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Business Development

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  1. 7.5 hrs • 9/6/2016 • Unabridged

    The best companies and most successful salespeople live by a three-word mantra—"it’s all about them"—because when they relentlessly focus their brand on their customers instead of themselves, their businesses flourish. All about Them shows readers how to use this simple but extremely powerful influencing technique. Bruce Turkel, who has advised some of the world's greatest companies, including American Express and Bacardi, lays the groundwork by relating his personal journey of discovery to the "All about Them" principle. He goes on to explore our technology-driven, hyper- connected culture; the power of storytelling (and story-selling); brand authenticity and transparency; and more.

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    All about Them

    7.5 hrs • 9/6/16 • Unabridged
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  2. 5.0 hrs • 8/16/2016 • Unabridged

    Can a book actually help you close more sales? Yes it can! Sales Success is the book that shapes sales careers. With this sales fable, listeners will learn sales strategies used and recommended by members of the sales Hall of Fame, including Zig Ziglar, Tom Hopkins, and Scott McKain. Discover why sales success happens for the earnest student … and why it doesn’t for the rest. Come along with master storyteller Mark Bowser as he takes you on a journey of discovering ultimate sales success. In Sales Success, you will meet Digger Jones, the mentor we all wished we had. Follow along as Digger teaches, motivates, and inspires his young protégé from failure to the heights of sales achievement … and how you can apply these lessons to your own sales journey.

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    Sales Success by Mark Bowser

    Sales Success

    By Mark Bowser, with Zig Ziglar, Tom Hopkins, and Scott McKain
    Read by Liv Montgomery 
    5.0 hrs • 8/16/16 • Unabridged
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  3. 5.5 hrs • 6/14/2016 • Unabridged

    A hands-on guide to the metrics that matter most to young tech startups In the early stages of a tech startup’s life, it’s hard to decipher the meaningful metrics from the distractions. How do you know if your product is working? Is it the number of new signups? Average amount of time spent on the site? Revenue, even if you don’t have a revenue model yet? In Scaling Lean, serial entrepreneur and author of the startup cult classic Running Lean Ash Maurya offers a tactical handbook for measuring and scaling a tech startup with maximum efficiency and efficacy. Maurya pairs real-world examples of startups like Airbnb and Dropbox with techniques and language from the manufacturing world to create a new model for measuring and describing an early stage startup’s success. Scaling Lean is an indispensable handbook for startup founders graduating from the incubator stage to build their business in the real world.

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    Scaling Lean

    5.5 hrs • 6/14/16 • Unabridged
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  4. 0.9 hrs • 5/1/2016 • Unabridged

    Learn how to create a clear path to success with an efficient and collaborative team. Everyone has something to offer, you simply need to identify what each of your team members uniquely provides. Uncover your best qualities and imagine the goals that you can achieve with a group of equally talented individuals. No task is too big and no company is too small for a celebrated and strong team. This book is filled with team-building tips, real-life stories, and helpful quotes to begin your shared success. Share your vision and engage with your team members to create an environment that promotes and promises success!

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    Companies Don't Succeed, People Do

    Read by Tom Parks
    0.9 hrs • 5/1/16 • Unabridged
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  5. 7.1 hrs • 3/29/2016 • Unabridged

    Antoine van Agtmael coined the term “emerging markets” and built a career and a multibillion-dollar investing firm centered on these surging economies that would, over time, supplant the West as engines of wealth and prosperity. The trend held for decades, but a few years ago van Agtmael and Alfred Bakker, a renowned European journalist, began seeing signs that the tide might be turning. For example, during a visit to an enormously successful chip company in Taiwan, the company’s leaders told them that their American competitors were now eating their lunch. And Taiwan was not the only place giving them this message. Thus began a remarkable two-year journey to reassess the conventional wisdom that the US and Europe are yesterday’s story and to determine whether there is something profound that is happening that points the way to the creation of the next economy. In The Smartest Places on Earth, van Agtmael and Bakker present a truly hopeful and inspiring investigation into the emerging sources of a new era of competitiveness for America and Europe that are coming from unlikely places—those cities and areas once known as “rustbelts” that have, from an economic perspective, been written off. Take, Akron, Ohio, whose economy for decades was dependent on industries such as tire manufacturing, a product now made cheaply elsewhere. In Akron and other such communities, a combination of forces—including visionary thinkers, government initiatives, start-ups making real products, and even big corporations—have succeeded in creating what van Agtmael and Bakker call a “brainbelt.” These “brainbelts” depend on a collaborative style of working that is unique to the societies and culture of America and Europe, since they involve levels of trust and freedom of thinking that can’t be replicated elsewhere. They are producing products and technologies transforming industries such as vehicles and transportation, farming and food production, medical devices and healthcare. For several decades American and European industry focused on cost by outsourcing production to those emerging markets that can make things cheaper. The tide has now turned, as van Agtmael and Bakker report, to being smart, and the next emerging market, may, in fact, be the West.

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    The Smartest Places on Earth

    7.1 hrs • 3/29/16 • Unabridged
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  6. 6.2 hrs • 3/8/2016 • Unabridged

    From three partners at Google Ventures, a unique five-day process for solving tough problems, proven at more than a hundred companies 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 surefire 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 Kowitz and John Zeratsky at Google Ventures, and together they have completed more than a hundred sprints with companies in mobile, e-commerce, healthcare, finance, and more. A practical guide to answering critical business questions, Sprint is a book for teams of any size, from small startups to Fortune 100s, from teachers to nonprofits. It’s for anyone with a big opportunity, problem, or idea who needs to get answers today.

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    Sprint

    6.2 hrs • 3/8/16 • Unabridged
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  7. 15.7 hrs • 10/1/2015 • Unabridged

    A catastrophic earthquake is followed by a tsunami that inundates the coastline, and manufacturing comes to a standstill around the globe. State-of-the-art passenger jets are grounded because of a malfunctioning part. A strike halts shipments through a major port. A new digital device decimates the sales of other brands and sends established firms to the brink of bankruptcy. The interconnectedness of the global economy today means that unexpected events in one corner of the globe can ripple through the world’s supply chain and affect customers everywhere. In this book, Yossi Sheffi shows why modern vulnerabilities call for innovative processes and tools for creating and embedding corporate resilience and risk management. Sheffi offers fascinating case studies that illustrate how companies have prepared for, coped with, and come out stronger following disruption—from the actions of Intel after the 2011 Japanese tsunami to the disruption in the “money supply chain” caused by the 2008 financial crisis. Sheffi, author of the widely read The Resilient Enterprise, focuses here on deep-tier risks as well as corporate responsibility, cybersecurity, long-term disruptions, business continuity planning, emergency operations centers, detection, and systemic disruptions. Supply chain risk management, Sheffi shows, is a balancing act between taking on the risks involved in new products, new markets, and new processes—all crucial for growth—and the resilience created by advanced risk management.

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    The Power of Resilience by Yossi Sheffi

    The Power of Resilience

    15.7 hrs • 10/1/15 • Unabridged
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  8. 6.8 hrs • 7/1/2015 • Unabridged

    Take your practice to levels you didn’t think possible with this unique guide. With too few hours in the day, too many petty management issues, and problems veterinarians at large practices don’t seem to face, leading a veterinary practice can seem like a daunting task. The E-Myth Veterinarian offers you a road map to create a veterinary practice that’s self-sufficient, growing, and highly profitable.

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  9. 9.1 hrs • 6/23/2015 • Unabridged

    In 2004, Kentaro Toyama, an award-winning computer scientist, moved to India to start a new research group for Microsoft. Its mission: to explore novel technological solutions to the world’s persistent social problems. But after a decade of designing technologies for humanitarian causes, Toyama concluded that no technology, however dazzling, could cause social change on its own. Technologists and policy makers love to boast about modern innovation, and in their excitement they exuberantly tout technology’s boon to society. But what have our gadgets actually accomplished? Over the last four decades, America saw an explosion of new technologies, but in that same period the rate of poverty stagnated at a stubborn 13 percent, only to rise in the recent recession. A golden age of innovation in the world’s most advanced country did nothing for our most prominent social ill. Toyama’s warning resounds: Don’t believe the hype! Technology is never the main driver of social progress. Geek Heresy inoculates us against the glib rhetoric of tech utopians by revealing that technology is only an amplifier of human conditions. By telling the moving stories of extraordinary people, Toyama shows that even in a world steeped in technology, social challenges are best met with deeply social solutions.

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    Geek Heresy

    9.1 hrs • 6/23/15 • Unabridged
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  10. 8.3 hrs • 6/1/2015 • Unabridged

    Our intuition on how the world works could well be wrong. We are surprised when new competitors burst onto the scene, when businesses protected by large and deep moats find their defenses easily breached, or when vast new markets are conjured from nothing. Trend lines resemble sawtooth mountain ridges. The world not only feels different, the data tells us it is different. Based on years of research by the directors of the McKinsey Global Institute, No Ordinary Disruption: The Four Global Forces Breaking All the Trends is a timely and important analysis of how we need to reset our intuition as a result of four forces colliding and transforming the global economy: the rise of emerging markets, the accelerating impact of technology on the natural forces of market competition, an aging world population, and accelerating flows of trade, capital, and people. Our intuitions formed during a uniquely benign period for the world economy—often termed the Great Moderation. Asset prices were rising, the cost of capital was falling, labor and resources were abundant, and generation after generation was growing up more prosperous than their parents. But the Great Moderation is gone; the cost of capital may rise, the price of everything from grain to steel may become more volatile, the world’s labor force could shrink, and individuals, particularly those with low job skills, are at risk of growing up poorer than their parents. What sets No Ordinary Disruption apart is depth of analysis combined with lively writing informed by surprising, memorable insights that enable us to quickly grasp the disruptive forces at work. For evidence of the shift to emerging markets, consider the startling fact that by 2025 a single regional city in China—Tianjin—will have a GDP equal to that of Sweden. In the decades ahead, half of the world’s economic growth will come from 440 cities, including Kumasi in Ghana and Santa Carina in Brazil—cities that most executives today would be hard-pressed to locate on a map. What we are now seeing is no ordinary disruption but the new facts of business life—facts that require executives and leaders at all levels to reset their operating assumptions and management intuition.

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    No Ordinary Disruption by Richard Dobbs, James Manyika, Jonathan Woetzel

    No Ordinary Disruption

    8.3 hrs • 6/1/15 • Unabridged
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  11. 6.9 hrs • 2/17/2015 • Unabridged

    How do some people turn ideas into enterprises that endure? Startup founders and business leaders young and old are taking advantage of the new, fast-paced, interconnected world and turning small notions into big business. But why do some people succeed when so many others fail? Amy Wilkinson is the first to develop a comprehensive theory that explains how these new iconoclasts gain traction to achieve lasting results.  Wilkinson conducted rigorous, lengthy interviews with today’s most dynamic entrepreneurs including: the founders of eBay, AirBnB, Yelp, LinkedIn, Chipotle, Spanx, Zipcar, Jetblue, PayPal, Gilt Groupe, and Revolution Foods, among others. The Creator’s Code shows how these entrepreneurial creators built their companies. The men and women you’ll meet in this book prove that entrepreneurship is accessible to everyone, and that by practicing six disciplines you can produce unexpected, creative, and wildly meaningful results.

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    The Creator's Code

    Introduction read by Amy Wilkinson
    6.9 hrs • 2/17/15 • Unabridged
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  12. 8.4 hrs • 7/25/2014 • Unabridged

    Corporations have profited from strong business development strategies for years. So it’s no surprise that of the half-million new businesses created each year, the most successful ones are driven by business development. Now, savvy professionals on the business side of a start-up have a reliable guide to perfecting the partnership strategies that will quickly add value to any company. Pitching & Closing gives you concrete action steps for mastering the specific skill set today’s business-development professionals need to define their roles and meet revenue expectations. Written in practical terms by playmakers at Twitter and SocialRank, this A-to-Z guide walks you through forging relationships, pitching a company’s product, building a network, sourcing deals, making rejection positive, and staying cool while closing large deals. Firsthand accounts from business development executives across many industries, from tech to television to finance, bring to life such topics as: How to consistently identify and land the best strategic alliances for your business Why people say “yes” and why they say “no” Etiquette for making introductions and reaching out to people in ways that elicit responses Monitoring core metrics to know where to invest your time In addition to implementable advice and techniques from the top minds in the industry, this complete resource features an entire section of best practices for every step of the partnering process. Make your moves with the confidence of having a team of experts at your back. The road from startup to IPO starts with Pitching & Closing.

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    Pitching and Closing

    8.4 hrs • 7/25/14 • Unabridged
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  13. 10.5 hrs • 6/1/2014 • Unabridged

    An exciting, hugely revealing account of China’s burgeoning presence in Africa—a developing empire already shaping, and reshaping, the future of millions of people A prizewinning foreign correspondent and former New York Times bureau chief in Shanghai and in West and Central Africa, Howard French is uniquely positioned to tell the story of China in Africa. Through meticulous on-the-ground reporting—conducted in Mandarin, French, and Portuguese, among other languages—French crafts a layered investigation of astonishing depth and breadth as he engages not only with policy-shaping moguls and diplomats but also with the ordinary men and women navigating the street-level realities of cooperation, prejudice, corruption, and opportunity forged by this seismic geopolitical development. With incisiveness and empathy, French reveals the human face of China’s economic, political, and human presence across the African continent—and in doing so reveals what is at stake for everyone involved. We meet a broad spectrum of China’s dogged emigrant population, from those singlehandedly reshaping African infrastructure, commerce, and even environment to those just barely scraping by, still convinced that Africa affords them better opportunities than their homeland. And we encounter an equally panoramic array of African responses: a citizens’ backlash in Senegal against a “Trojan horse” Chinese construction project; a Zambian political candidate who, having protested China’s intrusiveness during the previous election and lost, now turns accommodating; the ascendant middle class of an industrial boomtown; African mine workers bitterly condemning their foreign employers, citing inadequate safety precautions and wages a fraction of their immigrant counterparts’. French’s nuanced portraits reveal the paradigms forming around this new world order, from the all-too-familiar echoes of colonial ambition—exploitation of resources and labor, cut-rate infrastructure projects, dubious treaties—to new frontiers of cultural and economic exchange, where dichotomies of suspicion and trust, assimilation and isolation, idealism and disillusionment are in dynamic flux. Part intrepid travelogue, part cultural census, part industrial and political exposé, French’s keenly observed account ultimately offers a fresh perspective on the most pressing unknowns of modern Sino-African relations: why China is making the incursions it is, just how extensive its cultural and economic inroads are, what Africa’s role in the equation is, and just what the ramifications for both parties—and the watching world—will be in the foreseeable future.

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    China’s Second Continent

    10.5 hrs • 6/1/14 • Unabridged
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  14. 5.4 hrs • 4/1/2014 • Unabridged

    Should your company pursue global expansion or mine local opportunities? Take risks to grow dramatically or protect your current stability? Seek to maximize sales or the bottom line? We’re so often faced with apparent paradoxes: continuity and change, conservatism and progressiveness, predictability and chaos. In business, inherent tensions are mistakenly viewed as problems to be resolved once the “correct” answer is found. But when we consider only one direction—either A or B—we only see part of the picture. The strongest and most innovative solutions are frequently realized not through either/or decision making, but by pursuing two contrasting options at the same time. Taking listeners through the same steps she’s used to help Fortune 500 companies like Scottrade, Georgia-Pacific, and Boeing, Deborah Schroeder-Saulnier reveals a dynamic critical-thinking process anyone can use to define the strategic tensions within his or her organization, identify the potential of seemingly conflicting options, and develop action steps to maximize the benefits of each. Complete with examples of companies that achieved a competitive advantage with this breakthrough strategy, The Power of Paradox will help you face chronic challenges with confidence and uncover unexpected and infinitely better solutions.

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    The Power of Paradox

    5.4 hrs • 4/1/14 • Unabridged
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  15. 2.6 hrs • 9/1/2013 • Unabridged

    Not all customers are created equal. Despite what the tired old adage says, the customer is not always right. Not all customers deserve your best efforts. In the world of customer centricity, there are good customers—and then there is pretty much everybody else. Upending some of our most fundamental beliefs, renowned behavioral data expert Peter Fader, co-director of The Wharton Customer Analytics Initiative, helps businesses radically rethink how they relate to customers. He provides insights to help you revamp your performance metrics, product development, customer relationship management, and organization in order to make sure you focus directly on the needs of your most valuable customers and increase profits for the long term.

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    Customer Centricity

    2.6 hrs • 9/1/13 • Unabridged
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  16. 6.7 hrs • 6/11/2013 • Unabridged

    Finally, an answer to the ultimate business question: How do some companies achieve exceptional performance over the long term? In every sector, there’s an outlier. In the pharmaceutical industry, it’s Merck. In discount retail, it’s Family Dollar. It used to be Wrigley in candy and Maytag in appliances. Other superstars have been hidden in plain sight, like Heartland Express in trucking or Linear Technology in semiconductors. How do these exceptional companies deliver superior perfor­mance over the long run despite facing the same constraints as competitors? What are they doing differently? What can we learn from them? Michael E. Raynor and Mumtaz Ahmed have analyzed data on more than twenty-five thousand companies spanning forty-five years. Their five-year study began with a sophisticated statistical analysis to identify which companies have truly exceptional performance, 344 in all. In collaboration with teams of researchers, Raynor and Ahmed then put a carefully chosen representative sample of twenty-seven companies under the microscope to uncover what made the stand-out performers different. They found that exceptional companies, when faced with difficult decisions, follow three rules: • Better before cheaper. They rarely compete on price.• Revenue before cost. They drive profits through price and volume, not thrift.• There are no other rules. Everything else is up for grabs, and they are willing to change anything to remain true to the first two rules. The rules provide an indispensable compass that any company can use to chart its own path to greatness. Is it better to keep price down or invest in creating value that commands a higher price? Should you focus on talent and developing the abilities of your people or build processes to extend the capabilities of your organization? How about acquiring a sizable competitor to secure economies of scale—or a small start-up to gain access to new technology? According to Raynor and Ahmed, the right answers to these and just about every other question are the ones most closely aligned with the rules. The Three Rules is built on a powerful combinaa­tion of large-scale data analysis and in-depth case studies. Its guidance will increase the chance that your organization can become truly exceptional.

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    The Three Rules

    6.7 hrs • 6/11/13 • Unabridged
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