Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmaresand closing the sale Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems, handling them deftly, and returning everyone's attention to the matter at handcompleting the sale. More than just a valuable troubleshooting guide, however, this book by award-winning sales executive Stephen Giglio gives sales pros firsthand techniques they can put into action at their next sales meeting. Battleproven tips and pointers include: How to prepare for a relaxed yet take-charge sales call Techniques, actions, and phrases for motivating a prospect 10 effective ways to field objections

Sports agent Myron Bolitar is poised on the edge of the big time. So is Christian Steele, a rookie quarterback and Myron's prized client. But when Christian gets a phone call from a former girlfriend, a woman who everyone, including the police, believes is dead, the deal starts to go sour. Trying to unravel the truth about a family's tragedy, a woman's secret, and a man's lies, Myron is up against the dark side of his business—where image and talent make you rich, but the truth can get you killed. In novels that crackle with wit and suspense, Edgar Award winner Harlan Coben has created one of the most fascinating and complex heroes in suspense fiction—Myron Bolitar—a hotheaded, tenderhearted sports agent who grows more and more engaging and unpredictable with each page-turning appearance.

"Sofie Sarenbrant is the most exciting rising star among Swedish crime authors today."—Camilla Läckberg, crime author The morning after an open-house showing in a posh Stockholm suburb, a father is found dead by his six-year-old daughter Astrid. There are no signs of a break-in, and the murder weapon is one of the family's own kitchen knives. The only hint that someone from the outside might be involved is that Astrid claims a strange man stroked her cheek during the night. Police Inspector Emma Sköld takes up the case. She suspects that the man's wife could be the culprit, but when more murders occur tied to open-house showings, her theory is turned on its head. What's the truth behind the events in the ostensibly idyllic and prosperous residential area? And what is the connection between the victims? Sofie Sarenbrant has established herself as one of Sweden's most popular crime fiction authors. She has written six novels in the Emma Sköld series, which have sold more than five hundred thousand copies. Killer Deal is her first novel to be translated into English.

In Deal with the Devil, five-time Emmy Award–winning investigative reporter Peter Lance draws on three decades of once-secret FBI files to tell the definitive story of Greg Scarpa Sr., a Mafia capo who “stopped counting” after fifty murders, while secretly betraying the Colombo crime family as a Top Echelon FBI informant. Lance traces Scarpa’s shadowy relationship with the FBI all the way back to 1960, when his debriefings went straight to J. Edgar Hoover. In forty-two years of murder and racketeering, Scarpa served only thirty days in jail thanks to his secret relationship with the Feds. This is the untold story that will rewrite Mafia history as we know it —a page-turning work of journalism that reads like a Scorsese film. Deal with the Devil includes more than 130 illustrations, crime scene photos, and never-before-seen FBI documents.

The Soul of the Deal effortlessly teaches unconventional transactional strategies that are radically changing the approach of business buyers and sellers, investors, CEOs, and entrepreneurs. Their origin? Selling encyclopedias door-to-door, following the Grateful Dead for a lifetime, and closing 400+ successful deals. His music-fueled philosophy that people (not spreadsheets) are the epicenter of every business interaction took Marc from Silicon Valley to Shanghai as principal, advisor, or counsel, as well as to the Board of the Rock and Roll Hall of Fame. Tangible takeaways--captured as “Morgenstern’s Maxims” -- punctuate every chapter and are woven into vivid stories as much thriller as business book. This entertaining and accessible book addresses the unchanging human, emotional, and tactical aspects of negotiating; stressing humor, real-time spontaneity and flexibility, empathy, and engaged listening as pathways to expanded negotiating and operating success.

In a business climate marked by escalating global competition and industry disruption, successful mergers and acquisitions are increasingly vital to the growth and profitability of many corporations. If history is any guide, 60 to 70 per cent of new mergers will fail – and will destroy shareholder value. To date, analyses of the M&A failure rate tend to focus on individual causes – e.g., culture clashes, valuation methods, or CEO overconfidence – rather than examining the problem holistically. The Value Killers is the first book based on a holistic analysis of successful and unsuccessful transactions. Based on research, interviews with top executives, and case studies, this book identifies the key causes of failures and successes and offers prescriptions to increase the odds that future transactions will deliver all the anticipated synergies. The Value Killers offers practical advice in the form of 5 Golden Rules. These rules will help managers and boards to ensure that target companies are properly valued; potential synergies and risks are identified in advance; checks and balances are installed to make sure that the pros and cons of the transaction are rationally and objectively evaluated; mechanisms are created that will trigger termination of bad deals; and obstacles to successful post-merger integrations are assessed (and solutions developed) before the deal closes. Each chapter includes questions for executives considering future M&As to allow them to see whether they are on the right track or not.

More than a decade ago, Clayton Christensen's breakthrough book The Innovator's Dilemma illustrated how disruptive innovations drive industry transformation and market creation. Christensen's research demonstrated how growth-seeking incumbents must develop the capability to deflect disruptive attacks and seize disruptive opportunities. In The Innovator's Guide to Growth, Scott Anthony, Mark Johnson, Joseph Sinfield, and Elizabeth Altman take the subject to the next level: implementation. The authors explain how to create this crucial capability for unlocking disruption's transformational power. With a foreword by Christensen, this book provides a set of market-proven tools and approaches to innovation that have been honed through fieldwork with innovative companies like Procter & Gamble, Johnson & Johnson, Pepsi, Intel, Motorola, SAP, and Cisco Systems. The book shows you how to: Follow a market-proven process -- so your company can reliably create blockbuster businesses Create structures, systems, and metrics -- so the disruptive innovations that will power your firm's future growth receive the funding and personnel needed to succeed Create a common language of disruptive innovation -- so managers can reach consensus around counterintuitive courses of action Incisive and practical, this book helps your company take the steps necessary to benefit from disruption -- instead of being eclipsed by it.

Talking mergers and acquisitions for small- to mid-sized companies can sound exciting as the architects behind the deals are wide-eyed with effective growth strategies. However, these complex transactions carry significant risk, and it is absolutely vital for all involved in the deal to make sure they are guarding themselves against costly mistakes that have been the downfall for many leaders and organizations before them. Complete with new case studies, checklists, and updated sample documents, law attorney and author Andrew Sherman walks you through every step of the process--from valuation to securities laws to closing and successful integration. Updated with the latest trends and regulatory developments, this fourth edition of Mergers and Acquisitions from A to Z explains further how to: conduct due diligence, calculate the purchase price, understand the roles and risks for boards, and more. When done correctly and cautiously, while fully educated on all avenues of the process, your company’s next merger or acquisition should be an exciting, profitable time as you take steps to eliminate rivals, extend territory, and diversify offerings. But you must first be prepared! Don’t make another deal without Mergers and Acquisitions from A to Z and its strategic, legal guidance by your side.

A New York Times bestseller, The Midnight Assassin is a sweeping narrative history of a terrifying serial killer--America's first--who stalked Austin, Texas in 1885. In the late 1800s, the city of Austin, Texas was on the cusp of emerging from an isolated western outpost into a truly cosmopolitan metropolis. But beginning in December 1884, Austin was terrorized by someone equally as vicious and, in some ways, far more diabolical than London's infamous Jack the Ripper. For almost exactly one year, the Midnight Assassin crisscrossed the entire city, striking on moonlit nights, using axes, knives, and long steel rods to rip apart women from every race and class. At the time the concept of a serial killer was unthinkable, but the murders continued, the killer became more brazen, and the citizens' panic reached a fever pitch. Before it was all over, at least a dozen men would be arrested in connection with the murders, and the crimes would expose what a newspaper described as "the most extensive and profound scandal ever known in Austin." And yes, when Jack the Ripper began his attacks in 1888, London police investigators did wonder if the killer from Austin had crossed the ocean to terrorize their own city. With vivid historical detail and novelistic flair, Texas Monthly journalist Skip Hollandsworth brings this terrifying saga to life.

This book was designed not only for owners and managers of middle market businesses but as a training text for middle market M&A investment bankers and consultants. It discusses the art and science of middle market M&A as well the all-important psychology and behind-the-scenes negotiations pursued with a particular emphasis on obtaining the absolute highest value when selling a business. Subjects addressed include valuation, taxation, negotiations, M&A conventions, among many others from the buy-side and sell-side perspectives. Subtitled “Tales of A Deal Junkie,” this serious but occasionally irreverent book tells it like it is, including anecdotes to provide a “feel” for what really goes on in middle market transactions. The author, a former practicing CPA and a business valuation expert, is a veteran M&A investment banker with years of real life experience. He also is a widely-acclaimed instructor in the M&A field and a nationally-respected practitioner who has trained thousands of investment bankers. No comparable book on the market today provides this degree of comprehensive and invaluable insight.