Nine Key Points of Blue Ocean Strategy (BOS)

* BOS is the result of a decade-long study of 150 strategic moves spanning more than 30 industries over 100 years (1880-2000).
* BOS is the simultaneous pursuit of differentiation and low cost.
* The aim of BOS is not to out-perform the competition in the existing industry, but to create new market space or a blue ocean, thereby making the competition irrelevant.
* BOS offers a set of methodologies and tools to create new market space.
* While innovation has been seen as a random/experimental process where entrepreneurs and spin-offs are the primary drivers – as argued by Schumpeter and his followers – BOS offers systematic and reproducible methodologies and processes in pursuit of innovation by both new and existing firms.
* BOS frameworks and tools include: strategy canvas, value curve, four actions framework, six paths, buyer experience cycle, buyer utility map, and blue ocean idea index.
* These frameworks and tools are designed to be visual in order to not only effectively build the collective wisdom of the company but also to effectively execute through easy communication.
* BOS covers both strategy formulation and strategy execution.
* The three key conceptual building blocks of BOS are: value innovation, tipping point leadership, and fair process.

Great Business Teams

Howard Guttman gives readers a sophisticated view of all the factors that go into creating high-performing, exceptionally successful teams. He doesn’t pretend that a single magic bullet can transform your team; instead, he provides a well-organized guide that shows you how leaders contribute, what team members must bring, why management support is needed to transform a good team into a great one and how coaching can accelerate a team’s transformation. The book provides a great discussion on how top teams make decisions, how they communicate, and how they decide which meetings to hold and how to hold them. The book is full of ideas and illustrative stories from Guttman’s consultancy, but you never feel that he is selling his consulting services or holding back any information. getAbstract recommends this sensible and useful book to team managers and members.

Expanded guide to putting together compensation plans and rewards to ensure the motivation, happiness and organization of a top sales staff. Offers practical advice on new topics such as the impact of the Web on sales compensation and rewarding nonsales jobs that are key in the sales process. Previous edition: c1998. DLC: Sales personnel–Salaries,etc

“With the explosion in Internet sales, organizations are frantically transforming their sales departments, adding new roles and redefining existing positions, to capture a share of this lucrative new market. This second edition of the landmark Compensating New Sales Roles explains:

* How to identify and establish the sales roles an organization needs to turn in double-digit growth on a continuous basis

* How to design and implement a compensation plan that directs, motivates, and rewards employees who perform effectively–regardless of sales channels

* How to compensate sales staffs in telesales and teleweb operations–the fastest growing fields of selling.

Packed with updated tips, tools, and examples, along with a new focus on online selling opportunities, this is an essential guide for human resources/compensation professionals, business owners, and sales executives.”

What does it take to become a high-performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand.

The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential.

This book will pursue an honest and frank discussion of leadership and training that is applicable to the military, law enforcement and the business world. It provides accounts of leadership successes and failures under the most severe conditions.

Paul Howe served in the U.S. Army for over 20 years, ten of which was in Special Operations. While assigned to Special Operations, he saw combat in multiple operational areas. He has traveled and lived in multiple high-risk countries during his time in the Army. Currently he is the owner of CSAT-Combat Shooting and Tactics, a business he founded in 2000 which serves the Law Enforcement, Military, Government Security and Civilian community.

The Leadership Wisdom Of Jesus

Many enlightened leaders and their organizations are learning that Jesus’ teachings can be applied to contemporary leadership principles, leading to tremendous payoffs–both professional and personal. Remarkably contemporary, The Leadership Wisdom of Jesus challenges listeners to evaluate their own leadership style and consider time-tested wisdom to make them more effective leaders. He explores powerful themes such as:

•The advantage of forgiveness over judgement
•The importance of love and service
•The wisdom of recognizing the deeper value of every person, and more

The Leadership Wisdom of Jesus is a call for wise and compassionate leadership, providing today’s leaders with useful lessons that transcend religion.

In The Strategy-Focused Organization, HBS professor Robert Kaplan and David Norton, president of the Balanced Scorecard Collaborative, share the results of ten years of research into companies that have implemented the Balanced Scorecard. Drawing on more than 20 in-depth case studies, they illustrate how major organizations have used the Scorecard to create an entirely new performance management framework that puts strategy at the center of a company’s key management processes and systems.

D-I-y Direct Marketing

D-I-Y Direct Marketing is a straightforward guide on an important subject. In a refreshingly clear and unpretentious manner, Judith Donovan reveals the secrets of her craft as she guides the reader through each step in the process of creating successful DM campaigns. She gives pragmatic advice on: — list building — database management — media buying — copy and… More design — generating response — making advertising work — stretching the budget — using the Web — measuring response and more.

The Marketing Edge: The New Leadership Role of Sales & Marketing in Manufacturing

This book is based on the premise that when sales, marketing and manufacturing team up, they can become a powerful, competitive weapon. The Marketing Edge teaches sales and marketing professionals how to effectively integrate their efforts into the overall manufacturing operation.

The Marketing Edge shows you how to improve forecasting, build better sales plans, and improve delivery performance to customers. It will give you an edge over your competition and help you achieve the maximum impact — with sales, marketing, and manufacturing working together.

Jeffrey Gitomer’’s Little Red Book of Sales Answers: 99.5 Real World Answers That Make Sense Make Sales and Make Money

The fastest, easiest answers that work every time.

The good news is, the answers exist. The bad news is, in order to be able to become a successful salesperson, you have to understand, practice, and master the answers.

You’d think with all the answers contained in this book, that anyone who reads it would automatically become a better salesperson. You’d be thinking wrong.

To become a better salesperson, the first thing you have to do is read it. The second thing to do with this book is read it again. The third thing to do with this book is try one answer everyday. If it doesn’t work exactly right the first time, or the outcome wasn’t what you expected, try it again and tweak it a little bit. The fourth thing you have to do is practice the answer until you feel that it’s working. The fifth thing you have to do is become the master of it.

SECRET: Blend each answer to your selling situation and do it in a way that fits your style, and your personality.

Think about the way you ask for an appointment. The way you leave a voice-mail message. The way you follow up after a sales call. The way you begin a sales presentation. The way you ask for a sale. The way you respond to an angry customer. The way you earn a referral. Or the way you get a testimonial. Wouldn’t you love to have the perfect answer for every one of these situations?