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21. |  Web Copy That Sells, 3rd Edition By: Maria Veloso Publisher: AMACOM Publication Date: 15-FEB-2013 Insert Date: 19-FEB-2013 Slots: 1.0 | Overview: Web Copy That Sells, 3rd Edition 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...
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22. |  By: Shoya Zichy; Ann Bidou Publisher: AMACOM Publication Date: 13-MAR-2013 Insert Date: 19-FEB-2013 Slots: 1.0 | Overview: Personality Power A recent Conference Board survey found that a staggering 53 percent of workers are dissatisfied with their jobs, but with the unemployment rate stubbornly high, searching for a new position may not be the answer. Based on the author’s proprietary personality model used by over 50,000 professionals worldwide, Personality Power shows you how to identify and harness your corestrengths to immediately improve your job satisfaction—and, ultimately, your success. After completing a simple 10-minute self-assessment, just turn to the in-depth chapter devoted to your personality type to: • Discover...
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23. |  The New Rules of Lead Generation By: David T. Scott Publisher: AMACOM Publication Date: 13-MAR-2013 Insert Date: 15-FEB-2013 Slots: 1.0 | Overview: The New Rules of Lead Generation Lead-generation marketing is evolving rapidly, but many companies are still using the same methods they always have. How can a marketer know which lead generation tactics will provide them with the best, most actionable leads for their products or services? What’s been missing—until now—is a strategic look at how lead-generation tactics can work together to produce the maximum number of quality leads. In The New Rules of Lead Generation, marketing expert David T. Scott examines the seven most successful tactics, including e-mail, direct mail, and search engine marketing; banner and social...
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24. |  The Customer Service Survival Kit By: Richard S. Gallagher; Carol Roth Publisher: AMACOM Publication Date: 13-MAR-2013 Insert Date: 15-FEB-2013 Slots: 1.0 | Overview: The Customer Service Survival Kit The worst customer situations demand more of front-line employees than good intentions and the right attitude. These kinds of issues can send seasoned service professionals into red alert, and require the communication skills of a crisis counselor. The Customer Service Survival Kit explains how to use the right words to turn volatile scenarios into calm and productive customer encounters. Anyone can learn this delicate art with the book’s blend of clear techniques, lessons from behavioral science, case studies, situation-specific advice, and practice exercises. Readers will discover: • The...
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25. |  By: John Mattone Publisher: AMACOM Publication Date: 15-JAN-2013 Insert Date: 15-FEB-2013 Slots: 1.0 | Overview: Powerful Succession Planning A crisis in executive talent is on the horizon as retirement looms for a large percentage of leaders. In our increasingly knowledge-driven economy, organizations are right to fear this “brain drain,” suspecting that when executives leave the firm, business may follow. Yet high-potential candidates account for less than 8 percent to 10 percent of the talent pool. Identifying, developing, and retaining these emerging leaders is a mission-critical challenge for CEOs, senior executives, managers, and HR directors.
Powerful Succession Planning provides an overview of how to develop a succession...
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26. |  By: Dan L. Ward; Rob Tripp; Bill Maki Publisher: AMACOM Publication Date: 15-FEB-2013 Insert Date: 12-JAN-2013 Slots: 1.0 | Overview: Positioned
From the C-suite to the sales force to the ground floor, downtime is deadly. When a job opens or turns over, organizations must adjust seamlessly. In Positioned, some of the world’s best people strategists examine how best to address the constant challenge of having the right people available when needed.
Thought leaders including Dave Ulrich, John Boudreau, James Walker, Jac Fitz-enz, Peter Howes, Dan Hilbert, and Naomi Stanford weigh in on the future of strategic staffing, virtual workplaces, disruptive technologies, globalization, and what practices will—and will not—help organizations...
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27. |  By: Emily Bennington; Ann Rhoades Publisher: AMACOM Publication Date: 10-JAN-2013 Insert Date: 12-JAN-2013 Slots: 1.0 | Overview: Who Says It's a Man's World
The Atlantic magazine has called it the “end of men.” For the first time in U.S. history, women form the majority of the workforce, filling more managerial positions than their male counterparts. Today’s women are primed to take over the corporate world—if they don’t stumble on the way up.
Packed with insights from extraordinary women who have climbed the corporate ladder—including McDonald’s president Jan Fields, JetBlue cofounder Ann Rhoades, and fashion pioneer Liz Lange—Who Says It’s a Man’s World helps women navigate the rocky path from cubicle to executive suite. This...
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28. |  The Million-Dollar Financial Services Practice, 2nd Edition By: David Mullen Publisher: AMACOM Publication Date: 15-JAN-2013 Insert Date: 10-JAN-2013 Slots: 1.0 | Overview: The Million-Dollar Financial Services Practice, 2nd Edition Other books have claimed to help readers build a lucrative financial services practice…but it was The Million-Dollar Financial Services Practice that provided ambitious financial advisors with a step-by-step, tactical process proven to work. The second edition is updated throughout and contains new strategies for acquiring affluent clients and assets by providing Wealth Management services, using social media and “Alumni Marketing,” targeting successful realtors as clients, and much more.
Using the method he has taught at Merrill Lynch and is famous for in the industry, author David J....
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29. |  What Your CEO Needs to Know About Sales Compensation By: Mark Mark Donnolo Publisher: AMACOM Publication Date: 02-MAR-2013 Insert Date: 22-DEC-2012 Slots: 1.0 | Overview: What Your CEO Needs to Know About Sales Compensation The way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Yet most senior executives fail to see the big picture, leading to fundamental misalignments between sales strategy and organizational goals.
Featuring insightful interviews with Fortune 1000 C-level executives and real lessons from the field, this essential book reveals the tough questions leaders should be asking about how sales incentives drive the business. It provides valuable thought models and a Revenue Roadmap...
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30. |  ProActive Selling, 2nd Edition By: William "Skip" Miller Publisher: AMACOM Publication Date: 18-JUL-2012 Insert Date: 18-DEC-2012 Slots: 1.0 | Overview: ProActive Selling, 2nd Edition Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: • Qualify and disqualify prospects sooner to focus on the most promising accounts • Examine buyers’ motivations from every angle • Quantify the value proposition...
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31. |  By: OD Network Publisher: AMACOM Publication Date: 30-NOV-2012 Insert Date: 05-DEC-2012 Slots: 1.0 | Overview: Handbook for Strategic HR The role of human resources is no longer limited to hiring, managing compensation, and ensuring compliance. Since the 1990s, a transformation has occurred. Companies are calling upon a new breed of HR professionals to behave as organization development consultants, helping to determine priorities in running the business, design how work gets done,craft strategy, and shape culture.
A compendium of the best thinking on the subject, Handbook for Strategic HR includes 78 articles from the renowned OD Practitioner. It introduces readers to core organization development strategies and skills,...
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32. |  By: Martin Murphy Publisher: AMACOM Publication Date: 31-OCT-2012 Insert Date: 05-DEC-2012 Slots: 1.0 | Overview: No More Pointless Meetings
Wasting time in pointless meetings....It’s the bane of work life—and the one thing that never seems to change. But meetings can be highly effective, says Martin Murphy, who has helped a “Who’s Who” of corporate clients transform timesapping meetings into “breakthrough sessions” that are truly productive. His strategy is not simply to speed them up or make them more palatable with flashier facilitation. Rather, the key is to upend the entire concept of meetings. That means throwing out traditional protocols and using one of four new collaboration models to get more done, faster than ever...
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33. |  By: Dennis N.T. Dennis N.T. Perkins; JILLIAN B. JILLIAN B. Murphy Publisher: AMACOM Publication Date: 22-OCT-2012 Insert Date: 16-OCT-2012 Slots: 1.0 | Overview: Into the Storm The Sydney Hobart Yacht Race is among the most demanding sailing competitions in the world. Unpredictable seas make the 628-nautical-mile course grueling under the best conditions, but the 1998 race proved to be the most perilous to date when a sudden and violent storm struck. Winds gusted over 100 mph and monstrous 80-foot waves towered over boat masts. Six sailors perished and another 55 were saved in what became the largest search and rescue operation in Australia’s history.
In the face of turmoil and tragedy, a crew of “amateur” sailors piloted their tiny...
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34. |  By: Joanneh Nagler Publisher: AMACOM Publication Date: 10-OCT-2012 Insert Date: 02-OCT-2012 Slots: 1.0 | Overview: The Debt-Free Spending Plan Anyone suffering under the crushing weight of debt knows how impossible it can seem to find a way out. It’s overwhelming—and the more complicated the proposed solution, the harder it is to stick with it.
That’s why The Debt-Free Spending Plan is SIMPLE. It doesn’t require sifting through chapters of high-minded financial advice or digging up your past spend ing history. It assumes you need help RIGHT NOW, and gives it to you. You will learn to:
• Downsize expenses without feeling deprived
• Allocate money as it comes in and put together an easy-to-manage bill-paying plan
•...
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35. |  By: John Mattone; Luiz Xavier; Jac Fitz-enz Publisher: AMACOM Publication Date: 17-OCT-2012 Insert Date: 22-SEP-2012 Slots: 1.0 | Overview: Talent Leadership Great leaders drive the bottom line, which is why organizations pour money into leadership development. But most companies have no real way to gauge whether their endeavors are paying off—much less where they are falling short.
Talent Leadership shows how to set up a world-class leadership-development program—and have the metrics to prove it!Packed with research findings, best practices, case studies, proprietary assessments, and more, this innovative book explains how to:
• Employ assessments to benchmark current and future executive talent
• Use the resulting data to...
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36. |  The Market-Driven Supply Chain By: Robert P. Burrows III; Lora Cecere; Gregory P. Hackett Publisher: AMACOM Publication Date: 10-OCT-2012 Insert Date: 22-SEP-2012 Slots: 1.0 | Overview: The Market-Driven Supply Chain Customer demands for individual attention and specialized products are transforming commerce at every stage—including the supply chain. Today’s highstakes economy requires dynamic, market-savvy sales and operations planning (S&OP) to keep pace with accelerating service demands and response times.
It’s not as daunting as it sounds with the tools, tips, and case studies in The Market-Driven Supply Chain. This practical yet expansive book helps organizations transition from outdated supply-driven processes to new market-driven models. Readers learn how to:
• Use robust analytics...
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37. |  By: RICHARD BRYNTESON Publisher: AMACOM Publication Date: 05-SEP-2012 Insert Date: 01-SEP-2012 Slots: 1.0 | Overview: Innovation at Work More and more organizations are realizing that the only hope for survival in an ultracompetitive landscape is through innovation: developing new and better products and services—and creating efficient processes for delivering them. Designed for managers, team leaders, and trainers looking to promote innovation at work, the book is packed with 55 activities to help participants:
• Employ “visioning” and “brainwriting” processes to achieve breakthroughs
• Cultivate a sense of curiosity and inquisitiveness
• Utilize methods of deep observation
• Build networks for open source innovation and...
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38. |  By: MIKE WEINBERG; S. Anthony Iannarino Publisher: AMACOM Publication Date: 12-SEP-2012 Insert Date: 01-SEP-2012 Slots: 1.0 | Overview: New Sales. Simplified. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You’ll learn how to:
• Identify a strategic, finite, workable list of genuine prospects
• Draft a compelling, customer-focused “sales story”
• Perfect the proactive telephone call to get face-to-face with more prospects
• Use...
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39. |  Powerful Phrases for Effective Customer Service By: RENÉE EVENSON Publisher: AMACOM Publication Date: 12-SEP-2012 Insert Date: 01-SEP-2012 Slots: 1.0 | Overview: Powerful Phrases for Effective Customer Service Let’s face it, dealing with customers isn’t easy. They aren’t always right—or even pleasant—but knowing the right words to use can make all the difference.
Powerful Phrases for Effective Customer Service shares over 700 phrases and scripts that have been proven time and again to defuse even the most difficult interactions. Covering 30 challenging customer behaviors and 20 tough employee-caused situations, this indispensible reference makes it easy for readers to assess the circumstances, find the appropriate response, and confidently deliver satisfaction to every customer. In addition,...
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40. |  By: Paul Smith Publisher: AMACOM Publication Date: 08-AUG-2012 Insert Date: 22-AUG-2012 Slots: 1.0 | Overview: Lead with a Story Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior executives are designated “corporate storytellers.” 3M banned bullet points years ago and replaced them with a process of writing “strategic narratives.” Procter & Gamble hired Hollywood directors to teach its executives storytelling techniques. Some forward-thinking business schools have even added storytelling courses to their management curriculum. The reason for this is simple: Stories have the ability to engage an audience the way...
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