Competing Against Luck: The Story of Innovation and Customer Choice
After years of research, Christensen has come to one critical conclusion: customers don’t buy products or services; they “hire” them to do a job. Understanding customers does not drive innovation success, he argues. Understanding customer jobs does. Christensen contends that by understanding what causes customers to “hire” a product or service, any business can improve its innovation track record, creating products that customers not only want to hire, but that they’ll pay premium prices to bring into their lives. This book carefully lays down Christensen’s provocative framework, providing a comprehensive explanation of the theory and why it is predictive, how to use it in the real world–and, most importantly, how not to squander the insights it provides.
Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers
Here is the bestselling guide that created a new game plan for marketing in high-tech industries. Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It’s essential reading for anyone with a stake in the world’s most exciting marketplace.
Dead Companies Walking: How A Hedge Fund Manager Finds Opportunity in Unexpected Places
Unlike most investors, who live in fear of failure, Scott Fearon actively seeks it out. He has earned millions of dollars for his hedge fund over the last thirty years shorting the stocks of businesses he believed were on their way to bankruptcy. In Dead Companies Walking, Fearon describes his methods for spotting these doomed businesses, and how they can be extremely profitable investments. In his experience, corporate managers routinely commit six common mistakes that can derail even the most promising companies: they learn from only the recent past; they rely too heavily on a formula for success; they misunderstand their target customers; they fall victim to the magical storytelling of a mania; they fail to adapt to tectonic shifts in their industry; and they are physically or emotionally removed from their companies’ operations.
Disciplined Entrepreneurship: 24 Steps to a Successful Startup
This book will show you how to create a successful startup through developing an innovative product. It breaks down the necessary processes into an integrated, comprehensive, and proven 24-step framework that any industrious person can learn and apply. You will learn:
* Why the F word focus is crucial to a startup ssuccess
* Common obstacles that entrepreneurs face and how to overcome them
* How to use innovation to stand out in the crowd it’s not just about technology
Whether you re a first-time or repeat entrepreneur, Disciplined Entrepreneurship gives you the tools you need to improve your odds of making a product people want.
Ego is the Enemy: The Fight to Master Our Greatest Opponent
It’s wrecked the careers of promising young geniuses. It’s evaporated great fortunes and run companies into the ground. It’s made adversity unbearable and turned struggle into shame. Every great philosopher has warned against it, in our most lasting stories and countless works of art, in all culture and all ages. Its name? Ego, and it is the enemy – of ambition, of success and of resilience.
In Ego is the Enemy, Ryan Holiday shows us how and why ego is such a powerful internal opponent to be guarded against at all stages of our careers and lives, and that we can only create our best work when we identify, acknowledge and disarm its dangers. Drawing on an array of inspiring characters and narratives from literature, philosophy and history, the book explores the nature and dangers of ego to illustrate how you can be humble in your aspirations, gracious in your success and resilient in your failures.
The result is an inspiring and timely reminder that humility and confidence are our greatest friends when confronting the challenges of a culture that tends to fan the flames of ego.
Exponential Organizations: Why new organizations are ten times better, faster, and cheaper than yours (and what to do about it)
In business, performance is key. In performance, how you organize can be the key to growth.
In the past five years, the business world has seen the birth of a new breed of company-the Exponential Organization-that has revolutionized how a company can accelerate its growth by using technology. An ExO can eliminate the incremental, linear way traditional companies get bigger, leveraging assets like community, big data, algorithms, and new technology into achieving performance benchmarks ten times better than its peers.
Three luminaries of the business world-Salim Ismail, Yuri van Geest, and Mike Malone-have researched this phenomenon and documented ten characteristics of Exponential Organizations.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Fanatical Prospecting gives sales people, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent sales people and sales organizations consistently underperform.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. The author reveals the real secret to improving sales productivity and growing your income fast.
Fewer, Bigger, Bolder: From Mindless Expansion to Focused Growth
Fewer, Bigger, Bolder is a step-by-step program to achieve sustained growth with rising profits and lower costs. The authors prove that given the right incentives, managers using this program can produce astonishing results in amazingly short time frames.
No matter how big the company or how difficult the economic environment, managers who use this seven-step program (“Focus7”) will learn how to make fewer but bigger bets and to create a virtuous cycle of growth. Fewer, Bigger, Bolder crosses the usual boundaries of strategy, execution, people and organization. Its framework shows how you can drive growth by targeting resources against priorities, simplifying your operations, and unleashing the potential of your people.