Author: Graham Kenny Publisher: Taylor & Francis ISBN: 1000956377 Category : Business & Economics Languages : en Pages : 145
Book Description
Personal, useful, actionable and grounded in research, this book will shift your thinking from "strategy development" to "strategy discovery" to enable you to deal with today’s business challenges, engage your staff and boost your business performance. Management teams and boards are facing disruption on all sides, from morphing customer preferences to the COVID pandemic to climate change. At the same time they are floundering in strategy confusion with too many concepts and not enough clarity. In this book, strategy expert and regular Harvard Business Review author Graham Kenny releases managers and directors from their strategy haze. His simple and effective framework allows managers to navigate the current maze of ideas and approaches and maximize their competitive advantage. Kenny’s readable style is equally effective: each chapter begins with an engaging story, then builds on this with cases, client examples, sidebars and more, ending with a series of action points to provide a pathway to success. CEOs, senior-level and middle managers across all functions and sectors, including private, public and not-for-profit organizations, who discuss and set strategy for their organization or business unit will appreciate the articulated framework, illustrative anecdotes and positive encouragement this book offers.
Author: Anthony Iannarino Publisher: Penguin ISBN: 0735211701 Category : Business & Economics Languages : en Pages : 241
Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Teresa Torres Publisher: Product Talk LLC ISBN: 1736633317 Category : Design Languages : en Pages : 201
Book Description
"If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you.
Author: Patrick Lemaire Publisher: Routledge ISBN: 1351779087 Category : Psychology Languages : en Pages : 252
Book Description
Cognitive Development from a Strategy Perspective recognises the outstanding scientific legacy of Robert S. Siegler as a pioneer of modern research on cognitive development throughout the lifespan. This volume presents a collection of essays written by leading scholars in the field, using cutting-edge research to illustrate how Siegler’s work and ideas lay the groundwork for much of the modern studies on cognitive development. The collection includes chapters which examine strategic aspects of lifespan cognitive development, change mechanisms underlying cognitive development, and numeracy acquisition with emphasis given to the application of new strategies for education. It explores conceptual and methodological frameworks to best study and understand development during childhood and adulthood, and the role of foundational core knowledge on development and acquisition. These foundational issues are examined from various angles and finally integrated in a concluding panoramic chapter written by Siegler himself. Cognitive Development from a Strategy Perspective offers valuable reading for graduates and researchers in cognitive development and mathematical cognition, as well as those at the interface of psychology and education.
Author: James L. McClelland Publisher: Psychology Press ISBN: 1135706107 Category : Psychology Languages : en Pages : 716
Book Description
This volume considers how children's thinking evolves during development, with a focus on the role of experience in causing change. It brings together cutting-edge research by leaders in the psychology and neurobiology of child development to examine the processes by which children learn and those that make children ready and able to learn at particular points in development. Behavioral approaches include research on the "microgenesis" of cognitive change over short time periods (e.g., several hour-long sessions) in specific task situations. Research on cognitive change over longer time scales (months and years) is also presented, as well as research that uses computational modeling and dynamical systems approaches to understand learning and development. Neural approaches include the study of how neuronal activity and connectivity change during acquisition of cognitive skills in children and adults. Other investigations consider the possible emergence of cognitive abilities through the maturation of brain structures and the effects of experience on the organization of functions in the brain. Developmental anomalies, such as autism and attention deficit disorder are also examined as windows on normal development. Four questions drive the volume: *Why do cognitive abilities emerge when they do during development? *What are the sources of developmental and individual differences, and of developmental anomalies in learning? *What happens in the brain when people learn? *How can experiences be ordered and timed to optimize learning? The answers to these questions have strong implications for how we educate children and remediate deficits that have impeded the development of thinking abilities. These implications are explored in several chapters in the volume, as well as in the commentaries by leading discussants.
Author: Jack Ertle Oliver Publisher: ISBN: 9780231076203 Category : Science Languages : en Pages : 208
Book Description
A wonderful work, addressed to scientists but deserving of a wider audience. A personal, purposeful, and passionate exposition about the subjective process that accompanies discovery--and how to choose a discovery-laden topic for research, how to find opportunities in science overlooked by others, and how to break out of the rut of mundane thinking. Annotation copyrighted by Book News, Inc., Portland, OR
Author: Lynne E. Baker-Ward Publisher: Cambridge University Press ISBN: 1108876501 Category : Psychology Languages : en Pages : 397
Book Description
This book provides an understanding of memory development through an examination of the scientific contributions of eminent developmental scientist Peter A. Ornstein. His fifty-year career not only coincided with but also contributed to a period of extraordinary progress in the understanding of children's memory. The volume describes this historical context, constructs a theoretical structure for understanding memory development, and emphasizes research applications for educational and forensic practice. Organized around Ornstein's four influential research programs in children's memory strategies, children's event memory, family socialization of memory, and classroom socialization of memory, the chapters examine contemporary directions in each area, with commentaries addressing each program provided by internationally renowned developmental psychologists. The book presents a comprehensive overview of memory development for psychologists and educators at all levels of training and practice, and also provides a model of a generative life in science.
Author: Wayne D. Gray Publisher: Routledge ISBN: 1317708326 Category : Psychology Languages : en Pages : 1094
Book Description
This volume features the complete text of the material presented at the Twenty-Fourth Annual Conference of the Cognitive Science Society. As in previous years, the symposium included an interesting mixture of papers on many topics from researchers with diverse backgrounds and different goals, presenting a multifaceted view of cognitive science. The volume includes all papers, posters, and summaries of symposia presented at this leading conference that brings cognitive scientists together. The 2002 meeting dealt with issues of representing and modeling cognitive processes as they appeal to scholars in all subdisciplines that comprise cognitive science: psychology, computer science, neuroscience, linguistics, and philosophy.
Author: Patricia J. Bauer Publisher: John Wiley & Sons ISBN: 1118590201 Category : Psychology Languages : en Pages : 1745
Book Description
This all-embracing Handbook on the Development of Children’s Memory represents the first place in which critical topics in memory development are covered from multiple perspectives, from infancy through adolescence. Forty-four chapters are written by experienced researchers who have influenced the field. Edited by two of the world’s leading experts on the development of memory Discusses the importance of a developmental perspective on the study of memory The first ever handbook to bring together the world’s leading academics in one reference guide Each section has an introduction written by one of the Editors, who have also written an overall introduction that places the work in historical and contemporary contexts in cognitive and developmental psychology 2 Volumes
Author: Publisher: Academic Press ISBN: 0128178876 Category : Psychology Languages : en Pages : 306
Book Description
Advances in Child Development and Behavior, Volume 56 is the latest release in this classic resource on the field of developmental psychology. Chapters highlight some of the most recent research in the field of developmental psychology, with this release covering Early moral development through social interactions, Cognitive Functioning in Children with Down Syndrome: Moderators and Opportunities for Intervention, Cultural snapshots: A Method to Capture Social Contexts in the Development of Prejudice and Stereotyping, Speaking Your Mind: Language and Narrative in Young Children's Theory of Mind Development, Interactive Digital Media and Symbolic Development, Understanding Strategy Change: Individual, Meta-cognitive and Contextual Factors, and more. - Contains chapters that highlight some of the most recent research in the area of child development and behavior - Presents a high-quality and wide range of topics covered by well-known professionals
Author: Graham Kenny
Author: Anthony Iannarino
Author: Teresa Torres
Author: Patrick Lemaire
Author: James L. McClelland
Author: Jack Ertle Oliver
Author: Lynne E. Baker-Ward
Author: Wayne D. Gray
Author: Patricia J. Bauer
Author: