Golden, CEO of Huthwaite, pairs lessons drawn from history's greatest military campaigns with modern business insights. The strategies, tactics, and terminology of war offer today's professionals an unbeatable perspective on the struggle to win every sale.

FROM THE CREATORS OF SPIN SELLING—TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY "I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging read chock-full of practical and richly illustrated examples, John Golden provides strategies that are sure to increase even the most seasoned sales pros' success rates. It's a completely new take on sales education with powerful lessons you'll use to win your own sales battles." -- David Meerman Scott, bestselling author of The New Rules of Marketing and PR "There’s no doubt salespeople will profit from the book’s focus on besting one's opponent in a battleground much changed by the information explosion of the Internet." -- William Dermody, World/Military Affairs Editor, USA Today "An innovative and very insightful perspective on what it really takes to win." -- Dave Stein, CEO and founder, ES Research Group, Inc. "Great sales lessons presented in a really unique and interesting format . . . I recommend it for sales people starting out in the field as well as seasoned pros. -- Chuck Lennon, President, TeamLogic "A good military strategist is, after all, a salesman, which leads me to believe that a good salesman would make a good military strategist. The author has done an excellent job of showing how those two different communities are in fact very similar." -- Brigadier General Julie A. Bentz, PhDTM

Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.

Dale Carnegie's 'How to Win Friends & Influence People' is a timeless self-help classic that explores the art of building successful relationships through effective communication. Written in a straightforward and engaging style, Carnegie's book provides practical advice on how to enhance social skills, improve leadership qualities, and achieve personal and professional success. The book is a must-read for anyone looking to navigate social dynamics and connect with others in a meaningful way, making it a valuable resource in today's interconnected world. With anecdotal examples and actionable tips, Carnegie's work resonates with readers of all ages and backgrounds, making it a popular choice for personal development and growth. Carnegie's ability to distill complex social principles into simple, actionable steps sets this book apart as a timeless guide for building lasting relationships and influencing others positively. Readers will benefit from Carnegie's wisdom and insight, gaining valuable tools to navigate social interactions and achieve success in their personal and professional lives.

NEW YORK TIMES BESTSELLER • SELECTED BY THE ECONOMIST AS ONE OF THE BEST BOOKS OF THE YEAR “A rambunctious book that is itself alive with the animal spirits of the marketplace.”—The Wall Street Journal Freedom’s Forge reveals how two extraordinary American businessmen—General Motors automobile magnate William “Big Bill” Knudsen and shipbuilder Henry J. Kaiser—helped corral, cajole, and inspire business leaders across the country to mobilize the “arsenal of democracy” that propelled the Allies to victory in World War II. Drafting top talent from companies like Chrysler, Republic Steel, Boeing, Lockheed, GE, and Frigidaire, Knudsen and Kaiser turned auto plants into aircraft factories and civilian assembly lines into fountains of munitions. In four short years they transformed America’s army from a hollow shell into a truly global force, laying the foundations for the country’s rise as an economic as well as military superpower. Freedom’s Forge vividly re-creates American industry’s finest hour, when the nation’s business elites put aside their pursuit of profits and set about saving the world. Praise for Freedom’s Forge “A rarely told industrial saga, rich with particulars of the growing pains and eventual triumphs of American industry . . . Arthur Herman has set out to right an injustice: the loss, down history’s memory hole, of the epic achievements of American business in helping the United States and its allies win World War II.”—The New York Times Book Review “Magnificent . . . It’s not often that a historian comes up with a fresh approach to an absolutely critical element of the Allied victory in World War II, but Pulitzer finalist Herman . . . has done just that.”—Kirkus Reviews (starred review) “A compulsively readable tribute to ‘the miracle of mass production.’ ”—Publishers Weekly “The production statistics cited by Mr. Herman . . . astound.”—The Economist “[A] fantastic book.”—Forbes “Freedom’s Forge is the story of how the ingenuity and energy of the American private sector was turned loose to equip the finest military force on the face of the earth. In an era of gathering threats and shrinking defense budgets, it is a timely lesson told by one of the great historians of our time.”—Donald Rumsfeld

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

More than two millennia ago the famous Chinese general Sun Tzu wrote the classic work on military strategy, The Art of War. Now, in a new edition of Sun Tzu and the Art of Business, Mark McNeilly shows how Sun Tzu's strategic principles can be applied to twenty-first century business. Here are two books in one: McNeilly's synthesis of Sun Tzu's ideas into six strategic principles for the business executive, plus the text of Samuel B. Griffith's popular translation of The Art of War. McNeilly explains how to gain market share without inciting competitive retaliation, how to attack competitors' weak points, and how to maximize market information for competitive advantage. He demonstrates the value of speed and preparation in throwing the competition off-balance, employing strategy to beat the competition, and the need for character in leaders. Lastly, McNeilly presents a practical method to put Sun Tzu's principles into practice. By using modern examples throughout the book from Google, Zappos, Amazon, Dyson, Aflac, Singapore Airlines, Best Buy, the NFL, Tata Motors, Starbucks, and many others, he illustrates how, by following the wisdom of history's most respected strategist, executives can avoid the pitfalls of management fads and achieve lasting competitive advantage.

An important new history of air and sea power in World War II and its decisive role in Allied victory.

Analyzes the leadership and strategies of three forefront military leaders from the ancient world, offers insight into the purposes behind their conflicts, and shows what today's leaders can glean from their successes and failures.

Japan’s decision to attack the United States in 1941 is widely regarded as irrational to the point of suicidal. How could Japan hope to survive a war with, much less defeat, an enemy possessing an invulnerable homeland and an industrial base 10 times that of Japan? The Pacific War was one that Japan was always going to lose, so how does one explain Tokyo’s decision? Did the Japanese recognize the odds against them? Did they have a concept of victory, or at least of avoiding defeat? Or did the Japanese prefer a lost war to an unacceptable peace? Dr. Jeffrey Record takes a fresh look at Japan’s decision for war, and concludes that it was dictated by Japanese pride and the threatened economic destruction of Japan by the United States. He believes that Japanese aggression in East Asia was the root cause of the Pacific War, but argues that the road to war in 1941 was built on American as well as Japanese miscalculations and that both sides suffered from cultural ignorance and racial arrogance. Record finds that the Americans underestimated the role of fear and honor in Japanese calculations and overestimated the effectiveness of economic sanctions as a deterrent to war, whereas the Japanese underestimated the cohesion and resolve of an aroused American society and overestimated their own martial prowess as a means of defeating U.S. material superiority. He believes that the failure of deterrence was mutual, and that the descent of the United States and Japan into war contains lessons of great and continuing relevance to American foreign policy and defense decision-makers.