Sample Chapter of JOBS TO BE DONE Now Available

When Clayton Christensen proposed that innovators should create products not based on customers’ attributes but for their “jobs to be done,” many lauded the idea–but for those seeking to put it into practice in their own businesses, no guide existed. This November, that guide will be available to you, and we’ve uploaded a sample chapter for a sneak peek.

Jobs to Be Done: A Roadmap for Customer-Centered Innovation by Stephen Wunker, Jessica Wattman, and David Farber
Jacket cover of Jobs to be Done

Stephen Wunker worked with Clayton Christensen for years, building out consulting practices based on his teachings. He now runs New Markets Advisors, where has a long track record of creating successful ventures for his own companies and on behalf of clients. Jessica Wattman is the consultancy’s Director of Social Innovation, and David Farber is a Manager at the Boston-based firm.

Click here or on the cover image for your free sample chapter.

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Podcast: Karin Hurt and David Dye on Winning Well

Jacket cover of Winning Well Karin Hurt and David Dye recently sat down with the AMA Edgewise team to discuss their book, WINNING WELL: A Manager’s Guide to Getting Results–Without Losing Your Soul, and how managers can beat the win-at-all-costs mentality in order to build a more humane and more successful workplace. They discuss what you can begin immediately to build a better workplace, what managers can do within an environment that doesn’t support their values, and far more.

At work there’s winning and then there’s winning well. What’s the difference? It’s about getting results without sacrificing your soul. Authors of the book Winning Well (published by AMACOM) Karin Hurt and David Dye are here to talk about how to maintain your core values while still getting great results at work.

Listen to Karin Hurt and David Dye on the AMA Edgewise Podcast.

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Karin Hurt is a top leadership consultant and CEO of Let’s Grow Leaders. A former Verizon Wireless executive, she was named to Inc. Magazine’s list of great leadership speakers. David Dye is a former nonprofit executive, elected official, and President of Trailblaze, Inc., a leadership training and consulting firm.

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

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Discovering the Library and the World

In honor of the new Librarian of Congress, Carla D. Hayden, who demonstrates how much more the Library of Congress is than a simple collection of books, we’re happy to reblog Andy Ambraziejus’s post from last year on the importance of libraries. Enjoy!

AMACOM Books Blog

The following is a guest post from Managing Editor Andy Ambraziejusabout his lifelong love of the library and the important role the library plays in the community.

“The library was a magical place for me.”
“The librarian was my secret ally.”
“Going to the library was a treat.”
“I loved books at an early age, practically living in the library during the summer months.”
“I loved walking to [the library], especially on snowy days.”

Those are some of the comments I got from my colleagues here at AMACOM  when I asked them about what going to the library has meant to them.  As you can see, the bonds many of us developed with libraries were deep.  Formed early in life, they made us think of libraries and librarians as our friends – nurturing, perhaps secret friends, who helped us discover new worlds through the books and other material we…

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THE RELATIONSHIP ENGINE Now Available on NetGalley

Cover art for The Relationship EngineWhile most leaders will acknowledge strong human relationships as key to business success, only a few take a structural approach to relationship development—and they yield exceptional results. In THE RELATIONSHIP ENGINE: Connecting with the People Who Power Your Business (AMACOM October 2016), author Ed Wallace shows business leaders how to cultivate the most effective relationships with employees, associates, clients, vendors, and the myriad types of people who drive a company’s success. Journalists, booksellers, book reviewers, librarians, and media professionals interested leadership and management are invited to request The Relationship Engine for review.

Relationships hold companies together and fuel future growth. From connecting with customers to forging high-performing teams, success depends on everyone working well together. Yet many leaders prioritize potential relationships and take established ones for granted. They shouldn’t. Research reveals that these core relationships are often the weakest…and can prove more vital than missed networking opportunities.

Whether working with employees or associates, vendors or customers, The Relationship Engine gives you the tools you need to become an intentional, masterful relationship-builder.

The book helps you establish common ground, focus on collaboration instead of command, put people before process, demonstrate worthy intent, and make every interaction matter. This insightful and practical guide includes:

A powerful RQ Assessment designed to measure and evaluate business relationships • A Relational Agility Action Planner • Lateral and vertical relationship strategy templates • And more

Even the best-laid strategic plans are worthless without caring, real-life connections. It’s time to invest in the bonds that will drive sustainable success.

ED WALLACE is president and chief relationship officer of The Relational Capital Group, a consultancy that serves many Fortune 500 clients. He is also on the Executive Education faculty at Drexel’s LeBow College of Business and Villanova University’s Human Resources Master’s Program. He’s the author of Business Relationships That Last.

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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.

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Emotional Stories that Sell: Techniques for Deeply Moving Buyers’ Decisions

As brain science now proves, emotions play a critical role in decision making. Human beings make rapid, subconscious, emotional decisions in one part of the brain, and then justify (or possibly adjust) those decisions more rationally in another area. Research also shows that we recall information more clearly and easily when it’s attached to emotion.

“If you want to influence buyers’ decisions, you need to influence them emotionally, not just rationally and logically,” affirms bestselling author Paul Smith. “And it’s difficult to influence people emotionally with only facts and logic and data. Fortunately, we have a tool to tap into people’s emotions quite effectively—a story.” In his new book, SELL WITH A STORY: How to Capture Attention, Build Trust, and Close the Sale (AMACOM; September 8, 2016), Smith offers the following techniques to enhance the emotional impact of the stories you tell buyers:

  • Make me feel. Telling buyers how your main character feels (“He was outraged.” “She was distraught.”) is a good start. Showing them how the character feels by describing his or her behavior (“He stormed in and kicked over a chair.” “She ducked behind her minivan and started crying.”) is better. Best is to actually make buyers feel those very emotions. To pull this off, put your listeners in an equal position with the main character. Gradually draw them into the story and let them know as much, but no more and no less, than him or her. This position allows listeners to experience the same emotion as the main character by finding out the same emotion-causing information in the same way he or she does in the story.
  • Make me care. If your listeners don’t know anything about the characters in your story, it’s difficult for them to care about what happens to those characters. If your story starts with, “There was this guy I used to work with who got fired…,” why should they care? But if you start with, “There was this guy named Matt I used to work with in California who was my favorite coworker. He got to work every morning before everyone and turned on the coffeepot. He’d always cover for me when I needed to take a day off. He knew the job and answered my questions without making me feel stupid for asking…,” and then go on to tell about how he got fired, then your listeners will care. Because they know Matt and like him.
  • Use dialogue. Instead of telling the audience what the characters feel, let them hear it. Use words that capture your character’s unspoken emotions, as well as what he or she says out loud. For example, instead of telling listeners that your character felt nervous and unprepared for her new job, you could share her inner thoughts this way: “She shook the interviewer’s hand and said, ‘Thank you so much for the job offer. I won’t let you down.’ But inside, she was thinking, ‘Oh my God, I have no idea how to do this. I’m going to get fired on my first day!’”

Cover of Sell with a Story by Paul Smith

Adapted from Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith (AMACOM September 2016).

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.

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