Gari johnson (96 Ergebnisse)

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Paperback. Zustand: new. Paperback. Someone is making a fortune from your sales training budget. It's not you.The global sales training industry generates $14 billion annually. It employs thousands of consultants, certifies millions of professionals, and produces enough acronyms to fill a dictionary. There's just one problem: 67% of sales transformations fail, and 60% of B2B deals still end in no decision.The methodologies were supposed to fix this. They didn't.The Billion-Dollar Playbook is the first book to expose how a handful of training pioneers in the 1970s built an industrial complex that now shapes every aspect of modern selling-from the questions your reps ask to the fields in your CRM. It reveals why the approaches designed to simplify selling made it impossibly complicated, and why the training companies have no incentive to tell you.The Methodology Gold RushWhen Neil Rackham published SPIN Selling in 1988, he triggered an arms race. Suddenly, every consultancy wanted its own proprietary framework. Miller Heiman. Sandler. Solution Selling. Challenger Sale. MEDDIC. Each promised to be the definitive answer. Each spawned certification programmes, annual conferences, and fiercely loyal disciples.The result? Sales teams now juggle dozens of competing methodologies, none of which talk to each other. Reps collect certificates, like frequent-flyer miles. Enablement leaders spend more time managing training vendors than developing talent. And win rates remain stubbornly unchanged.The Software-Methodology MarriageThe real transformation came when methodology met technology. Salesforce didn't just digitise your pipeline-it embedded specific sales behaviours into workflows used by millions. Oracle and SAP did the same. Your CRM now enforces methodological choices you may never have consciously made.The Billion-Dollar Playbook traces how this convergence created dependencies that most sales leaders still don't recognise-and how vendors profit from the complexity they helped create.The Insider's PerspectiveGari Johnson spent four decades inside the companies that built the sales technology stack: IBM, Oracle, Salesforce, and Zendesk across Asia Pacific. He deployed every major methodology. He watched training companies rise and fall. He saw which approaches transformed organisations and which burned through budgets before anyone admitted failure.This isn't cheerleading for any particular framework. It's the critical examination the training industry needs but will never provide for itself.What You'll Discover: How the economics of certification created an industry more focused on renewals than results. Why the methodology that revolutionised Xerox failed spectacularly at IBM. What the most effective sales organisations do that the training programmes never mention. And why the future belongs to those who simplify rather than sophisticate.Book Two of The Revenue Renaissance SeriesFollowing A History of Enterprise Sales, this second instalment shifts from historical foundations to critical analysis. Where Book One explored how we got here, The Billion-Dollar Playbook asks the uncomfortable question: was it worth it?Written with the analytical rigour of serious business research and the irreverent wit of someone who's sat through too many methodology presentations, this is essential reading for sales leaders tired of funding training that doesn't work, enablement professionals questioning the certification treadmill, and anyone who suspects the emperor's wardrobe is looking rather thin.The training industrial complex has been selling the same wisdom in new packaging for fifty years.</p Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.…

Paperback. Zustand: new. Paperback. The Algorithmic Mind: Book 3 - The Human InterfaceAdapting to Life with AIWhen humans start desperately trying to convince algorithms that we're worth their attentionAlan Turing proposed a test: could a computer convince a human that it was human? He didn't anticipate today's reverse-humans desperately performing for algorithms, where your teenager's TikTok knows them better than you do, and "prompt engineering" is an actual career.The Turing Test in ReverseWelcome to the human interface, where the gap between human and artificial intelligence is stranger than anyone expected. Your smart thermostat makes better scheduling decisions than you. AI assistants understand your psychology better than your boss. Generation AI (born after 2010) treats algorithms as intellectual sparring partners, not tools.What You'll DiscoverLife Stages in the Age of Algorithms - The AI mid-life crisis is hitting 40-somethings caught between parents who can't use tablets and children who assume AI is gravity. Generation AI's sophisticated scepticism versus older generations' binary trust.The New Social Contract - The Matrix workplace where collaborative intelligence replaces job descriptions. Prompt whisperers are becoming digital shamans. The uncanny valley of trust when algorithms know you better than yourself.The Invisible Infrastructure - Training GPT-4 consumes 700,000 litres of water. Ireland's data centres drink like a city of 1.5 million. The AI-washing industrial complex. The scored society shaping opportunities you'll never see.The Generation Gap Nobody PredictedWatch Gen Z learn software through trial and error. Watch Gen Alpha simply describe what they want, expecting systems to understand intent. This isn't about digital natives-it's about fundamentally different assumptions about intelligence itself.Generation AI doesn't trust technology more; they're more sophisticated about its limitations. Finnish 12-year-olds learn "collaborative intelligence." Meanwhile, Silicon Valley can't use its own productivity tools effectively.Solutions for Human FlourishingUnlike doomsday narratives, this book provides practical frameworks: Asymmetric Intelligence - Leveraging complementary strengthsCommunity-Controlled AI - Real cooperatives building alternativesAI Literacy Education - Teaching collaborative intelligence, not tool masteryThe Commons Approach - Democratic alternatives to corporate AIThe Environmental ElephantWe're using AI to solve climate change, while simultaneously melting ice caps to train it. Every ChatGPT query has a carbon footprint. Every breakthrough requires a small town's water supply.Written by a Global Tech VeteranGari Johnson brings 30+ years across Asia Pacific, from Finnish AI literacy to Japanese cautious perfectionism, with the irreverent humour of someone who's watched "AI transformation" panels where nobody can define either term.Created through human-AI collaboration, demonstrating thoughtful integration while maintaining human agency and critical perspective.The Bottom LineThe human interface is still being designed. Our choices now determine whether AI amplifies human capability or erodes it. Whether we preserve creativity, empathy, and meaning-making in a universe that remains mysterious despite our computing power.Ready to navigate the interface? Mind the gap-it's stranger than anyone expect Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.…

Paperback. Zustand: new. Paperback. The Algorithmic Mind: Book 2 - The Surveillance MirrorHow AI Shapes Human BehaviourWhen the watchers become so skilled that we pay them for the privilegeGeorge Orwell's 1984 was wildly optimistic. It imagined telescreens and Thought Police, when all you really need is a smartphone and free Wi-Fi. We've built a surveillance apparatus so sophisticated it makes Big Brother look like a door-to-door census taker with a dodgy moustache.The Algorithmic Mind: Book 2 reveals how we've moved beyond AI that merely reflects our biases to systems that actively shape our behaviour. The beauty of our modern panopticon? We've convinced ourselves it's actually a service.What You'll DiscoverThe Surveillance Economy - China's social credit casino versus Western surveillance capitalism. Why the invisible scorekeepers might be more dangerous than explicit authoritarianism.Behavioural Modification at Scale - How platforms perfected addiction using techniques that make B.F. Skinner's experiments look quaint. TikTok users are 1.8x more likely to discover topics they didn't know they enjoyed-what that means for free will.The Scored Life - Insurance algorithms monitoring your driving. Hiring systems screening your future. How algorithmic scoring transforms civic life into a game where nobody knows the rules.Anticipatory Conformity - The psychology of performing for algorithmic audiences you can't see, serving algorithmic masters you can't comprehend.The Mirror Becomes a WindowBook 1 explored how AI reflects human bias. Book 2 reveals what happens when those mirrors become windows-one-way surveillance tools peering into every aspect of human behaviour whilst remaining conveniently opaque themselves. When algorithms watch us, they don't just see what we do; they influence what we do next.From China's algorithmic citizenship affecting 200 million people to Amazon's anticipatory shipping patents, from WeChat's "super app" surveillance to Europe's GDPR consent theatre, this book exposes the comprehensive transformation of human agency in the digital age.Why This Matters More Than EverWe're creating a generation that instinctively performs for algorithmic audiences. The irony? Whilst we critique China's explicit social credit system, we've built something arguably more pernicious-surveillance infrastructure operating without transparency, accountability, or democratic oversight.This isn't another privacy scare story or techno-optimist manifesto. It's a clear-eyed examination of how surveillance capitalism transforms social relationships, economic structures, and political processes faster than our collective ability to understand them.Written by a Global Tech VeteranGari Johnson brings 30+ years of technology leadership across Asia Pacific, providing unique insights into how surveillance operates across cultures. With the irreverent humour of someone who's seen surveillance capitalism evolve from clumsy cookies to sophisticated behavioural prediction engines.Created through human-AI collaboration, demonstrating thoughtful technology integration whilst maintaining human agency and critical perspective.The Bottom LineThe algorithm will see you now, but after reading this book, you'll see it right back.Ready to understand the real cost of "free" digital services? To discover why your teenager's TikTok algorithm might understand them better than you do? To learn how to resist without becoming a digital hermit?This book shows you how. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.…

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