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Most salespeople do not lose deals because they lack effort. They lose them because they lose control.
A meeting drifts. A customer need is accepted too quickly. A proposal is sent before the value is clear. Negotiation starts, and price takes over. The customer says yes, but nothing formal happens.
The Sales Professional's Handbook, Volume 2: Selling with Control, shows how to avoid that pattern.
It gives early-career sales professionals a clear route from first contact to formal commitment. You will learn how to earn customer time, identify real needs, build viable solutions, create stronger proposals, negotiate with control, and prepare delivery so the customer receives what was promised.
This is not a book of scripts or sales tricks. It is a practical guide to professional selling, with clear methods, examples, reflection questions, coaching prompts, and a 30/60/90-day plan.
Sell with less guesswork. Build stronger deals. Move from contact to commitment.

Praise for previous work from this writing partnership:
"Insightful, readable and above all truly useful."
"...a grown-up book from authors who know what they are talking about."
"A brilliant analysis of the skills, knowledge and behaviours required of today's sales professional."
"The sat nav of selling."

Dr Jeremy Noad
Business improvement and leadership professional with over 30 years' experience.

Dr Beth Rogers
Recognised internationally as a pioneer of sales education.

From Contact to Commitment (The Sales Professional's Handbook Book 2)

Selling with Control

In this inspiring book, a real-world entrepreneur shares the hard-won lessons from a journey that spans from selling frozen food in pub car parks to building a £40-million industry leader. This isn't a book about frantic growth or "winging it" through the next deal; it's a tactical guide for entrepreneurs and managers who are tired of carrying the pressure alone. By shifting from a "heroic" mindset to one of clarity and confidence, you will learn how to build a business that is resilient from the inside out, ensuring that your progress no longer comes at the expense of your family, your values - or your sanity. True sustainability is found in a simple, non-negotiable alignment:&nbsp;the Win-Win-Win. When you win as a leader by regaining control and stability, your team wins through clear purpose and trust, which ultimately ensures your customers win through reliable, consistent value. Brian Donne provides a "back-room coach" experience, utilizing "Performance Levers" and "the Mushy Ps" - from Purpose to Profit - to help you master the fundamentals that most businesses ignore. It's time to stop settling for growth that feels like firefighting and start building your "Champions League" victory. Discover how to make a decent profit, decently, and finally achieve the ultimate win: a successful business that grants you the freedom to live life on your terms.

Hard-won lessons for building a resilient and growing business

Win Win Win

INTELLIGENT QUALITY: The Modern SQA Engineer's Playbook for AI-Augmented Delivery by Ghulam Nabi Shah &amp; Venkatraman Rajaram is a forward-thinking guide for software testing professionals, QA engineers, and technology leaders navigating the rapidly evolving world of AI-driven software development.

In today's fast-paced digital landscape, where Generative AI is producing code in seconds and automation is accelerating release cycles, maintaining software quality has become more challenging than ever. Traditional QA methodologies-built for slower, manual processes-are no longer sufficient. They often create bottlenecks instead of enabling innovation and speed.

This book introduces a modern approach to Software Quality Assurance (SQA) through the powerful Quality Catalyst Framework-a comprehensive model designed to embed quality across the entire software development lifecycle. By integrating AI, automation, and continuous engineering practices, this framework helps organizations achieve scalable, efficient, and intelligent quality delivery.

Inside this practical playbook, you will discover how to:

Leverage Generative AI to design smarter and more efficient test cases
Transition from traditional testing cycles to continuous quality engineering
Eliminate rigid quality gates and adopt agile, adaptive testing strategies
Scale testing processes without compromising governance and compliance
Transform QA from a support function into a strategic engineering advantage

Whether you are a QA practitioner, test architect, DevOps engineer, or enterprise technology leader, Intelligent Quality provides actionable insights to modernize your testing strategy and stay competitive in an AI-augmented delivery ecosystem.

This is more than just a software testing book-it's a blueprint for building intelligent, continuous, and business-aligned quality systems. If you're looking to enhance software reliability, accelerate delivery, and future-proof your QA practices, this book is your essential guide.

Keywords: software testing, QA engineering, AI in software testing, Generative AI, test automation, continuous testing, DevOps, quality engineering, SQA best practices, software quality assurance, AI-driven development, QA transformation, enterprise software delivery.

From Quality Control to Continuous Quality in the Age of Generative AI

The Modern SQA Engineer's Playbook for AI-Augmented Delivery

An indispensable guide to dealing with disasters from one of today's foremost thinkers in crisis management, now updated with a new afterword "In a world marred by preventable miscalculation, Juliette Kayyem's The Devil Never Sleeps provides a playbook for making it out alive." -The New Yorker The future may be unpredictable, but nowadays, disasters are not. We live in a time of consistent catastrophe, where things more often go wrong than right. So why do we still fumble when crisis strikes? In The Devil Never Sleeps, Juliette Kayyem outlines a radical new way to prepare for disasters. Traditional principles of crisis management, focused on preventing disasters, are no longer viable. We need a forward-thinking approach that allows us to respond, recover, and build more resilience when crisis occurs. Drawing on her experience in national security and assessing real-life examples-from natural disasters like the California wildfires to human-made ones like airplane collisions-Kayyem identifies common lessons that can be implemented now to limit harm in the future. The Devil Never Sleeps is an essential guide for developing strategies that actually work in the face of perpetual catastrophe.

Learning to Live in an Age of Disasters

The Devil Never Sleeps

Accomplished women of color provide powerful insight into transformative leadership strategies and network building. This powerful essay collection shares the voices of thirteen women of color in academic leadership in STEM fields, who explore the history of transformative collaboration and reflect on their leadership strategies. The contributors--specializing in a multitude of engineering disciplines including aerospace, biomedical, civil, computer, industrial, and mechanical--leverage their individual strengths, such as bilingualism, resilience, resistance, and family knowledge, in order to develop collaborative networks to support and mentor upcoming faculty, researchers, administrators, and industry leaders. In an era of hostility toward diversity, equity, and inclusion initiatives, the lessons from these trailblazers are vital for academic leaders, especially in engineering, but also in any field whose leaders desire to learn about research methods and multidisciplinary education. Through narratives drawing from their personal and professional experiences, these scholars provide practical insight into growing leadership skills, fighting patriarchal and discriminatory constraints, and transforming the fields of engineering and computer science for the next generation of scholars.

Women of Color and Collaborative Leadership

Sisters Transforming Stem

Pushing the Envelope Outside the Box

A ground-breaking framework that redefines price formation as the structural foundation of sustainability, The Price of Sustainability argues that 'true pricing' can restore long-term and inclusive economic viability. Through grounding in rigorous fieldwork, financial analysis, and the economic insights of Rudolf Steiner, this book exposes the reality behind today's pricing; that they are systematically falsified and don't reflect the reality of sustaining labour, nature and capital. To counter this, Andrillon introduces the concept of true pricing as a diagnostic framework, discerning when a price reflects viability, and when it conceals impending collapse. In the opening chapters, the author guides you through both the contemporary failure of sustainable development and the shortcomings of economic approaches to this issue. Transitioning from diagnosis to construction, Chapter 4 formalizes the concept of a "true price"; it argues that a price is only true if it enables the full reproduction of labour, nature, and capital across time. The following chapters present the operational core of this framework, illustrating how it can be used across sectors as a practical evaluative method. Bridging political economy, sustainability science, and economic theory while offering a highly original contribution to debates on degrowth, post-capitalism, and ecological transition, this innovative text is the perfect companion for undergraduate students, postgraduate students, scholars and policy-makers working at the intersection of sustainability, political economy, ecological economics, development studies, and accounting.

Rethinking Pricing for a Viable Economy

The Price of Sustainability

The Human StandardHow Care, Trust and Respect Transform the WorkplaceIn today's fast-changing business environment, organisations invest millions in technology, systems and processes-yet many continue to struggle with disengaged employees, declining trust, poor teamwork, conflict, absenteeism and high staff turnover. The real challenge is rarely the systems; it is how people are led.In The Human Standard, leadership coach and Human Resources professional Kobus Willemse presents a refreshing and practical approach that places people back at the centre of organisational success. Drawing on almost four decades of executive HR experience, together with insights from neuroscience, psychology and behavioural science, he demonstrates that sustainable business performance is built on three essential human needs: Care, Trust and Respect (CTR).Rather than offering another management theory, this book provides a practical leadership framework that any organisation can implement. Through real workplace examples, reflective questions and actionable strategies, readers will learn how to create psychologically safe environments, build trust-based relationships, improve accountability, reduce conflict, strengthen employee engagement and develop high-performing teams.The Human Standard challenges leaders to move beyond managing policies and procedures toward leading people with intentionality, consistency and genuine influence. It explains why the brain responds so powerfully to care, trust and respect, and how these principles directly impact motivation, productivity, innovation and organisational culture.Whether you are a CEO, executive, HR professional, business owner, manager, supervisor or team leader, this book offers practical tools that can immediately improve leadership effectiveness and workplace performance.If you believe that people are an organisation's greatest asset-but want to know how to unlock their full potential-The Human Standard provides the roadmap.Because when people thrive, organisations flourish. And when leaders consistently demonstrate Care, Trust and Respect, they don't merely manage performance-they transform lives, teams and businesses.

The Human Standard

Financial Technology: A Comprehensive Introduction offers a comprehensive exploration of one of the most transformative forces in contemporary finance. This essential guide explains how FinTech is fundamentally reshaping financial transactions, institutional operations, and global financial engagement.Blending theory with practical insights, the book traces FinTech's history and examines its influence across modern financial institutions, including banks, insurers, investment houses, and central banks. It introduces readers to the technologically driven evolution of financial markets, encompassing crypto-assets, algorithmic trading, and decentralised finance. The book further examines cutting-edge tools such as artificial intelligence, Regulatory Technology, advanced digital payment systems, and central bank digital currencies, all presented with clarity and analysis. Each chapter features learning objectives, practical case studies, and discussion questions to encourage deeper understanding and critical thinking.Designed for students, financial professionals, policymakers, and investors, Financial Technology: A Comprehensive Introduction balances accessibility with depth. Serving as both an authoritative guide and strategic framework, this book equips readers to navigate the rapidly evolving financial technology landscape and understand the complexities ahead.

A Comprehensive Introduction

Financial Technology

A single wrong assumption can leave a business undervalued, costing its owners real money, or overvalued, inviting tax scrutiny and legal risk. Valuation is as much art as science, and its most dangerous errors hide in plain sight: the wrong method for the wrong company, a mismatched valuation date, a terminal growth rate that defies economics, a peer group that was never truly comparable.This report is a practitioner's field guide to those traps. Structured as a series of errors paired with clear, professional resolutions, it covers the full spectrum of valuation practice - methodology selection, Discounted Cash Flow, Net Asset Value, Comparable Companies and Transaction Multiples, Rule 11UA computations under the Income-tax Act, AIF portfolio valuations, fixed income securities, ESOPs, and convertible instruments.Distilled from over 300 real-world engagements across India, the USA, the UK, the UAE, Singapore, Thailand, and Indonesia, it is written for valuers, CFOs, investors, auditors, and finance professionals who want valuations that are not just computed - but defensible.

Valuation Errors and Its Resolution

Real-World Advice for Senior Leaders

Leadersmithing in Real Life

The secret to success in middle management? Less is more. That is, less of you is more. That’s because, as a manager, your success is measured by how effectively you clear pathways to growth for your people, eventually building teams that work without you. Yet, when great individual performers are promoted to management, they are often surprised to find that knowing how to do is not the same thing as knowing how to teach, or even more importantly, how to lead. And that can be frustrating. Middle managers often report feeling unprepared, underappreciated, overworked, and stuck in the middle–caught between disgruntled team members and demanding executives. With Core Leadership, executive coache, speaker, and team-culture guru Stacey McKibbin and illuminates a clear and inspiring path that leads not only to getting unstuck, but to tapping the power of the middle–building a connected culture and fostering the growth of every individual on your team. Core Leadership begins by taking a fresh look at the manager’s true role and what it means to redefine your personal vision of success. McKibbin offers up the same management wisdom and strategies she has applied successfully with managers and her teams over years of experience with companies and organizations ranging from family-owned local businesses to multinationals like Google and MetLife. Each step along the way is illustrated by stories ranging from humorous personal asides to some of her clients’ real-world success stories. The inspiring and immediately actionable topics they explore include: <ul> <li>The mindset of exceptional managers</li> <li>Building a connected culture based on core values</li> <li>Accountability and self-governance</li> <li>Mastering the art of effective communication</li> <li>Coaching forward</li> <li>Building a culture that works without you</li> <li>Healthy communication with leadership</li> </ul> So much attention and so many resources have been directed at training and supporting C-Suite executives and front-line performers. Yet, relatively little expert and focused guidance has been available for people in critical roles leading and serving in the middle. With Core Leadership, McKibbin spans that gap and provides a comprehensive and definitive guide for middle managers that is both a playbook and an inspiring call to action.

Redefining Middle Management to Create Self-Reliant Teams

Core Leadership

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