BEYOND THE SALES PROCESS Now Available on NetGalley

Cover art for Beyond the Sales Process by Steve Andersen and Dave Stein Salespeople: what are you doing with your customers when you’re not selling to them? BEYOND THE SALES PROCESS: 12 Proven Strategies for a Customer-Driven World by Steve Andersen and Dave Stein takes B2B salespeople above and beyond the short and stressful window when customers are officially buying, but have their walls up. Journalists, booksellers, book reviewers, librarians, and media professionals interested in sales are invited to request Beyond the Sales Process for review.

B2B buying has changed. Salespeople must adapt, or risk being left behind!

The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.

Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including:

Research your customer • Build a vision with them for their own success • Understand your customers’ drivers, objectives, and challenges • Effectively position and differentiate • Create and realize value together • Leverage your results to forge lasting—and mutually beneficial—relationships

Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers—and take your sales performance to a whole new level.

STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include many of the world’s top companies. DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. He is an advisor to Sales and Marketing Management magazine.

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NetGalley is a service for people who read and recommend books, such as book reviewers, journalists, librarians, professors, booksellers, and bloggers.

There are a number of different reading options for this e-galley:

Find all of AMACOM’s e-galleys on NetGalley.

You can review how to get AMACOM’s digital galley request approval on NetGalley HERE.

Random Quotes from New Books This February

Driven By Difference: How Great Companies Fuel Innovation Through Diversity by David Livermore

Jacket cover of Driven By Difference

“One study found that team members’ clarity about the task they need to accomplish is the most important factor of whether culturally diverse teams perform well. The more clarity brought to the issue or problem being addressed, the higher the quality of input from diverse participants (source). A high level of specificity around the task attenuates the confusion from cultural differences. The task itself provides a concrete way for diverse team members to compare their understanding and responses(page 132).

Meetings That Get Results (from the Brian Tracy Success Library) by Brian Tracy

Jacket cover of Meetings That Get Results, Brian Tracy Success Library

“Remember, if it is not necessary to meet, it is necessary not to meet–because the meeting ends up being a major time waster. Whenever time is wasted, morale and performance suffer” (page 8).

february 2016 new releases

Want to sample other AMACOM books? Check out our Random Quotes from New Books series.

THE UN-PRESCRIPTION FOR AUTISM Now Available on NetGalley

Cover art for Un-Prescription for Autism by Janet Lintala When medication works, it works. Yet what about when it’s used to mask symptoms of a larger issue? For children (and adults) with autism spectrum disorder, this happens all the time. Medication for irritability and aggression is often prescribed before a thorough investigation of the reasons for such behavior. As Janet Lintala, founder of the Autism Health! clinic, discusses on her website, “[The Un-Prescription for Autism] explains what is making them irritable, and gives helpful suggestions for providing relief at the source. This can reduce or eliminate the need for unnecessary medications.”

THE UN-PRESCRIPTION FOR AUTISM: A Natural Approach for a Calmer, Happier, and More Focused Child by Janet Lintala with Martha W. Murphy helps parents correct or ameliorate underlying issues common to those on the autism spectrum. Autism isn’t “treatable”–but people with autism are, and Janet Lintala has proven, actionable tools to lead to better health and happiness on the spectrum.

Journalists, booksellers, book reviewers, librarians, and media professionals interested in health with autism spectrum disorder are invited to request The Un-Prescription for Autism for review.

Each year, more than 50,000 U.S. families receive an autism diagnosis. On top of turmoil and worry, they share the same urgent question: What can we do to help our child?

The answers parents find can be contradictory…even dangerous. The conventional approach (employed by too many pediatricians) is to medicate difficult behaviors into submission—suppressing symptoms while leaving underlying health challenges untouched. Surfing the Internet for alternatives just leads to confusion.

Now, Dr. Janet Lintala, founder of the Autism Health center and an autism mom herself, shares the natural protocols used in her practice to dramatically improve the function and well-being of children on the spectrum. Drawing on the latest research developments, as well as personal and clinical experience, she targets the underlying issues (chronic inflammation, oxidative stress, gastrointestinal dysfunction, immune dysregulation) associated with the behavior, bowel, and sleep problems so common to autism.

Correcting these overlooked conditions with digestive enzymes, probiotics, antifungals, and other nonpsychiatric treatments brings transformative results: less pain, less aggression, and a child who is more receptive to behavioral and educational interventions.

While the medical profession is slow to change, autistic kids need help immediately. The Un-Prescription for Autism provides clear explanations, detailed protocols, and examples to help parents act quickly to restore their child’s health, self-control, and language—paving the way for reaching their full potential.

JANET LINTALA, DC founded and heads Autism Health!, serving children and adults in 12 states. Her advice integrates the clinical expertise of a nonprescription autism practice with the firsthand experience only an autism parent can deliver. MARTHA W. MURPHY is an award-winning health writer.

Logo for NetGalley
NetGalley is a service for people who read and recommend books, such as book reviewers, journalists, librarians, professors, booksellers, and bloggers.

There are a number of different reading options for this e-galley:

Find all of AMACOM’s e-galleys on NetGalley.

You can review how to get AMACOM’s digital galley request approval on NetGalley HERE.

Podcast: Jason Wingard on Keeping Up with Business Education

Jacket cover of Learning to SucceedIn today’s ever-evolving world, successful companies don’t remain successful by continuing to do exactly what they did before. The best companies are dynamic–and driven by employees and leaders who constantly learn new ways and new skills. Jason Wingard sat down with the AMA Edgewise team to discuss his book, LEARNING TO SUCCEED: Rethinking Corporate Education in a World of Unrelenting Change, and how to make your organization one that actively embraces learning throughout its ranks.

Jason Wingard, author of Learning to Succeed: Rethinking Corporate Education in a World of Unrelenting Change, has a formula for how to keep up with the ever-changing business environment. On this episode he lays out a concise training strategy and how to overcome barriers to learning integration, with great tips for how to keep up with the expanding global market.

Listen to Jason Wingard on the AMA Edgewise Podcast.

Jason Wingard, author of Learning for Life

 

JASON WINGARD, PH.D., is Dean and Professor of the School of Continuing Education at Columbia University and President and CEO of The Education Board, Inc. Previously, he was Chief Learning Officer of Goldman Sachs and Vice Dean of Executive Education at the Wharton School, University of Pennsylvania. He is also the author of LEARNING FOR LIFE: How Continuous Education Will Keep Us Competitive in the Global Knowledge Economy (AMACOM October 2015).

 

Listen to more interviews with AMACOM authors on the AMA Edgewise Podcast.

Q&A with David Livermore, author of DRIVEN BY DIFFERENCE – Part II

The following is Part II of a Q&A with David Livermore, author of DRIVEN BY DIFFERENCE: How Great Companies Fuel Innovation Through Diversity (AMACOM February 2016). Below, Livermore discusses challenges that companies face as they implement diversity initiatives, and what they can take away from the examples in his book. You can find Part I of this Q&A here.

 

 

Q: How did you discover the 5D Process for Culturally Intelligent Innovation?

A: As both a researcher and business leader, I’ve been helped immensely by the work of people like Clay Christiansen on disruptive innovation and the innovation models that come from Stanford’s d.school. These models together with our research on cultural intelligence are what led to the discovery of the 5D Process for Culturally Intelligent Innovation.

The process includes the kinds of things included in most books and models on innovation, such as identifying a pain point, coming up with a solution to relieve that pain, and designing with the end-user in mind. What we wanted to discover, however, was how those consistent innovation practices need to be adapted for culturally diverse teams of innovators or users.

For example, Jeff Bezos insists that high level meetings at Amazon include an empty chair, which represents the customer. Apart from cultural intelligence, you might assume a customer wants what you want. But by using the 5D Process, a team can design for a diversity of customers. And if the room already includes a diverse team, all the better, because it provides built-in insights around what the customers represented by the empty chair want.

Q: What is the number one issue that derails diverse teams and how can it be overcome?

A: I think it’s the absence of a strategy for how to effectively address and use the diversity on the team. By nature, we’re attracted and drawn to people who think and act like we do, so without an intentional strategy to lean into and use the differences on a team, they inevitably create conflict and gridlock.

An effective strategy begins with looking at the two forms of diversity that most powerfully influence what happens on a team—visible diversity and underrepresentation. Instead of being afraid to name the differences, a culturally intelligent strategy explicitly identifies the differences and then creates processes that minimize the interpersonal conflict that ensues from the differences and maximize the informational diversity from the team.

Apart from a strategy for how to effectively use your diversity, it’s unlikely the diversity will lead to innovation and may actually work against it.

Q: In your opinion, which companies are getting it right and how can others learn from them?

A: No leader or company gets it right all the time. In fact, mistakes are one of the best ways to improve cultural intelligence and come up with innovative solutions. But our research has uncovered dozens of companies that have worked hard at developing a strategy for culturally intelligent innovation. Several of them are featured throughout the book, including Google, IKEA, Coca-Cola, Qatar Airways, and Novartis.

Novartis uses their employee resource groups to effectively design medications for culturally diverse patients. In the world of finance, you have CEOs like Ajay Banga (MasterCard) and Brian Moynihan (Bank of America) who personally chair their companies’ diversity and inclusion councils because they believe there’s a direct link between their diversity efforts internally and customer satisfaction. And despite the diversity challenges facing most tech companies, Jack Ma, founder of Alibaba, says, “One of the secret sauces for Alibaba’s success is that we have a lot of women.” Women hold 47 percent of all jobs at Alibaba and 33 percent of all senior positions.

Q: If readers took only one thing away from the book, what would you hope it would be?

A: It’s my hope that all of us will slow down the impulse to view a different perspective as threatening, wrong, or inferior and instead, to see it as an opportunity for growth.

In those moments when we see things differently from those around us, we have a few choices: We can hold on to our views, defend them, and argue for their superiority. We can let go of our views and entirely acquiesce to the views of others. Or we can allow our perspectives to be broadened, enriched, expanded, and deepened. Culturally intelligent innovation begins with changing our impulse from Why can’t you see it like I do? to Help me see what I might be missing! Together, we can work together to come up with innovative solutions to solve problems big and small.

DAVID LIVERMORE, PH.D., is President and Partner at the Cultural Intelligence Center, a consultancy at the forefront of CQ assessment and development. The author of Leading with Cultural Intelligence, he has been cited by The Economist, Forbes, The New York Times, and The Wall Street Journal.