You're in big trouble if you rely on having "feet on the street" to generate new sales. Selling in today's economy has forever changed. Buyers today are more challenging to reach and offer less of their time to anyone in sales. So it's time to rethink how we generate sales to create a sustainable model that produces consistent results. This book addresses the shifts sales professionals, and their organizations need to make in introducing modern sales strategies. It provides insights and proven strategies for business owners, sales executives, leaders, and professionals -- anyone who desires to create a rapid and sustained increase in their sales without investing significant time or money. In a comprehensive review of the author's work with global companies, Casemore introduces a model for "Unstoppable Selling" -- capturing the strategies and tactics of how top-performing companies have continued to sell more each year, all while increasing the predictability of their sales growth. This book contains powerful models, tools, and resources, including the Hybrid Sales Funnel, Rocket Fuel Referral Process, and the Market Maximizer. In addition, the book demonstrates how you can quickly establish your Unstoppable Sales Machine regardless of the size or sector of your company. Introducing your own unstoppable sales machine will not require you to hire a bunch of experts or more employees. This book accepts you where you are and then walks you through the steps to quickly introduce and launch your very own machine. You'll find all the advice, guidance, case studies, and worksheets in this one convenient book ready for you to implement. If you intend to scale your business or want more freedom from the daily rollercoaster of your current sales strategy, this is the book for you. Selling is a noble profession and the heart and soul of every business -- Yet the continued evolution of today's customers, how they engage, select, and buy products and services, requires we rethink how we approach selling. In this book, Casemore shows you how to become an expert at sales while having the freedom and comfort of knowing that your machine will never let you down.

* Reveals the unacknowledged truth behind organizational resilience: it's not about 'grit' or cybersecurity * Explores the four essential organizational components of resilience -- crews, capital, culture, and leadership * Maps 14 distinct elements of resilience that can be used as a framework that any organization can replicate * Includes real-world insights from leaders at organizations such as NBCUniversal and The Ohio State University

One of the main challenges faced by all entrepreneurs, is the need to growth. Growth is part of all organizations, it implies continuous growth of sales, purchases, number of employees, profit and thus the growth of the enterprise. Most innovations that are part of the organizations are derived from the internal organization. Industrial Revolution 4.0 provides both opportunities and challenges to all entrepreneurs to grow their business. The rapid development of technology and all digital aspects create opportunities of innovation in organizations. These proceedings provide details beyond what is possible to be included in an oral presentation and constitute a concise but timely medium for the dissemination of recent research results. It will be invaluable to professionals and academics in the field of business, entrepreneurship and economics to get an understanding of recent research developments.

This book summarizes the results of Design Thinking Research carried out at Stanford University in Palo Alto, California, USA, and Hasso Plattner Institute in Potsdam, Germany.

The authors offer readers a closer look at Design Thinking with its processes of innovations and methods. The contents of the articles range from how to design ideas, methods, and technologies via creativity experiments and wicked problem solutions, to creative collaboration in the real world and the connectivity of designers and engineers. But the topics go beyond this in their detailed exploration of design thinking and its use in IT systems engineering fields and even from a management perspective.

The authors show how these methods and strategies work in companies, introduce new technologies and their functions and demonstrate how Design Thinking can influence as diverse a topic area as marriage. Furthermore, we see how special design thinking use functions in solving wicked problems in complex fields.

Thinking and creating innovations are basically and inherently human - so is Design Thinking. Due to this, Design Thinking is not only a factual matter or a result of special courses nor of being gifted or trained: it's a way of dealing with our environment and improving techniques, technologies and life.

In the last two decades, the quest for a widely accepted definition of social enterprise has been a central issue in a great number of publications. The main objective of the ICSEM Project (on which this book is based) was to show that the social enterprise field would benefit much more from linking conceptualisation efforts to the huge diversity of social enterprises than from an additional and ambitious attempt at providing an encompassing definition. Starting from a hypothesis that could be termed "the impossibility of a unified definition", the ICSEM research strategy relied on bottom-up approaches to capture the social enterprise phenomenon in its local and national contexts. This strategy made it possible to take into account and give legitimacy to locally embedded approaches, while simultaneously allowing for the identification of major social enterprise models to delineate the field on common grounds at the international level. Social Enterprise in Central and Eastern Europe - the last volume in a series of four ICSEM-based books on social enterprise worldwide - will serve as a key reference and resource for teachers, researchers, students, experts, policy makers, journalists and others who want to acquire a broad understanding of the social enterprise and social entrepreneurship phenomena as they emerge and develop in this region.

Features: Discusses simple interest and its application to promissory notes/treasury bills. Discusses compound interest with applications to present and future values. Introduces the banking field including loans, annuities, and the spot/forward FX market. Discusses trade discounts and markups/markdowns Introduces the insurance field and the role of the actuary Introduces the fields of data analytics and operations research Discusses business metrics and problem solving Introduces matrices and their applications Discusses calculus and its applications Discusses basic financial statements such as balance sheet, profit and loss and cash account. Reviews a selection of software to support business mathematics

Features: Discusses simple interest and its application to promissory notes/treasury bills. Discusses compound interest with applications to present and future values. Introduces the banking field including loans, annuities, and the spot/forward FX market. Discusses trade discounts and markups/markdowns Introduces the insurance field and the role of the actuary Introduces the fields of data analytics and operations research Discusses business metrics and problem solving Introduces matrices and their applications Discusses calculus and its applications Discusses basic financial statements such as balance sheet, profit and loss and cash account. Reviews a selection of software to support business mathematics

Business Process Management (BPM) has become one of the most widely used approaches for the design of modern organizational and information systems. The conscious treatment of business processes as significant corporate assets has facilitated substantial improvements in organizational performance but is also used to ensure the conformance of corporate activities. This Handbook presents in two volumes the contemporary body of knowledge as articulated by the world's leading BPM thought leaders. This second volume focuses on the managerial and organizational challenges ofBPM such as strategic and cultural alignment, governance and the education of BPM stakeholders. As such, this book provides concepts and methodologies for the integration of BPM. Each chapter has been contributed by leading international experts. Selected case studies complement their views and lead to a summary of BPM expertise that is unique in its coverage of the most critical success factors of BPM.

The second edition of this handbook has been significantly revised and extended. Each chapter has been updated to reflect the most current developments. This includes in particular new technologies such as in-memory data and process management, social media and networks. A further focus of this revised and extended edition is on the actual deployment of the proposed theoretical concepts. This volume includes a number of entire new chapters from some of the world's leading experts in the domain of BPM.

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This classroom-texted textbook/reference presents a set of useful modeling techniques, describing how these can be combined into a powerful framework for the analysis and design of business systems. These techniques follow an interactive modeling and simulation (IMS) approach, enabling the modeling and simulation of separate parts of the system at different levels of abstraction, and the composition of these parts in a flexible crosscutting manner that preserves the behavior of the individual parts. Topics and features: presents a detailed introduction to the foundations of IMS for business system design, covering protocol modeling and goal modeling semantics; describes the practical application of IMS for business system design, illustrated by a selection of useful case studies; highlights the advantages of this approach to IMS for business system design, with a focus on performance management, motivation modeling, and communication; includes review questions and exercises at the end of each chapter.

This book provides a historical economic analysis of two key issues relating to township and village enterprise (TVE) development in China. Firstly, the nature of the evolving relationship between TVEs and local government; in particular how TVE entrepreneurs have used institutionalized power to secure the political influence needed to defend their financial independence. Secondly, the relationship between TVEs and state-owned enterprises (SOEs), and the role of SOEs in China's economic transition. This study highlights the importance of the role of SOEs in the "dual-track pricing system" and its impact on other parts of the economy. Township and village enterprises were key to China's success in the late twentieth century, but have more or less disappeared as an entity over the past decade or so. By measuring the structural difference of the SOE sector before and after 1998-2003 SOE reform, Jin explains their fast catch-up in productivity since the mid-1990s, as well as the relative decline of TVE productivity.

Entrepreneurial Communities and Ecosystems: Case Study Insights aims to provide applied examples that embody the theories, principles, and processes that contribute to empowering everyday entrepreneurial communities and ecosystems. Relying on a diversity of narratives from a wide range of entrepreneurial communities, entrepreneurial ecosystems, and organizations, this book presents a collection of case studies that take the reader inside the minds of leaders who are working to empower entrepreneurs and build entrepreneurial ecosystems and entrepreneurial communities-sometimes from scratch. The book features research and stories from entrepreneurs, development agencies, entrepreneurial support and assistance organizations (i.e. feeders and supports), governments, and involved citizens and local leaders in their quest to make their communities more entrepreneuring. The book presents an analytic frame through which the case studies are cross-analyzed, providing "meta-guidelines" for pursuing a broad range of strategies for supporting local and regional entrepreneurial action. This research volume is equally useful as an undergraduate or graduate text on the sociology of entrepreneurs and entrepreneurship as it is a field guide for ecosystem builders, policy makers, nonprofits, and entrepreneurship and social researchers worldwide.

This book puts successful startup tools in the hands of creators: performers, artists, entertainers, creatives, and media makers seeking to launch like a business and generate more income. Readers will learn essential entrepreneurial principles taught to founders in the startup community. Creatives who read this book will learn: How to launch their creative startups Ways to run and market their venture efficiently Effective methods to test new services, products, and experiences To incorporate their entire skill set in an authentic way That they can do all of this now, without business classes or special training With actionable information, real-world case studies as examples, and specific steps to build business acumen from an artistic perspective, this book puts entrepreneurial tools into the frameworks and mindsets of those working in creative fields. Paula Landry, MBA, is a creator, writer/filmmaker, and musician who has been teaching and coaching creatives for a decade, through undergraduate and graduate programs in New York City, as well as at various non-profits.

The volume includes a collection of peer-reviewed contributions from among those presented at the main conference organized yearly by the Mexican Statistical Association (AME) and every two years by a Latin-American Confederation of Statistical Societies. For the 2018 edition, particular attention was placed on the analysis of highly complex or large data sets, which have come to be known as "big data". Statistical research in Latin America is prolific and research networks span within and outside the region. The goal of this volume is to provide access to selected works from Latin-American collaborators and their research networks to a wider audience. New methodological advances, motivated in part by the challenges of a data-driven world and the Latin American context, will be of interest to academics and practitioners around the world.

The second volume of this edited collection offers a number of contributions from leading scholars investigating Blockchain and its implications for business. Focusing on the transformation of the overall value chain, the sections cover the foundations of Blockchain and its sustainability, social and legal applications. It features a variety of use cases, from tourism to healthcare. Using a number of theoretical and methodological approaches, this innovative publication aims to further the cause of this ground-breaking technology and its use within information technology, supply chain and wider business management research.

Written by an author that has real world experience in launching a cyber consulting company. Comprehensive coverage ranging all the way from the legal formation to be used to which segment of the Cybersecurity Industry should be targeted. Explains how CISOs can market their services and get key customers.

Over the last few years, we have witnessed an upsurge of enthusiasm about cryptocurrencies and, more generally, the so-called blockchain technology. In this new and updated edition, the authors explore what exactly these new technologies entail and promise. They argue that to understand the potential challenges and further developments in the market, one needs to develop an understanding of what needs these innovations fulfill and what business models are consistent with their use. For that, we need to sufficiently understand both the technology and how it affects the economic forces at play. This book goes beyond the headlines that say "blockchain will decentralize everything" and provides in-depth, rigorous analysis of what can be effectively decentralized and how this decentralization will work. The book draws not only on the general knowledge of digital currencies and blockchain technologies, but also on recent academic research on the topic. Featuring a fully updated chapter on cryptocurrencies and new chapters on smart contracts and enterprise blockchains, this book is critical reading for those interested in how technology developments impact business and society.

Drawing on the entrepreneurial ecosystem as a frame of reference, this new edition of Female Entrepreneurship - Women's Entrepreneurship - continues to challenge contemporary assumptions regarding who or what is an entrepreneur. It draws upon relevant literature and research to enable research-led teaching delivery and provides students with a comprehensive understanding of women's entrepreneurship and a solid foundation from which they can pursue further studies. Informative but concise, Women's Entrepreneurship covers key concepts, issues, themes and approaches and provides useful suggested topics for debate. Updates include a revised chapter on Emerging Technologies and Women's Entrepreneurship, which explores digital entrepreneurship and cyberfeminism. Contextualisation of Women's Entrepreneurship acknowledges the broader contextual influences on women's entrepreneurship. Finally, two new chapters have been added looking at The Entrepreneurial Ecosystem and Women's Entrepreneurship Policy. International case studies explore the socio-economic context for women's entrepreneurship in regional, national and international economies. Pedagogy to aid learning is incorporated throughout, including learning outcomes, boxes to highlight key research insights and best practice as well as discussion points and activities. This book is important supplementary reading on entrepreneurship, small business management and women's and gender studies courses - it will prove particularly useful to women moving towards starting their own business as well as postgraduate students researching the topic for the first time.

This book puts successful startup tools in the hands of creators: performers, artists, entertainers, creatives, and media makers seeking to launch like a business and generate more income. Readers will learn essential entrepreneurial principles taught to founders in the startup community. Creatives who read this book will learn: How to launch their creative startups Ways to run and market their venture efficiently Effective methods to test new services, products, and experiences To incorporate their entire skill set in an authentic way That they can do all of this now, without business classes or special training With actionable information, real-world case studies as examples, and specific steps to build business acumen from an artistic perspective, this book puts entrepreneurial tools into the frameworks and mindsets of those working in creative fields. Paula Landry, MBA, is a creator, writer/filmmaker, and musician who has been teaching and coaching creatives for a decade, through undergraduate and graduate programs in New York City, as well as at various non-profits.

Concise guide useful for students, researchers and practitioners. Marginalized topic from a research perspective. Includes formal theory and case studies in art history.

The Covid-19 pandemic has induced a crisis grasping the world abruptly, simultaneously, and swiftly. As a critical juncture, it ignited a change of era for international business. This book illustrates how governments have dealt with the pandemic and the consequent impacts on international business. It also explores the disrupted operations and responses of businesses as their worldwide interconnectivity has been seriously threatened. The book discourses multidirectional aspects of the effects of Covid-19 on international business, ranging from the juxtaposing forces disrupting globalization and installing a change of era through decoupling of technological, production and knowledge flows to its stimulating aspects to the strategic response on business, industry and state level. The book contains thirty chapters that offer a multidimensional interpretation of impacts of Covid-19 on international business theory and practice. Employing the latest state of knowledge on the topic, the book is aimed at international business audience - scholars, students and managers who need to understand better the nature, scope and scale of the impacts of the pandemic on international business.

This volume contains the invited paper, the reviewed research papers, the discussants' comments on the latter, and the workshop memoranda of the fourth IFIP WG 8. 1 International Working Conference on "Information System Concepts," with the subtitle "An Integrated Discipline Emerging" (ISC04). It was held in Leiden, The Netherlands, 20-22 September 1999. The previous three ISCO conferences were subtitled "An In-depth Analysis," "Improving the Understanding," and "Towards a Consolidation of Views." Their proceedings were published in 1989, 1992, and 1995, respectively. The ISCO conferences were instigated by the former Task Group FRISCO (an acronym for "FRamework of Information System Concepts"), charged by the IFIP Working Group 8. 1 with the task of proposing a conceptual framework for the information system field. Its report, entitled "A Framework of Information System Concepts" (the "FRISCO Report" for short), is available on the World Wide Web via the address: http: //www. wi. leidenuniv. nl/ verrynstlfrisco. html or may be downloaded directly as a condensed Word-6 file from: ftp: //ftp. leidenuniv. nl/pub/rullfri-full. zip The FRISCO Report forms a significant contribution to the long-lasting quest of our community towards developing a scientific outlook on the field of information systems. Clarifying the varied nature of many diverging views - some of which may not easily be reconciled - the report does propose a coherent, consistent and partially formalised framework of concepts.

The safety case (SC) is one of the railway industry's most important deliverables for creating confidence in their systems. This is the first book on how to write an SC, based on the standard EN 50129:2003. Experience has shown that preparing and understanding an SC is difficult and time consuming, and as such the book provides insights that enhance the training for writing an SC. The book discusses both "regular" safety cases and agile safety cases, which avoid too much documentation, improve communication between the stakeholders, allow quicker approval of the system, and which are important in the light of rapidly changing technology. In addition, it discusses the necessity of frequently updating software due to market requirements, changes in requirements and increased cyber-security threats. After a general introduction to SCs and agile thinking in chapter 1, chapter 2 describes the majority of the roles that are relevant when developing railway-signaling systems. Next, chapter 3 provides information related to the assessment of signaling systems, to certifications based on IEC 61508 and to the authorization of signaling systems. Chapter 4 then explains how an agile safety plan satisfying the requirements given in EN 50126-1:1999 can be developed, while chapter 5 provides a brief introduction to safety case patterns and notations. Lastly, chapter 6 combines all this and describes how an (agile) SC can be developed and what it should include. To ensure that infrastructure managers, suppliers, consultants and others can take full advantage of the agile mind-set, the book includes concrete examples and presents relevant agile practices. Although the scope of the book is limited to signaling systems, the basic foundations for (agile) SCs are clearly described so that they can also be applied in other cases.

The Internet of Things (IoT) is an emerging network superstructure that will connect physical resources and actual users. It will support an ecosystem of smart applications and services bringing hyper-connectivity to our society by using augmented and rich interfaces. Whereas in the beginning IoT referred to the advent of barcodes and Radio Frequency Identification (RFID), which helped to automate inventory, tracking and basic identification, today IoT is characterized by a dynamic trend toward connecting smart sensors, objects, devices, data and applications. The next step will be cognitive IoT, facilitating object and data re-use across application domains and leveraging hyper-connectivity, interoperability solutions and semantically enriched information distribution.

The Architectural Reference Model (ARM), presented in this book by the members of the IoT-A project team driving this harmonization effort, makes it possible to connect vertically closed systems, architectures and application areas so as to create open interoperable systems and integrated environments and platforms. It constitutes a foundation from which software companies can capitalize on the benefits of developing consumer-oriented platforms including hardware, software and services.

The material is structured in two parts. Part A introduces the general concepts developed for and applied in the ARM. It is aimed at end users who want to use IoT technologies, managers interested in understanding the opportunities generated by these novel technologies, and system architects who are interested in an overview of the underlying basic models. It also includes several case studies to illustrate how the ARM has been used in real-life scenarios. Part B then addresses the topic at a more detailed technical level and is targeted at readers with a more scientific or technical background. It provides in-depth guidance on the ARM, including a detailed description of a process for generating concrete architectures, as well as reference manuals with guidelines on how to use the various models and perspectives presented to create a concrete architecture. Furthermore, best practices and tips on how system engineers can use the ARM to develop specific IoT architectures for dedicated IoT solutions are illustrated and exemplified in reverse mapping exercises of existing standards and platforms."

From authors used to operating between the commercial, public and independent sectors of the mixed cultural economy, Understanding Creative Business bridges the gap between creative practice and mainstream business organisation, entrepreneurship and management. Using stories, case studies and exercises it discusses the positioning of creative practice within professional and business development, cultural policy-making and the wider cultural economy, and suggests what the broader field of business and management studies can learn from the informal structure and working practices of creative industries networks. Consideration is given to how ethical and moral value orientations animate creative practice and how they play into the wider debate about social responsibilities within business and public policy. The authors also explore the way creative business practices often coalesce around emergent and self-organized networks and how this signals alternative approaches to management, entrepreneurship, business organisation and collaboration. Above all else this book is about relationships; the practical examples expose the ways creative business can professionalise research, develop and sustain routes to growth through 'open' collaborative innovation and the lessons this holds for more general business innovation and policy engagements with the public domain. Written in accessible language, this book will be useful to researchers, students, educators and practitioners within the creative industries; to those working within cultural policy, arts and cultural management; and to all with an interest in management and leadership.

This book intends to theoretically conceptualize and empirically investigate upcoming and established practices of community-based initiatives in various countries in which both citizens and governments join efforts and capacities to solve wicked issues. It aims to include and compare cases from various countries, departing from the notion that community-based initiatives take place in an institutional context of governmental structures, rules, procedures, regulations, and routines. This leads to government involvement in these initiatives and sharing the public space. Furthermore, the editors take into account what kind of leadership roles, knowledge, and resources are present and how they evolve in this collaborative or coordinative effort, which in turn can enhance the capacities of community-based initiatives. This book joins excellent researchers from renowned universities all over the world, aiming for a balance between upcoming scholars and renowned scholars in the field of community-based initiatives and governance capacity. Contributors were carefully selected on the basis of their experience in the field of community-based initiatives, citizens' engagement and governance capacity approaches. Aimed at researchers and academics, this volume will be of interest to those in the fields of business, economics, public administration, political science, social enterprise, sociology and third sector studies.