Führung & Strategie

What do the world''s most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient.MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC:Your buyer doesn''t see the value of your solution? (aka they think you are expensive)You are unable to find, articulate and quantify PainYou don''t have a Champion or at the very least a Coach helping you navigate and sellYou find yourself unable to gain access to people with power and influenceYou don''t know how the customer makes decisionsYou don''t know who is involved in the decision-making processYou find yourself surprised by things that come up in the sales processThe decision criteria seem to move throughout the process, and you''re constantly playing catch upYour Competition is landing strikes against you that you neither see coming nor are able to defendYou lose track of where you stand in your dealsWhether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal.Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day.The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency.In the words of the original creator of MEDDIC, Dick Dunkel:Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you''ll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator.

A revealing exploration of the phenomenon of 'non-promotable work', the effect it has on women's careers, and a thoroughly researched strategy for how to fight back

#1 New York Times BestsellerLegendary venture capitalist John Doerr reveals how the goal-setting system of Objectives and Key Results (OKRs) has helped tech giants from Intel to Google achieve explosive growth—and how it can help any organization thrive. In the fall of 1999, John Doerr met with the founders of a start-up whom he'd just given $12.5 million, the biggest investment of his career. Larry Page and Sergey Brin had amazing technology, entrepreneurial energy, and sky-high ambitions, but no real business plan. For Google to change the world (or even to survive), Page and Brin had to learn how to make tough choices on priorities while keeping their team on track. They'd have to know when to pull the plug on losing propositions, to fail fast. And they needed timely, relevant data to track their progress—to measure what mattered.Doerr taught them about a proven approach to operating excellence: Objectives and Key Results. He had first discovered OKRs in the 1970s as an engineer at Intel, where the legendary Andy Grove ("e;the greatest manager of his or any era"e;) drove the best-run company Doerr had ever seen. Later, as a venture capitalist, Doerr shared Grove's brainchild with more than fifty companies. Wherever the process was faithfully practiced, it worked.In this goal-setting system, objectives define what we seek to achieve; key results are how those top-priority goals will be attained with specific, measurable actions within a set time frame. Everyone's goals, from entry level to CEO, are transparent to the entire organization. The benefits are profound. OKRs surface an organization's most important work. They focus effort and foster coordination. They keep employees on track. They link objectives across silos to unify and strengthen the entire company. Along the way, OKRs enhance workplace satisfaction and boost retention.In Measure What Matters, Doerr shares a broad range of first-person, behind-the-scenes case studies, with narrators including Bono and Bill Gates, to demonstrate the focus, agility, and explosive growth that OKRs have spurred at so many great organizations. This book will help a new generation of leaders capture the same magic.

Be flexible and faster with Agile project management As mobile and web technologies continue to evolve rapidly, there is added pressure to develop and implement software projects in weeks instead of months. Agile Project Management For Dummies can make that happen.

You know your product is awesome-but does anybody else? Forget everything you thought you knew about positioning. Successfully connecting your product with consumers isn't a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base.So what is it? April Dunford, positioning guru and tech exec, will enlighten you.Her new book, Obviously Awesome, shows you how to find your product's "secret sauce"-and then sell that sauce to those who crave it. Having spent years as a startup executive (with 16 product launches under her belt) and a consultant (who's worked on dozens more), Dunford speaks with authority about breaking through the noise of a crowded market.Punctuated with witty anecdotes and compelling case studies, Dunford's book is at once entertaining and illuminating. Among the invaluable lessons you'll learn are:- The Five Components of Effective Positioning- How to instantly connect an audience to your offering's value- How to choose the best market for your products- How to use three distinct styles of positioning to your advantage- How to leverage market trends to help buyers understand why making a purchase is important right nowWhether you're an entrepreneur, marketer or salesperson struggling to bring inventive products to market, Dunford's insights will help you find your awesome, so that your customers can too.

Joost and Pim, known as the Corporate Rebels, are on a mission to make work more fun. They quit frustrating corporate jobs to visit the world's most inspiring companies. Now, after visiting 100+ pioneering organisations and interviewing 1000+ academics, employees, and CEOs, they share eight lessons from the world's most progressive workplaces.

Investigates the DDO - Deliberately Developmental Organisations - through 3 leading companies.

'Brilliant and timely' - Oliver Burkeman, author of Four Thousand WeeksFrom the New York Times bestselling author of Digital Minimalism and one of the world's top productivity experts, a groundbreaking philosophy for creating great work at a sustainable pace. Hustle culture. Burnout. Quiet quitting. Today we're either sacrificing ourselves on the altar of success or we're rejecting the idea of ambition entirely. But it doesn't have to be all or nothing. There is a way to create meaningful work as part of a balanced life, and it's called 'slow productivity'. Coined by Cal Newport, the bestselling author of Deep Work and Digital Minimalism, slow productivity is a revolutionary philosophy based on three simple principles:1. Do fewer things. 2. Work at a natural pace. 3. Obsess over quality. Examining the stories and habits of ancient and modern scientists, philosophers, artists and scholars who worked in this way, Newport reveals just how transformative the slow productivity approach can be to producing a meaningful body of work. From managing your energy according to the season, to identifying which projects to pursue and which to set aside, to building a schedule that yields maximum output with minimum stress, this timely and essential book will revolutionise how you work, helping you to accomplish great things at a more humane pace.

"Kim and Mauborgne reveal the distinct advantages of nondisruptive creation to business and society, showing how this bold new approach to innovation allows companies to grow while also being a force for good. With examples that cut across all sectors of the economy and a practical framework for guiding innovation efforts, this book shows why nondisruptive creation matters to all of us and why it's about to become a lot more important in the future; how to create innovation strategies that trigger nondisruptive creation instead of disruption; how to identify and execute on nondisruptive opportunities; and how companies can more thoughtfully pursue their growth and innovation strategies in a way that better balances business and society"--

The international bestseller on escaping the 9-5 and finding a new way of livingForget the old concept of retirement and the rest of the deferred-life plan - there is no need to wait and every reason not to, especially in unpredictable economic times. Whether your dream is escaping the rat race, experiencing high-end world travel, earning a monthly five-figure income with zero management, or just living more and working less, this book is the blueprint.This step-by-step guide to living the life you want reveals:* How Tim went from $40,000 dollars per year and 80 hours per week to $40,000 per MONTH and 4 hours per week* How to outsource your life and do whatever you want* How to eliminate 50% of your work in 48 hours * How to trade a long-haul career for short work bursts and frequent 'mini-retirements'This edition also includes:* More than 50 practical tips and case studies from readers (including families) who have doubled their income, overcome common sticking points and reinvented themselves using the original book as a starting point* Real-world templates you can copy for eliminating email and negotiating with bosses and clients* How lifestyle design principles can be used to live ambitiously in unpredictable economic times* The latest tools and tricks, as well as high-tech shortcuts, for living like a diplomat or millionaire without being either.

The bestselling business classic by the sports management legend.

When managers and marketers outline their social media strategies, they often plan for the right hook - their next highly anticipated sale or campaign that's going to put the competition out for the count. Right hooks, after all, convert traffic to sales. This book offers a blueprint to social media marketing strategies that really works.

Master The Tao of Coaching with the new edition of this bestselling business classic, completely refreshed and updated and featuring two brand new chapters.

With a new foreword by Ken Blanchard An invaluable new strategy for creating enthusiastic employees, from the author of the bestselling The One Minute Manager.

A stunning new account of Amazon and Jeff Bezos from Brad Stone, author of The Everything Store

Going Global on a Shoestring behandler udfordringerne for den lille og mellemstore virksomhed i forbindelse med global ekspansion i softwareindustrien. Den giver tips og tricks til, hvordan det gode produkt kan finde internationale kunder, når man kun råder over et lille budget. Bogen er på Engelsk.

The USA TODAY and WALL STREET JOURNAL bestseller which uses Amazon CEO Jeff Bezos' annual shareholder letters to show why, when, and how to take risks and grow your business.

The international bestsellernow with a new preface by author John Kotter.Millions worldwide have read and embraced John Kotters ideas on change management and leadership.From the ill-fated dot-com bubble to unprecedented M&A activity to scandal, greed, and ultimately, recessionweve learned that widespread and difficult change is no longer the exception. Its the rule. Now with a new preface, this refreshed edition of the global bestseller Leading Change is more relevant than ever.John Kotters now-legendary eight-step process for managing change with positive results has become the foundation for leaders and organizations across the globe. By outlining the process every organization must go through to achieve its goals, and by identifying where and how even top performers derail during the change process, Kotter provides a practical resource for leaders and managers charged with making change initiatives work. Leading Change is widely recognized as his seminal work and is an important precursor to his newer ideas on acceleration published in Harvard Business Review.Needed more today than at any time in the past, this bestselling business book serves as both visionary guide and practical toolkit on how to approach the difficult yet crucial work of leading change in any type of organization. Reading this highly personal book is like spending a day with the worlds foremost expert on business leadership. Youre sure to walk away inspiredand armed with the tools you need to inspire others. Published by Harvard Business Review Press.

A distillation of Ray Dalio's bestselling "Principles: Life & Work" in an entertaining and visual graphic format for all ages. Dalio reveals the unconventional principles that helped him become one of the world's top investors.