Anyone can approach an organization; not everyone can get in. The first step in business-to-business sales is getting in the door. It doesn't matter if you have the greatest product or the most dynamic presentation if you can't get in front of the decision maker. That decision maker is often highly guarded by a savvy gatekeeper who screens out sales calls--leaving even talented, experienced salespeople frustrated by their inability to get access to the right people. The experience of selling to a business isn't limited to salespeople. At some point, many people find the need to approach an organization, whether it is selling an idea or service, for fundraising needs, or even just selling personal credentials in an interview or audition. Success in these "sales" approaches comes through impressing key decision makers. Unlike many sales books and trainings that focus on what to do once you have an appointment to sell, The Key to the Gate addresses how to get the initial appointment and offers proven methods for getting through to the decision makers. Influence isn't always where you expect, and The Key to the Gate presents specific principles and techniques that can work wonders in getting you the appointment.

In this groundbreaking book, Sabri Suby, the founder of Australia's #1 fastest growing digital marketing agency, reveals his exclusive step-by-step formula for growing the sales of any business, in any market or niche! The 8 phase 'secret selling system' detailed in this book has been deployed in over 167 industries and is responsible for generating over $400 million dollars in sales. This isn't like any business or marketing book you've ever read. There's no fluff or filler - just battle-hardened tactics that are working right now to rapidly grow sales. Use these timeless principles to rapidly and dramatically grow the sales for your business and crush your competition into a fine powder.

James Byrne's The Gatekeeper introduces Dez Limerick in the most anticipated new thriller in years. A highly trained team of mercenaries launches a well-planned, coordinated attack on a well-guarded military contractor - but they didn't count on one thing, the right man being in the wrong place at the right time. Desmond Aloysius Limerick (“Dez” to all) is a retired mercenary, and enthusiastic amateur musician, currently in Southern California, enjoying the sun and sitting in on the occasional gig, when the hotel he's at falls under attack. A skilled team attempts to kidnap the Chief legal counsel of Triton Expeditors, a major military contractor – in fact, Petra Alexandris is the daughter of the CEO – but their meticulously-planned, seamlessly executed scheme runs into the figurative 'spanner-in-the-works,' Dez himself. After foiling the attack, and with nothing better to do, Dez agrees to help Alexandris with another problem she’s having – someone has embezzled more than a billion dollars from her company and left very few tracks behind. But Dez is a gatekeeper – one who opens doors and keeps them open – and this is just a door of another kind. And the door he opens leads to a dangerous conspiracy involving media manipulation, militias, an armed coup, and an attempt to fracture the United States themselves. There’s only one obstacle between the conspirators and success – and that is Dez, The Gatekeeper.

"The first in-depth, behind-the-scenes look at the White House Chiefs of Staff, whose actions--and inactions--have defined the course of our country. Since George Washington, presidents have depended on the advice of key confidants. But it wasn't until the twentieth century that the White House chief of staff became the second most powerful job in government. Unelected and unconfirmed, the chief serves at the whim of the president, hired and fired by him alone. He is the president's closest adviser and the person he depends on to execute his agenda. He decides who gets to see the president, negotiates with Congress, and--most crucially--enjoys unparalleled access to the leader of the free world. When the president makes a life-and-death decision, often the chief of staff is the only other person in the room. Each chief can make or break an administration, and each president reveals himself by the chief he picks. Through extensive, intimate interviews with all seventeen living chiefs and two former presidents, award-winning journalist and producer Chris Whipple pulls back the curtain on this unique fraternity, whose members have included Rahm Emanuel, Dick Cheney, Leon Panetta, and Donald Rumsfeld. In doing so, he revises our understanding of presidential history, showing us how James Baker and Panetta skillfully managed the presidencies of Ronald Reagan and Bill Clinton, ensuring their reelections--and, conversely, how Jimmy Carter never understood the importance of a chief, crippling his ability to govern. From Watergate to Iran-Contra to the Monica Lewinsky scandal to the Iraq War, Whipple shows us how the chief of staff can make the difference between success and disaster. As an outsider president tries to govern after a bitterly divisive election, The Gatekeepers could not be more timely. Filled with shrewd analysis and never-before-reported details, it is a compelling history that changes our perspective on the presidency."--Jacket flap.

Start closing sales like top producers! Have you ever found yourself at a loss for what to say when the gatekeeper asks you what your call is about? Have your palms ever sweated when the decision maker shuts you down with: “I wouldn’t be interested”? Has your heart taken a fast dive into your stomach when, at the start of your presentation, your prospect tells you that they’ve thought about it and are just going to pass? If you’re in sales, then the question isn’t “Have you ever felt this way?”, but rather, “How often do you feel this way? Are you finally ready to learn how to confidently and effectively overcome these objections, stalls, and blow-offs? If so, Power Phone Scripts was written for you! Unlike other books on sales that tell you what you should do (like build value – hard to do when the prospect is hanging up on you!), Power Phone Scripts provides word-for-word scripts, phrases, questions, and comebacks that you can use on your very next call. Learn to overcome resistance, get through to the decision maker, and then, once you have him or her on the phone, make an instant connection and earn the right to have a meaningful conversation. You’ll be equipped with proven questions, conversation starters, and techniques to learn whether or not they are even right for your product or service, and, if they aren’t, who else in their company or another department might be. Power Phone Scripts is the sales manual you’ve been looking for: over 500 proven, current, and non-salesy phrases, rebuttals, questions, and conversation openers that will instantly make you sound more confident – just like the top producing sales pros do right now. Gone will be your call reluctance; gone will be your fear of calling prospects back for presentations and demos; gone will be the fear of asking for the sale at the end of your pitch! This practical guide is filled with effective scripts for prospecting, emailing, voice mails, closes, and tons of rebuttals to recurring objections you get like: “It costs too much” “We already have a vendor for that” “I’m going to need to think about it” “I need to talk to the boss or committee” and so many others... More than just phone scripts, this book provides practical, comprehensive guidance that every inside sales rep needs. Conquer concerns, provide answers, motivate action, and be the conduit between your prospect’s problems and your solution. Actionable, fun, and designed to work within the current sales environment, this invaluable guide is your ticket to the top of the leader board. With Power Phone Scripts, you will never be at a loss of what to say to a prospect or client. Communication is everything in sales, and being on top of your game is no longer enough when top producers are playing a different game altogether. You cannot achieve winning stats if you're not even on the field. If you're ready to join the big league, Power Phone Scripts is the playbook you need to win at inside sales.

"Journalist Smith (A Necessary War) grants readers an unusual insider's view of F.D.R.'s political career by profiling his longtime private secretary. Marguerite 'Missy' LeHand, a young woman with a modest background, an agile intellect, a pleasant personality, and remarkable stenographer's skills, began working for F.D.R. in 1920, when he ran for vice president. Smith writes particularly well about F.D.R.'s struggle to bounce back from being struck with polio in 1921, explaining the disease and the origins of the Warm Springs, Ga., health spa that he frequented. LeHand was F.D.R.'s most constant companion during the 1920s, sparking rumors--convincingly dismissed by Smith--that they were lovers. The real core of the story is the White House years from 1933 until 1942, when LeHand helped create the vast New Deal bureaucracy. She decided who would see the president and when; today her title would be chief of staff. LeHand worked long hours but took time to enjoy the perks of the job, including a barrage of social invitations and fawning press coverage. Though Smith overstates her claim about LeHand's importance to F.D.R. and his work as president, she delivers a fascinating account of one woman's involvement in an important administration"--Publishersweekly.com.

A Brookings Institution Press and Nomura Institute of Capital Markets Research publication Developed country capital markets have devised a set of institutions and actors to help provide investors with timely and accurate information they need to make informed investment decisions. These actors have become known as "financial gatekeepers" and include auditors, financial analysts, and credit rating agencies. Corporate financial reporting scandals in the United States and elsewhere in recent years, however, have called into question the sufficiency of the legal framework governing these gatekeepers. Policymakers have since responded by imposing a series of new obligations, restrictions, and punishments—all with the purpose of strengthening investor confidence in these important actors. Financial Gatekeepers provides an in-depth look at these new frameworks, especially in the United States and Japan. How have they worked? Are further refinements appropriate? These are among the questions addressed in this timely and important volume. Contributors include Leslie Boni (University of New Mexico), Barry Bosworth (Brookings Institution), Tomoo Inoue (Seikei University), Zoe-Vonna Palmrose (University of Southern California), Frank Partnoy (University of San Diego School of Law), George Perry (Brookings Institution), Justin Pettit (UBS), Paul Stevens (Investment Company Institute), Peter Wallison (American Enterprise Institute).

“How could we know that forever could end at seventeen?” Anyone passing through North Shore, Illinois, would think it was the most picture-perfect place ever, with all the lakefront mansions and manicured hedges and iron gates. No one talks about the fact that the brilliant, talented kids in town have a terrible history of throwing themselves in front of commuter trains. Meet Simone, the bohemian transfer student from London, who is thrust into the strange new reality of an American high school; Mallory, the hypercompetitive queen bee; and Stephen, the first-generation genius who struggles with crippling self-doubt. Each one is shocked when a popular classmate takes his own life…except not too shocked. It’s happened before. With so many students facing their own demons, can they find a way to save each other—as well as themselves?

To increase revenue, improve customer experience, and develop higher-performing teams, it's time for leaders to stop looking for quick fixes to complex business problems and start building a culture of love. Yes, love. Anchored by Softway's own transformational journey, Love as a Business Strategy offers a new, people-first framework for achieving any business outcome-written by folks that aren't fans of run-of-the-mill business books. As a matter of fact, Love as a Business Strategy is so chock-full of real-world examples of mistakes, heartbreak, and redemption that it reads more like a juicy exposé than a business book. Love as a Business Strategy steers clear from piety and theoretical concepts and instead shares grounded stories of resilient people running a real business. A business, as you'll come to find out, that was on the brink of disaster before 'love' took hold. Love As A Business Strategy doesn't preach or mislead, rather it lays out the blueprints for better business outcomes-like better employee engagement, enhanced patient experiences, and increased efficiency-then walks you through it step-by-step. A better way of doing business is possible. The workplace revolution has arrived. Love as a Business Strategy will help you ditch the status quo, embrace humanity, and achieve lasting success.