Recommendations based on "The Communication Book"

Apply psychology and behavioral science to web, UX, and graphic designBehavioral science leader and CEO at The Team W, Inc., Susan M. Weinschenk, provides a guide that every designer needs, combining real science and research with practical examples on everything from font size to online interactions. With this book you'll design more intuitive and engaging apps, software, websites and products that match the way people think, decide and behave.Here are some of the questions this book will answer: What grabs and holds attention? What makes memories stick? What motivates people? How does listening to music make people feel? How do you engineer a decision? What line length for text is best? Are some fonts better than others?We design to elicit responses from people. We want them to buy something, read more, or take action of some kind. Designing without understanding what makes people act the way they do is like exploring a new city without a map: results will be haphazard, confusing, and inefficient. Increase the effectiveness of your designs by using science-backed examples on human behavior."Every once in a while, a book comes along that is so well-written, researched, and designed that I just can't put it down. That's how good 100 Things Every Designer Needs to Know About People is!"―Lynne Cooke, Clinical Assistant Professor at Arizona State University

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12 year, $1 million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high value product and services. By following the simple, practical, and easy to apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real world examples, illuminating graphics, and informative case studies and backed by hard research data SPIN Selling is the million dollar key to understanding and producing record breaking high end sales performance. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

Hawkins And Turner Argue That Coaching Needs To Step Up To Deliver Value To All The Stakeholders Of The Coachee, Including Those They Lead, Colleagues, Investors, Customers, Partners, Their Local Community And Also The Wider Ecology. Systemic Coaching Contains Key Chapters On How To Contract In Various Settings, How To Work Relationally And Dialogically, How To Expand Our Own And Others’ Ecological Awareness, How To Get Greater Value From Supervision, Work With Systemic Ethics And Expand Our Impact. While Illustrating Why A New Model Of Coaching Is Necessary, Hawkins And Turner Also Provide The Tools And Approaches That Coaches And Clients Need To Deliver This Greater Impact, Accompanied By Real-life Case Examples And Interviews From The Authors And Other Leading Coaches And Leaders Globally. Systemic Coaching Will Be An Invaluable Resource For Coaches In Practice And In Training, Mentors, Coach Supervisors, Consultants In Leadership Development And Hr And L&d Professionals And Leaders.

Oren Klaff, sales and negotiating expert and bestselling author of Pitch Anything , reveals new playbook on persuasion in business.No one likes being pressured into making a purchase. Over decades of being marketed, pitched, sold (and lied) to, we've all grown resistant to sales persuasion. The moment we feel pressured to buy, we pull away. And if we're told what to think, our defenses go up. These days, it's just not enough to make a great pitch. That's why Oren Klaff says it's time to throw out the old playbook on persuasion.Instead, in Flip the Script , he devises a new approach based on a simple everyone trusts their own ideas. Instead of pushing your idea on your buyer, if you can guide them to discover it on their own, they will believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you. Klaff breaks down this insight into a series of actionable steps, for - Achieve Status Make sure that your potential buyer or investor recognizes you as a peer on the dominance hierarchy by using a status tip-off, a strategically placed remark that identifies you as an insider who can relate to your client's concerns.- Close the Certainty Allay your buyer's fears about going into business with you by delivering a flash roll, a practiced display of technical mastery that proves your expertise in the domain.- Present Your Idea as Plain You can go overboard trying to present your product as a cutting-edge, first-of-its-kind solution. The more you emphasize the familiar, reliable elements of your product, showing that it's just "plan vanilla," the easier you make it for your buyer to say yes.Packed with examples and stories of the long-shot, often hilarious deals that Klaff has pulled off over the years, from training a team of motorcycle parts salesmen in the freezing reaches of North Dakota, to selling investors on a Chinese marketplace in Hawaii, Flip the Script is the most entertaining, informative masterclass in dealmaking you'll find anywhere.

Give effective, dynamic, and memorablepresentations just like Steve JobsBased on the author’s article on Businessweek.com,which became one of the site’s most popular downloads,The Presentation Secrets of Steve Jobs breaks downthe 10 elements that make Steve Jobs’ legendary presentationsso outstanding. Readers implementing theseprinciples to their own presentations are sure to leavea lasting impression, dazzle their audiences, and becomea hard act to follow at any conference or seminar.An enhanced ebook is now available with 12 demonstration videos of Jobs' sure-fire presentation secrets! Select the Kindle Edition with Audio/Video from the available formats.

Following the success of international bestseller How Brands Grow: What Marketer's Don't Know comes a new book that takes readers further on a journey to smarter, evidence-based marketing.How Brands Grow Part 2, by Jenni Romaniuk and Byron Sharp, is about fundamentals of buying behaviour and brand performance - fundamentals that provide a consistent roadmap for brand growth, and improved marketing productivity.Ride the next wave of marketing knowledge with insights such as how to build Mental Availability, metrics to assess the strength of your brand's Distinctive Assets and a framework to underpin your brand's Physical Availability strategy. Learn practical insights such as smart ways to look at word of mouth and the sort of advertising needed to attract new brand buyers.This book is also a must read for marketers working in emerging markets, services, durables and luxury categories, with evidence that will challenge conventional wisdom about growing brands in these markets. If you've ever wondered if word of mouth has more impact in China, if luxury brands break all the rules of marketing or if online shoppers are more loyal to brands or retailers, this book is for you.If you read and loved How Brands Grow, it's time to move to the next level of marketing. And if you haven't, get ready -- this book will change the way you think about marketing forever.

The Provocative and Practical Guide to Coaching Agile TeamsAs an agile coach, you can help project teams become outstanding at agile, creating products that make them proud and helping organizations reap the powerful benefits of teams that deliver both innovation and excellence.More and more frequently, ScrumMasters and project managers are being asked to coach agile teams. But it’s a challenging role. It requires new skills―as well as a subtle understanding of when to step in and when to step back. Migrating from “command and control” to agile coaching requires a whole new mind-set.In Coaching Agile Teams, Lyssa Adkins gives agile coaches the insights they need to adopt this new mind-set and to guide teams to extraordinary performance in a re-energized work environment. You’ll gain a deep view into the role of the agile coach, discover what works and what doesn’t, and learn how to adapt powerful skills from many allied disciplines, including the fields of professional coaching and mentoring.Coverage includes Understanding what it takes to be a great agile coach Mastering all of the agile coach’s roles: teacher, mentor, problem solver, conflict navigator, and performance coach Creating an environment where self-organized, high-performance teams can emerge Coaching teams past cooperation and into full collaboration Evolving your leadership style as your team grows and changes Staying actively engaged without dominating your team and stunting its growth Recognizing failure, recovery, and success modes in your coaching Getting the most out of your own personal agile coaching journeyWhether you’re an agile coach, leader, trainer, mentor, facilitator, ScrumMaster, project manager, product owner, or team member, this book will help you become skilled at helping others become truly great. What could possibly be more rewarding?

We design to elicit responses from people. We want them to buy something, read more, or take action of some kind. Designing without understanding what makes people act the way they do is like exploring a new city without a map: results will be haphazard, confusing, and inefficient. This book combines real science and research with practical examples to deliver a guide every designer needs. With it you’ll be able to design more intuitive and engaging work for print, websites, applications, and products that matches the way people think, work, and play.Learn to increase the effectiveness, conversion rates, and usability of your own design projects by finding the answers to questions such as:What grabs and holds attention on a page or screen? What makes memories stick? What is more important, peripheral or central vision? How can you predict the types of errors that people will make? What is the limit to someone’s social circle? How do you motivate people to continue on to (the next step? What line length for text is best? Are some fonts better than others? These are just a few of the questions that the book answers in its deep-dive exploration of what makes people tick.

In The Software Craftsman, Sandro Mancuso explains what craftsmanship means to the developer and his or her organization, and shows how to live it every day in your real-world development environment. Mancuso shows how software craftsmanship fits with and helps students improve upon best-practice technical disciplines such as agile and lean, taking all development projects to the next level. Readers will learn how to change the disastrous perception that software developers are the same as factory workers, and that software projects can be run like factories.

Improve and Accelerate Software Delivery for Large, Distributed, Complex Projects   The Nexus Framework is the simplest, most effective approach to applying Scrum at scale across multiple teams, sites, and time zones. Created by Scrum.org–the pioneering Scrum training and certification organization founded by Scrum co-creator Ken Schwaber–Nexus draws on decades of experience to address the unique challenges teams face in coming together, sharing work, and managing and minimizing dependencies.   The Nexus™ Framework for Scaling Scrum is a concise book that shows how Nexus helps teams to deliver a complex, multi-platform, software-based product in short, frequent cycles, without sacrificing consistency or quality, and without adding unnecessary complexity or straying from Scrum’s core principles. Using an extended case study, the authors illustrate how Nexus helps teams solve common scaling challenges like reducing cross-team dependencies, preserving team self-organization and transparency, and ensuring accountability. Understand the challenges of delivering working, integrated product increments with multiple teams, and how Nexus addresses them Form a Nexus around a new or existing product and learn how that Nexus sets goals and plans its work Run Sprints within a Nexus, provide transparency into progress, conduct effective Nexus Sprint reviews, and use Nexus Sprint Retrospectives to continuously improve Overcome the distributed team collaboration challenges