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.

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.

* Provides tailored guidance for entrepreneurs who are also life partners, and women entrepreneurs, based on the authors' decades of successful experience * Covers such important issues for all entrepreneurs as risk tolerance and mitigation, infrastructure scaling, and exit strategy * Offers insights on trends and opportunities for entrepreneurs in a post-COVID19 world

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.

Drawing on an impressive range of archival material, this monograph delves into the careers of two businessmen who worked for Nordic chartered monopoly trading companies to illuminate individual entrepreneurship in the context of seventeenth-century long-distance trade. The study spans the Caribbean to the Indian Ocean, examining global entanglements through personal interactions and daily trading activities between Europeans, Asian merchants and African brokers. It makes an important contribution to our understanding of the role of individuals and their networks within the great European trading companies of the early modern period. This unique book will be of interest to advanced students and researchers of economic history, business history, early modern global history and entrepreneurship.

In recent years, there has been a growing debate, particularly in the UK and Europe, over the merits of using discrete-event simulation (DES) and system dynamics (SD); there are now instances where both methodologies were employed on the same problem. This book details each method, comparing each in terms of both theory and their application to various problem situations. It also provides a seamless treatment of various topics--theory, philosophy, detailed mechanics, practical implementation--providing a systematic treatment of the methodologies of DES and SD, which previously have been treated separately.

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.

* 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

Digitisation and digital transformation are not only a topic of the media, but are also taking place in companies. The digital transformation affects the most diverse fields, from procurement to sales and from organisation to strategy development. This task requires the commitment of every company management and cannot simply be delegated. This book aims to help managers and entrepreneurs to set up structures in their organisation that allow them to approach the digital transformation systematically. The topics covered range from the configuration of digitisation strategies and new management roles such as the Chief Digital Officer to the importance of IT infrastructures, HR management and corporate culture as enablers of digital transformation. A simple framework serves as an orientation framework that structures the management tasks and clearly summarises the various concepts and instruments. In the 2nd revised and expanded edition, the focus is on organisational aspects, in particular the role of start-ups for the digital transformation, the design of the so-called Digital Innovation Units and the role of the CDO. Secondly, the design and management of digitisation projects is considered in more detail. And thirdly, the concept of digital transformation is further specified and delimited. In addition, the advancing technological development is taken into account. "Prof. Thomas Hess provides a concrete overview of many important aspects to be considered in the digital transformation of companies. Clearly worth reading." Stefan Winners, Chief Digital Officer at Hubert Burda Media "Beyond the buzzword - Finally someone manages to systematically untangle the chaos surrounding digital transformation. With his book, Thomas Hess truly establishes the guardrails for managing digital transformation projects. While others promise much and deliver little, Thomas Hess gives the reader a design framework rather than a patent remedy." Dr Christoph Steiger, former board member and CDO of Hoffmann Group "Clearly more than just another book on the topic of digital transformation! With exciting insights from science and practice, Thomas Hess provides a toolbox for digital transformation. Relevant for business and relevant researchers." Prof. em. Dr. Dr. h.c. Hubert OEsterle, University of St. Gallen

Grounded in extensive research and field testing, Design-Centered Entrepreneurship presents a concise problem-solving approach to developing a unique business concept. Step-by-step guidelines provide insight into exploring market problem spaces, uncovering overlooked opportunities, reframing customer problems, creating business solutions, and sustaining success and an entrepreneurial culture. Drawing on methodologies from the world of design, the book helps students of entrepreneurship fill in the missing piece that transforms opportunity recognition into a viable business concept. Plenty of useful diagrams help to organize key concepts, making them easily accessible to readers. This second edition has been updated to include social entrepreneurship, more international examples and enhanced support materials. The digital supplements include a virtual creative problem-solving profile, slides, and an instructor manual. Design-Centered Entrepreneurship is the ideal text for entrepreneurship and new venture creation courses with a focus on design thinking.

In this book, Edosa explores common challenges which limit the value that organisations can get from data. What makes his book unique is that he also tackles one of the unspoken barriers to data adoption-fear. Fear of the unknown, fear of the intangible, fear of the investment needed and, yes, fear of losing your job to a machine. With his talent for distilling clarity from complexity, Edosa tackles this and many other challenges. -Tim Carmichael, Chief Data Officer, Chalhoub Group This book offers fresh insight about how to solve the interactional frictions that hamper the flow of data, information and knowledge across organisations. Yet, rather than being stuck with endless polarising debates such as breaking down silos, it shifts focus back towards the ultimate "to what end." -Jacky Wright, Chief Digital Officer (CDO), Microsoft US If you care about AI transformation, empowering people or advancing organisational success in an increasingly digital world, then you should read this book. -Yomi Ibosiola, Chief Data and Analytics Officer, Union Bank A retail giant already struggling due to the Covid-19 pandemic was faced with a disastrous situation when-at the end of a critical investment in an artificial intelligence project that had been meant to save money-it suddenly discovered that its implementation was likely to leave it worse off. An entire critical service stream within an insurer's production system crashed. This critical failure resulted in the detentions of fully insured motorists for allegedly not carrying required insurance. Making Data Work details these two scenarios as well as others illustrating the consequences that arise when organizations do not know how to make data work properly. It is a journey to determine what to do to "make data work" for ourselves and for our organisations. It is a journey to discover how to bring it all together so organisations can enable digital transformation, empower people, and advance organisational success. It is the journey to a world where data and technology finally live up to the hype and deliver better human outcomes, where artificial intelligence can move us from reacting to situations to predicting future occurrences and enabling desirable possibilities.

State-owned enterprises (SOEs) combine economic activities resulting from their position on the market with non-economic functions determined by the state owner. In many of the world's major economies, SOEs play an important role, and in some, such as China, India, Russia and Brazil, they are outright dominant. At the same time, the existence of SOEs is largely ignored by economic theory and the current figures on SOEs on a global scale available in the literature are questionable in terms of their methodological validity and thus they do not allow for a proper cross-country analysis. This book fills this research gap. It focuses on the scope and importance of SOEs in a broad group of the largest economies, primarily on a variety of quantitative estimates. It contains the results of an extensive and unique empirical study of 37 of the world's largest economies over the period from 2009 to 2018. The findings showed that the average share of SOEs - measured by operating revenues and total assets - in the group of the largest 100 enterprises (Top 100) of a given country is nearly 30%, while in the Top 20 group it is even slightly higher. The authors present an econometric analysis showing the relationship between the scope of SOEs and the various economic and non-economic characteristics of the studied set of countries. The book also contains an in-depth discussion of selected key issues, such as the functions of SOEs in various types of economies, the role of SOEs in capital markets and the phenomenon of SOEs with foreign capital. This work is addressed to both academic economists, dealing with macroeconomics and economic policy, as well as researchers and analysts from various international organizations and think-tanks.

Written by one of the foremost leaders in business management education. Accessible, and written in a style that will appeal to university leaders, policy-makers and students. Whilst focussed on a specific university, the book has universal lessons across all continents.

Written by one of the foremost leaders in business management education. Accessible, and written in a style that will appeal to university leaders, policy-makers and students. Whilst focussed on a specific university, the book has universal lessons across all continents.

* Unlike other books on differentiation strategy, goes into detailed, clear explanations of the underlying concepts and principles * Goes beyond general guidelines to provide actionable, 'how to' details to create a differentiation strategy * Based on a process with proven results for large clients in such industries as hospitality management

* First new guide on franchising in over 10 years * Employs proprietary dataset for a research-backed and practical approach * Enables students to prepare their own feasibility analyses and growth strategies to enter this booming sector

This book provides insights into how new ventures in emerging economies and developing countries generate social innovation. It showcases new forms of business and how they are different from traditional business models. With increasing drive for innovation in emerging markets and lack of knowledge of how these markets work, this book enriches existing literature by looking at how such businesses in developing economies break new ground in a daunting, resource constrained environment. The book examines successful individual entrepreneurs, social relationships, product innovation, processes, systems and markets through cases. It navigates across key theoretical elements including individual initiative-taking, agency, and opportunity contexts. This book will be a useful reference to understanding the dynamics of new ventures in emerging markets and how they fuel social innovation and sustainable development.

The book addresses the prevalent digital transformation and focuses on its significant disruption in healthcare. In light of the distinctive characteristics and evolution of the Chinese healthcare industry, private multi-sided platform (MSP) companies emerge to offer novel values and explore the industry value chain. Drawing on the management and economics literature of MSPs, this book examines the selected Chinese MSPs and compares them with the counterpart MSPs in the U.S. This analysis highlights how the unfolding healthcare disruption is valuable for both scholars and practitioners to understand the trends and to take effective actions. "Disruptive Innovation through Digital Transformation: Multi-Sided Platforms of E-Health in China" provides readers in the developing and developed countries with insights on how to approach the current multi-sided platform and to resolve the current problems to better serve customers and patients in the healthcare market.

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.

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.

Consumer co-operatives provide a different approach to organizing business through their ideals of member ownership and democratic practice. Every co-operative member has an equal vote regardless of his or her own personal capital investment. The co-operative movement can also be an important force in promoting development and self-sufficiency in poorer areas, particularly in non-industrialised countries. This book explores in depth the fortunes of the Berkeley Consumer Co-operative, which became the largest consumer co-operative in the United States with 116,000 members in 1984 and viewed nationally as a leader in innovative retail practices and a champion of consumer rights. The Berkeley Consumer Co-operative is promoted by both supporters and opponents of the co-operative business model as a significant example of what can go wrong with the co-operatives. This book will provide the first in depth analysis of the history of the Berkeley Co-operative using its substantial but little used archives and oral histories to explore what the Berkeley experience means for the co-operative business model. The specific chapters relating to Berkeley will be organised around particular themes to highlight the issues relating to the co-operative business model and the local context of Berkeley. The themes relate to developments in Berkeley and the Bay Area in terms of the economy, politics and the retail environment; the management of the Berkeley co-operative, looking at governance, financial management and strategic decisions; relationship of management with members and employees; and finally, the relationship of the Berkeley Co-operative with the community. The core message of the book is that it is not inevitable that consumer co-operatives fail, but that the story of Berkeley story can provide insights that can strengthen the co-operative business model and minimise failures on the scale of Berkeley occurring in the future.

The book investigates the entrepreneurial marketing (EM) concept within the broader discipline of international entrepreneurship. The analysis of this concept, and designing a model of EM antecedents, elements, and outcomes that was tested on the basis of empirical studies covering companies from three European countries, explores and develops the field of international marketing and entrepreneurship. The book examines the role of entrepreneurial marketing in the internationalization processes of new ventures and adopts both qualitative and quantitative methods for analyzing the antecedents and characteristics of entrepreneurial marketing, as well as their relationships with internationalization activities and firms' performances. It goes on to show how the application of entrepreneurial marketing may lead to an accelerated internationalization of companies originating from a transition market, as well as the Western-European markets. It addresses these topics with regards to entrepreneurial marketing and management and will be of interest to researchers, academics, managers, entrepreneurs, and students in the fields of international business, international marketing, and entrepreneurship.

Concerns computer-based information systems that can affect the decision making behavior of their users. It tells the reader how to describe these systems and how to differentiate one from the other. Its main features are: a broad definition of Decision Support Systems (DSS), a process view of decision making, which leads to viewing DSS as interventions into the processes through which decisions are made, and a descriptive rather than a prescriptive approach.