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Insight Selling: Surprising Research on What Sales Winners Do Differently
by Neil Rackham John E. Doerr Mike SchultzWhat do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller--the insight seller--is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Insightful Knowledge: An Enlightened View of Social Media
by Stephen MonacoAn Excellent Business Guide for the Thorough Comprehension and Execution of Social Media Marketing and Adapting Into a Social Business! Social media marketing has gone from a "nice to have" to a "must have" - the ability for companies to succeed online is no longer a viable option without it. Social media communications can be intimidating. Top marketing expert and social business strategist Stephen Monaco guides you through the strategies and marketing tactics that make up the best practices for successful social media marketing. Monaco gives you everything you need to create and implement your own social media strategy with confidence. Insightful Knowledge is the tool you need to create your plan. If you are looking for a book authored by someone who has effectively created marketing strategies and tactics in multiple industries over 25 years - Insightful Knowledge is for you. It will help you... if you don't know where to start with your social media initiatives if you've started your social media initiatives but don't know if you're on the right track if your social media initiatives aren't tied to specific business objectives if you don't use social media monitoring/listening platforms tools if you don't know what consumers are saying about your brand online if you're not engaging consumers with relevant content across multiple platforms if you no longer know how to reach potential customers if the rapid tempo of today's business makes it difficult to adapt to change Insightful Knowledge is the only resource you will need to understand what social media means to your business and how to create your strategy to keep your business relevant and develop a more productive relationship with your customers and prospects than you have ever had. Complete with examples across all industries, written in an easy to understand format and without all the confusing jargon. You'll utilize this book as a resource, keep it handy, and refer back to it for many years to come.
Insights from Accounting History: Selected Writings of Stephen Zeff (Routledge Historical Perspectives in Accounting)
by Stephen A. ZeffStephen Zeff has been a prolific researcher on the history of accounting and auditing in the twentieth century. He has written numerous papers on the history of standard setting and regulation, of accounting and auditing practice, of the accounting profession, of accounting thought, and of the intellectual contributions of major authors (such as Hatfield, Canning, Paton and MacNeal). This volume brings together the greatest hits of Zeff's academic career, including several articles that were published in out-of-the way places, for easier use by students and researchers of the field. In an introduction, Zeff discusses the evolution of his research interests and explains the factors led to the writing of the papers and their intended contribution to the literature. The book also includes a complete list of his publications.
Insights in the Economics of Aging
by David A. WiseThe fraction of the population over age sixty-five in many developed countries is projected to rise, in some cases sharply, in coming decades. This has drawn growing interest to research on the health and economic circumstances of individuals as they age. Many individuals are retiring from paid work, yet they are living longer than ever. Their well-being is shaped by their past decisions such as their saving behavior, as well as by current and future economic conditions, health status, medical innovations, and a rapidly evolving landscape of policy incentives and supports. The contributions to Insights in the Economics of Aging uncover how financial, physical, and emotional well-being are integrally related. The authors consider the interactions between financial circumstances in later life, such as household savings and home ownership, physical circumstances such as health and disability, and emotional well-being, including happiness and mental health.
Insights into Changing Centralized Mind-Sets: Moving Beyond Budgeting
by Jeremy Hope Robin FraserAbandoning central planning and control functions in favor of a devolution of power to front-line managers is a tough challenge. The problem that most often plagues this transition is a lack of understanding of what leaders need to do to make empowerment work effectively. This chapter examines a number of key elements that are common to a successful transition.
Insights into Chinese Agriculture
by Yunhua Zhang Curtis EvansThis book uses simple economic theories to explain how China's agricultural economic phenomena exists in reality. It also helps the reader to get a clear understanding of economic phenomena, insight into the "hog cycle" and "food safety," as well as other economic and social phenomena. The language of this book is not only easy to understand, but also uses ancient poetry and humor to make the subject interesting, as it speaks to the history and current situation of Chinese agriculture. It also opens a window for the people to read about agriculture. This is a unique book on agricultural science that fills an important gap in works on agricultural science and agricultural economics.
Insights into Implementation: Moving Beyond Budgeting
by Jeremy Hope Robin FraserFor those considering the abandonment of the annual budgeting process in favor of more adaptive management processes, this chapter draws important lessons from the implementation of budgeting alternatives at several firms.
Insights into Inclusive Growth, Employment and Wellbeing in India
by Arup MitraWhat changes are occurring at the macro and the sectoral levels, how the labour market changes are taking place and what impact is felt on the low income households are some of the questions that the present volume focuses on. It begins by examining the sectoral composition of growth, revisiting the issues related to industry-services balance, and also brings out the spatial dimension of growth. On the one hand the industry does not seem to have played a major role in the context of employment generation as imported technology is by and large capital intensive in nature. On the other hand, the services-led growth is seen to have reduced the pace of poverty reduction. Given the services-led growth the possible impact of trade in services on employment both in the formal and informal sectors have been worked out, indicating limited positive spill-over effects. The labour market outcomes are brought out with great details suggesting that rapid economic growth in India could not result in productive employment generation on a large scale. The gender dimensions of employment are brought out to verify if reduction in labour market inequality can result in improving the position of women in other spheres encompassing the decision making process both within the household and outside the household. Issues relating to urbanisation and rural-urban migration are also covered to understand the dynamics of urban poverty and to bring out the challenges of population transfer given the spatial concentration of growth. The job search practices pursued by the low income households are often pursued in terms of informal networks. What problems are associated with such mechanisms in experiencing improvements in wellbeing levels are covered in the present volume. On the whole, the volume offers an explanation of limited poverty reduction in a situation of rapid economic growth on the basis of an inter-disciplinary framework though efforts are being made to keep the methodology quantitatively rigorous.
Insights into the New Hydrogen Economy
by William J. Nuttall Joseph B. Powell Karim L. Anaya-Stucchi Adetokunboh T. Bakenne Andy WilsonThis open access book offers a comprehensive exploration of the future of the hydrogen industry. It builds upon insights gathered from a series of expert workshops and follow-on activity. International experts from various fields, including industry, public policy, and academia, engaged in dialogue and knowledge exchange, resulting in invaluable findings and observations. This book builds upon that process to offers an in-depth analysis of the key issues facing commercial hydrogen energy development in the late 2020s. It highlights how hydrogen has the potential to emerge as a major component of the global energy industry, aiding the decarbonization process. Among the important lessons learned, the book discusses how both hydrogen and electrification will both play a significant role in the energy sector, but hydrogen could emerge as the larger energy carrier, and the two developments will largely operate independently of each other. The book also highlights the significance of industrial infrastructure such as ports, pipelines, hubs, and clusters in scaling up hydrogen use. Finally, the book considers the importance of hydrogen purity for future applications and acknowledges the potential for geologically sourced hydrogen to be a vital component of supply in the future.
InsightSquared: Developing the Sales and Marketing Plan
by Mark Roberge Thomas R. Eisenmann Frank V. CespedesCase
InsightSquared: Developing the Sales and Marketing Plan
by Frank V. Cespedes Thomas R. Eisenmann Mark N. RobergeCase
Insisting on the Impossible: The Life of Edwin Land, Inventor of Instant Photography (Sloan Technology Series)
by Victor K. McelhenyThis fascinating biography of the great inventor and entrepreneur Edwin Land captures the very essence of technological innovation. Renowned as the inventor of instant photography, Land won 535 patents, joining Edison among the world's most prolific inventors. While still in his teens, this Magellan of modern technology invented sheet polarizers and went on to build a tiny research lab into a gigantic enterprise that turned out a vast and continuous array of innovations. McElheny draws a vivid and memorable portrait of this extraordinary man, in the lab, in the boardroom, in high-secret defense work including the spearheading of the U2 spy plane. His penetrating insight into Land's innovative genius will speak to anyone interested in business, science, photography or government.
Insolvency and Bankruptcy Reforms in India (India Studies in Business and Economics)
by Susan ThomasThis book is about the establishment of the Insolvency and Bankruptcy Code, in 2016, one of the most important new developments in Indian commercial law. The law has major implications for firms, their creditors, and a variety of the professional services that feed into the decisions of borrowers and lenders including lawyers, accountants and valuers. A new profession of insolvency professionals has come to exist owing to the law. There are several questions about bankruptcy reform in the mind of researchers, policy makers and practitioners. How has the reform progressed? How has it reshaped the incentives of firms? What are the difficulties faced? What are the optimal paths for borrowers and lenders and their advisors under the rubric of the law? How should laws and institutions be modified? The book has a unique set of chapters, by key people who have shaped the field which offer novel insights into these questions.The book has been edited by key people who have worked on bankruptcy reform since 2010. Dr. Sahoo has been the chairperson of the Insolvency and Bankruptcy Board of India since the establishment of this regulatory agency. Dr. Thomas was a member of the Bankruptcy Law Reforms Committee which drafted the IBC, and led the internal team of the BLRC which drafted the law. The book is an authentic and credible analysis of the happenings in the Indian insolvency and bankruptcy ecosystem from the start, with interest areas for international and domestic, economics/finance and law, researcher and practitioner communities.
Insolvency Law and Multinational Groups: Theories, Solutions and Recommendations for Business Failure (Routledge Research in Corporate Law)
by Daoning ZhangThe insolvency of multinational corporate groups creates a compelling challenge to the commercial world. As many medium and large-sized companies are multinational companies with operations in different countries, it is important to provide appropriate solutions for the insolvency of these key market players. This book provides a comprehensive overview of the cross-border insolvency theories, practical solutions and regulatory solutions for the insolvency of multinational corporate groups. Whilst the book recognises certain merits of these solutions, it also reveals the limitations and uncertainty caused by them. An analysis of the provisions and tools relating to cross-border insolvency of multinational corporate groups in the new EU Regulation on insolvency proceedings 2015, the UNCITRAL Model Law on cross-border insolvency, the Directive on preventive restructuring frameworks and the Bank Recovery and Resolution Directive 2014, along with a study of directors’ duties, are included in this book. This book focuses on the insolvency and rescue of non-financial corporate groups. However, it is also important to recognise the similarities and differences between corporate insolvency regimes and bank resolution regimes. In particular, lessons learnt from bank resolution practices may be useful for non-financial corporate groups. This book aims to provide an in-depth examination of the existing solutions for the insolvency of multinational corporate groups. It also aims to view cross-border insolvency of corporate groups within a broad context where all relevant regimes and theories interact with each other. Therefore, directors’ duties in the vicinity of insolvency, preventive insolvency proceedings, procedural consolidation, international cooperative frameworks and bank resolution regimes are considered together. This book may appeal to academics, students and practitioners within the areas of corporate law, cross-border insolvency law and financial law.
Insolvency Law in East Asia
by Roman TomasicInsolvency law reform has become a subject of public urgency in many countries in the past two decades and particularly in much of Asia over the last ten years. This volume provides an overview of insolvency laws and related rules and procedures in the countries of East Asia. The book comprises two introductory chapters dealing with issues such as legal culture and cross-border insolvency, before examining the fourteen principal jurisdictions in the region. Each chapter addresses the key themes of different insolvency regimes, such as: the legal system and culture; personal insolvency laws; corporate insolvency rules; court-based schemes of arrangement; winding-up procedures; liquidators; enforcement; and offences. This title will be an invaluable guide to academics, practitioners and policy makers working in the areas of comparative and commercial law.
Insolvenzen in der kritischen Infrastruktur: Fokus kommunale Unternehmen und Energiewirtschaft
by Pascal KuhnDieses Buch befasst sich mit Insolvenzen von Unternehmen, welche kritische Energieinfrastruktur verantworten. Wirtschaftliche Schieflagen solcher Unternehmen können weit größere Kreise ziehen als Insolvenzen in anderen Wirtschaftszweigen. Das Buch ermöglicht einen Überblick und möchte Orientierung bieten für Verantwortliche in diesen Sondersituationen. Zielgruppe sind neben Geschäftsführern der kritischen Energieinfrastruktur auch Aufsichtsräte und politische Entscheider.
Insolvenzverfahren bei Massearmut und Masseunzulänglichkeit: Chancen der Betriebsfortführung. Optimierung der Verfahrensergebnisse. Haftungsrisiken
by Stefan Smid Susanne RiedemannDieses Buch beschäftigt sich mit Insolvenzfällen, bei denen die Insolvenzmasse zu einem Zeitpunkt der Verfahrensabwicklung allenfalls die Kosten des Insolvenzverfahrens deckt. Diese Lage tritt vielfach auf und gehört zu den Standardproblemen, mit denen sich Insolvenzverwalter und Berater auseinandersetzen müssen. Rechtsdogmatische Stimmigkeit und Praxisorientierung verbinden sich bei den vorgeschlagenen Lösungen.Bei Eintritt der Massearmut – der Massebedürftigkeit gem. § 207 InsO oder der Masseunzulänglichkeit nach den §§ 208 ff. InsO - hat die höchstrichterliche Rechtsprechung das Verfahren von einer Notabwicklung hin zu einer besonderen Form der Insolvenzverwaltung mit dem Ziel entwickelt, dem Insolvenzverwalter eine optimale Verwertung der Masse zu ermöglichen und dabei seine Haftungsrisiken zu verringern. Dabei stehen die Risiken im Vordergrund, die bei einer Fortführung des insolvenzschuldnerischen Betriebes auftreten. Besonderes Augenmerk wird auf die Möglichkeiten einer Verfahrensgestaltung durch Insolvenzpläne nach § 210a InsO gelegt.Die Massebedürftigkeit (Massearmut i.e.S.) gem. § 207 InsO wird in ihren Voraussetzungen und Rechtsfolgen für die Abwicklung des Verfahrens eingehend dargestellt und dabei insbesondere die Handlungsmöglichkeiten des Insolvenzverwalters beleuchtet.Der Schwerpunkt der Darstellung liegt bei der Behandlung der Masseunzulänglichkeit gem. §§ 208 ff. InsO. Aus den dabei behandelten Fragen sind hervorzuheben:Voraussetzungen der Anzeige der Masseunzulänglichkeit; Ermessen des Insolvenzverwalters bei der Wahl des Zeitpunktes der AnzeigeProzessuale Wirkungen der Anzeige auf die Rechtsdurchsetzung der MassegläubigerProbleme einer zweiten Masseunzulänglichkeit und deren Auswirkung auf die Rechtsstellung der NeumassegläubigerVerjährung von Masseforderung nach Wiederherstellung der MassesuffizienzInsolvenzpläne bei MasseunzulänglichkeitFragen der Haftung des Insolvenzverwalters: Verhältnis der Haftungstatbestände der §§ 60 und 61 InsO
Insourcing Innovation: How to Achieve Competitive Excellence Using TRIZ
by David Silverstein Neil DeCarlo Michael SlocumInnovation is central to business success, yet no other aspect of business is as frustrating and out of control. Instead of occurring in fits and starts and strokes of genius, innovation needs to become an all-the-time event that‘s measurable, reliable, predictable, streamlined, and effective. Structured innovation is a key goal for every organization whereby they more effectively meet the needs of customers and operate more efficiently. Insourcing Innovation demonstrates how to transform business using the theory of inventive problem solving (TRIZ) along with applicable tools and techniques. Providing a practical framework, this book presents the tactical and strategic aspects of TRIZ, its methodology, and its components. Real-world case studies illustrate how TRIZ can be applied in an organization. It also discusses how structured innovation is part of total performance excellence, examining key aspects of business excellence and how they are related.
Inspecting and Diagnosing Disrepair
by Patrick ReddinInspecting and Diagnosing Disrepair provides housing officers, surveyors, landlords, tenants, lawyers and environmental health inspectors with the essential information they need to record, diagnose and remedy disrepair. Pat Reddin presents technical information methodically, including useful diagrams to help readers to develop an understanding of building materials and structures and to advise and take action on disrepair. The book is fully up to date with the latest legislation and is essential reading for environmental health professionals, surveyors and students alike.
Inspections and Reports on Dwellings: Inspecting
by Philip SantoInspections and Reports on Dwellings is a three-volume series that comprehensively explores the process of independent professional home assessment required for the purchase of residential property. This fully updated second edition of Inspecting retains a focus on the needs of the surveyor to recognise and interpret the significance of observations on site, whilst updating the market context within which surveyors and valuers are operating. Inspecting includes a consideration of the important benchmarking by the Royal Institution of Chartered Surveyors (RICS) of three distinct survey service levels for independent surveyors and a review of the wider choice of survey options professional surveyors can now offer to potential clients in addition to the RICS Home Survey range. There is additional content on preparing for the inspection and on reporting, and there are expanded or completely new sections on a variety of subjects such as conservatories, renewable energy technologies, and innovative techniques and forms of construction. With over 500 colour illustrations and an enhanced structure, the new edition reflects the very latest approach to inspecting and reporting on services, risk and legal matters. This book is essential reading for all those engaged in inspecting dwellings, whether experienced, newly qualified or studying for appropriate qualifications to become members of professional institutions.
The Inspiration Code: How the Best Leaders Energize People Every Day
by Kristi HedgesGreat leaders inspire action with their words. They spark enthusiasm and commitment. With a single conversation, they can change the direction of someone's life.Everyone wants to be the kind of leader who energizes and mobilizes others—yet too few are. Why is it so challenging to crack the code?Executive coach Kristi Hedges spent years studying exactly what inspiring leaders do differently. Informed by quantitative research and thousands of responses from leaders at all levels, she reveals that inspiring communication isn't about grand gestures. Instead, those who motivate us most do a few things routinely, consistently, and intentionally. Eye-opening and accessible, The Inspiration Code dispels common myths about how leaders communicate—and guides them in cultivating qualities that authentically excite.Inspired companies need inspirational leaders. Learn to unlock motivation, lift peoples' sights, and lead them into the future.
Inspirational Entrepreneurship and Stimulating Tourism: Lessons From the Himalayas in India (SpringerBriefs in Entrepreneurship and Innovation)
by Emiel L. Eijdenberg Manisha Agarwal K Thirumaran Abhishek BhatiThis book explores inspirational entrepreneurial activities in the tourism industry of Ladakh, India. It particularly looks at ways to develop an entrepreneurial yet environment-friendly tourist destination. The book starts off with in-depth historical reflections of entrepreneurship and tourism in one of India&’s fastest growing tourist destinations. Subsequently, the book studies the unique entrepreneurial challenges and opportunities in Ladakh&’s extreme resource-scarcity and remote context based on empirical evidence from entrepreneurs and stakeholders in the tourism industry. In addition, a broad overview of contemporary entrepreneurial activities in the tourism industry in Ladakh is presented, underscoring the importance of indigenous knowledge and cultural traditions for developing sustainable tourism. Based on qualitative data analyses and literature reflections, this book provides scholars, students, professionals and policymakers an alternative view on entrepreneurial activities in the tourism industry of an ecologically jeopardized region.
Inspirational Guide for the Implementation of PRME: Learning to Go Beyond (The Principles for Responsible Management Education Series)
by Alan Murray Denise Baden Paul Cashian Alec Wersun Kathryn HaynesSince the inception of the United Nations Global Compact sponsored initiative Principles for Responsible Management Education (PRME) in 2007, there has been increased debate over how to adapt management education to best meet the demands of the 21st-century business environment. While consensus has been reached by the majority of globally focused management education institutions that sustainability must be incorporated into management education curricula, the relevant question is no longer why management education should change, but _how_?Following on from the Inspirational Guide for the Implementation of PRME: Placing Sustainability at the heart of Management Education, this casebook highlights the real implementers of responsible management education, and their stories are truly inspirational. The evolving picture underscores the important changes already taking place, and the role of PRME in effecting such change. The clear message is that continuous experimentation, innovation, and learning is required to transform constructs of management education. The new collection contains 27 case stories from universities and business schools spanning Asia, Oceania, Latin America, USA and Canada, Europe, the Middle East and Africa. This important compilation will be an inspiration for all forward-thinking business schools across the world, especially those who are keen to embrace the PRME principles and put sustainability at the heart of their operations.The Guide will be launched at the 2013 PRME Summit – 5th Annual Assembly, hosted by CEEMAN in Bled, Slovenia on 25–26 September, and offered for sale in print and eBook for the first time by Greenleaf Publishing.The first edition of the Inspirational Guide for the Implementation of PRME was presented at the UN Conference on Sustainable Development: Rio+20 Earth Summit in June 2012.Across the PRME community, different concepts are used; most frequently are corporate (social) responsibility, responsible leadership, and sustainable value for business and society.
Inspirational Guide for the Implementation of PRME: Placing Sustainability at the Heart of Management Education (The Principles for Responsible Management Education Series #3)
by PrmeSince the inception of the United Nations Global Compact-sponsored initiative Principles for Responsible Management Education (PRME) in 2007, there has been increased debate over how to adapt management education to best meet the demands of the 21st-century business environment. While consensus has been reached by the majority of globally focused management education institutions that sustainability must be incorporated into management education curricula, the relevant question is no longer _why_ management education should change, but _how_. Although the PRME initiative is set to increase to 1,000 signatories by 2015, it is equally important for PRME to cultivate actively engaged participants. Therefore, the next step is for current participants to transition from a global learning community to an action community. For this purpose, the PRME Secretariat invited a small group of experts to coordinate an Inspirational Guide for the Implementation of PRME which was presented at the 3rd Global Forum for Responsible Management Education, the official platform for management-related Higher Education Institutions (HEIs) at both the Global Compact Rio+20 Corporate Sustainability Forum and the UN Conference on Sustainable Development – Rio+20 – in June 2012 in Rio de Janeiro. The Guide answers the most frequently asked questions concerning the implementation of PRME by highlighting real-world examples from the most engaged signatories. The exercise has proven successful, and this publication features 63 case stories from 47 institutions, representing 25 countries across Asia, Oceania, the Americas, Europe, the Middle East and Africa. They are the real actors in this effort, and their stories are truly inspirational. Their experiences are classified into six sections, which address the Six Principles of PRME (Purpose, Values, Method, Research, Partnership, and Dialogue) as well as important related aspects, such as how to get started, how to successfully report on PRME adoption, and so on. The full richness of experiences set forth in this Guide is captured only by reading the wealth of innovative practices found in each case.
Inspirational Leadership: Timeless Lessons for Leaders from Shakespeare's Henry V
by Richard OlivierHenry V is Shakespeare's greatest leader inspired and inspiring, visionary yet pragmatic, powerful yet responsible. As a study of an inspirational leader he remains unparalleled. As a new king, Henry unites a group of disparate people around a common goal, learns to face his own self-doubts, and inspires his followers to a near-miraculous victory against all odds. It s an allegory for the trials and tribulations that beset the modern business leader. In this fascinating book, acclaimed stage director and creative consultant Richard Olivier draws on his intimate knowledge of the play, and its absorbing central character, to unmask the secrets of inspirational leadership and reveal the timeless lessons it hold for managers and leaders today. With unique practical understanding gained from working with real-life managers and leaders on this seminal text, Olivier successfully combines ancient wisdom with modern experience. Following the journey of the play, he tracks the development of Henry as a leader, offering timeless insights into the psychology, skills and techniques of effective, inspirational leadership.