Book description
Praise for What Works
"What Works is essential reading for any businesspeople who want to improve their organizations and their own abilities. This is not a tome of pie-in-the-sky, fluffy how-to advice but is an easy read, crammed with great advice—from improving sales ability to learning how to manage people. Not to be missed."
—SHAUN REIN, founder of China Market Research Group and author of The End of Cheap China
"Focus, focus, and more focus. That is the incredible theme here of What Works. Robert Cornish and Wil Seabrook hit a true homerun in their message: knowing what you are and what you are not, knowing what works and what doesn't, and knowing when to walk away and when to stay, but hold firm—are the keys to success in business and in life. What Works is more than a sales book. It's as much about the internal sale to your employees and colleagues, as it is to the customer and the prospect. If you want to improve not just your sales, but your business, What Works is a must-read."
—TODD NATENBERG, author of "I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions
"Robert Cornish has gone beyond the usual fluff and trendy ideas and concepts and taken what actually works in the world, which is what's most important after all. The book is easy to understand with lots of real life examples, and the ideas are very practical and useable. If you want what you are doing to 'work' or to turn your ideas into effective action: read this book."
—Robert J. Kriegel, PhD, New York Times and BusinessWeek bestselling author; Commentator, NPR's Marketplace; pioneer in sports psychology, Olympic and professional athlete coach
"Robert and Wil have written a wonderful no-nonsense playbook for today's CEO. There's no theory here, but rather a collection of bite-sized, pragmatic ways of thinking and doing that you can put into action right away and see immediate results in your business. This is a great one to keep close to your desk to reference often!"
—David Hassell, CEO of 15Five
"While many business books and theories comb through what it takes to succeed, What Works has taken hard-won knowledge from the trenches—knowledge that has been tested and applied—resulting in practical information that can be used now. Being a successful entrepreneur myself, I know what it takes to succeed, and this book dives into what works in the real world."
—Jon Ferrara, CEO of Nimble.com and founder of GoldMine
Table of contents
- Cover Page
- Title Page
- Copyright
- Contents
- Preface
- Introduction
-
Chapter 1: On Sales
- Care
- Pipeline Comes before Sales
- Sales, Selling, and Getting Your People to Sell
- Saying No and Walking Away
- The Art of the Follow-up
- The Sales Team's Role
- The Tough Part of Sales
- Asking
- Long Sales Pitches
- If They Were Sold, It Would Be Done
- Decide for Them
- Hold Your Position
- Time to Cut the PR and Hit Them Straight
- Taking Money Is Good for Them
- It's Your Consideration or Theirs
- Sales Is a Game of Intention
- Considerations Bog Sales
- Order Taker versus Salesperson
- Two Comments on Sales
- Additional Sales Tips
- How to Fill Your Day
- Causative Sales
- Chapter 2: On Operations
- Chapter 3: On Focus
- Chapter 4: On Marketing
- Chapter 5: On Management
- Chapter 6: On People
-
Chapter 7: On Viewpoint
- Aim Small, Miss Small
- Busy or Disorganized
- Dreams and Goals
- Focus
- What You Did Yesterday Doesn't Matter
- Second Wind
- Isn't It a Sport?
- Be Honest with Yourself
- The Buck Stops with You
- Find Inspiration
- Staying the Course
- Dragging Decisions Is Bad Business
- Adding Time
- Decision Comes First
- Doubt
- Spend More Time Planning
- Simple Is Smart
- Write It Down
- You Have to Love Feeling Causative
- Pushing Purpose
- Making Friends
- Title versus Task
- Be a Ball Hog
- Being a Martinet about Neatness
- Manage Objectives Like LEGO Instructions
- Why You're Unique
- Don't Get Too Serious
- Genuine Interest and Care
- Damn the Torpedoes … They'll Swerve First
- Money Motivation and Caring about What You Do with Passion
- Know Who You Are
- Push Yourself
- Conclusion
- Acknowledgments
- About the Authors
Product information
- Title: What Works
- Author(s):
- Release date: January 2013
- Publisher(s): Wiley
- ISBN: 9781118391693
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