Random Quotes from New Books This November

Jacket image, Amp Up Your Sales by Andy PaulAmp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions by Andy Paul

“What happens when you sell to a prospect? What happens as your prospect moves through the decision-making process? What happens when the prospect learns that your product provides a feature and an associated value that she hadn’t anticipated when she first put her requirements together? Or what happens when your prospect’s expectations for the new machine tool she’s looking to acquire aren’t fully met by any of the products she has evaluated? The trajectory of the buying process will change, and the information required to make a decision will also change. This necessarily forces immediate strategy adjustments on the part of the seller.” (page 45)

Jacket image, Behind Every Good Decision by Piyanka Jain and Puneet SharmaBehind Every Good Decision: How Anyone Can Use Business Analytics to Turn Data into Profitable Insight by Piyanka Jain and Puneet Sharma

As it turns out, predictive analytics was playing a bigger role in the department than just anticipating crime hotspots, With 20 percent staff reduction and a 30 percent increase in service calls, the department had to allocate resources more efficiently, Department leaders recognized that they had a significant amount of high-quality ways to use that data—questions that could be answered with analytics. These included: ‘How can we reduce response time?’, ‘How many people are needed per shift?”, “What times of days should the shifts be? (a big win for predictive analytics)’, ‘How can our limited resources be allocated efficiently?’ and ‘How can we allocate the time of the officers when not on call (the time Lt. Foster usually spent filling out paperwork.)?” (page 103)

Jacket image, Parenting with a Story by Paul SmithParenting with a Story: Real-Life Lessons in Parenting for Parents and Children to Share by Paul Smith

“The difficulty of being brave, of course, is that you have to constantly reaffirm that bravery. Otherwise, at every opportunity you risk making a different choice. So is there a way to put yourself in a position to have a better chance of staying the course? Fortunately, there is. When Spanish conquistador Hernando Cortez landed in Mexico in 1519, he famously burned his ships. With no way home, his men were more motivated to accomplish their goal, which was to conquer and colonize the interior of Mexico. Cortez knew that with such a dangerous mission, his odds of success were much greater with the complete commitment that comes from knowing that neither failure nor retreat was a viable option. There’s a lesson in Cortez’s wisdom even for smaller and less gruesome objectives. I put that wisdom to the test myself as a sixteen-year-old high school junior. The result was one of the proudest moments of my young life up to that point. Here’s how.” (page 49)

Jacket image, Targeted by Mike SmithTargeted: How Technology is Revolutionizing Advertising and the Way Companies Reach Consumers by Mike Smith

“Real-time bidding also can give publishers a persuasive selling point for their media brand that competing search advertising cannot. For example, let’s say an ad appearing on Esquire’s website is a strong influencer, but right before making a purchase decision, the user does a Google search. Customarily, almost all of the credit for the sale is given to Google. Such presumptions ignore all the brand advertising and awareness creation that preceded the late-in-the-game Google search. ‘Giving Google credit for trillions of dollars in sales is like giving the checkout person in the supermarket credit for the sales of Kellogg’s Corn Flakes’ says Josh Shatkin-Margolis, formerly CEO of Magnetic, a retargeting company (now CEO of Purple Cloud, a retail communications company). Using RTB enables publishers to offer impressions when they would be advantageous for site retargeting, which contributes to advertisers knowing how the site influenced the eventual sale.” (page 107)

 

Jacket image, Teenagers 101 by Rebecca DeurleinTeenagers 101: What a Top Teacher Wishes You Knew About Helping Your Kid Succeed by Rebecca Deurlein, Ed.D.

“We often don’t realize what we haven’t taught our children until they are heading off for college. Then it hits us: I never had her do her own laundry so she would know what to do when she gets to college. And did I ever teach him how to fill out a check or balance a checkbook? Does she know the difference between a debit card and a credit card? Thankfully, these lessons are fairly easily taught on short notice. A brief demonstration or explanation usually suffices. However, teaching responsibility and problem solving is a gradual, lifelong process. At the very least, it must be implemented during the high school years in preparation for college and the real world. If it isn’t taught during the high school years, when will it be? I certainly understand parents’ hesitation to let their children take a fall. You see high school as eminently important to your children’s future and it is, but you have to keep your eyes on the big picture.” (page 65)

Jacket image, The Ten Golden Rules of Leadership by M.A. Soupios and Panos MourdoukoutasThe Ten Golden Rules of Leadership: Classical Wisdom for Modern Leaders by M.A. Soupios and Panos Mourdoukoutas

“All who would hope to attain the status of genuine leader are well advised to consider the counsel presented by Aristophanes. Any managers lacking the essential skill of knowing when to avoid some endeavor or when to disengage from a project devoid of prospect are a detriment to the organization as well as to themselves. It is important to be clear about what the term ‘skill’ implies in this context. It is certainly not a reference to the techniques acquired from a book or from some training seminar. Rather the ability in question is ultimately a reflection of the ego state and character of the leader. Simply put, real leaders have the confidence and courage to acknowledge their own limitations. They are secure enough in their own being to accept the reality that on occasion, even they are incapable of dispensing miracles. In addition, these men and women are prepared to formally acknowledge their role in enterprises that fail to bear fruit.” (page 51)

 

Jacket image, Think Agile by Taffy WilliamsThink Agile: How Smart Entrepreneurs Adapt to Succeed by Taffy Williams

If entrepreneurs are constantly being surprised by events and situations,  and  no  one  can  predict  many  of  the  trends  that  come sweeping  through  the  economy,  the  culture,  and  various  industries, how, then, can you create a Plan B when there’s no way of knowing what or when something will impact your business? While it’s true that you can’t anticipate many trends and events specifically, you can plan for them generally. You may not be able to predict a new technology introduced in the Far East that will revo-lutionize your industry, but you can create an alternative plan with steps for researching, incorporating, and adapting that future technology—or any other technology—into your business. (page 81)

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

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