Books published by Oak Tree Press

Digital Sales Transformation is about selling in a digitally transformed world. It changes how you sell and engage with your customer. Defining a Digital Sales Transformation blueprint to guide sales organizations to respond to this disruption as they struggle to catch up to their more digitally advanced customers is this book's core theme. Digital Sales Transformation in a Customer First World will be your constant companion as your execute your Digital Sales Transformation strategy. At over 500 pages, it is packed with actionable knowledge as a blueprint for your journey. It guides you to define your Ideal Customer Profile, to Understand the Customer's Business, to Build, Elevate and Expand Relationships, and how to Create and Communicate Value. It includes a framework to build an effective Executive Sponsor Program, to execute Account Based Marketing, and describes the role of Artificial Intelligence in enterprise B2B sales. It sets out Strategy, Sales Execution, and Sales Management methods for Sales Process, Opportunity Management, Account Management and overall Sales Team Performance Management, and it describes the technology to use in each case.

LEARNING & DEVELOPMENT in ORGANISATIONS: STRATEGY, EVIDENCE and PRACTICE provides a comprehensive and thematic overview of the thinking, research evidence and practice of strategic L&D in organisations, to help students of L&D and HRM to acquire a deep understanding of the field and to inform the practice of L&D professionals.

This book will help you sell more. Over 30 years, Conor Kenny has learnt to sell largely by making mistakes and learning what makes people buy. First published as SALES TALES, HOW TO SELL is based on his personal experience in pursuit of sales excellence. These are real stories that will help you to be a better sales person and make more sales.

Work, Ethics & Organisational Life is written from a multidisciplinary perspective, with personal ethical development at its core. The guiding pedagogical principle of the text is that of a 'learning journey'. Rather than being prescriptive or descriptive, the text is reflective. Readers are encouraged to think of their engagement with ethical frameworks from the outset, and then to apply these as lenses through which people typically engage with organisations: as managers, employees, consumers and stakeholders not directly engaged with corporations. There are three main parts to the book. The introductory chapters offer a general introduction to the concept of ethics, to help readers learn more about ethical theory, its relationship to business and management, and to their own personal development. The second section takes readers through various stages of working life and examines how ethical issues arise at each stage, discussing the contributions of key ethicists, to deepen readers' understanding of ethical theory and its importance to their own career planning and development. The third section looks at how ethics is applied in organisational contexts (strategy, corporate social responsibility, sustainability, international business and leadership), to help readers understand how they can change the practice of business and management in order to produce new forms of innovative practice that meet changing societal needs.

This updated and revised second edition of Money for Jam contains everything that someone who is new to the food business in Ireland, Northern Ireland and the UK will need to get started and to keep going. It covers the what, where, who and how for small food producers - with new case studies of successful food businesses.

Clients who have followed the teachings in this book have achieved increases in fee income of 274%. This is a proven system and teaches you how to get more profitable clients, increase your fees, and be able to organise your time better.

In knowledge work, you will get greater return from investing in humans - augmenting the knowledge worker with Augmented Intelligence - rather than delegating the thinking to machines. After all, knowledge workers think for a living, and we will benefit by making that thinking more informed. That is true today and it will be true tomorrow.

ACCOUNT PLANNING in SALESFORCE is focused on helping companies that have purchased Salesforce with their Account Planning initiatives. Its goal is to be the reference text on Account Planning for all Salesforce users. Account Planning is a tremendously important endeavor. It drives revenue, increases customer satisfaction, aligns your organization, and provides incredibly gratifying moments when you can see the impact of your work - both for the customer, and for your company. Account Planning is a strategic imperative that goes beyond traditional selling tactics. The benefits that accrue go beyond simple revenue numbers, and point to an approach that must be focused not just on greater revenue as the sole arbiter of strategy. When Account Planning is executed well, customer satisfaction increases. Customers who are more satisfied buy more from you, and do so without calling your competitors first. Customers who are served well are easier to retain, and therefore it is easier to make your revenue targets year after year. When you do effective Account Planning, you get to understand the customer's business, sit with them at their side of the table, and strengthen your ability to shape their thinking and their business strategies. A happy customer is hostile territory for your competitor to enter. Switching suppliers is expensive for a customer and they will do so only if they feel you are not serving them well and fairly. Your ability to monitor, measure and react is greater if you are closer to the heart of their business, understanding their corporate goals, and motivations. It takes investment, research and hard work, but is the price of customer retention and growth. In ACCOUNT PLANNING in SALESFORCE, you will learn how to gather the information you need to understand the Account as a marketplace and to segment that marketplace into discrete units so that you can choose where to spend your time. Recording the Current Opportunities in the Account, as well as business you already have won, you will be able to place your solutions on a structured map of the customer's business. Exploring how to uncover the customer's Business Drivers and how to navigate the political landscape in the account will help you to understand both the people who matter - the Key Players - and their associated Business Drivers. When all of the opportunities in the Account have been identified, you will evaluate each one against the twin axes of Value to Customer and Value to Us. That way you will uncover areas of Mutual Value - which is a thread that you will find woven into the fabric of the methodology. It is important. This is the White Space in the Account where you can help your customer to identify new potential areas of opportunity - and simultaneously discover new areas of opportunity for yourself. Finally, you will build the Execution Plan so that you get beyond planning and begin to manage and execute. And to keep things interesting, you will find many musical references throughout the book - this will be the only book on Account Planning that you will find that includes a song playlist!

The aim of this book is to demonstrate that becoming a successful do-it-yourself (DIY) investor is within the reach of almost every person in society. Saving or investing in the stock markets is for everyone - from parents with the children's allowance, to someone who has a lump sum to invest, to the person who has just started working but can save even a month, to someone who is free to manage their own pension. Building an asset base from which you can earn income gives you choices later in life. The aim is that, when you close this book, you should be able to implement an easy-to-follow approach to investing in the stock markets, whilst minimising risk. No matter what level of experience you are starting from, this book is aimed at assisting you to obtain the returns on offer from the markets over time. Arming yourself with a proper strategy or plan, which dictates what you buy and when you sell, is the key to stock market investing, and developing one is a good deal easier than you may think. That plan might be simply to invest across the different asset classes where there appears to be clear value on offer; to concentrate on high yielding funds listed on stock markets as a method of generating income, while controlling risk; or to master some successful approach to stock selection. 3 Steps to Investment Success offers an easy-to-follow mechanical approach to selecting a diversified portfolio of stocks from the UK FTSE 100 Index, an index that represents the 100 largest companies listed on the London Stock Exchange by market capitalisation. You will learn also how to invest in the stock market indirectly through listed funds, such as exchange-traded funds and investment companies, which offer instant diversification, allowing you to more easily control risk. And 3 Steps to Investment Success includes a short story, A Villa in the Sun by Virginia Gilbert, a BAFTA-nominated, award-winning writer and director, to drive home the often real consequences of speculating in markets rather than investing.

Diagnosed with dementia in 1997, my husband, Jim, lived at home during his illness and died there in January 2006. I wish this story were fiction, but it is not. Dignifying Dementia is both a love story and an attempt to reach out to others who are living through or who will live through a similar tragedy. It is written in the hope that others might benefit from what I learned as the caregiver of a dementia victim. Only then will Jim's cruel affliction serve some purpose, because it might help others feel less lonely, bewildered, angry or frustrated than I did, shorten the dreadful learning curve, or encourage others to ask more questions and make fewer assumptions. And because it might remind members of the health care industry - from physicians to orderlies, from agency administrators to certified nursing assistants - that dementia victims and their loved ones are human beings who deserve respect, kindness, empathy and patience, so often lost in our fast-paced society. The diagnostic process I describe was painful and disappointing; perhaps someone else's caregiving experience might be easier. Caring for Jim was exhausting; perhaps someone else's might be less draining. Watching someone lose his or her mind and body is not polite. It is rude and mean-spirited. Dementia brutalized Jim and stole the love of my life from me. It altered him, us and me. This is not a medical text; it is the story of our experience with dementia and the lessons I learned as I tried to be Jim's voice, to maintain his dignity and to care for him and for me.

For many knowledge-intensive or technology-based start-up companies, the professional management of intellectual property (IP) is critically important. In fact, IP may be the main asset by which the value of a young company is determined and on which decisions to invest in the company are based - and so IP needs to be considered very early in the planning process. Intellectual Property: From Creation to Commercialisation provides a detailed grounding for innovators and researchers. The book starts with the source of innovation - that is, at the point where resourcefulness and creativity combine to develop new opportunities through problem-solving - and examines the critical steps that need to be carefully managed in the process surrounding the creation of IP and managing its development from concept through to exploitation. This involves the steps of identifying, capturing and assessing the value of IP. Useful recommendations for managing the transfer of IP from a research environment to the knowledge economy are provided and case studies illustrate pitfalls to watch out for. Readers can expect to gain a broad understanding of IP and the innovation process. Specifically, they will learn: the benefits of implementing procedures to ensure that IP can be protected, managed and exploited effectively; how to assess the most appropriate routes to market, such as licensing or sale of their IP, or establishing a spin-out company to deliver a service or product offering and how to present a viable business case to potential funders and investors.