‘A trusted referral is the holy grail of advertising’ – Mark Zuckerberg
The fastest, easiest, most sustainable way to bring in new clients and grow sales is to ask for referrals from your network; clients, intermediaries, family, friends, and existing and former colleagues. And yet most sales professionals don’t ask, or if they do, they end up making themselves and their client feel awkward.
Graham Eisner has spent 30 years understanding the mindset and methods behind asking for referrals. His 7-step plan helps salespeople understand their own reluctance, change their mindset, and apply practical techniques so they can ask in a way that’s both natural and effective.
From preparation before the meeting and identifying the ‘bridge line’ to qualifying the referral and managing the response, each step is supported by worksheets and summaries to help you put the principles into action today, so that you can start growing your sales and your business immediately.
Graham became one of Goldman Sachs’s most successful sales professionals by developing a powerful referrals methodology, and he now teaches his system to clients worldwide, including Barclays, Julius Baer, and Deutsche Bank, as well as smaller businesses.
Foreword by Brett Lankester
Former Chief Executive Officer, London, Union Bancaire Privée
In a world of disruptive change, uncertainty is the buzzword on everyone’s lips.
Disruptive change can throw everything into chaos unless leaders and teams have the skills to lead conﬁdently through it. How do you lead complex change without burning out, disconnecting or losing your team?
Welcome to the age of Leading Through Uncertainty, where emotional responses to challenging situations are part of the human experience.
Drawing on numerous interviews with leaders from all walks of life demonstrating leadership in action, this new edition of the classic book on leadership and uncertainty has been revised and updated for the post-pandemic age. It explores these fundamental questions:
- How do you lead conﬁdently and competently in uncertainty?
- How do you create human connection in a performance-driven culture?
- How do you adapt rapidly to technological advances and disruptive change without losing yourself or your team in the process?
Ever come away from a conversation thinking, ‘I could have handled that better’? Your hair-trigger, subconscious reactions can devastate your team and your organisational culture. In a high-pressure, stressful environment it’s tough to do things differently, but you CAN choose to show up differently, and that choice can transform your life, your relationships and your business.
With her simple NALED framework, Lucy Harrison has already helped hundreds of leaders make different choices and see the world differently.
Positive teams deliver better long-term performance, but they require strong relationships, psychological safety, emotional intelligence, and effective communication. In other words, soft skills. And for many leaders, particularly in traditional industries, those soft skills don’t come naturally.
The NALED approach captures what you already do when you’re at your best. By being more aware and intentional, you can be at your best more often.
Created and road tested in collaboration with busy industry managers, particularly during the Covid pandemic with its unprecedented challenges to organisational wellbeing, this toolkit will enable you to drive engagement, collaboration and performance in your organisation.
Discover how to think, act and lead differently to build more effective teams, one conversation at a time.
Foreword by Adrienne Kelbie, CBE
It’s hard to make change happen in HR. If you’re a HR manager with good ideas on making things work better that’s frustrating enough, but for organisations that fail to respond to the way the world is changing the results could be fatal.
In this insightful, practical book the world’s top HR disruptor – Lucy Adams – explains why HR needs to change its approach if it’s to be successful in transforming its organisations. She also shares workable strategies for getting your own HR team ready, preparing the ground in your organisation, designing your change and implementing it effectively.
It’s up to you to lead the way – here’s what you need to make it happen.
So you have a great idea… but you’re not an entrepreneur, right? Wrong! Every entrepreneur started with the same fears, doubts and anxieties that you have right now. The difference between them and you? Nothing more than the next choice you make.
Ignite will take you step by step through the process, turning that small spark into a flaming success. This simple, easy-to-read guide will walk you through what may seem today like an impossible journey. From business planning to balancing wellbeing and hectic life schedules, this book breaks down the seemingly impossible journey into small manageable steps that you can cover over a matter of weeks, months or even years.
You can use the helpful reflections tool to note your thoughts as you go along so even if you come back to the journey at a later date you can pick up right where you left off!
Jo Richardson has over 20 years’ experience as a HR professional coaching and mentoring women in business. She has supported female entrepreneurs and small business owners to break through barriers and overcome personal and professional challenges.
It’s Monday morning, 9am. How do you feel?
Imagine waking up to start another week. In a perfect world, how would you like to feel? Maybe you imagine feeling motivated and energized. Maybe you imagine starting your week with a sense of purpose, peace and intention.
The goal of this book is simple: to help you live with a sense of purpose. Part-manual, part-manifesto, this book is not a quick fix for happiness; it’s not a five-day plan promising a fast result. Instead, it’s a companion, your personal guide to navigating your own sense of purpose as it evolves throughout your life.
Eloise Skinner is an author, therapist and teacher. She’s also the founder of The Purpose Workshop, an agency helping clients to navigate their purpose and redesign their lives.
Eloise studied at Cambridge, trained at Oxford and practised as a corporate lawyer, but after some soul-searching (including a year training to be a monk!) she followed her passion into psychotherapy.
Above all, Eloise is driven by the idea of integration – the power of bringing together all aspects of work and life; to live fully, with intention, integrity and purpose.
A practical, accessible handbook for anyone thinking about writing a book to build their business, with a wide range of tips and techniques to help plan, write, publishing and promote a book that’s integrated with your platform and works to build your reputation, network and credibility from Day 1.
In the Extraordinary Business Book Club podcast, Alison Jones goes under the hood of successful business books to discover how they’re put together and how they work for the businesses behind them. This book brings together all those inspiring and effective ideas, giving you a unique insight into how some of the world’s top business authors work and showing how you can make these ideas work for you too.
Discover the writing secrets of some of the world’s top business authors.
Writing a business book is about so much more than words on a screen: discover how to use the process of writing your book to develop your business, your platform, your network and even yourself. There’s no need to wait until your book is published for it to start transforming your business – it all starts here and now.
From special duties selection to an earthquake on the side of Mount Everest, from a gunfight in Afghanistan to a year of endurance challenges, Tim Bradshaw has had to develop a toolkit of tips and skills to help him learn new skills fast, recruit specialist teams and raise finances.What’s remarkable is that he achieved these feats in the face of imposter syndrome and depression. Tim’s mantra is ‘Because I can’, because whatever you’re facing, you can do so much more than you think. This is a toolkit to help you achieve any goal and be more effective in any situation, whether you’re making an attempt on Everest or making a presentation to the Board.
Discover how to:
- Use intelligence not information
- Approach problems from an entirely different perspective.
- Focus on an outcome not a process
- Develop a toolkit not a mindset!
If you have an interest in agility but you’re not working specifically in IT, this book is for you.
It shows how agile principles can be adapted and applied in almost any sector to manage projects more effectively. It explains what agility looks like for ALL aspects of the management of projects – from leadership, roles and responsibilities through planning, implementation, change control, risk management and more.
Whether you’re a new or seasoned project professional, or an executive or senior manager seeking to generate value by bringing agility beyond the IT department, Adrian Pyne shows you how an organization can become agile for projects, and what that journey looks like.
Based on over 30 years’ experience and drawing on case studies from multiple sectors, this is the essential guide to managing projects more effectively at a time when agility and sustainability matter more than ever.
*WINNER OF THE BUSINESS BOOK AWARDS 2020!*
If you’re a coach, consultant, or speaker who makes a living from your expertise, this is for you. It’s the guide you need to help you plan, write, and promote the book that elevates your authority, increases your visibility, and gets more clients saying ‘yes’. Because creating such a book is a challenge. Where do you start? How do you keep going until the end? And what do you do when you’ve finished? Don’t let your book stay in your head – allow it to come to life and make a positive difference to both you and your readers by following the guidance you’ll find in here.
· Section 1: Plan. Learn how to create a strategic plan and outline for your book, so it both supports your business and helps the people you want to reach.
· Section 2: Write. Master the art of crafting your work so it engages, inspires, and educates your readers.
· Section 3: Promote. Discover how to market your book so it sells to a ready-made audience. This is the final step in building a reputation as the go-to expert in your field.