{"product_id":"what-works-isbn-9781118391693","title":"What Works","description":"\u003cp\u003eTwo weeks into a recession, business partners Robert Cornish and Wil Seabrook started their company with two people, two laptops, a handshake, and an idea. They ignored the conventional wisdom that was burying their industry and forged their own path. Their mantra? \"Do What Works.\" Only three years later, the company, Richter10.2 Media Group, attained million dollar revenues and over 300 percent growth in one year. Today, it is one of the fastest growing small businesses in America with more than fifty employees, and debt-free, having never borrowed a penny. \u003ci\u003eWhat Works\u003c\/i\u003e is the blueprint to Richter's success. \u003c\/p\u003e\u003cp\u003eNow more than ever, the old models of how to start, promote, and run a successful business are no longer viable. \u003ci\u003eWhat Works\u003c\/i\u003e delivers real, applicable knowledge that will help you to grow your business and create the outcomes that you're striving for. \u003ci\u003eWhat Works\u003c\/i\u003e offers critical advice such as: \u003c\/p\u003e\u003cul\u003e \u003cli\u003e\n\u003cb\u003eKnow Your Public:\u003c\/b\u003e Focus all sales and marketing efforts only on companies and people that fit the audience you defined in the profile, which will dramatically drive growth as you direct your efforts to the people most likely to do business with you\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eMeasure by week and manage by week:\u003c\/b\u003e Avoid catastrophes that would be hard to correct if you only measure quarterly\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eSay No and Walk Away:\u003c\/b\u003e Focus on distilling the deals that don't fully align with your goals, purposes, and policies\u003c\/li\u003e \u003cli\u003eAnd much more!\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eWhat Works\u003c\/i\u003e offers the opportunity to learn how a couple of successful entrepreneurs did it themselves. Gain an edge by getting inside information that you can put into action today. No fluff, no filler. Only what works.  \u003c\/p\u003e\u003cp\u003ePreface ix\u003c\/p\u003e \u003cp\u003eIntroduction xi\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 On Sales 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCare 3\u003c\/p\u003e \u003cp\u003ePipeline Comes before Sales 4\u003c\/p\u003e \u003cp\u003eSales, Selling, and Getting Your People to Sell 5\u003c\/p\u003e \u003cp\u003eSaying No and Walking Away 6\u003c\/p\u003e \u003cp\u003eThe Art of the Follow-up 8\u003c\/p\u003e \u003cp\u003eThe Sales Team’s Role 9\u003c\/p\u003e \u003cp\u003eThe Tough Part of Sales 10\u003c\/p\u003e \u003cp\u003eAsking 11\u003c\/p\u003e \u003cp\u003eLong Sales Pitches 13\u003c\/p\u003e \u003cp\u003eIf They Were Sold, It Would Be Done 14\u003c\/p\u003e \u003cp\u003eDecide for Them 15\u003c\/p\u003e \u003cp\u003eHold Your Position 16\u003c\/p\u003e \u003cp\u003eTime to Cut the PR and Hit Them Straight 17\u003c\/p\u003e \u003cp\u003eTaking Money Is Good for Them 19\u003c\/p\u003e \u003cp\u003eIt’s Your Consideration or Theirs 21\u003c\/p\u003e \u003cp\u003eSales Is a Game of Intention 23\u003c\/p\u003e \u003cp\u003eConsiderations Bog Sales 24\u003c\/p\u003e \u003cp\u003eOrder Taker versus Salesperson 25\u003c\/p\u003e \u003cp\u003eTwo Comments on Sales 26\u003c\/p\u003e \u003cp\u003eAdditional Sales Tips 27\u003c\/p\u003e \u003cp\u003eHow to Fill Your Day 29\u003c\/p\u003e \u003cp\u003eCausative Sales 31\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 On Operations 35\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Note on IKEA 37\u003c\/p\u003e \u003cp\u003eFast Decisions Make Time 39\u003c\/p\u003e \u003cp\u003eExcitement Fuels a Company 40\u003c\/p\u003e \u003cp\u003eCan I? Yes. Should I? No. 42\u003c\/p\u003e \u003cp\u003eTime Is Not Your Friend, But Speed Is an Ally 44\u003c\/p\u003e \u003cp\u003eBasic Operating Basis Rules 46\u003c\/p\u003e \u003cp\u003eGetting into Communication 47\u003c\/p\u003e \u003cp\u003eGetting Organized 50\u003c\/p\u003e \u003cp\u003eIntroductions 51\u003c\/p\u003e \u003cp\u003eSpeed 53\u003c\/p\u003e \u003cp\u003eClient Prediction 55\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 On Focus 57\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSuccessful Principles 59\u003c\/p\u003e \u003cp\u003eIdentifying the Common Denominators 62\u003c\/p\u003e \u003cp\u003eGoal Attainment 64\u003c\/p\u003e \u003cp\u003eLearn to Hate Butterflies 65\u003c\/p\u003e \u003cp\u003eLook 67\u003c\/p\u003e \u003cp\u003eWork Ethic (Hustle) 68\u003c\/p\u003e \u003cp\u003eDo It Now 70\u003c\/p\u003e \u003cp\u003eAll Things to All People 71\u003c\/p\u003e \u003cp\u003eWhat Does It Take? 73\u003c\/p\u003e \u003cp\u003eBe Focused to Drive Statistics 74\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 On Marketing 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Lesson from Red Bull 79\u003c\/p\u003e \u003cp\u003eProactive versus Reactive 81\u003c\/p\u003e \u003cp\u003eSpeaking Human 83\u003c\/p\u003e \u003cp\u003eCommunicate to Impinge 85\u003c\/p\u003e \u003cp\u003eFocus on Help 86\u003c\/p\u003e \u003cp\u003eWhy Illusions Help Solidify Sales 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 On Management 89\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIncreasing Production by Defining What to Do 91\u003c\/p\u003e \u003cp\u003eKnowledge and Management 92\u003c\/p\u003e \u003cp\u003eContraction and Expansion 94\u003c\/p\u003e \u003cp\u003eOrder and Expansion 95\u003c\/p\u003e \u003cp\u003eShed Duties 96\u003c\/p\u003e \u003cp\u003ePeople 97\u003c\/p\u003e \u003cp\u003eWhat Makes a Group 98\u003c\/p\u003e \u003cp\u003eGet Rid of Bad Apples 100\u003c\/p\u003e \u003cp\u003eRemove Nonproducers off the Line 101\u003c\/p\u003e \u003cp\u003eTrue and Accurate Management 102\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 On People 105\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eClient Needs, Not Wants 107\u003c\/p\u003e \u003cp\u003eHow to Handle Critical Clients 108\u003c\/p\u003e \u003cp\u003eCustomers Aren’t Always Right 109\u003c\/p\u003e \u003cp\u003eThe Best Time to Fire Them Is Before You Hire Them 111\u003c\/p\u003e \u003cp\u003eCriticism and Considerations 113\u003c\/p\u003e \u003cp\u003eOn Being Promoted 114\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 On Viewpoint 117\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAim Small, Miss Small 119\u003c\/p\u003e \u003cp\u003eBusy or Disorganized 120\u003c\/p\u003e \u003cp\u003eDreams and Goals 123\u003c\/p\u003e \u003cp\u003eFocus 124\u003c\/p\u003e \u003cp\u003eWhat You Did Yesterday Doesn’t Matter 125\u003c\/p\u003e \u003cp\u003eSecond Wind 126\u003c\/p\u003e \u003cp\u003eIsn’t It a Sport? 127\u003c\/p\u003e \u003cp\u003eBe Honest with Yourself 128\u003c\/p\u003e \u003cp\u003eThe Buck Stops with You 129\u003c\/p\u003e \u003cp\u003eFind Inspiration 130\u003c\/p\u003e \u003cp\u003eStaying the Course 130\u003c\/p\u003e \u003cp\u003eDragging Decisions Is Bad Business 132\u003c\/p\u003e \u003cp\u003eAdding Time 133\u003c\/p\u003e \u003cp\u003eDecision Comes First 134\u003c\/p\u003e \u003cp\u003eDoubt 135\u003c\/p\u003e \u003cp\u003eSpend More Time Planning 135\u003c\/p\u003e \u003cp\u003eSimple Is Smart 136\u003c\/p\u003e \u003cp\u003eWrite It Down 138\u003c\/p\u003e \u003cp\u003eYou Have to Love Feeling Causative 139\u003c\/p\u003e \u003cp\u003ePushing Purpose 141\u003c\/p\u003e \u003cp\u003eMaking Friends 142\u003c\/p\u003e \u003cp\u003eTitle versus Task 143\u003c\/p\u003e \u003cp\u003eBe a Ball Hog 144\u003c\/p\u003e \u003cp\u003eBeing a Martinet about Neatness 145\u003c\/p\u003e \u003cp\u003eManage Objectives Like LEGO Instructions 146\u003c\/p\u003e \u003cp\u003eWhy You’re Unique 148\u003c\/p\u003e \u003cp\u003eDon’t Get Too Serious 149\u003c\/p\u003e \u003cp\u003eGenuine Interest and Care 150\u003c\/p\u003e \u003cp\u003eDamn the Torpedoes . . . They’ll Swerve First 151\u003c\/p\u003e \u003cp\u003eMoney Motivation and Caring about\u003c\/p\u003e \u003cp\u003eWhat You Do with Passion 152\u003c\/p\u003e \u003cp\u003eKnow Who You Are 155\u003c\/p\u003e \u003cp\u003ePush Yourself 156\u003c\/p\u003e \u003cp\u003eConclusion 159\u003c\/p\u003e \u003cp\u003eAcknowledgments 163\u003c\/p\u003e \u003cp\u003eAbout the Authors 165\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eROBERT CORNISH\u003c\/b\u003e is the cofounder and CEO of Richter Group of Companies, a management, acquisition, and venture group that owns Richter10.2 Media Group, SMPK (Social Media Press Kit), and Richter10.2 Video. He has successfully launched and run five companies since 2002, all following a similar formula. Through the combined experience of those companies, Robert has helped implement effective growth methods that have resulted in Richter's consistent success. Richter is currently on track to be one of the fastest growth companies in America with consistent targets being met quarter after quarter. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eWIL SEABROOK\u003c\/b\u003e is the cofounder and COO of Richter10.2 Media Group. His strengths lie in identifying how communication and messaging can be improved across new media platforms, whether through branding, honing a message, or creating a video trailer that perfectly captures a client's business model, making it simple to understand.      \u003c\/p\u003e\u003cp\u003eTwo weeks into a recession, business partners Robert Cornish and Wil Seabrook started their company with two people, two laptops, a handshake, and an idea. They ignored the conventional wisdom that was burying their industry and forged their own path. Their mantra? \"Do What Works.\" Only three years later, the company, Richter10.2 Media Group, attained million dollar revenues and over 300 percent growth in one year. Today, it is one of the fastest growing small businesses in America with more than fifty employees, and debt-free, having never borrowed a penny. \u003ci\u003eWhat Works\u003c\/i\u003e is the blueprint to Richter's success. \u003c\/p\u003e\u003cp\u003eNow more than ever, the old models of how to start, promote, and run a successful business are no longer viable. \u003ci\u003eWhat Works\u003c\/i\u003e delivers real, applicable knowledge that will help you to grow your business and create the outcomes that you're striving for. \u003ci\u003eWhat Works\u003c\/i\u003e offers critical advice such as: \u003c\/p\u003e\u003cul\u003e \u003cli\u003e\n\u003cb\u003eKnow Your Public:\u003c\/b\u003e Focus all sales and marketing efforts only on companies and people that fit the audience you defined in the profile, which will dramatically drive growth as you direct your efforts to the people most likely to do business with you\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eMeasure by week and manage by week:\u003c\/b\u003e Avoid catastrophes that would be hard to correct if you only measure quarterly\u003c\/li\u003e \u003cli\u003e\n\u003cb\u003eSay No and Walk Away:\u003c\/b\u003e Focus on distilling the deals that don't fully align with your goals, purposes, and policies\u003c\/li\u003e \u003cli\u003eAnd much more!\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eWhat Works\u003c\/i\u003e offers the opportunity to learn how a couple of successful entrepreneurs did it themselves. Gain an edge by getting inside information that you can put into action today. No fluff, no filler. Only what works.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990482206949,"sku":"NP9781118391693","price":24.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781118391693.jpg?v=1761788003","url":"https:\/\/k12savings.com\/es\/products\/what-works-isbn-9781118391693","provider":"K12savings","version":"1.0","type":"link"}