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An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy–the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

In Energy Leadership, renowned coach Bruce D. Schneider teaches how to understand the most important personal resource of all – energy, and shows how to harness it to achieve success in the workplace, the home, and in the world at large. This engaging and fast-paced story clearly explains how managers and leaders from all walks of life can use the principles of Energy Leadership to inspire themselves and others to achieve extraordinary results in whatever they do. The author provides insight into a cutting edge coaching process he has developed, which has positively impacted the lives of tens of thousands of people in both the corporate and private sectors. You will learn how to: Recognize the seven distinct levels that are the key to understanding why everyone thinks and acts the way they do, in life and specifically within the workplace. Distinguish truly effective leaders from those who deplete the energy of the people around them, and specific techniques to shift energy levels to inspire peak performance. Become powerful leaders who motivate themselves and others to reach their true potential. Identify the Big Four Energy Blocks and discover proven techniques and strategies for overcoming these and other obstacles to success. Develop the ability to shift internal energy to meet any leadership challenge, and use this newfound power to inspire respect, confidence, and loyalty in others. If you always try to inspire others but sometimes feel like something?s missing, something is. Energy Leadership puts you in touch with the missing link between your ambitions and your ability to achieve them.

Praise for Uniting the Virtual Workforce «Uniting the Virtual Workforce offers much-needed guidance on how to navigate the largely unmapped territory of virtual work environments in the global economy. The authors do an outstanding job of presenting how organizations should address the challenges of virtual workforces so as to reap the huge potential benefits of increased growth, productivity, and innovation.» -C. Warren Axelrod, PhD, Chief Privacy Officer and Business Information Security Officer, U.S. Trust, and author of Outsourcing Information Security «Lojeski and Reilly bring us something that readers of business books so rarely get-no nonsense practical guidance on how to manage distance, especially where it most often serves as an impediment to working effectively.Ê If you interface with widely dispersed team members who rarely see one another and communicate by virtue of impersonal electronics, you may expect to find this book provocative, counterintuitive, and above all, exciting. It gives all of us who have to struggle, while working with talent stretched across distance, hope, that maybe there are ways to do this right!» -Patrick J. McKenna, author of First Among EqualsÊ «A must-read for global corporate executives who manage geographically dispersed job sharing teams. Practical strategies for preventing productivity loss and optimizing innovation. The authors pull no punches in showing the real downsides to the virtual work phenomenon; they have done a great service for us all.» -Jeff Saperstein, author of Creating Regional Wealth in the Innovation Economy «Uniting the Virtual Workforce charts the course for competing in the twenty-first century by tapping into the powers of virtual work. Any manager who ignores the virtual workforce is underperforming, and any company or organization that does not appreciate virtual work is already at a competitive disadvantage. Karen and Dick have tapped into a key ingredient in the recipe for global growth.» -Jerry MacArthur Hultin, President, Polytechnic University, and former Under Secretary of the Navy «Authors Sobel Lojeski and Reilly have provided a useful primer for the harried executive striving for productivity improvements while seeing the workload expand and the workforce disperse. Using conceptual definitions of Physical, Operational, and Affinity Distance to describe the multifaceted dimensions of building teams of people to work effectively together, the authors construct a very powerful set of metrics for a manager to improve the capability of his or her workgroup, no matter where it resides or how it is composed. The book is rich in anecdotes and specific studies that illustrate the concepts in an engaging, pertinent, and easy-to-understand manner. In an age of outsourcing, offshoring, and decentralizing groups of people who have to get things done together, reading this small book will repay itself many times over.» -Charles House, Director, Media X Lab at Stanford University, and

A revised and updated guide to bridging relationship creationwith relationship capitalization Relationship Economics isn't about taking advantage of friends or coworkers to get ahead. It's about prioritizing and maximizing a unique return on strategic relationships to fuel unprecedented growth. Based on the author's global speaking and consulting engagements, Relationship Economics reveals that success comes from investing in people for extraordinary returns. This revised and updated version explains the three major types of relationships—personal, functional, and strategic—and how to focus each to fuel enterprise growth. It introduces new concepts in relationship management, including the exchange of Relationship Currency, the accumulation of Reputation Capital, and the building of Professional Net Worth. These are the fundamental measures of business relationship, and once you understand them, you'll be able to turn your contacts into better executions, performance, and results. «David Nour is the definitive expert on strategic relationships. He has captured practical, pragmatic, and timely insights in Relationship Economics and has been a valuable resource to my sales transformation efforts.» —RANDY SEIDL, Senior VP, Enterprise Servers, Storage and Networking, Americas, HP «Although many understand the importance of relationships, the quantifiable and strategic values of relationships are often underemphasized. David Nour has done just that in¿Relationship Economics.» —CRAIG LEMASTERS, President and CEO, Assurant Solutions «If a man is judged by the company he keeps, David Nour's Relationship Economics provides a systematic approach to building value in that judgment. The concepts reach well beyond networking to building lasting and productive relationships.» —DENNIS SADLOWSKI, former president and CEO, Siemens Energy & Automation, Inc.

DO EVERYTHING YOU WANT, AND STILL COVER EVERYTHING YOU NEED, IN RETIREMENT. Buying Time begins where most other retirement books end. Instead of covering how to accumulate money for your retirement, it gives you direction from that point forward-how to draw upon your assets most efficiently to create the income you will need throughout retirement. It provides an integrated approach to planning your income in retirement, so that you can do everything you want and still cover everything you need. Buying Time will help you to make better use of your resources, and make the best of your prime retirement years. Explains how to set your lifestyle objectives and plan for the best use of your money in retirement. Cover different strategies for different stages of retirement, so that you can make the best of your prime years while still providing for contingencies and long-term health considerations. Fully updated, this revised edition includes information on: adjustments in tax rates and tax credits; new and amended tax legislation; major changes to the pension income-splitting rules; new financial products and investment options for people in retirement; and more. A proven, integrated, four-part approach to retirement planning: structuring and planning income, investing during retirement, health-risk management, and wealth transfer. Offers advice on how to work with an advisor to create and implement a plan that's right for you. Includes practical examples, illustrations, forms, and checklists. Buying Time offers practical, proven strategies that readers can apply at every stage of retirement, from the "golden years' to the «olden years.»

While most books on trading deal with general concepts and shy away from specifics, Forex Patterns and Probabilities provides you with real-world strategies and a rare sense of clarity about the specific mechanics of currency trading. Leading trading educator Ed Ponsi will explain the driving forces in the currency markets and will provide strategies to enter, exit, and manage successful trades. Dozens of chart examples and explanations will guide you each step of the way and allow the reader to «look over the shoulder» of a professional trader hard at work at his craft. This book provides traders with step-by-step methodologies that are based on real market tendencies. The strategies in this book are presented clearly and in detail, so that anyone who wishes to can learn how to trade like a professional. It is written in a style that is easy to understand, so that the reader can quickly learn and use the techniques provided.

Praise for The Mathematics of Derivatives «The Mathematics of Derivatives provides a concise pedagogical discussion of both fundamental and very recent developments in mathematical finance, and is particularly well suited for readers with a science or engineering background. It is written from the point of view of a physicist focused on providing an understanding of the methodology and the assumptions behind derivative pricing. Navin has a unique and elegant viewpoint, and will help mathematically sophisticated readers rapidly get up to speed in the latest Wall Street financial innovations.» —David Montano, Managing Director JPMorgan Securities A stylish and practical introduction to the key concepts in financial mathematics, this book tackles key fundamentals in the subject in an intuitive and refreshing manner whilst also providing detailed analytical and numerical schema for solving interesting derivatives pricing problems. If Richard Feynman wrote an introduction to financial mathematics, it might look similar. The problem and solution sets are first rate." —Barry Ryan, Partner Bhramavira Capital Partners, London «This is a great book for anyone beginning (or contemplating), a career in financial research or analytic programming. Navin dissects a huge, complex topic into a series of discrete, concise, accessible lectures that combine the required mathematical theory with relevant applications to real-world markets. I wish this book was around when I started in finance. It would have saved me a lot of time and aggravation.» —Larry Magargal

In Just Enough, top Harvard professors offer a revealing, research-based look at the true nature of professional success, helping people everywhere live more rewarding and satisfying lives. True professional and personal satisfaction seems more elusive every day, despite a proliferation of gurus and special methods that promise to make it easy. They conclude that many of the problems of success today can be traced back to unrealistic expectations and misconceptions about what success is and what constitutes it. The authors show where the happiest and most well-balanced among us are focusing their energy, and why, to help readers find more balance and satisfaction in their lives.

An Introduction to Technical Analysis from One of the Top Names in the Business «Essential Technical Analysis is a highly valued resource for technical traders. The importance of comprehensive and well-researched market behaviors, indicators, and systems were well expressed graphically with many examples. No technical analyst should be without this book. Stevens's book could become another classic.» -Suri Duddella, President of siXer.cOm, inc. (Forbes magazine's «Best of the Web» in Technical Analysis Category) «Essential Technical Analysis will give the new student of technical analysis a good overview of both classical chart patterns and a myriad of technical indicators, but so will many other texts. What sets this volume apart is that it presents the subject in the context of real-world trading situations, not idealized well-chosen examples. Books on technical analysis, especially those aimed at novices, are typically filled with charts in which the selected patterns are both unambiguous and work perfectly. As Leigh Stevens recognizes and confronts, however, the real world is a far more sloppy place: charts may often contain conflicting indicators, and patterns don't always work as described. Reading Essential Technical Analysis is like sitting beside a veteran technical analyst and having him describe his methods and market experiences.» -Jack Schwager, author of Market Wizards, Stock Market Wizards, and Schwager on Futures «Leigh Stevens's depth of experience, acquired over many years, has generated a deep understanding of, and commitment to, the discipline of technical analysis. He is also one of those rare individuals who have both the ability to convey the essence of his ideas in a wonderfully simple and straightforward way and through the use of personal anecdotes and experiences. There are not many people around who can both walk the walk and talk the talk.» -Tony Plummer, author of Forecasting Financial Markets, Director of Rhombus Research Ltd., and former Director of Hambros Bank Ltd. and Hambros Investment Management PLC «Leigh Stevens brings his considerable years of experience to this project. He has crafted a real-world book on technical analysis that gives you the benefit of his trials and errors as well as 120 years of observations and market wisdom from Charles Dow to the latest indicators and approaches. Investors who suffered from the bursting of the technology bubble in 1999 and 2000 should read Essential Technical Analysis from cover to cover and learn to apply the lessons to the next market cycle.» -Bruce M. Kamich, CMT, past President of the Market Technicians Association and Adjunct Professor of Finance at Rutgers University and Baruch College

"The one, only, and by far the best book synthesizing psychology and investing. In addition to providing modern, scientific knowledge about psychology, this book provides a mirror into the mind and wide breadth of knowledge of one of the leading practitioners of brief and effectual cures. Will help to cure your trading and your life." -Victor Niederhoffer, Chief Speculator, Manchester Investments Author, The Education of a Speculator and Practical Speculation «How refreshing! A book that rises above the old NLP model of the 80's and provides insights on how our relationship with the market is indeed a very personal one. Not only has Steenbarger provided some fantastic tools for the trader to transform his mindset, but he has contributed unique trading ideas as well. Brilliant!» -Linda Raschke, President, LBRGroup, Inc. "'Investigate, before you invest' was for many years the slogan of the New York Stock Exchange. I always thought a better one would be, 'Investigate YOURSELF, before you invest.' The Psychology of Trading should help you increase your annual investment rate of return. Mandatory reading for anyone intending to earn a livelihood through trading. " -Yale Hirsch, The Hirsch Organization Inc., Editor, The Stock Trader's Almanac «This highly readable, highly educational, and highly entertaining book will teach you as much about yourself as about trading. It's Oliver Sacks meets Mr. Market-extraordinary tales of ordinary professionals and individuals with investment disorders, and how they successfully overcame them. It is a must-read both for private investors who have been shell-shocked in the bear market and want to learn how to start again, as well as for pros who seek an extra edge from extra inner knowledge. Steenbarger's personal voyage into the mind of the market is destined to become a classic.» -Jon Markman, Managing Editor, CNBC on MSN Money Author, Online Investing and Swing Trading «Dr. Steenbarger's fascinating, highly readable blend of practical insights from his dual careers as a brilliant psychologist and trader will benefit every investor; knowing oneself is as important as knowing the market.» -Laurel Kenner, CNBC.com Columnist, Author, Practical Speculation

What's the Secret? gives you an inside look at the world-class customer service strategies of some of today's best companies. You'll learn how companies like Disney, Nordstrom, and The Ritz-Carlton get 50,000 employees to deliver world-class customer service on a consistent basis- and how your company can too. Packed with insider knowledge and a wealth of proven best practices, author John DiJulius will show you how your company can emulate the world's best customer service providers.

Proven strategies and the latest selling tips from eBay's most elite merchants With an estimated 200,000 people making a full-time living selling goods on eBay, and millions more earning a part-time income, it's clear that eBay can create some impressive profits for those who know what they're doing. The eBay Millionaire profiles 25 of eBay's elite Titanium Power Sellers-those who move more than $150,000 in goods every month-and reveals the secrets to their success. Author Amy Joyner reveals the fifty top lessons for profitably selling almost anything on eBay, from how to select the best mix of merchandise, ship goods, and keep customers happy to working with wholesalers, making the leap from part-time to full-time selling, and looking like a million-dollar business even if you're working from your kitchen table.