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Full Description
An illustrated guide to surviving today's turbulent and challenging workplace from the authors of The Wall Street Journal bestseller The Boss's Survival Guide Forget the Australian Outback or the Amazon jungle-today's toughest survival challenge is the minefield we call work. It's impossible to "do more with less," especially with the looming threat of another reorganization, layoff, or other dramatic change. The good news is that you've got a new power tool for what ails you at work: Gray Matters. This inventive new book combines lively visuals, engaging characters, and impudent humor. But Gray Matters also offers hope and proven strategies to show you how to succeed at work today:* how to sell successfully* how to survive a layoff* how to overcome the stress and pressure of today's frenetic workplace. Think Dilbert with a solution. Your tour guides are the employees of GlobalGadget: Gray Blanderson, a frazzled employee seeking a promotion; Rick Newman, Gray's nemesis; S. P. Chan g, a Gen-Xer and a wise soul; and Virginia Edgarly, Gray's boss who will do whatever is required to be the next CEO.A follow-up to the bestseller, The Boss's Survival Guide, this new book is a must for all managers in this turbulent work environment. This funny guide will help managers navigate change, improve morale and develop business strategies. WARNING: Gray Matters is addictive; get ready to laugh and learn.
Contents
About the Authors. Acknowledgments. Introduction. Setting the Scene. Part One: HOW BUSINESS WORKS. 1. Change: How to thrive during uncertainty by driving change. 2. Walk Your Talk: How to earn respect by aligning what you say with what you do. 3. Dollars and Sense: How to use your company's financial data to set priorities. 4. Politics: How to maneuver through workplace dynamics-good and bad-to get things done. 5. Customers: How to identify what your customers really think. 6. Relationships: How to be a successful team player. Part Two: SALES. 7. Sales Autopsy: How to make sense of losing a key customer. 8. Know Your Market: How to understand what the market wants so you can deliver. 9. Qualifying: How to identify your most likely buyers. 10. Walk in Their Shoes: How to understand the business challenges your customers face-and how you can help. 11. Objections: How to identify-and overcome-the primary reasons your customers say "no". 12. Secondary Objections: How to identify and overcome the unspoken-and often emotional-reasons customers say "no". 13. Building Relationships: How to listen, establish trust, and go the extra mile for your customers. 14. Closing the Sale: How to ask customers for their business. Part Three: THE SEVEN DEADLY WORKPLACE SINS. 15. Exhaustion: How to set priorities, say "no," and ease your stress. 16. Anger: How to keep things in perspective and manage your emotions. 17. Surrender: How to leverage your influence and make a difference. 18. Obsolescence: How to hone your skills and stay on top of your field. 19. Incompetence: How to encourage-and use-feedback on your performance. 20. Withdrawal: How to stay focused on your mission and connected to others. 21. Dysfunction: How to stay grounded-and work with those who aren't. Part Four: INNOVATION. 22. The Spirit of Innovation: How to implement new ideas and build for the future. 23. Obstacles to Innovation: How to overcome the roadblocks to success.
