Leading

NAMED THE #3 TOP SALES BOOK OF 2018! Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them. In Stop Selling & Start Leading, you’ll discover that the very same behaviors that make leaders more effective also work to make sellers more effective, too. This critical shift in the selling mindset, and in the sales role itself, is the key to boosting your overall sales effectiveness. • Inspire, challenge, and enable buyers • Change your behavior to build trust and increase sales • Step into your leadership potential • See yourself the way your buyers do • Feel good about selling again When you’re aiming for quota attainment and real connections with buyers, this book gives you the confidence and skills you need.

Today’s best leaders know how to lead up, a necessary strategy when a supervisor is micromanaging rather than macrothinking, when a division president offers clear directives but can’t see the future, or when investors demand instant gain but need long-term growth. Through vivid, compelling stories, Michael Useem reveals how upward leadership can transform incipient disaster into hard-won triumph. For example, U.S. Marine Corps General Peter Pace reconciled the conflicting priorities of six bosses by keeping them well informed and challenging their instructions when necessary. Useem also explores what happens when those who should step forward fail to do so—Mount Everest mountaineers might have saved themselves from disaster during a fateful ascent if only they had questioned their guides’ flawed decisions. Leading Up is a call to action. It asks us to get results by helping our superiors lead and by building on the best in everybody’s nature, and it offers a pragmatic blueprint for doing so.

With foreword by Douglas Reeves As a school leader, your influence and impact on students, staff, and families is beyond measure. Designed as a guide and reflective tool, Leading With Intention will help focus your invaluable everyday work. The authors provide in-depth advice and actionable steps for creating a highly effective school culture that supports collaborative leadership and teaching, evidence-based decision making, and the belief that students are the top priority. Effective school leadership practices for building leadership capacity and furthering your professional development: Explore eight interrelated areas of school leadership that will assist you in becoming a more synergistic leader. Explore four concepts essential to your work in leading schools: collaboration, a shared leadership model, evidence-based decision-making, and a focus on learning. Learn how to enhance student achievement in your school or district with the Professional Learning Communities at Work(TM) (PLC) process. Acquire 40+ specific instructional leadership actions you can put into practice immediately. Access educational leadership reflection questions and downloadable reproducibles designed to support your instructional leadership development. Contents: Introduction: Using Your Great Power as a Leader Chapter 1: Achieving Focus and Staying Intentional Chapter 2: Establishing and Maintaining Organization Chapter 3: Building Shared Leadership Chapter 4: Using Evidence for Decision Making and Action Chapter 5: Prioritizing the Student Chapter 6: Leading Instruction Chapter 7: Fostering Communication Chapter 8: Developing Community and Relationships Afterword: Creating the Future References and Resources

The definitive playbook for driving impact as a middle manager Leading from the Middle: A Playbook for Managers to Influence Up, Down, and Across the Organization delivers an insightful and practical guide for the backbone of an organization: those who have a boss and are a boss and must lead from the messy middle. Accomplished author and former P&G executive Scott Mautz walks readers through the unique challenges facing these managers, and the mindset and skillset necessary for managing up and down and influencing what happens across the organization. You’ll learn the winning mindset of the best middle managers, how to develop the most important skills necessary for managing from the middle, how to create your personal Middle Action Plan (MAP), and effectively influence: Up the chain of command, to your boss and those above them Down, to your direct reports and teams who report to you Laterally, to peers and teams you have no formal authority over Anyone in an organization who reports to someone and has someone reporting to them must lead from the middle. They are the most important group in an organization and have a unique opportunity to drive impact. Leading from the Middle explains how.

Drawing on his groundbreaking work on intelligence and creativity, Harvard psychologist Howard Gardner, developer of the theory of Multiple Intelligences, offers fascinating revelations about the mind of the leader and his or her followers. He identifies six constant features of leadership as well as paradoxes that must be resolved for leadership to be effective using portraits of leaders from J. Robert Oppenheimer to Alfred P. Sloan, from Pope John XXIII to Mahatma Gandhi.

A pull-no-punches guide to success -- whether you need some inspiration on a new business idea, motivation to continue fighting obstacles, or if you just need some direction. The undisputed "bad boy" of advertising shows you how success goes only to those who do whatever it takes -- and who relentlessly pursue the goal, but never rest in the glory. --Publisher's description.

People want to be successful, but they seldom know how to clarify for themselves exactly what that means. In his book Leading Strategically, Dr. Hassan Yemer offers a compassionate, wise and focused approach oriented toward self-learning and education that can bring real positive change, including in their own communities. His passion comes through on every page. Equally important, Dr. Yemer provides a workable roadmap for anyone prepared to take the journey toward a successful, clearly defi ned and well-balanced life. Dr. Sulayman Nyang African Studies Department, Howard University This book offers tested new thinking in management and leadership. It presents a wide variety of perspectives on strategic thinking. This is a must read for anyone interested in strategic management and leadership thinking, and an important landmark in the development of the fi eld of strategic management. Dr. Yemer has a distinctive voice, and it is passionate and honest. His book is very inspirational. Dr. Joel O. Nwagbaraocha Provost and Chief Academic Offi cer and Strayer University former Interim President An excellent, thoughtful read that extends knowledge to the area of strategic thinking, both conceptually and practically; leading strategically is a book designed to drive action forward. This is a must read for all leaders, managers, entrepreneurs, and individuals, whether they work in organizations or are keen on personal development. Pierre Campbell Public Speaker and the author of Simple Intelligence G. O. (Get Optimistic), Leadership and Personal development Coach