Lunch and Learn is filled with ready-to-use activities designed for full-time trainers, managers, team leaders, supervisors, and anyone else who acts as a trainer within their organization. The activities are on-the-job learning sessions that explore targeted topics relevant to almost any team or group. Each of the 25 sessions is a short 55-minute learning experience that is based on the best principles of discussion and reflection, creative thinking, problem solving, and action planning. All the book’s activities are organized in a step-by-step fashion and include everything a session leader needs to conduct a successful learning event, from discussion starters and activity handouts through suggestions for wrapping up the session.

The first year of developing a new sales territory or establishing new customers is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will leave salespeople chasing their tails and coming up short on payday. With an emphasis on basic sales skills that have been refreshed for today's generation of buyers, Trust-Based Selling shows there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty in this quick-read book. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. Trust-Based Selling—an abridgement of Monty's Sales Hunting—helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. It also explains: The new basic sales skills as taught by master salesman Dave Monty Why trust-based relationships enable you to get and keep customers for life How to get in step with the customer’s buying cycle How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Trust-Based Selling is a fast read that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any new salesperson, as well as sales veterans needing to develop new skills and rekindle the zeal required to succeed in sales.

Working with parents and families can be a challenge, especially when there are contradicting expectations. However, it can also be a joyful and empowering experience for both the program and the family if partnering with families is built into the program’s culture. Following a strengths-based approach, Family Engagement in Early Childhood Settings offers all programs, including family child care, center-based and school-based programs, strategies for building or enhancing interactions, engagement, expectations, communication and participation with families. This Redleaf Quick Guide provides clear information of what to do as well as what not to do when encouraging family engagement in early care and education programs. Readers will find helpful information on making the best first impressions with parents in-person and online, establishing effective and supportive intake meetings for both parents and program, setting expectations from both perspectives, two-way communication strategies including daily conversations, verbal and technological methods, conferences and documenting learning, and creating a culture of family engagement embedded into every part of your program.

How to use public speaking to build authority, raise your profile, and attract premium clients. The fastest way to build authority, get one’s name out to the public, and attract new business is by public speaking. But not just any speech will win over audiences and attract the right clients. Here, ExpertSpeaker.com founder Majeed Mogharreban draws from his ten years of experience working with everyone from the UN to CEOs to Olympic medalists to help you build your brand, grow your business, and amplify your message in a way that makes a difference. Expert Speaker teaches those who are serious about public speaking: What to say to get booked How to define and reach your audience How to give a speech that builds authority How to negotiate their speaker fee, and much more

Prepare your institution for a new generation of disability services that embraces the growing student, as well as staff and faculty population with disabilities. Legal compliance, reasonable accommodations, classroom instruction issues, strategies to improve the campus climate and more--this volume examines what disability services may have to offer, and have cmapuses and disability service professionals may need to collaborate or expand traditional notions of disability and disability services. Volume editors Wendy S. Harbour, Lawrence B. Taishoff Professor of Inclusive Education at Syracuse University, and Joseph W. Madaus, co-director of the Center on Postsecondary Education and Disability, assemble an introduction, and overview of disability services. Contributing authors examine campus case-studies, procedures and terminology, legal compliance and disability services for staff and faculty. The volume concludes with a broad view of disability itself and how its role as a part of campus diversity. This is the 154th volume of the Jossey-Bass quarterly report series New Directions for Higher Education. Addressed to presidents, vice presidents, deans, and other higher-education decision-makers on all kinds of campuses, New Directions for Higher Education provides timely information and authoritative advice about major issues and administrative problems confronting every institution.