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Gutierrez M: MORE THAN A DEMO

MORE THAN A DEMO

The Sales Engineer's Guide to the Next Era of Technical Selling

Beyond Progress series

In a world that is dominated by constant connectivity, the attention economy and rising burnout, sustained focus is harder than ever. But what if the answer isn't 'working harder'? What if the real blockers are unclear work, hidden friction and mental overload? In this book, productivity expert Liz Hardwick shows you how to prioritise smartly, align work with natural energy and design an environment that supports deep, uninterrupted focus. Filled with clear, practical advice, this book shows you how to set up systems that allow you to work to your highest level, developing rituals, breaks and workflows that make focus repeatable. Beyond Progress is a series about the skills that shape how you work, lead and grow. As jobs change and careers become less predictable, human skills like focus, adaptability and resilience matter more than ever. Straightforward and practical, these books help you build the confidence and judgment to handle anything work throws at you, collaborate seamlessly with others and keep growing in your career, no matter how the workplace evolves.

Rebuild Your Attention, Regain Control and Create Lasting Change

Creating Success series

Leadership is one of the most important skills in any career, but earning trust and bringing people with you can be a challenge. How to Be a Leader is your practical guide to becoming a confident and effective leader at work. Learn how to develop your own leadership style, set clear standards and motivate others to perform at their best. From handling challenges to your authority to building credibility and direction, this book breaks down the core principles of leadership into simple, actionable steps. Written by leadership expert Mike Clayton and built around the author's Leadership CREST model, this accessible guide is packed with practical advice and real-world insight you can apply straight away. With How to Be a Leader, you'll feel more confident stepping up, guiding your team and delivering results.

Set Standards, Meet Needs and Bring People With You

How to Be a Leader

Insights from a Luxury Brand Expert

The Art of Customer Relations

A guide to organizational transformation targeting the country's trillion-dollar stagnancy problem-the "frozen middle" of corporate America-and offering strategies to overcome bureaucratic setbacks that hinder innovation, profit, and fulfillment Corporate America has a trillion-dollar problem: the frozen middle-paralysis in the critical layer of management caught between high-level leadership's vision and frontline employees' execution. This paralysis causes even the most promising initiatives to stall out. It traps passionate managers in inertia and stymies senior leadership. And every year it's costing companies billions. As experts in organizational transformation, Jimmy Leppert and Justin Wasserman have spent their careers figuring out how to thaw the frozen middle. Their consulting firm, Empactful Advisors, has led major organizations-including Chevron, Merck, and the Department of Defense-to generate more than $5 billion in cost savings and revenue growth. The key to their success comes from aligning senior leadership and middle management, using empathy and practical frameworks to illuminate the blocks that both sides face, and showing how they can shift from utter disconnect to collaborative goal setting that helps all parties-as well as the company-hit their targets. In Thaw, Leppert and Wasserman share their field-tested methods for turning strategic goals into tangible outcomes. Along the way, they offer a road map for employees at all levels to learn how to move through the bottlenecks that hold their organizations back and facilitate meaningful change. Middle managers will be empowered to unlock stalled careers, and senior leaders will learn how to galvanize their workforce and achieve bold, accelerated change. In the age of AI, a playbook for improving-and celebrating-human contribution is more essential than ever. Sharp, confident, and timely, Thaw is poised to be the definitive book on ending organizational paralysis and unlocking true potential.

Unfreeze Middle Management to Unlock Strategy, Innovation, and Growth

Thaw

Turning your potential into meaningful progress in a world that wants everything: it takes guts.The working world is changing every day and the demands on leaders, experienced and aspiring, can be confusing and sometimes extreme. You know you're capable of more, but you also know there must be a better way than constantly teetering on the edge of burnout, or pretending to be something you're not.The Guts to Grow will help you discover more about yourself, what might be holding you back and what you're uniquely capable of.You'll need to do some deep self-search, explore vulnerabilities and take risks. This book supports you to find that edge in a sustainable way, with practical advice backed up by real-life stories from inspirational leaders in business and professional sport and practical reflection tools in every chapter.You'll emerge eyes open and empowered, with a way of leading yourself and others that adapts but doesn't compromise who you are, and which has the potential to renew your purpose and transform your performance.

Know yourself. Find your edge. Lead your way

The Guts to Grow

Build a repeatable capability to create customer value propositions that win in AI-accelerated B2B markets. Creating Customer Value Propositions With AI is a practical guide for senior commercial leaders, sales directors, key account managers and product leaders who need to develop differentiated offers, align cross-functional teams and turn customer insight into measurable revenue growth. Written by Cranfield Visiting Fellows Richard Brooks, Sue Holt and Mark Davies, this book introduces the Offer Development &amp; Innovation (ODI) framework, a three-phase system covering customer needs analysis, offer ideation and customer value proposition development. It shows how AI can support each phase by strengthening analysis, coaching teams and accelerating the work required to build offers customers understand and act on. Moving beyond prompt engineering, this book helps leaders use AI as a strategic partner in complex B2B environments. It equips you to: - Diagnose root-cause customer needs - Build cross-functional offer processes - Quantify value in customer language &gt; Featuring real-world examples from Pfizer, Siemens, ThermoFisher, Grant Thornton, Zoetis and Nylacast, Creating Customer Value Propositions With AI demonstrates how organizations can create unique customer value repeatedly, systematically and faster than the competition. Themes include: customer value propositions, B2B sales strategy, AI for business, offer innovation, value-based selling, commercial transformation

How to Build an Offer that Outsmarts the Competition

Creating Customer Value Propositions With AI

Most people believe success in sales comes from the right pitch, the right script, or the right opportunity. Durale Harper believes it comes from something far simpler and far harder to master: standards, discipline, and real relationships.In Sales Unscripted, Durale Harper shares the lessons that shaped his journey from the field to leading high-performing teams in one of the most competitive industries in the country. Drawing from years of real experience in the beverage and consumer packaged goods business, Harper reveals what truly separates average performers from those who consistently win.Through honest stories, practical insight, and direct challenges, Sales Unscripted shows how relationships open doors that pressure and persuasion never will. Harper explains why discipline, preparation, consistency, and service build the kind of trust that leads to long-term success.This is not a book about shortcuts and quick wins. It is about showing up with purpose, building real relationships, and holding oneself to a higher standard every day.For professionals who want to grow, lead, and win the right way, Sales Unscripted delivers a simple truth: Success is built one relationship, one decision, and one standard at a time.

Dominate Any Market Without Scripts Or Gimmicks

Sales Unscripted

You can't separate marketing, product, and AI anymore-The Algorithmic Shopper will help you win the next era. Marketing has always relied on human psychology-now that trillion-dollar ecosystem is becoming obsolete. For over a century, companies have tirelessly studied our aspirations and our fears, developing heartfelt brand narratives and sophisticated marketing campaigns that appeal to our emotions. But AI agents-dispassionate digital proxies with perfect memories, programmed to act in their users' best interests-are taking over, creating a fundamental separation between the shopper and the human consumer. A new era, dominated by shoppers without insecurities to cater to, or heartstrings to tug upon, is not just coming; it is already here. The only way to appeal to agentic AI is to be verifiably better-through a superior product, a more transparent supply chain, and cleaner, more accessible data. The pain point we face is profound, but it also presents a remarkable opportunity for a new generation of leaders willing to unlearn the old rules and begin to see the world through the cold, perfectly-rational lens of an AI agent. Author Paul Ferrando Accornero is leading a global conversation at the cutting edge of marketing strategy. In The Algorithmic Shopper, he provides a deeply-researched and accessible playbook for navigating these unprecedented challenges, grounded in real-world examples. This is essential reading for anyone trying to build a business or maintain a brand, from aspiring entrepreneurs, to sales and marketing professionals, to C-suite leaders. Those who grasp our new reality will not merely survive the disruption-they will define the future of commerce.

Rethinking Growth, Strategy, and Brand Power in an AI-First World

The Algorithmic Shopper

Your ability to listen is one of your strongest assets in a world of evolving job roles. The quality of our listening determines the quality of our relationships, the intelligence of our decisions, the effectiveness of our feedback, and the level of trust and engagement within our teams. In a world where new technologies are consistently disrupting working practices, being an expert listener is one of the best ways to maximise your effectiveness. Written by global teacher of listening skills Jane Adshead-Grant, this book is a vital resource for those looking to cement their relevance in an uncertain future of work. Beyond Progress is a series about the skills that shape how you work, lead and grow. As jobs change and careers become less predictable, human skills like focus, adaptability and resilience matter more than ever. Straightforward and practical, these books help you build the confidence and judgment to handle anything work throws at you, collaborate seamlessly with others and keep growing in your career, no matter how the workplace evolves.

Transform Relationships, Make Better Decisions and Unlock the Intelligence of Others

Listening

In the newly revised tenth edition of Global Marketing Management, a team of experienced international marketing professionals and authors delivers a comprehensive discussion of how to navigate increasingly turbulent global markets. The book describes the commercial realities of global markets while offering students and practitioners unique insights they can apply immediately to help them meet the challenges posed by tariffs, pandemics, technological change, cultural heterogeneity, and more. AN INTERACTIVE, MULTIMEDIA LEARNING EXPERIENCE This textbook includes access to an interactive, multimedia e-text. Icons throughout the print book signal corresponding digital content in the e-text. Interactive Figures, Charts &amp; Tables: Appearing throughout the enhanced e-text, interactive figures, process diagrams, and tables facilitate the study of complex concepts and processes and help students retain important information. Even many of the simplest figures are interactive to encourage online readers to pause and absorb the information they present before scrolling on to additional reading. Interactive Self-Scoring Check Your Knowledge Questions and Practice Quizzes: Students can check their answers to the Check Your Knowledge questions at the end of each major chapter section instantly, and each chapter includes a self-scoring Practice Quiz to help prepare for graded assignments and exams.

Global Marketing Management

MORE THAN A DEMO

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