{"title":"Ted McKenna","description":"\u003cp\u003eWelcome to our curated collection of books by Ted McKenna, a distinguished author known for his insightful contributions to the realms of \u003cem\u003eEducation \u0026amp; Reference\u003c\/em\u003e and \u003cem\u003eBusiness \u0026amp; Entrepreneurship\u003c\/em\u003e. Whether you are seeking to enhance your professional skills or looking to gain a competitive edge, Ted McKenna's writings provide valuable knowledge and practical strategies.\u003c\/p\u003e\n\n\u003cp\u003eAmong his notable works, \u003cstrong\u003e\u003cem\u003eThe Activator Advantage\u003c\/em\u003e\u003c\/strong\u003e offers a comprehensive guide on boosting personal and organisational productivity. With expert advice, this book equips readers with tools and techniques to activate their potential and achieve remarkable results.\u003c\/p\u003e\n\n\u003cp\u003eAnother pivotal work, \u003cstrong\u003e\u003cem\u003eThe Jolt Effect\u003c\/em\u003e\u003c\/strong\u003e, delves into the dynamics of decision-making in the business world. This book provides enlightening perspectives on overcoming obstacles and making informed, impactful choices that drive success.\u003c\/p\u003e\n\n\u003cp\u003eExplore Ted McKenna's collection and embark on a transformative journey of learning and growth. These books are perfect for professionals, educators, and entrepreneurs alike, keen on unlocking new opportunities and thriving in their respective fields.\u003c\/p\u003e","products":[{"product_id":"the-jolt-effect-by-matthew-dixon-9780593538104","title":"The Jolt Effect","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003eFrom the bestselling co-author of \u003cem\u003eThe Challenger Sale\u003c\/em\u003e, a paradigm-shattering approach to overcoming customer indecision and closing more sales.\u003c\/p\u003e\n\n\u003cp\u003eIn sales, the worst thing you can hear from a customer isn't \"no.\" It's \"I need to think about it.\" When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making—once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.\u003c\/p\u003e\n\n\u003cp\u003eFor years, sales expert Matthew Dixon has been busting longstanding business myths. Now in \u003cem\u003eThe JOLT Effect\u003c\/em\u003e, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don't—only by addressing the customer's fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger.\u003c\/p\u003e\n\n\u003cp\u003ePacked with robust data, counterintuitive insights, and practical guidance, \u003cem\u003eThe JOLT Effect\u003c\/em\u003e is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Penguin Random House NZ","offers":[{"title":"Default Title","offer_id":46723749216492,"sku":"9780593538104","price":85.0,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/8370833482399.jpg?v=1754690356"},{"product_id":"the-activator-advantage-by-rory-channer-9798892790574","title":"The Activator Advantage","description":"\u003cdiv class=\"book-description\"\u003e\n\u003cp\u003e\u003cstrong\u003eA proven approach used by today's best professional service partners to win, retain, and grow client relationships.\u003c\/strong\u003e\u003c\/p\u003e\n\n\u003cp\u003eThere is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients, even long-standing ones for whom firms have consistently delivered unquestioned value, are much less loyal to those firms and partners than they once were. This dramatic shift in client behaviour has rendered traditional approaches to business development not only ineffective but counterproductive.\u003c\/p\u003e\n\n\u003cp\u003eBut top performers have figured out a radical new approach that is redefining what it means to be a rainmaker in today's professional services market.\u003c\/p\u003e\n\n\u003cp\u003eDrawing on a comprehensive, quantitative study of nearly three thousand partners spanning law, accounting, consulting, investment banking, executive search, and public relations, \u003ci\u003eThe Activator Advantage\u003c\/i\u003e identifies five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth.\u003c\/p\u003e\n\n\u003cp\u003eActivators deeply embed business development habits into their daily workflow, aggressively leverage their internal and external networks, and proactively deliver both business and personal value to clients—all of which not only helps shield them from the vagaries of modern client buying behaviour but also lays the groundwork for more loyal, longer-lasting relationships.\u003c\/p\u003e\n\n\u003cp\u003ePacked with eye-opening data, counterintuitive insights, and robust case examples, \u003ci\u003eThe Activator Advantage\u003c\/i\u003e provides the roadmap for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, and firm profitability in the new era of fading client loyalty.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Gardners Books Ltd","offers":[{"title":"Default Title","offer_id":47341218660588,"sku":"9798892790574","price":78.0,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0705\/7784\/8556\/files\/21973683488914.jpg?v=1772186203"}],"url":"https:\/\/bookhero.pro\/collections\/ted-mckenna.oembed","provider":"Book Hero","version":"1.0","type":"link"}