The Six Disciplines of Breakthrough Learning - How to Turn Training and Development into Business Results

CAPTURE THE ONBOARDING MARGIN WITH THE "4 PILLARS" OF SUCCESSFUL ONBOARDING
"Bringing a new employee on board can be the start of a rewarding relationship or the beginning of a missed opportunity. This smart book can teach you how to make the most of each employee's career starting on Day One."
—Daniel H. Pink, author of DRIVE and A WHOLE NEW MIND

"This book has the potential to change the way that we think about new hires and what is possible from the group. With the instruction provided, you can migrate onboarding from the administrative to the strategic, and deliver far greater value for your enterprise."
—Betty Thompson, Senior Vice President, People Services, Booz Allen Hamilton

"People are a company's most important asset. Successful Onboarding makes the case for the importance of effective onboarding in setting up employees for success."
—Stephen Squeri, Group President, Global Services and Chief Information Officer, American Express Company

"Hiring employees is the biggest investment most organizations make. Understanding how to make sure that investment sticks is what onboarding is about, and Successful Onboarding shows you how to do it right."
—Peter Cappelli, Director of the Center for Human Resources, The Wharton School, The University of Pennsylvania; author of TALENT ON DEMAND

Fact: 1/3rd of all external hires are no longer with the organization after 2 years. What can you do about it? In a word: onboarding; although poorly understood, subject to narrow definitions, and with limited best practice understanding or management rigor. Consultants Mark Stein & Lilith Christiansen have worked with leading companies on it, and they've synthesized their work into a ready to use system.

With Successful Onboarding, you can:

• Rewrite the employer-employee compact—to everyone's advantage
• Reduce time-to-productivity—while increasing the level of productivity and retention
• Make improvements at the systemic level—with gains realized with regularity * Enroll new hires in your company's strategic plan

Successful Onboarding provides a business case, a systemic approach to the entire process, and instructive inside stories from Apple, Starbucks, Netflix, Microsoft, Baird, Bank of America, John Deere, and dozens of other industry leaders.

“This is a terrific resource for anyone wanting to create an effective onboarding program.”
—Mindy Moye, Ph.D., Manager Employee Engagement, John Deere

“In Successful Onboarding Lilith and Mark demonstrate the financial impact that the onboarding process can have on your organization, and provides a roadmap for improving your return on investment. The book has already changed the way we think about onboarding in our organization.”
—Andrew Blocher, Chief Financial Officer, Federal Realty Investment Trust

“Goodbye old-school orientation and welcome to onboarding. A great reference to tailor your onboarding based on your culture and strategy. This book demonstrates how sound and creative onboarding can prevent a lot of voluntary off-boarding from high performing employees.”
—Sonia Narang, Director, Leadership & Organization Development, Sony Pictures Entertainment

“Every company leader who is serious about delivering results through people should read this book. Successful Onboarding not only gives a roadmap to successful hiring and retention, but also addresses the common pitfalls that lead to adjustment struggles, discouragement and skepticism from new hires. This book rings true to those of us who coach leaders in the onboarding transition.”
—Kate Ebner, Co-Director, Georgetown University Leadership Coaching Program, Principal, The Nebo Company

“This is an important book for business leaders who want to assure employee engagement from Day One! Practical and instructive, the book gives leaders everything required to plan and implement an onboarding strategy that provides maximum organizational benefits. Not only does the book convincingly build the business case for excellence in onboarding, the authors lay out in the clearest of terms a ‘recipe’ to assist practitioners to plan and implement a strategy that will contribute the results we are all looking for….engaged employees who choose to build a career in our organizations and contribute to organizational success in the long term! Well done, Mark and Lilith!”
—Bonnie DuPont, Corporate Director; Former Group Vice President, Corporate Resources, Enbridge, Inc.

“Successful Onboarding could easily be titled Maximizing Your ROI. If you adopt the authors’ perspective and follow the best practices they present, your organization will get the greatest possible return on its investment in new talent. Stein and Christiansen’s work will shift your focus from activities to results.”
—Scott Eblin, Eecutive coach and author, THE NEXT LEVEL: WHAT INSIDERS KNOW ABOUT EXECUTIVE SUCCESS

“An approach to transforming your organization’s onboarding process from a one-time transaction to a sustained and integrated employee experience that drives performance and engagement right out of the gate.”
—Matt Motzkin, Director, Organizational Development, Disney-ABC Television Group

More Power, More Purpose, and More Success for Managers

Have you ever been maligned, misunderstood, downsized, reengineered, reorganized, or even misled? Even in the best organizations, you face brutal competition, non-stop pressure, and relentless change.

Ignited reveals the gathering forces that will offer you unprecedented opportunities to reshape your career and organization. It outlines clear, realistic steps for leveraging your networks and resources to transform your vision into reality, and accomplish powerful goals only you can achieve. This is not another diatribe on leadership or grand strategic vision written by those already at the top: the Jack Welches or Rudy Giulianis who can simply dictate their visions to the organization. Ignited is for those leading from the middle: managers who need real tools to make a real difference. If you’re ready to take back your business, your career, and your life, Ignited is for you.

More Power

• Learn how to lead in a limited space
• Power up your network, expand your influence
• Overcome the traps of time, powerlessness, and negative emotions
• Drive meaningful strategic change across your company and industry

More Purpose

• Harness the power of seven key ignition points for achieving your highest purpose
• Accomplish the powerful goals you’re uniquely positioned to achieve
• Master the new roles of linkmaker, process master, pilot, healer, bard, scout, and translator
• Connect your personal passions with your company’s goals

More Success

• Master a system for selling your vision, and succeeding with the projects you’re most passionate about
• Live your best life, not just your company’s

Where Did They Go? A Business's understanding to why they lose business. Also known as " Why Our Customers Quit?"

From the creators of SPIN Selling®--a groundbreaking strategy for selling at a premium price every time.

Do you frequently discount to win business? Do your customers ignore the differentiators you believe you bring to the marketplace? Does your brand seem to matter less to customers today?

Great products, stellar service, and a strong brand are just prerequisites today. They no longer differentiate. If you don’t do something radically different soon, you will become unnecessary to customers.

Integrating the most comprehensive research in the selling profession with years of realworld application by leading sales organizations, Huthwaite, Inc., creator of SPIN Selling®, brings you Escaping the Price-Driven Sale. This book builds on Huthwaite’s history of providing groundbreaking concepts with straightforward guidance for execution.

Sellers who master requisite new skills can dominate their market and virtually eliminate their competition. Those who fail to make the adjustment are doomed to irrelevance.

Escaping the Price-Driven Sale reveals how sellers can become differentiators themselves by providing insight that customers cannot find elsewhere.

In this book you will discover:

DO YOU DO THE FOLLOWING WHEN ATTEMPTING TO SET APPOINTMENTS?

• Ask, "How are you today?" or, "Do you have time to talk?" to begin a call
• Continually modify your value proposition thinking that the perfect one will stop the no's
• Never leave voice mails because you think they're a waste of time
• Use tricks to get gatekeepers to put you through
• Believe the target is being truthful when they tell you why they don't want to meet
• Attempt to counter their first conditioned knee jerk response with logic

After reading this book, you'll discover that these common mistakes, plus many others, are hurting your effectiveness, causing you to work harder and make less money. You'll also know exactly how to address the biggest challenge to your success: the need to get in front of more prospects in less time.

Additionally, you'll realize you only have three sources for initial appointments; lead generation programs, networking and referrals, and cold calling: and that all three require the ability to set appointments. You'll also learn that it makes no difference whether your target is warm or cold; the basic process for each call is identical. Let's face it: Even referrals say no, they're just nicer about it. When you understand this, you'll discover why all sales professional should have the skills, tools and processes to be both effective and efficient at this critical responsibility.

This comprehensive, easy-to-understand, easy-to-follow guide to successful appointment-setting is written by Barry Caponi, one of America's foremost thought leaders on all aspects of the subject.

Hundreds of companies throughout the world have dramatically increased their total number of new appointments by implementing the only appointment-setting methodology that addresses both effectiveness and efficiency. This volume (the first in a two-book set) will help you master the art of setting appointments-whether they are warm or cold-once and for all.