2004
Enter Bob Rawlings, the owner of Marsha's local gardening store. In Bob's 30 plus years as a successful sales professional, he experienced the same career frustrations, but found that if he treated his business like his garden, his business grew—and a happier, more relaxed salesman appeared. Bob teaches Marsha the secrets of his sales garden, helping her to recharge her career.
The clever sales garden metaphor will change you the way you think about sales. By adhering to the easy, practical steps outlined in Sprout!, you, too, can beat career blues, increase your sales, and sustain yourself for the long term.
• Packed with useful tips and practical advice that will help salespeople reduce stress and increase satisfaction in their jobs-and make more money too
• Uses an entertaining and unique gardening metaphor that can be applied immediately to any sales situation
• Most books on sales are about a particular technique-this book addresses the "big picture"
Sales has always been a high burnout profession. These days, with the intense focus on quarterly earnings reports, there is more pressure on sales professionals than ever before. The relentless push for immediate results can leave salespeople exhausted, frustrated, and wondering why they ever got themselves into this business. And it can leave sales organizations with a serious turnover problem.
SPROUT! was written by two long-time sales veterans to help their fellow professionals rediscover enthusiasm for their chosen profession and to help sales organizations retain top talent. Vengel and Wright use a page-turning story to outline a new strategy for sales, one that will make salespeople better able to cope with the inevitable ups and downs and take a more effective, long-term approach.
As the book begins, Marsha Molloy has had it. Once a top pharmaceutical sales representative so crackerjack her nickname was Marsha Money, she's been laid low by a tough economy and just plain exhaustion. The once-hungry top producer has seemingly lost her touch and grown indifferent to a sales culture that appears to value faxes, emails, and cell phone chats instead of the relationship building that had been her forte. An avid gardener on a visit to her local nursery, Marsha runs into Bob Rawlings, the store's new owner and an ex-sales professional himself. They begin to chat, and Marsha mentions her career frustrations. Bob replies that he'd had the same problem, but found that the more he began treating his business like his garden, the better his business grew - and a happier, more relaxed salesman appeared. Marsha is intrigued but puzzled - how could sales be like gardening? Bob takes Marsha under his wing and, with the assistance of several other salespeople he's mentored, teaches her the secrets of his sales garden.
By using the authors' sales garden metaphor to change their whole way of thinking about sales, and by adhering to the easy, practical steps outlined in SPROUT! salespeople can beat the career blues, increase their sales, and sustain themselves for the long term.
Corporate whistleblowers save lives, prevent fraud, and preserve the environment. But these results come through a long, difficult, draining, and often frightening process that leads many unprepared would-be whistleblowers to give up. Fortunately, they now have the support they need. This unprecedented and authoritative guide covers every step of the process—finding information to support your claims, determining whom to blow the whistle to, dealing with attacks from opponents, enlisting allies, understanding the law, and more.
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Offers not just authoritative, accessible information but advice on every step of the whistleblowing process
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Copublished with the Government Accountability Project, which has been aiding and protecting whistleblowers since 1977
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Illustrated with vivid examples drawn from GAP's thirty-year history
- Click here for Press Release
Corporate whistleblowers save lives, prevent fraud, and preserve the environment. Some even become famous. But what the general public sees is the end result of a long, difficult, draining, and often frightening process. Whistleblowers rarely have any idea what they're in for and, daunted by the ferocity of the resistance and their feelings of isolation and helplessness, some give up, and others are broken financially and emotionally.
Blowing the whistle will always require courage and perseverance, but it no longer has to be done alone. The Corporate Whistleblower's Survival Guide will serve as an expert advisor for anyone contemplating bringing corporate wrongdoers to justice. Tom Devine and Tarek F. Maassarani draw on the accumulated experience of the Government Accountability Project, which since 1977 has helped over 5,000 people take on organizations like AIG, the World Bank, Procter & Gamble, Wyeth Pharmaceuticals--and win.
Devine and Maassarani detail every consideration potential whistleblowers should weigh and paint a vivid picture of the tactics corporations use to attack whistleblowers and cover up or deny damaging revelations. If you are considering blowing the whistle, this book offers hands-on, practical advice on every aspect of the process--finding information to support your claims, determining who to blow the whistle to, enlisting allies, and taking advantage of what legal options exist. The Corporate Whistleblower's Survival Guide will enable readers to bring vital information to light while keeping their sanity, relationships, and careers intact.
2011
In Full Steam Ahead! you'll learn:
• How to use the power of vision to get focused, get energized, and get great results
• How to create a vision that touches the hearts and spirits of everyone in your organization
• How to create a vision for your own life that provides meaning and direction
This new edition is thoroughly revised, with a new chapter on sustaining your vision, updated examples, more information on creating vision for teams, and a new section that includes a vision assessment and a game plan for creating a shared vision.
2013
This poetic, evocative story presents the meditations of an ancient Anasazi tribesman who rejects his family and sets off on a journey through the desert. He walks seven paths, each teaching a lesson symbolized by an element of the natural world: light, wind, water, stone, plants, animals, and, finally, the unity of all beings with the Creator. The Seven Paths reveals a source of wisdom, restoration, and renewal familiar to native people but lost to the rest of us, seven elements among nature that combine to mend human hearts.
2009
Drawing on his more than twenty-five years of experience, Polak explodes what he calls the “Three Great Poverty Eradication Myths” and lays out an alternative: providing the dollar-a-day poor with innovative, low-cost tools that allow them to use the market to improve their lives. Polak tells fascinating and moving stories about the people he and IDE have helped, especially Krishna Bahadur Thapa, a Nepali farmer who went from barely surviving to becoming solidly upper middle class. Out of Poverty offers a new and promising way to end world poverty, one that honors the entrepreneurial spirit of the poor themselves.
OUT OF POVERTY: What Works When Traditional Approaches Fail
- Offers a new, innovative and proven-in-the-field approach to alleviating world poverty
- Exposes the flaws in traditional approaches
- Includes moving personal stories of the people Paul Polak and his organization IDE have helped
People often ask, "If we can put a man on the moon, why can't we solve global hunger?"
- Offers a more dynamic, powerful, and practical way to address difficult social problems than the dominant planning approach
- Features inspiring examples of the results social labs around the world have achieved
- Provides detailed guidance on how to start a social lab in any setting and on any level
People often ask, "If we can put a man on the moon, why can't we solve global hunger?" That very question demonstrates the fatal flaw in the dominant way of dealing with difficult social challenges: they're treated like straightforward technical problems. Organizations do a few studies, establish some goals, devise a plan, and attempt implementation. As a look around the world sadly shows, this hasn't worked.
Issues like poverty, ethnic conflict, and climate change are incredibly dynamic and complex, involving an ever-shifting array of factors, actors, and circumstances. They demand a more fluid and adaptive approach. The answer, says Zaid Hassan, is social labs.
Social labs bring together a diverse a group of stakeholders not to create yet more five-year plans but to develop a portfolio of prototype solutions, test those solutions in the real world, use the data to further refine them, and test them again. Their orientation is systemic-they are designed to go beyond dealing with symptoms and parts to get at the root cause of why things are not working.
Hassan builds on a decade of experience-as well as drawing from cutting-edge research in complexity science, networking theory, and sociology-to explain the core principles and daily functioning of social labs, using examples of pioneering labs from around the world. He describes a fast-growing global movement around a new generation of ambitious social labs that are tackling big challenges such as dramatically reducing global emissions, preventing the collapse of fragile states, and improving community resilience. The Social Labs Revolution offers a new generation of problem solvers an effective, practical, and exciting new vision and guide.
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