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Downs A: Step Up To Sales Leader

Step Up To Sales Leader

How to lead your new sales team to thrive and grow

The Four Principles of Values-Based Leadership

From Values to Action

Can we be both commercially focused and human at work?We talk a lot about human-centric leadership - putting people, culture and inclusivity at the heart of business. Yet in today's competitive world success is still often associated with being results-focused and aggressive, which can seem like the opposite of human. Is it possible to put humanity at the heart of what we do without sacrificing performance?Drawing upon coaching principles, HUMAN-WISE offers a unique practical framework to help you explore these ideas for yourself, and then apply them to others around you. Helen Wada is an experienced business development leader and executive coach who specializes in developing human-centric commercial leaders. With her business, The Human Advantage she brings core coaching skills to life and linking them to a commercial focus, this book will transform how you approach conversations and help you build the resilience you need to be successful, in business and in life.HUMAN-WISE is an essential read for any leader looking to develop themselves, grow their business and build a more human working world.

What does it mean to be human at work? And why are we still having this conversation? A unified approach for leadership and sales that links a coaching approach with commercial growth.

How to lead from within and sell with confidence

HUMAN-WISE

How Men and Women Can Create a More Equitable Workplace Together

Fair Share

How corporations can address legacies of historical oppression in ways that are good for them and good for others. Increasingly, corporate executives find themselves called upon to atone for their predecessors’ moral transgressions. While many are prepared to address inherited failed product lines or dysfunctional teams, few know how to handle demands that their enterprise address legacies of mass atrocity such as slavery, genocide, or colonialism. In Corporate Reckoning, Sarah Federman provides a corporate atonement model for corporate leaders and employees across industries around the world. When survivors and descendants demand reckoning, many corporate leaders initially shirk the responsibilities that follow from these requests. They may claim that history belongs to the historians, that their company’s activities were legal at the time, or that too much time has passed. If it comes to it, courts will rule in their favor, they reassure themselves. Others avoid these issues simply because they have no idea how to address them. Demands for reckoning ebb and flow, but these histories do not disappear. This book offers a way forward that serves companies and those affected by these historical harms. Taking responsibility for irreparable harm is not easy or comfortable. Despite its dilemmas and difficulties, the only way out is through.

How Businesses Can Address Historical Wrongs

Corporate Reckoning

Praise for IRREPLACEABLE "If you think AI is just about robots and algorithms, think again. IRREPLACEABLE will shatter your assumptions and challenge you to reimagine what it means to be human in a machine age." -Dr. Marshall Goldsmith, Thinkers50 #1 Executive Coach and New York Times Bestselling Author of The Earned Life, Triggers, and What Got You Here Won't Get You There "IRREPLACEABLE is addressing the most important question of our time: how do we keep our humanity front and center in an AI-dominated world? I challenge you to find a book more timely and relevant!" -Klaus Schwab, Founder and Executive Chairman of the World Economic Forum "IRREPLACEABLE is a vital guide to thinking differently and working confidently in tandem with AI. Pascal Bornet's insights and strategies are essential to succeed with customers and colleagues, in your community and career." -Ron Kaufman, New York Times Bestselling Author of Uplifting Service "In a world obsessed with the power of AI, IRREPLACEABLE dares to ask the question: what makes us human? The answer may surprise you." -Dr. Luc Julia, Co-Founder of Apple Siri "One of the most important books of our times, Pascal Bornet's IRREPLACEABLE is a must-read guide for navigating the AI revolution, empowering readers to excel personally and professionally in a technology-driven world." -Bernard Marr, Futurist, Internationally Bestselling Author "A very practical guide to strengthening our humanity with AI." -Nir Eyal, Bestselling Author of Hooked and Indistractable "Both a wake-up call and a practical guide to rediscover what makes us truly human in the age of AI." -Gerd Leonhard, Futurist and Humanist "I've always believed that AI will enhance human capabilities rather than replace them. This excellent book provides a roadmap for individuals and organizations to become effective partners with smart machines. Follow its advice, and you'll be well-equipped for the present and the future." -Thomas H. Davenport, Distinguished Professor, Babson College; Author of Only Humans Need Apply, Working with AI, and All In on AI "IRREPLACEABLE challenges us to confront the ultimate dilemmas: who are we, and what is our purpose in a world transformed by AI? The answers may just change your life." -Professor Jochen Wirtz, Vice Dean MBA Programmes, National University of Singapore "IRREPLACEABLE forces us to question our future in an increasingly technologically mediated world and learn to take action!" -Leonard A. Schlesinger, Baker Foundation Professor, Harvard Business School

The Art of Standing Out in the Age of Artificial Intelligence

IRREPLACEABLE

A blueprint for change leaders to learn from one of the largest transformations in corporate history Irresistible Change: A Blueprint for Earning Buy-In and Breakout Success details one of the largest and most formidable transformations in corporate history: to shift the foundations of work for IBM's nearly 400,000 employees and thousands of interdisciplinary teams across 180 countries and help them become more entrepreneurial, agile, and customer focused. Written by Phil Gilbert, IBM's former General Manager of Design and architect of this ambitious change effort, this book is part narrative and part field guide. It describes how the choices made at IBM affected the change Program Office's development at each stage of its growth and provides readers with key insights they need to conduct transformational change within their own organizations. This book includes insights on: <ul> <li>Getting buy-in for change, the biggest challenge that holds back even the most ambitious change efforts, by making it something exciting rather than inevitable </li> </ul> <ul> <li>Seeing change as a high-stakes "product" deserving of the same resources and rigor as your top-performing business lines </li> </ul> <ul> <li>Recognizing today's newly empowered and often skeptical employees who resist authority and value autonomy and stability </li> </ul> Irresistible Change is an essential roadmap for the next generation of change leaders in organizations of any size.

A Blueprint for Earning Buy-In and Breakout Success

Irresistible Change

A road map for developing responsible and innovative governance systems based on generative AI and other exponential technologiesAs exponential technology rapidly advances, leaders in every sector are faced with the challenge of harnessing its potential power while developing precautionary safeguards against its risks. From generative artificial intelligence to the future of quantum computing, these innovations are transforming the world at an unprecedented rate, leaving decision-makers unsure of how to maintain control and ensure responsible development.Governing Pandora focuses on multiple exponential technologies in order to demonstrate how leaders can develop responsible and innovative governance systems. This book equips leaders with frameworks and tools--including a detailed five-element "exponential governance mind-set"--to develop a more holistic tech governance approach for current and future waves of exponential tech. Andrea Bonime-Blanc encourages the development of a culture of collaboration across borders, sectors, and disciplines as technology takes on a bigger role in our ecosystem. She explains the context, risks, and opportunities of the ongoing exponential technology revolution so that leaders can futureproof themselves, their organizations, and key stakeholders with strategies and tactics to act responsibly, ethically, and successfully.This book speaks directly to executives, board members, policymakers, and organizational leaders who are tasked with charting a course through the advancement of modern technologies. Governing Pandora bridges the gap between exploring pure technology and managing and governing applied technology. Readers will learn not only how to develop a governance mind-set for exponential technology but also how to build organizational resilience.

Leading in the Age of Generative AI and Exponential Technology

Governing Pandora

90 Days to Level Up Series

Supercharge your selling skills in just three months with advice from one of the world's most popular sales experts In 90 Days to Level Up Your Sales Skills, bestselling author and world-renowned sales trainer and leader, Jeb Blount, delivers a groundbreaking new guide to unlocking your sales potential and reaching new professional heights. This hands-on, no-BS roadmap to sales success is perfect for anyone who's new to sales, stepping into a sales leadership role for the first time, and seasoned salespeople seeking to enhance their selling techniques. Inside you'll find: <ul> <li>Practical tasks and actionable steps in each chapter that help you realize tangible progress every week</li> <li>Techniques to build the confidence and competence you need to excel in your sales journey¿</li> <li>Transformational sales strategies, relevant to any industry, you can apply immediately in your own role</li> </ul> If you're ready to transform your career and achieve your goals in just one quarter, the 90 Days to Level Up series is for you. Whether you're brand-new to a business, stepping into a leadership role for the first time, or looking to enhance your skills, this series will be your personal guide to unlocking your potential and reaching new professional heights.¿

90 Days to Level Up Your Sales Skills

The Mindful Choice to Live Boldly and Create Endless Possibilities

Audacious Optimism

Creating Success

Gain essential skills on delivering presentations with impact, improve your confidence and learn how to present remotely on screen.

How to Inspire and Inform with Clarity and Confidence

How to Develop Your Presentation Skills

The quality of personal gravitas echoes throughout ancient history, but the elements that make up contemporary gravitas are essential in everyday life. Sadly, many of these elements abandon us when we need them the most. And those who are more introverted find gravitas difficult to recover when under pressure in a predominantly extroverted world. From non-executive directors of financial institutions supporting outrageous risks to politicians misbehaving, from patients afraid to speak up for themselves to managers, coaches, and families in disagreement, there are many times when we need to be a better version of ourselves to feel better and make a difference. The common train of thought - Either you have it or you don't - isn't so simple. Personal gravitas works at different levels depending on the people and situations you encounter. You can’t fake it because it is a quality that is experienced both externally by others and internally by you. The key to finding your strengths is finding a balance between gravitas and levitas. This book aims uniquely to teach its readers how to coach themselves by using a team of inner archetypal coaches to find gravitas mentally and somatically so that no one will have to ask, Where did my gravitas go?

A Guide for Introverted Leaders to Build Lasting Powerful Gravitas in Any Situation

Where Did My Gravitas Go?

Anthem Ethics of Personal Data Collection

Examines the evolving landscape of data privacy and ethics, arguing that businesses can build trust and drive growth by adopting transparent, consumer-focused data frameworks beyond legal compliance

Data privacy continues to be an important topic for discussion throughout changing technology, business, and legislation landscapes. The U.S. legislation continues to shift state-by-state, resulting in changes that are often difficult for companies to keep up with. This is (one reason) why businesses should adopt their own data framework principles to guide their business strategy. Developing data guidelines or principles is the practice of a business voluntarily going beyond data privacy legislation to create and implement a data collection and usage framework that prioritizes customer relationships through a lens of transparency and control. 
The book explores how consumer data are currently collected from everyday interactions, surveys, website usage, purchases, and more, then examines how that information feeds data and business strategies for companies around the world. Data collection is often complex-it requires different kinds of technology and uses different validation methods, all across different pieces of data-and this complexity can lead to issues with accuracy and tracking of when and how consumer data are used. Data are used to drive business strategies by helping companies find their most loyal users, bring in new customers, and increase usage, among other things. An underlying guide for data principles can lead to improved accuracy in data collection, help businesses stay transparent with consumers, generate more trust, and ultimately, increase business performance. 
As consumers become more educated and more aware about what data are collected and how they are used by companies, there is a growing need for businesses to develop a relationship with their consumers built on trust and mutual value. There is currently a gap between the amount of data collected, its usage, and how consumers trust and value the companies with which they do business. 
Finally, this book discusses how businesses can bridge that gap, between consumer trust and effective business strategy by developing their own set of data guidelines and principles that can improve business growth. These strategies are designed to help drive consumer trust by treating consumers like real people and understanding the relationship between data collection, usage, and consumer trust.

How Applied Data Principles Drive Trust and Business Growth

Navigating Data Standards in Business Strategy

Step Up To Sales Leader

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