Paul Smith on Selling with a Story

Jacket cover of Sell with a Story by Paul Smith Paul Smith recently sat down with the AMA Edgewise team to discuss his book, SELL WITH A STORY: How to Capture Attention, Build Trust, and Close the Sale (AMACOM September 2017). Storytelling is one of the most powerful tools in any salesperson’s arsenal, and Smith shares how to put it to use at any stage in the sales cycle for maximum results.

Paul Smith, author of Lead with a Story and Parenting with a Story, has come out with a third installment of the series: Sell with a Story. He joins us to talk about how to set aside a portion of your sales pitch to tell stories to make your selling even more effective.

Listen to Paul Smith on the AMA Edgewise Podcast.

Paul Smith, author of Sell with a Story

 

Paul Smith is a popular speaker and expert trainer on business storytelling techniques. A former Procter & Gamble executive, his clients include Hewlett Packard, Bayer Medical, Progressive Insurance, Walmart, and other distinguished companies. As the author of Lead with a Story, his work has been featured in The Wall Street Journal, Inc., Time, Forbes, The Washington Post, Success, and Investor’s Business Daily.

 

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

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Lead Right: Management and Leadership Resolutions for 2017

New Year’s resolutions tend to be personal–lose weight, call your mother on the phone every week, read more books (we certainly won’t fight you on that one!)–but, as you’re considering how to make 2017 your best year yet, consider the atmosphere you create as a leader in the workplace.

How can you make 2017 a better year for those around you? Asking that question is the first step. Five of our authors, experts on leadership, management, presence, and all of the skills you need to propel your organization and your career forward in 2017, share their 2017 resolutions or suggested resolutions.


Kristi Hedges, author of The Power of Presence and the forthcoming The Inspiration Code: How the Best Leaders Energize People Every Dayout this June, knows that the key to motivating people is truly being there when you’re with them:

My resolution this year is to be present and fully invested in the conversations that matter, both at work and in life. Having spent the last year doing research and having conversations for The Inspiration Code, I am even more convinced. A few behaviors, applied with intent, have a remarkable impact on others. Be the spark!


Paul Zak, author of Trust Factor: The Science of Creating High-Performance Companies, knows that business leaders see results when they create a culture of trust:

I recommend shared leadership as a resolution.  Empowering colleagues to execute projects as they see fit fully engages those doing the work.  To share leadership, you have create a culture of trust and the freedom to fail.  In Trust Factor, I show how the neuroscience of interpersonal trust can be used to create a high-engagement culture in which colleagues are fully engaged and highly innovative.


Jathan Janove, author of Hard-Won Wisdom: True Stories from the Management Trenches, has a highly memorable and useful resolution for managers: Make 2017 The Year of the EAR!

George Bernard Shaw was spot-on correct when he said, “The single biggest problem in communication is the illusion that it has taken place.” However, you can change this sad reality by making 2017, The Year of the EAR. When engaged with your employees and colleagues, commit to following the EAR sequence: Explore, Acknowledge & Respond. And watch how quickly and effectively you break down the barriers to real and meaningful communication.


Alan Willett, author of Leading the the Unleadable: How to Manage Mavericks, Cynics, Divas, and Other Difficult People, is encouraging his mentees to resolve in 2017 to mentor an upcoming leader themselves:

The act of helping and coaching others pays the time invested back many times over. Through your mentorship of others, you learn about your own strengths and weaknesses, and you hone your leadership power in unexpected ways. It is also very rewarding seeing your mentees begin to thrive. Resolve in 2017 to grow more leaders!


For his resolution, Robert Bruce Shaw, author of Extreme Teams: Why Pixar, Netflix, Airbnb, and Other Cutting-Edge Companies Succeed Where Most Fail, focuses on the power of the group:

I will view and manage my organization as a collection of teams versus a collection of individuals. As a result, I am committed to experimenting with creative approaches to enhance team behavior and performance. This starts with bold innovations in how my own team operates–but also includes improvements in how we operate as a company to support team life. Only teams move the world forward.


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CRAZY-STRESSED Now Available on NetGalley

PrintThe teen years have been rife with struggles since time immemorial–but for adults who didn’t grow up with cyberbullying, today’s academic demands, and all of the crazy contemporary issues that fall on the shoulders of those who are just learning how to handle life, today’s teens’ stresses are almost unimaginable. How can parents truly help? CRAZY-STRESSED: Saving Today’s Overwhelmed Teens with Love, Laughter, and the Science of Resilience (AMACOM April 2017) offers parents a wealth of the resiliency-boosting strategies teens need. The book combines adolescent neurology with a practical action plan for parents to improve communication, cope with conflict, and strength all of the key components of resilience. Journalists, booksellers, book reviewers, librarians, and media professionals interested in parenting are invited to request Crazy-Stressed for review.

A little resilience goes a long way….

Peel back the cheerful façade that parents present, and you’ll find that many are worried about their teens.

Mood swings, impulsiveness, poor judgment, and other problems peak in these years. Add stressors such as screen addiction, cyberbullying, increasing academic demands, and time-consuming athletic commitments . . . and it’s no surprise that today’s teenagers rank as the most anxious in 50 years.

Parents long to help, but how? Based on a career counseling kids and their parents, psychologist Michael Bradley locates the most powerful protective trait: resilience. Teens with this crucial quality know how to handle difficulty, overcome obstacles, and bounce back from setbacks.

Packed with insights from neuroscience and psychology, real-life case studies, and a dose of humor, Crazy-Stressed sheds light on the teen brain and offers a wealth of resiliency-boosting strategies. In it, Dr. Bradley reveals:

What kids these days are really going through • Ways to strengthen the seven skills every teen needs to survive and thrive • What-to-do-when suggestions for common behavior, school, and social issues • Tactics for coping with conflict, teaching consequences, improving communication, staying connected, and more

It’s not easy being a teen—and it’s certainly not easy parenting one. Always frank and often funny, Crazy-Stressed will become your go-to guide . . . and your kids may even thank you for it.

MICHAEL J. BRADLEY, Ph.D., is a psychologist, a leading expert on adolescent behavior, and is certified by the American College of Professional Psychology in the treatment of substance abuse disorders. The author of the bestselling Yes, Your Teen Is Crazy, he has been featured in the national media, including CNN, Fox News, NPR, Today, Good Morning America, The New York Times, USA Today, and Rolling Stone.

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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.

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Webcast Next Week: The Power of Questions to Open Doors, Uncover Solutions, and Spark Change with Frank Sesno

Photo of Frank Sesno, author of Ask MoreNext week, the American Management Association New Media team will host a webcast with Frank Sesno, author of Ask More: The Power of Questions to Open Doors, Uncover Solutions, and Spark Change. Peterson will discuss how vital trust is in the creation of successful businesses, and how leaders can build trust in their own organizations.

 

 

Wednesday, January 18, 2017
12:00 PM – 1:00 PM Eastern
Fee: Complimentary
Meeting Number: 17930-00001
Register Here for The Power of Questions to Open Doors, Uncover Solutions, and Spark Change with Frank Sesno

What to ask and when — to reach the outcome you seek. This webcast reveals a new way to think about how you can use questions to be more productive, creative and effective at most everything you do. Author Frank Sesno draws on his decades of experience as an interviewer on CNN, NPR and in front of live audiences to explain how different types of questions work, lead to distinct outcomes and employ different listening skills.

Drawing on stories from his career and from the extraordinary people he interviewed for his new book, he offers questioning tactics you can put to use to more effectively solve problems, set strategy, inspire creativity, spark innovation, prompt curiosity and connect with people at the office or in your living room.

This webcast will change the way you think about the questions you ask, and offer practical ideas for better listening. It will help you realize there’s a world of discovery and success – if you know how to ask for it.

While attending this program is FREE, reservations are required.

Register for Frank Sesno’s AMA Webcast.

Jacket cover of Ask More by Frank Sesno

Frank Sesno is a former CNN anchor, White House correspondent and Washington bureau chief. He is currently the Director of the School of Media and Public Affairs at George Washington University. He has interviewed dozens of world leaders, including five U.S. presidents, and is the creator of Planet Forward, an innovative forum seeking solutions to some of the world’s toughest challenges. He is author of the forthcoming book Ask More.

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Podcast: Paul J. Zak on the Science of Trust

Jacket cover of Trust Factor by Paul J. Zak Paul J. Zak recently sat down with the AMA Edgewise team to discuss his book, TRUST FACTOR: The Science of Creating High-Performance Companies. Zak knows the science behind the importance of trust in business–and, most importantly for you, how any business can harness it to create a better company culture and lasting results.

High trust organizations are happier; happier profits and happier employees. Paul Zak was part of the team of scientists who first made the connection between oxytocin and trust and is the author of The Trust Factor, published by AMACOM. He joins us to talk about the business case for building trust and how it’s worked for many companies.

Listen to Paul J. Zak on the AMA Edgewise Podcast.

Paul Zak, author of Trust Factor

Paul J. Zak, Ph.D. is the founding Director of the Center for Neuroeconomics Studies and Professor of Economics, Psychology, and Management at Claremont Graduate University. He was part of the team of scientists that first made the connection between oxytocin and trust—and his TED talk on the topic has received over a million views. He has appeared on CNN, Fox Business, Dr. Phil, Good Morning America, ABC World News Tonight, and is the author of The Moral Molecule.

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

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