less shows you how to master your savings.
How to build lasting connections through meaningful communication Developing successful relationships is critical to our success in both our personal and professional lives. The Power of Understanding People shows you how to establish and develop extremely effective relationships by providing you with techniques to better identify and understand the intrinsic needs of others. As a result, you will achieve better team dynamics, increased sales and client satisfaction, higher levels of employee engagement and performance, and even more satisfying marriages and friendships. This book provides the tools to understand others' unique communication style as well as your own. Get detailed advice on how to adjust to diverse communication styles, develop a unifying language for the organization, and better match motivational techniques to team members. Through storytelling and experiential exercises, author Dave Mitchell helps you gain insight into your own unique interaction style and teaches you how to communicate, motivate, sell, and service more successfully no matter the personality types involved. Offers insight into the behavior cues and questions to ask to better understand someone's interactive preferences Explains how to enhance your sales efforts by better targeting your brand message to the client's style so that your products/services resonate with them more Examines strategies for creating a high performing work environment and achieve greater customer service excellence Contains conflict resolution strategies, including how to effectively work out differences within a team, between work units, with customers, and even in your personal life Armed with the ability to interpret the behavior of the people around you, you will achieve greater levels of success at work and at home while also learning how to better handle the difficult situations involving people in your life.
Executive Stamina combines the wisdom and methodology of the best executive coaching with the cutting-edge training techniques of world-class athletes to help busy, stressed-out executives achieve peak performance. This holistic approach to executive performance uses practical tips and tools to help you maximize your career potential, maintain your physical health, and stay aligned with your personal values. Executive Stamina is all you need to learn how to optimize your time, energy, and productivity to achieve more and live better.
Talk Less, Say More is a revolutionary guide to 21st century communication skills to help you be more influential and make things happen in our distracted, attention-deficit world. It's loaded with specific tips and takeaways to ensure that you're fully heard, clearly understood, and trigger positive responses in any business or social situation. It's the first book to deliver a proven method to master the core leadership skill of influence. Talk Less, Say More lays out a powerful 3-step method called Connect, Convey, Convince (R) and guides you in how to use these habits to be more influential. This succinct book solves your modern communication issues in today's demanding, distracted world at a time when interaction skills are plummeting. Communication is the single greatest challenge in business today. It takes just 3 habits to conquer it. Talk Less, Say More will help you achieve more with less. Less wordiness. Less tune-out. Less frustration. You'll gain more time. More positive outcomes. More rewarding relationships.
The pressure's on… You've just won a big promotion and your new boss has high expectations. You have an important meeting and want to make a constructive impact. You're thinking of restructuring the team and need to show clear leadership. You know you're capable of so much more and need to grasp the opportunity. Meanwhile, you're drowning in a sea of unanswered email and voicemail… How can you raise your game and achieve your full potential? Peter Shaw, professional coach and author, shows how combining self-belief with practical action creates the basis for powerful change, helping you step up to the next level. Learn how to identify your strengths, take bold but calculated risks, build your network of supporters, convert your critics, live your values and find fulfilment and joy.
Making accountable marketing decisions to improve the efficiency of spending In this practical guide, Prophet CEO Michael Dunn teams up with marketing effectiveness expert Chris Halsall to help marketing managers and CMOs make better marketing spending decisions and better evaluate the success or failure of these decisions. They show how to sort through the clutter of metrics, measurement, and analytic options, and provide the practical information needed to help establish the marketing accountability imperative–highlighting the critical need for more effective stewardship of marketing spending.
Anyone can start a business. But only leaders can succeed. Most entrepreneurs know the long odds: only a fraction of them will lead their enterprises through the rocky stages of growth to launch self-sustaining companies. Very few know how to outflank the failures that await them at every turn, including the most painful—being abandoned by key members of their team or getting pushed out by their board just as their business starts to generate real value. Derek Lidow is on a mission to improve these odds and change these outcomes. Throughout his long career—as CEO, innovator, and entrepreneur—he has tested virtually every aspect of launching a business. Lidow now argues that success is far less dependent upon a firm’s idea or any grand strategy than it is upon something more personal: leadership. Emerging companies have specific leadership requirements, stage by fast-moving stage. Few founders have been able to leverage the tremendous power of this underrecognized reality—until now. Startup Leadership demonstrates how founders can adopt the skills that are required at each stage of their journey. Whether you are at the idea stage or managing a more mature enterprise, you can start to recognize the fundamental conflict: how to balance your selfish drives with the more selfless leadership required by the organization at any given time. The book shows you how to achieve this balance by: Assessing your unique motivations, traits, and skills Creating a personal leadership strategy that leverages your strengths and mitigates your weaknesses Mastering how to lead teams, including boards Understanding the five prerequisites for driving change Taking control of your inevitable crises, thereby strengthening your team and your leadership With Lidow’s help, you will learn how to become the startup leader your business needs, and you’ll move forward with your plans with greater confidence and success.