This breakthrough guide by two of the nation's leading authorities on improving sales force effectiveness shows how companies can better anticipate and executive to align with their customers' evolving procurement capabilities. This "outside-in" approach focuses on the all-important customer perspective, enabling companies to retool sales, marketing, service, delivery, and distribution functions with a more complete appreciation of their customer's procurement processes. Part 1 of the book examines why almost a century of mass distribution and product-focused thinking still dominates sales and marketing. In helping companies reengineer their approach to winning and keeping customers, the book analyzes the growing process capability of buyers who utilize fewer suppliers, multilayer contracts, chain management techniques, and single-sourcing. Finally, it describes a new model for understanding modern procurement capabilities. Part 2 reappraises the effectiveness of core sales and marketing assumptions. The authors describe how the new era of engagement, or bringing the company to the customer, is eclipsing traditional sales and marketing roles. They draw heavily from the strategies of leading firms that have successfully established enduring and profitable customer relationships. The authors show how companies can revamp sales, marketing, and service functions for breakthrough advances in serving customers, as well as how they can enhance returns on their engagement processes. Part 3 provides a host of new tools for implementing an outside-in approach. It shows how to measure return on the engagement process, individual contributions to the team, and customer satisfaction. It also examines how to introduce new performance measures without disrupting the entire process.

Sales Reengineering from the Outside in: Engaging Customers With a New Approach to Sales, Marketing, and Service

Business & Money

O′Connell, Bill

Blessington, Mark

Management & Leadership

McGraw=Hill

Solution Focused Coaching in Practice (Essential Coaching Skills and Knowledge)

Solution Focused Coaching in Practice is a practical ‘how-to’ guide that provides an invaluable overview of Solution Focused Coaching skills and techniques.  Reflecting upon published research on the solution focused approach, Bill O’Connell, Stephen Palmer and Helen Williams bring their own experiences of Solution Focused Coaching together with others in the field to cover topics such as:  the coach-coachee relationship the role of technology in coaching inclusive coaching  group and team coaching  practical issues and skills.  Incorporating coachee case studies, worksheets, practice tips and discussion points, the skills, strategies and techniques in this book are straightforward to apply and can be used in most coaching settings. This practical book is essential reading for experienced personal or executive coaches, managers considering introducing a new and better coaching culture for their staff, and for those just starting out on their coaching journey.

Health, Fitness & Dieting

Palmer, Stephen

Williams, Helen

Mental Health

Routledge

Solution Focused Coaching in Practice is a practical ‘how-to’ guide that provides an invaluable overview of Solution Focused Coaching skills and techniques. Reflecting upon published research on the solution focused approach, Bill O’Connell, Stephen Palmer and Helen Williams bring their own experiences of Solution Focused Coaching together with others in the field to cover topics such as: <ul>
<li>the coach-coachee relationship</li> <li>the role of technology in coaching</li> <li>inclusive coaching </li> <li>group and team coaching </li> <li>practical issues and skills.</li> </ul>
Incorporating coachee case studies, worksheets, practice tips and discussion points, the skills, strategies and techniques in this book are straightforward to apply and can be used in most coaching settings. This practical book is essential reading for experienced personal or executive coaches, managers considering introducing a new and better coaching culture for their staff, and for those just starting out on their coaching journey.

Fourteen: The Murder of David Stukel

Chicago Tribune editor Bill O'Connell O'Connell explores one of the most heinous but least publicized crimes in Illinois history: the 1968 abduction, sexual assault, and murder of fourteen-year-old David Stukel by fourteen-year-old bullies Billy Rose Sprinkle and James Perruquet. O'Connell-David Stukel's Little League teammate-recalls the victim's idyllic childhood and takes readers into the minds of the murderers and inside the homes, hearts, and photo albums of the victim's family, whose grief is palpable a generation after the crime. His research includes parole interviews, inmate psychological reports and conversations with the families of the murderers and the family of the victim. Fourteen is a masterfully crafted, thoroughly insightful account of the years leading up to, and the four decades since, the unconscionable and unprovoked slaying of an innocent ninety-five-pound high school freshman.

History

iUniverse

Solution-Focused Therapy (Brief Therapies series)

`The book gives a clearly-written overview of the components and competent practice of SFT, illustrated with well-chosen examples of session dialogues. It will prove a useful introduction [and] for those of us who already use an SFT approach, it provides in addition a context for this model within the brief therapy and social constructionist traditions... This book is the most readable and well-argued introduction to SFT that I have yet seen′ - Counselling at Work `This is an easy-to-read and informative book emphasising respect for, and the autonomy of, the client′ - Counselling, The Journal of the British Association for Counselling This eminently practical book clearly identi

Sage Publications Ltd.

Solution-Focused Stress Counselling

`A strength of the book is that the solution-focused therapy process was clearly identified in a step-by-step procedure, with many examples of specific dialogues and strategies that would be appropriate with a client.  Overall the book presented a coverage of the theoretical and application components of solution-focused counselling that would be valuable reference for health psychologist or allied-health professionals working in a stress-counselling role′ - Journal of Family Studies  Solution-focused therapy is of growing interest to a wide range of professional not only because of the tight time limits within which so many have to work; counsellors are increasingly open to using a variety of approaches based on what is most helpful to their clients in their particular contexts. This book aims to help practitioners to extend their therapeutic repertoire of interventions by explaining clearly how solution-focused skills can help clients.  Written for a wide range of professionals - psychologists, counsellors, social workers, probation officers, and mental health workers - this solution-focussed therapy manual looks at organizational and work-related stress, and on developing solutions for groups.

Psychology & Counseling

As part of the popular Brief Therapies Series, this long awaited Third Edition will tell you all you need to know about Solution-Focused Therapy (SFT) and more! This popular introduction takes you step-by-step through the counseling process, providing insight into how to structure and manage your therapeutic work in ways that are grounded in Solution-Focused principles. 
From leading Solution-Focused expert Bill O′Connell, this book will not only provide practical guidelines and theoretical background for the beginner but support and inspiration for the more experienced.

See the best price to sell, buy, or rent books by O′Connell, Bill. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by O′Connell, Bill

See the best price to sell, buy, or rent books by O′Connell, Bill. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Sales Reengineering from the Outside in: Engaging Customers With a New Approach to Sales, Marketing, and Service

Solution Focused Coaching in Practice (Essential Coaching Skills and Knowledge)

Solution Focused Coaching in Practice (Essential Coaching Skills and Knowledge)

Fourteen: The Murder of David Stukel

Solution-Focused Therapy (Brief Therapies series)

Solution-Focused Therapy (Brief Therapies series)

Solution-Focused Stress Counselling

Solution-Focused Stress Counselling

Solution-Focused Therapy (Brief Therapies series)

Solution-Focused Therapy (Brief Therapies series)