The book explains what it takes to build and manage partner channels in the software industry. The book uses the business model framework introduced by Alexander Osterwalder. It provides a practical guide for organizing the activities required to design productive partner programs as well as implement these programs for the recruitment and management of partners that will find, win, make, keep, and grow happy customers on our behalf. 

The Art of Strategic Partnering is a how-to guide for creating and managing successful strategic partnerships. Made for entrepreneurial leaders and executives, this audiobook shows you how to grow a company and achieve game-changing results. Learn tried-and-true lessons from a Silicon Valley industry expert who has successfully negotiated and managed more than 150 strategic partnerships.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.

Fanatical Prospecting gives salespeople, 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 that 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.

Social Media Marketing 2019 is your ultimate guide to the newest strategies for mastery of the best channels, including YouTube, Instagram, SEO, Facebook, and LinkedIn. Utilizing these channels, getting the most out of your relationship with them, and understanding how they work will rapidly skyrocket the exposure of and return on your personal brand.   

Tracing the extraordinary trajectory of Julius Caesar's life, Adrian Goldsworthy covers not only the great Roman emperor's accomplishments as charismatic orator, conquering general, and powerful dictator but also lesser-known chapters. Ultimately, Goldsworthy realizes the full complexity of Caesar's character and shows why his political and military leadership continues to resonate some 2,000 years later.

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 the Objectives and Key Results system has spurred at so many great organizations. This book will help a new generation of leaders capture the same magic.

Marketing Multiplied is your comprehensive guide to indirect channel marketing. Building on more than 40 years of combined experience, Mike Moore and Peter Thomas explore topics such as how best to engage channel partners, how to create programs that generate outcomes, how to develop the right mix of content, recruiting and hiring talented people, and how to provide meaningful incentives to your channel partners that motivate them to deliver results.

Zero day: a software bug that allows a hacker to break into your devices and move around undetected. One of the most coveted tools in a spy's arsenal, a zero day has the power to silently spy on your iPhone, dismantle the safety controls at a chemical plant, alter an election and shut down the electric grid (just ask Ukraine). For decades, under cover of classification levels and non-disclosure agreements, the United States government became the world’s dominant hoarder of zero days. 

 Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. 

You keep hearing how story is the latest-and-greatest business tool, and that storytelling can do everything — from helping leaders better communicate to motivating sales teams and winning customers away from competitors. But what stories do you need to tell? And how do you tell them? In Stories That Stick, Kindra Hall, professional storyteller and nationally-known speaker, reveals the four unique stories you can use to differentiate, captivate, and elevate.

Drawing on his experience as a psychiatrist, business consultant, and coach, author Mark Goulston combines his background with the latest scientific research to help listeners turn the "impossible" and "unreachable" people in their lives into allies, devoted customers, loyal colleagues, and lifetime friends. Just Listen provides simple but powerful techniques listeners can use to really get through to people.

David Sandler was a true revolutionary who was far ahead of his time. Back in 1966, something was wrong with the way selling was being taught, and David Sandler knew it. He was a struggling, young salesman who was troubled by the forced, rote way in which he had been trained to sell. It didn’t feel right, and what's more, it didn't work. Sandler refined his sales philosophy into a comprehensive selling system, and founded the Sandler organization to share his unique approach with other sales professionals.

The world's foremost entrepreneurial coach shows you how to make a mindset shift that opens the door to explosive growth and limitless possibility - in your business and your life.