To Sell Is Human

The Surprising Truth About Moving Others

Author: Daniel H. Pink

Publisher: Penguin

ISBN: 1101597070

Category: Business & Economics

Page: 272

View: 627

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#1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

A Whole New Mind

Why Right-Brainers Will Rule the Future

Author: Daniel H. Pink

Publisher: Penguin

ISBN: 9781101157909

Category: Psychology

Page: 304

View: 323

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The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic "right-brain" thinkers whose abilities mark the fault line between who gets ahead and who doesn't. Drawing on research from around the world, Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others) outlines the six fundamentally human abilities that are absolute essentials for professional success and personal fulfillment--and reveals how to master them. A Whole New Mind takes readers to a daring new place, and a provocative and necessary new way of thinking about a future that's already here.

To Sell Is Human... in 30 Minutes

A 30 Minute Expert Summary

Author: Daniel H. Pink

Publisher: Callisto Media Inc

ISBN: 1623150833

Category: Business & Economics

Page: N.A

View: 3335

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#1 "New York Times" Business Bestseller #1 "Wall Street""Journal" Business Bestseller #1 "Washington Post" bestseller From the bestselling author of "Drive "and "A Whole New Mind "comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. "B""ut so""do the other eight." Whether we're employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we're all in sales now. "To Sell Is Human" offers a fresh look at the art and science of selling. As he did in "Drive "and "A Whole New Mind," Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

Drive

The Surprising Truth About What Motivates Us

Author: Daniel H. Pink

Publisher: Penguin

ISBN: 9781101524381

Category: Business & Economics

Page: 272

View: 8665

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Forget everything you thought you knew about how to motivate people—at work, at school, at home. It's wrong. As Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others) explains in his paradigm-shattering book Drive, the secret to high performance and satisfaction in today's world is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of our lives. He demonstrates that while the old-fashioned carrot-and-stick approach worked successfully in the 20th century, it's precisely the wrong way to motivate people for today's challenges. In Drive, he reveals the three elements of true motivation: *Autonomy—the desire to direct our own lives *Mastery—the urge to get better and better at something that matters *Purpose—the yearning to do what we do in the service of something larger than ourselves Along the way, he takes us to companies that are enlisting new approaches to motivation and introduces us to the scientists and entrepreneurs who are pointing a bold way forward. Drive is bursting with big ideas—the rare book that will change how you think and transform how you live.

When

The Scientific Secrets of Perfect Timing

Author: Daniel H Pink

Publisher: Text Publishing

ISBN: 1925410501

Category: Science

Page: 256

View: 8403

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Daniel H. Pink, the bestselling author of Drive and To Sell is Human, unlocks the scientific secrets to good timing to help you flourish at work, at school, and at home. Everyone knows that timing is everything. But we don’t know much about timing itself. Our lives are a never-ending stream of ‘when’ decisions: when to start a business, schedule a class, get serious about a person. Yet we make those decisions based on intuition and guesswork. Timing, it’s often assumed, is an art. In When: The Scientific Secrets of Perfect Timing, Pink shows that timing is really a science. Drawing on a rich trove of research from psychology, biology, and economics, Pink reveals how best to live, work, and succeed. How can we use the hidden patterns of the day to build the ideal schedule? Why do certain breaks dramatically improve student test scores? How can we turn a stumbling beginning into a fresh start? Why should we avoid going to the hospital in the afternoon? Why is singing in time with other people as good for you as exercise? And what is the ideal time to quit a job, switch careers or get married? In When, Pink distils cutting-edge research and data on timing and synthesises them into a fascinating, readable narrative packed with irresistable stories and practical takeaways that gives readers compelling insights into how we can live richer, more engaged lives. Daniel H. Pink is the author of five provocative books—including three long-running New York Times bestsellers, A Whole New Mind, Drive, and To Sell Is Human. His books have been translated into thirty-five languages and have sold more than 2 million copies worldwide. He lives in Washington DC with his wife and their three children. ‘Pink’s fourth book should be compulsory reading for bosses, educators, and schedulers, for policymakers, company executives, and performers, but there is plenty in this fascinating book that the average person will find applicable to their lives. This is a quick read that rewards time spent with some excellent insights.’ BookMooch ‘Artfully blend(s) anecdotes, insights, and studies from the social sciences into a frothy blend of utility and entertainment.’ Bloomberg on To Sell is Human ‘Full of aha! moments...timely, original, thoroughly engaging, deeply humane.’ strategy + business on To Sell is Human ‘Excellent...radical, surprising, and undeniably true.’ Harvard Business Review blog on To Sell is Human ‘An appreciation of time, some might say an obsession to the fraction of a second, seems to set humans apart from all other species...Despite the subtitle, this book is not about the scientific measurement of time, but about relative time, revealing the regular patterns of people’s lives they so often adhere to, unaware, and with no idea why.’ Otago Daily Times

To Sell is Human

The Surprising Truth about Moving Others

Author: Daniel H. Pink

Publisher: Penguin

ISBN: 1594631905

Category: Business & Economics

Page: 253

View: 9165

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Explores the power of selling while arguing that everyone, including non-salespeople, engages in persuasive or "moving" behaviors, and discusses how to navigate powerful economic changes while building modern negotiating skills.

The Adventures of Johnny Bunko

The Last Career Guide You'll Ever Need

Author: Daniel H. Pink

Publisher: Penguin

ISBN: 9781594482915

Category: Business & Economics

Page: 160

View: 6971

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An innovative career handbook in manga form demonstrates the six core principles of finding, keeping, and achieving success in satisfying work through the fable of Johnny Bunko, a young college graduate who lands his first job in the parachute company Boggs Corp. Original.

Free Agent Nation

How Americans New Independent Workers Are Transforming the Way We Live

Author: Daniel H. Pink

Publisher: Business Plus

ISBN: 0759522316

Category: Business & Economics

Page: 368

View: 5180

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Ever since the dawn of the industrial revolution, it has been the organizing principle of society -- people are what they do, defined by their corporate labels. But the modern corporation has begun its death march. There are 25 million free agents -- entrepreneurs, independent contractors, free-lancers, and temps. In this landmark book, trend-watcher Daniel H. Pink shows why those numbers are growing exponentially. He tells readers who free agents are, how they will impact the economy, and why the laws must be rethought to accommodate the new paradigm. He also asks what happens when life no longer revolves around the job, when people are not tethered to a single location or identity. The answers will surprise all.

Badass: Making Users Awesome

Author: Kathy Sierra,Bert Bates

Publisher: "O'Reilly Media, Inc."

ISBN: 1491919078

Category: BUSINESS & ECONOMICS

Page: 304

View: 8536

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Note for ebook customers: The design and layout of this book play a key role in conveying the author's message. When creating the ebooks, we've tried to keep the look and feel of the print edition, but this means that not all e-reading devices will support the files. The EPUB format is optimized for iPad. The Mobi files are optimized for Kindle Fire tablets and phones and for Kindle reading apps. Imagine you’re in a game with one objective: a bestselling product or service. The rules? No marketing budget, no PR stunts, and it must be sustainably successful. No short-term fads. This is not a game of chance. It is a game of skill and strategy. And it begins with a single question: given competing products of equal pricing, promotion, and perceived quality, why does one outsell the others? The answer doesn’t live in the sustainably successful products or services. The answer lives in those who use them. Our goal is to craft a strategy for creating successful users. And that strategy is full of surprising, counter-intuitive, and astonishingly simple techniques that don’t depend on a massive marketing or development budget. Techniques typically overlooked by even the most well-funded, well-staffed product teams. Every role is a key player in this game. Product development, engineering, marketing, user experience, support—everyone on the team. Even if that team is a start-up of one. Armed with a surprisingly overlooked science and a unique POV, we can can reduce the role of luck. We can build sustainably successful products and services that rely not on unethical persuasive marketing tricks but on helping our users have deeper, richer experiences. Not just in the moments while they’re using our product but, more importantly, in the moments when they aren’t.

Build It

The Rebel Playbook for World-Class Employee Engagement

Author: Glenn Elliott,Debra Corey

Publisher: John Wiley & Sons

ISBN: 1119390079

Category: Business & Economics

Page: 272

View: 9504

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The current way of treating people at work has failed. Globally, only 30% of employees are engaged in their jobs, and in this fast-paced world that's just not enough. The world's best companies understand this, and have been quietly treating people differently for nearly two decades. Now you can learn their secrets and discover The Engagement Bridge™ model, proven to build bottom line value for companies through sustainable employee engagement. Companies with the best cultures generate stock market returns of twice the general market and enjoy half the employee turnover of their peers. Their staff innovate more, deliver better customer service and, hands-down, beat the competition. These companies outperform and disrupt their markets. They break the rules of traditional HR, they rebel against the status quo. Build it has found these rebels and the rulebreakers. From small startups to global powerhouses, this book shows that courage, commitment, and a people-centric mindset, rather than money and resources, are what you need to turn an average business into a category leader. The book follows the clear and proven Engagement Bridge™ model, developed from working with thousands of leading companies worldwide on their own employee engagement journeys. The practical model highlights the areas that leaders need to examine in order to build a highly engaged company culture and provides a framework for success. Build it is packed with tips, tools and real-life examples from employers including NASDAQ, Unilever, IBM, KPMG, 3M, and McDonald's to help you start doing this not tomorrow, but today. Readers will learn: How employee engagement helps companies perform The key factors that drive engagement, and how they work together What the world's most rebellious companies have done to break the rules of traditional HR and improve engagement How to implement The Engagement BridgeTM model to boost productivity, innovation, and better decision-making Unique in this category, Build it is written from two sharply different perspectives. Glenn Elliott is a multi-award winning Entrepreneur of the Year, CEO and growth investor. He talks candidly about the mistakes and missteps he has made whilst building Reward Gateway into a $300m category leader in employee engagement technology. Debra Corey brings 30 years experience in senior level HR roles at global companies such as Gap, Quintiles, Honeywell and Merlin Entertainments. She shares the practical tools and case studies that can kickstart your employee engagement plan, bringing her own pragmatic and engaging style to each situation.

Don't Sleep, There are Snakes

Life and Language in the Amazonian Jungle

Author: Daniel Everett

Publisher: Profile Books

ISBN: 1847651224

Category: Language Arts & Disciplines

Page: 327

View: 8532

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Although Daniel Everett was a missionary, far from converting the Pirahs, they converted him. He shows the slow, meticulous steps by which he gradually mastered their language and his gradual realisation that its unusual nature closely reflected its speakers' startlingly original perceptions of the world. Everett describes how he began to realise that his discoveries about the Pirah language opened up a new way of understanding how language works in our minds and in our lives, and that this way was utterly at odds with Noam Chomsky's universally accepted linguistic theories. The perils of passionate academic opposition were then swiftly conjoined to those of the Amazon in a debate whose outcome has yet to be won. Everett's views are most recently discussed in Tom Wolfe's bestselling The Kingdom of Speech. Adventure, personal enlightenment and the makings of a scientific revolution proceed together in this vivid, funny and moving book.

The Wisdom Of Crowds

Author: N.A

Publisher: Anchor

ISBN: 0385721706

Category: Social Science

Page: 306

View: 7291

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Looks at the theory that large groups have more collective intelligence than a smaller number of experts, drawing on a wide range of disciplines to offer insight into such topics as politics, business, and the environment.

Perennial Seller

The Art of Making and Marketing Work that Lasts

Author: Ryan Holiday

Publisher: Penguin

ISBN: 0143109014

Category: Business & Economics

Page: 256

View: 723

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Explores how some works and artists achieve longevity when most disappear after initial success.

The Personal MBA

Master the Art of Business

Author: Josh Kaufman

Publisher: Penguin

ISBN: 9781101446089

Category: Business & Economics

Page: 464

View: 9132

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Master the fundamentals, hone your business instincts, and save a fortune in tuition. The consensus is clear: MBA programs are a waste of time and money. Even the elite schools offer outdated assembly-line educations about profit-and-loss statements and PowerPoint presentations. After two years poring over sanitized case studies, students are shuffled off into middle management to find out how business really works. Josh Kaufman has made a business out of distilling the core principles of business and delivering them quickly and concisely to people at all stages of their careers. His blog has introduced hundreds of thousands of readers to the best business books and most powerful business concepts of all time. In The Personal MBA, he shares the essentials of sales, marketing, negotiation, strategy, and much more. True leaders aren't made by business schools-they make themselves, seeking out the knowledge, skills, and experiences they need to succeed. Read this book and in one week you will learn the principles it takes most people a lifetime to master.

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

Author: Oren Klaff

Publisher: McGraw Hill Professional

ISBN: 9780071759762

Category: Business & Economics

Page: 240

View: 2887

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Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book “Fast, fun and immensely practical.” —JOE SULLIVAN, Founder, Flextronics “Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.” —JOSH WHITFORD, Founder, Echelon Media “What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.” —RALPH CRAM, Investor “Pitch Anything offers a new method that will differentiate you from the rest of the pack.” —JASON JONES, Senior Vice President, Jones Lang LaSalle “If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” —STEVEN WALDMAN, Principal and Founder, Spectrum Capital “Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.” —LOUIE UCCIFERRI, President, Regent Capital Group “I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.” —TAYLOR GARRETT, Vice President, White Cap “A counter-intuitive method that works.” —JAY GOYAL, CEO, SumOpti About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.

The Challenger Sale

Taking Control of the Customer Conversation

Author: Matthew Dixon,Brent Adamson

Publisher: Penguin

ISBN: 1101545895

Category: Business & Economics

Page: 240

View: 7484

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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Are You Fully Charged?

The 3 Keys to Energizing Your Work and Life

Author: Tom Rath

Publisher: Missionday, LLC

ISBN: 1939714052

Category: Business & Economics

Page: 240

View: 3238

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Tom Rath, author of five influential bestsellers, reveals the three keys that matter most for our daily health and well-being, as well as our engagement in our work. Drawing on the latest and most practical research from health, psychology, and economics, this book focuses on changes we can make to create better days for ourselves and others. Are You Fully Charged? will challenge you to stop pursuing happiness and start creating meaning instead, lead you to rethink your daily interactions with the people who matter most, and show you how to put your own health first in order to be your best every day.

Tribes

We Need You to Lead Us

Author: Seth Godin

Publisher: Penguin

ISBN: 9781591842330

Category: Business & Economics

Page: 151

View: 8510

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Describes how individuals can become successful leaders through passion and connection with an interested group, and provides real-life case studies that illustrate this method.

Side Hustle

From Idea to Income in 27 Days

Author: Chris Guillebeau

Publisher: Crown Business

ISBN: 152475885X

Category: Business & Economics

Page: 272

View: 8829

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The author of the New York Times Bestseller THE $100 STARTUP, shows how to launch a profitable side hustle in just 27 days. To some, the idea of quitting their day job to start a business is exhilarating. For others, it’s terrifying. After all, a job that produces a steady paycheck can be difficult to give up. But in a time when businesses have so little loyalty to employees that the very notion of “job security” has become a punchline, wouldn’t it be great to have an additional source of income to fall back on? And wouldn’t it be great to make that happen without leaving your day job? Enter the Side Hustle. Based on detailed information from hundreds of case studies, Chris Guillebeau provides a step-by-step guide that anyone can use to create and launch a profitable project in less than a month. Designed for the busy and impatient, this plan will have you generating income immediately, without the risk of throwing yourself head first into the world of entrepreneurship. Whether you just want to make some extra money, or start something that may end up replacing your day job entirely, the side hustle is the new job security. When you generate income from multiple sources, it gives you options, and in today’s world, options aren't just nice to have: they're essential. You don’t need entrepreneurial experience to launch a profitable side hustle. You don’t need a business degree, know how to code, or be an expert marketer. And you certainly don’t need employees or investors. With this book as your guide, anyone can learn to build a fast track to freedom.

Now, Discover Your Strengths

Author: Marcus Buckingham,Donald O. Clifton

Publisher: Simon and Schuster

ISBN: 0743201140

Category: Business & Economics

Page: 260

View: 4428

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Outlines a program developed by Gallup experts and based on a study of more than two million people to help readers discover their distinct talents and strengths and how they can be translated into personal and career successes. 100,000 first printing.