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Bio
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Coaching
- Book List
Recommended Reading by Sales Coach - Ms. Alice Heiman
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Please
Understand Me II: Temperament, Character, Intelligence, by David
Keirsey
For the past twenty years Keirsey has continued
to investigate personality differences -- to refine his theory
of the four temperaments and to define the facets of character
that distinguish one from another. His findings form the basis
of Please Understand Me II, an updated and greatly expanded edition
of the book, far more comprehensive and coherent than the original,
and yet with much of the same easy accessibility. |
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Smart
Women Finish Rich : 7 Steps to Achieving Financial Security and
Funding Your Dreams, by David Bach
With
hundreds of thousands copies in print around the world, Smart Women
Finish Rich, by renowned financial advisor David Bach, has shown
women of all ages and backgrounds how to take control of their financial
future and finish rich. Whether you're working with a few dollars
a week or a significant inheritance, Bach's nine-step program gives
you tools for spending wisely, establishing security, and aligning
money with your values. |
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The
New Conceptual Selling: The Most Effective and Proven Method for
Face-To-Face Sales Planning, by Stephen E. Heiman, Diane Sanchez,
Tad Tuleja
Throw the old rules of traditional sales out the
window. Stephen E. Heiman and his co-authors, Diane Sanchez and
Tad Tuleja, state in no uncertain terms that to remain a successful
sales professional, you need to change the way you view the selling
process. They advocate a customer-driven model of sales as the
only approach for long-term success. The book includes “personal
workshops” to allow you to apply these concepts directly
to your sales situation. |
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The
New Strategic Selling: The Unique Sales System Proven Successful
by the World's Best Companies, by Stephen E. Heiman, Diane Sanchez,
Tad Tuleja
By eliminating "fickle luck"
from the sales process and replacing it with proven, visible, repeatable
skills, this book offers a sure-fire method for making the sale
every time. This expanded edition features the basic tenets from
the first book, plus a valuable array of new features. Confronts
the rapidly evolving world of businessto-business sales with new
real-world examples, new strategies for confronting competition,
& a special section featuring the most commonly asked questions
from the Miller Heiman workshops. |
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Selling
Machine, by Diane Sanchez, Steve Heiman, Tad Tuleja
Selling
Machine, by sales consultants Diane Sanchez and Stephen E. Heiman,
advances a perfectly logical but all-too-rarely followed business
concept: because sales revenue is the driving force behind practically
every company, all employees should share responsibility for maximizing
it. After working with major firms such as Coca-Cola, DuPont, Hallmark,
and Chase Manhattan, the authors concluded that top companies actively
encourage everyone--from top to bottom--to help the sales force
do its job. The related principles that these firms adhere to are
outlined and explained here, and then applied to the types of problems
that salespeople face daily. |
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Work
With Passion : How to Do What You Love for a Living, by Nancy Anderson
Do what you love for a living: that's the advice
of a revised, updated edition which continues to advise people on
how to patch passions with work goals. From networking and writing
resumes to achieving the perfect career and personal match, this
gives solid advice. Reflecting the spiritual growth approach of
the 1990s, an inspiring book offers a ten-point program for career
seekers to work at what interests them, apply natural skills and
abilities, and reap personal and financial rewards. Original. 30,000
first printing. |
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The
Art of Innovation, by Tom Kelly
IDEO, the
world's leading design firm, is the brain trust that's behind some
of the more brilliant innovations of the past 20 years--from the
Apple mouse, the Polaroid i-Zone instant camera, and the Palm V
to the "fat" toothbrush for kids and a self-sealing water
bottle for dirt bikers. Not surprisingly, companies all over the
world have long wondered what they could learn from IDEO, to come
up with better ideas for their own products, services, and operations.
In this terrific book from IDEO general manager Tom Kelley (brother
of founder David Kelley), IDEO finally delivers--but thankfully
not in the step-by-step, flow-chart-filled "process speak"
of most how-you-can-do-what-we-do business books. |
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See
Jane Win, by Dr. Sylvia Rimm
See Jane Win
is a parents' guide for turning girls into happy, successful women.
Child psychologist Sylvia Rimm, along with her daughters--a research
psychologist and a pediatric-oncology researcher--spent three and
a half years collecting data and conducting interviews to devise
the 20 basic points detailed in this book. Their conclusions were
based in large part on a detailed questionnaire completed by over
1,400 women with successful careers in a variety of fields, including
science and technology, media, the arts, medicine, law, and education.
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How
Jane Won, by Dr. Syvia Rimm
How
Jane Won tells the stories of some 50 women who have been successful
both at work and at home. Ranging in age from 30 to 80--some famous,
some not--these women speak in their own voices about how their
girlhoods sowed the seeds for their success, and how they coped
with society's prejudices, triumphed despite discouragement, and
found inspiration. They are lawmakers and judges, shatterers of
glass ceilings, healers and discoverers, teachers and community
leaders, artists and musicians, and communicators. And their stories
are full of good counsel and inspiration. |
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The
Leadership Challenge, 3rd Edition
by James M. Kouzes (Author), Barry Z. Posner (Author)
In the 1980s and again in the '90s, James M. Kouzes and Barry Z.
Posner published The Leadership Challenge to address issues they
uncovered in research on ordinary people achieving "individual
leadership standards of excellence." The keys they identified--model
the way, inspire a shared vision, challenge the process, enable
others to act, encourage the heart--have now been reexamined in
the context of the post-millennium world and updated in a third
edition. "What we have discovered, and rediscovered, is that
leadership is not the private reserve of a few charismatic men and
women," write Kouzes, chairman emeritus of the Tom Peters Company,
and Posner, dean of the Leavey School of Business at Santa Clara
University. |
Alice Heiman's
Successful Sales Processes and Strategies
have been noted in 2003 Selling
Power Magazine. |
