In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers.

They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales re...

Entrepreneurs and leaders face big questions every day: What's the most important place to focus your effort, and how do you start? What will your idea look like in real life? How many meetings and discussions does it take before you can be sure you have the right solution?Now there's a sure-fire way to answer these important questions: the sprint.

Designer Jake Knapp created the five-day process at Google, where sprints were used on everything from Google Search to Google X. He joined Braden...

The authors of the international bestseller "Business Model Generation" explain how to create value propositions customers can't resist "Value Proposition Design" helps you tackle a core challenge of every business -- creating compelling products and services customers want to buy. This practical book, paired with its online companion, will teach you the processes and tools you need to succeed. Using the same stunning visual format as the authors' global bestseller, Business Model Generation,...

Trend-Driven InnovationBeat accelerating customer expectations. Every business leader, entrepreneur, innovator, and marketer wants to know where customers are headed. The problem? The received wisdom on how to find out is wrong.

In this startling new book, the team at TrendWatching share a powerful, counter-intuitive truth: to discover what people want next, stop looking at customers and start looking at businesses. That means learning how to draw powerful insights from the way leading brands...

This text has a clear European foundation and an international appeal. In line with the globalisation of logistics, we have included cases from other parts of the world than Europe - diverse though European logistics solutions are - including South Africa, the United States, Japan, China and Australia. Accordingly, we start in Part One with the strategic role of logistics in the supply chain. We continue by developing the marketing perspective by explaining our view of 'putting the end-custom...

Shift your business model and transform your organization in the face of disruption Business Model Shifts is co-authored by Patrick van Der Pijl, producer of the global bestseller Business Model Generation, and offers a groundbreaking look at the challenging times in which we live, and the real-world solutions needed to conquer the obstacles organizations must now face. Business Model Shifts is a visually stunning guide that examines six fundamental disruptions happening now and spotlights th...

The all-new edition of the 4-color, global bestseller, Business Model You Many people dream of different careers or life paths, yet most lack a structured, practical way to reinvent themselves. The first edition of Business Model You pioneered a design-thinking approach to career reinvention. It used a single-page tool enabling readers to sketch a "personal business model" to reveal new, more satisfying career and life possibilities.

Published in 20 languages, the book has been used by hundre...

Organizational Behavior provides the information you want, when you want it. Reflecting the most recent research and events within the field of OB, the 19th Edition continues its hallmark focus on clear writing, cutting-edge content, and intuitive pedagogy. There's a reason why Robbins's textbooks have educated millions of students and have been translated into 20 languages: because of a commitment to provide engaging, cutting-edge material that helps you understand and connect with this impo...

Now in its eighth edition, this trusted Procurement and Supply Chain Management text provides a complete introduction to the important principles underlying the subject area using a flexible managerial perspective. Fully updated and restructured to reflect contemporary thinking and practice, this highly respected textbook covers the latest developments in procurement and supply chain management with clear and well-structured content. Strong case studies that are relevant and engaging compleme...

For 5000 years shipping has served the world economy and today it provides a sophisticated transport service to every part of the globe. Yet despite its economic complexity, shipping retains much of the competitive cut and thrust of the “perfect” market of classical economics. This blend of sophisticated logistics and larger than life entrepreneurs makes it a unique case study of classical economics in a modern setting.

The enlarged and substantially rewritten Maritime Economics u...