McGraw Hill's Business Essentials

With so much focus put into making a sale, many professionals find they need help improving the crucial points that come before and after the sale. In Sales Essentials, you'll find the comprehensive, up-to-date information you need to improve your skills at every point of the sales process. PART I: THE ESSENTIALS explores the foundation for the sales experience-the human connection. It also dives into common challenges sellers encounter and actionable insights to address them, followed by the characteristics and attributes associated with the most successful salespeople. PART II: THE ESSENTIALS APPLIED gives you tools to use before, during, and after the sale, including tips on prospecting, preparing, and conducting the discovery meetings, qualifying in and out, getting the most out of follow-up meetings, closing deals, and setting up accounts for success and expansion. Real, raw, and direct, you'll learn from someone who has been in the sales trenches for years-no fluff! PART III: BEYOND THE ESSENTIALS offers even more hands-on advice about the human side of sales-from dealing with rejection and self-doubt to learning about specific tactics to help protect your mental health.

No matter how great your knowledge, expertise, or experience, poor communication skills undermine your ability to get your message across, achieve your objectives, and build crucial relationships. To advance your career-and succeed in other aspects of life, as well-building theses skills is essential. In Communication Essentials, expert Trey Guinn takes you step-by-step through the process of improvement, from understanding the importance of message clarity to specific, goal-based strategies to develop and maximize your skills. In Part I: The Essentials, he covers the fundamentals, from why and how we communicate and what effective communication looks like to how it can all go wrong. In Part II: The Essentials Applied, he provides practical advice on identifying goals, owning your message, and anticipating how your audience will perceive you, the messenger. Finally, in Part III: Beyond the Essentials, you'll find practical tips to help you communicate your way into a job, improve your digital communication, work through difficult conversations, and much more. Packed with insights, anecdotes, exercises, and Essential Takeaways to wrap up each chapter, Communication Essentials ensures you'll walk away feeling fully equipped and prepared to put your skills into action right away.

From reading an income statement to analyzing valuation methodologies, understanding the basics of finance is an essential part of your professional knowledge tool kit, even if it's not your primary role in the company. “Finance Essentials for Managers” delivers the key concepts you need to know, so you can master the topics required for moving to the next step in your career. Best of all, no prior accounting or finance experience is required. Based on author Chris Haroun's experience on Wall Street, at Goldman Sachs, in the venture capital industry, and serving at some of the world's leading hedge funds, this practical guide is organized into three sections: Part 1: The Essentials delivers a solid overview of accounting, financial ratios, forecasting financial statements, valuing companies, investment research, investment banking, private equity, venture capital, hedge funds, options, and more. Part 2: The Essentials Applied highlights which areas of finance you need to focus on and provides exercises for creating and forecasting financial statements, using investment research, and more. Part 3: Beyond the Essentials illustrates five different case studies on specific finance topics.

Whether you are in a one-on-one meeting with your supervisor or pitching a new idea to a packed conference room of peers and leaders, knowing how to craft and deliver engaging presentations is an essential skill in every line of business. Confidence is key in every presentation-and sharpening your skills is the most direct route to building it. Presentation Essentials includes: • Lessons including how to build your signature style, structure a powerfully engaging presentation, unleash the power of storytelling, and understand the different type of presentations • "Essential Takeaways" at the end of each chapter ensure you walk away remembering special key points • Part I includes everything you need to know about crafting powerful presentations, memorable catchphrases, one-liners, and visually stunning slides • Part II begins with a presentation skills self-assessment and guides you to apply the essentials in various presentations including speeches, training, information delivery, persuasive talks, and more • Part III includes a skills feedback tool, information on delivering presentations for a living (as a speaker, trainer, coach, or consultant), and more

Negotiations can be a perplexing and often-intimidating endeavor. Are there aspects about the process that are hiding beneath the surface, unknown to even experienced negotiators? Or insider tools that would change your game considerably? The answer is yes-and they're all revealed in this practical guide from a world-renowned negotiation expert. “Negotiation Essentials” demystifies this all-important subject, helping you break the process down into easily digestible parts. It covers important negotiating concepts, including the critical differences among great, good, and bad negotiators; choosing when, where, and how to negotiate; the art of saying no; understanding body language; how emotions, stress, and personal chemistry affect decision making; and behavioral patterns of the most successful negotiators. Filled with essential takeaways wrapping up each chapter, assessments, and clear action steps, “Negotiation Essentials” concludes with a “Negotiating Essentials Toolkit”, which includes the professional negotiators pre-and post-negotiation checklists. Whether you're discussing a possible promotion with a supervisor, speaking to a potential high-dollar client, or engaging in a merger and acquisition process, knowing how to plan and conduct a successful negotiation is what will spell the difference between success and failure.

Good time management skills have always been an important factor in professional success, but between ever-evolving collaboration apps and the more recent pandemic-related workplace shifts, the tools and even the principles behind them have changed. In Time Management Essentials, you'll get the comprehensive, up-to-date information you need to manage your time with a value-based approach. With years of experience in crisis communication and a dedication to helping clients stop feeling overwhelmed so they can spend time on what matters most, time management coach Anna Dearmon Kornick provides a step-by-step roadmap to taking charge of your time. In Part I: The Essentials, she covers everything from task batching and time blocking to avoiding common productivity pitfalls. In Part II: The Essentials Applied, she delivers practical advice on understanding values, creating ideal work weeks, and establishing effective planning sessions. Finally, in Part III: Beyond the Essentials, you'll find practical tips to help you get organized, energized, focused, and recharged. Filled with assessments, tool kits, actionable advice, and more, you'll walk away from Time Management Essentials feeling fully prepared to put your skills into action right away.

As a manager, an essential part of your job is to get the best from your employees-to help them overcome challenges, meet (and exceed) their goals, and maintain a high level of engagement and performance in today's new world of work. Like many other leadership skills, coaching is one you can hone with the right information and tools-and Coaching Essentials for Managers provides exactly that. Coaching Essentials for Managers provides the following: • Part I: The Essentials presents the solid business case for coaching and explains the tangible, proven benefits for leaders, employees, and their organizations. It also includes a primer on coaching fundamentals, frameworks, skills, and attributes. • Part II: The Essentials Applied begins with a valuable Coaching Self-Assessment and helps you apply the coaching essentials with real-world challenges in performance and developmental coaching, as well as providing insights into common obstacles and how to overcome them. • Part III: Beyond the Essentials includes effective coaching questions, powerful phrases to elevate the quality of your coaching conversations, inclusive coaching, and additional tools and resources to support your success.