David Mattson – författare

The timeless guide to sales success has been revised to help you supercharge personal and team performance in a new economy

"People make buying decisions emotionally and justify them logically."

That shrewd insight from the first edition of this bestselling book has become a no-brainer among sales professionals. Now, the new edition of classic work that has helped millions of sales professionals take their career to new levels offers critical new insights, information, and tools for success in today’s economy.

You Can’t Teach a Kid to Ride a Bike at a Seminar, Second Edition retains David Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling. And now Sandler Training’s CEO, David Mattson, has revisited it to provide additional skills designed for today’s highly competitive and more complex sales landscape. With this powerful guide, you’ll learn how to:

Take the lead in the "buyer/seller dance" Get the prospect to do most of the talkingHave a process for answering questions from prospectsKnow when a prospect is shopping you . . . and what to do about it Move the relationship forward without becoming an unpaid consultant Master the seven steps of the "Sandler Submarine" Use LinkedIn as a prospecting and qualifying tool Establish an “up-front contract,” or call roadmap, before your face-to-face meeting Use online research to turn "cold calls" into warm calls

Sales professionals and teams that follow these principles—and others outlined in the book—will transform themselves from mediocre performers into selling superstars.

This new edition of You Can’t Teach a Kid to Ride a Bike at a Seminar is a potent mixture of Sandler’s timeless techniques and best practices from the most effective sales operation today.

In this new edition of the classic book, you'll learn how to get the most out of yourself and others by developing people management skills. You will also be introduced to the qualities needed for good leadership and specific solutions for overcoming and correcting poor management practices. Rich with anecdotes and vivid illustrations, Top Performance provides specialized instruction for improving relationships with supervisors, coworkers, and subordinates to achieve maximum effectiveness in any profession. This new edition includes three new chapters and a new foreword by Tom Ziglar.

This book focuses on topics that business managers and project teams in global enterprises need to understand and follow to successfully deploy an Enterprise System (ES) for their organization. It explains: Why this type of software product will appeal to global organizations with the promise to replace their older individual systems with a single integrated ES and how an ES allows companies to integrate their unique operations with a single system of many integrated modules that are designed to provide prebuilt and tested applications; New concepts, steps, risks, and methods that an organization should follow to successfully create and deploy an ES; and the top 10 reasons that ES projects fail and the practices to manage these risks. In addition, the book describes a new Implementation Model and methods to ensure success in deploying an ES across a firm with several divisions, international operations, product lines, and infrastructure. Essentially, this book:

Describes, in non-technical terms, what business functions this new software product will improve Shows how an enterprise should use this software product to accomplish their goals to install and use this new technology to upgrade their older systems Explains what an organization’s management and project teams should avoid during selecting, planning, and implementing their ES to avoid common mistakes Describes the skills and experience (including IT and general management) the Project Manager must have to lead the project team(s) to implement this advanced system.

This book focuses on topics that business managers and project teams in global enterprises need to understand and follow to successfully deploy an Enterprise System (ES) for their organization. It explains: Why this type of software product will appeal to global organizations with the promise to replace their older individual systems with a single integrated ES and how an ES allows companies to integrate their unique operations with a single system of many integrated modules that are designed to provide prebuilt and tested applications; New concepts, steps, risks, and methods that an organization should follow to successfully create and deploy an ES; and the top 10 reasons that ES projects fail and the practices to manage these risks. In addition, the book describes a new Implementation Model and methods to ensure success in deploying an ES across a firm with several divisions, international operations, product lines, and infrastructure. Essentially, this book:

Describes, in non-technical terms, what business functions this new software product will improve Shows how an enterprise should use this software product to accomplish their goals to install and use this new technology to upgrade their older systems Explains what an organization’s management and project teams should avoid during selecting, planning, and implementing their ES to avoid common mistakes Describes the skills and experience (including IT and general management) the Project Manager must have to lead the project team(s) to implement this advanced system.

This book focuses on topics that business managers and project teams in global enterprises need to understand and follow to successfully deploy an Enterprise System (ES) for their organization. It explains: Why this type of software product will appeal to global organizations with the promise to replace their older individual systems with a single integrated ES and how an ES allows companies to integrate their unique operations with a single system of many integrated modules that are designed to provide prebuilt and tested applications; New concepts, steps, risks, and methods that an organization should follow to successfully create and deploy an ES; and the top 10 reasons that ES projects fail and the practices to manage these risks. In addition, the book describes a new Implementation Model and methods to ensure success in deploying an ES across a firm with several divisions, international operations, product lines, and infrastructure. Essentially, this book:Describes, in non-technical terms, what business functions this new software product will improveShows how an enterprise should use this software product to accomplish their goals to install and use this new technology to upgrade their older systemsExplains what an organization’s management and project teams should avoid during selecting, planning, and implementing their ES to avoid common mistakesDescribes the skills and experience (including IT and general management) the Project Manager must have to lead the project team(s) to implement this advanced system.

This book focuses on topics that business managers and project teams in global enterprises need to understand and follow to successfully deploy an Enterprise System (ES) for their organization. It explains: Why this type of software product will appeal to global organizations with the promise to replace their older individual systems with a single integrated ES and how an ES allows companies to integrate their unique operations with a single system of many integrated modules that are designed to provide prebuilt and tested applications; New concepts, steps, risks, and methods that an organization should follow to successfully create and deploy an ES; and the top 10 reasons that ES projects fail and the practices to manage these risks. In addition, the book describes a new Implementation Model and methods to ensure success in deploying an ES across a firm with several divisions, international operations, product lines, and infrastructure. Essentially, this book:Describes, in non-technical terms, what business functions this new software product will improveShows how an enterprise should use this software product to accomplish their goals to install and use this new technology to upgrade their older systemsExplains what an organization’s management and project teams should avoid during selecting, planning, and implementing their ES to avoid common mistakesDescribes the skills and experience (including IT and general management) the Project Manager must have to lead the project team(s) to implement this advanced system.

This book explores how people imagine, create, and sustain societal futures through the interplay of imagination, change, and preservation. Drawing on possibility studies and creativity research, it uses the concept of creative preservation as a unifying framework for understanding how communities creatively renew and take care of what already exists rather than only pursuing radical novelty.Emerging from discussions held at the 4th International Conference of Possibility Studies, the volume begins at the level of global social and ecological systems, examining the extent to which social innovation can function as a force of preservation and regeneration. It then turns to intergenerational creative continuity and ageing to reveal novelty in what societies neglect in old age, before reflecting on methodological considerations from new materialism for addressing work on societal futures. The book then critically discusses the past and present disruptions in academia and proposes perspectives to care for and preserve the possibility for research to contribute meaningfully to societal change. It concludes by exploring the transformative potential of wonder and astonishment in education as a practice of caring and an attitude of exploring individual and collective possibilities.A thought-provoking response to the growing concerns around how social scientists can provide frameworks to adjust to and contribute to a more caring and sustainable society, this book is for researchers and students in sociology and social theory, education and pedagogy, philosophy and critical theory, cultural and performance studies, creativity studies, sustainability studies, STS, and futures and possibility studies.

This book explores how people imagine, create, and sustain societal futures through the interplay of imagination, change, and preservation. Drawing on possibility studies and creativity research, it uses the concept of creative preservation as a unifying framework for understanding how communities creatively renew and take care of what already exists rather than only pursuing radical novelty.Emerging from discussions held at the 4th International Conference of Possibility Studies, the volume begins at the level of global social and ecological systems, examining the extent to which social innovation can function as a force of preservation and regeneration. It then turns to intergenerational creative continuity and ageing to reveal novelty in what societies neglect in old age, before reflecting on methodological considerations from new materialism for addressing work on societal futures. The book then critically discusses the past and present disruptions in academia and proposes perspectives to care for and preserve the possibility for research to contribute meaningfully to societal change. It concludes by exploring the transformative potential of wonder and astonishment in education as a practice of caring and an attitude of exploring individual and collective possibilities.A thought-provoking response to the growing concerns around how social scientists can provide frameworks to adjust to and contribute to a more caring and sustainable society, this book is for researchers and students in sociology and social theory, education and pedagogy, philosophy and critical theory, cultural and performance studies, creativity studies, sustainability studies, STS, and futures and possibility studies.