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Author: Jim Holden
Publisher: John Wiley & Sons
ISBN: 1118240944
Category : Business & Economics
Languages : en
Pages : 262
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Book Description
An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
Author: Jim Holden
Publisher: John Wiley & Sons
ISBN: 1118240944
Category : Business & Economics
Languages : en
Pages : 262
Get Book Here
Book Description
An updated and revised version of the business classic Power Base Selling Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science. Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success. Create Demand, as well as competitively Service Demand Quickly leverage "Situational Power Bases" to drive up win rates Provide customers with value that advances their critical business initiatives Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign Increase customer satisfaction and competitive differentiation See measurable gains and exceed quota when you leverage customer politics, value, and competitive strategy.
Author: Jim Holden
Publisher: John Wiley & Sons
ISBN:
Category : Business & Economics
Languages : en
Pages : 244
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Book Description
"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division. "Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology. "The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada). "Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.
Author: Jeremy Heimans
Publisher: Random House Canada
ISBN: 0345816463
Category : Business & Economics
Languages : en
Pages : 310
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Book Description
From two influential and visionary thinkers comes a big idea that is changing the way movements catch fire and ideas spread in our highly connected world. For the vast majority of human history, power has been held by the few. "Old power" is closed, inaccessible, and leader-driven. Once gained, it is jealously guarded, and the powerful spend it carefully, like currency. But the technological revolution of the past two decades has made possible a new form of power, one that operates differently, like a current. "New power" is made by many; it is open, participatory, often leaderless, and peer-driven. Like water or electricity, it is most forceful when it surges. The goal with new power is not to hoard it, but to channel it. New power is behind the rise of participatory communities like Facebook and YouTube, sharing services like Uber and Airbnb, and rapid-fire social movements like Brexit and #BlackLivesMatter. It explains the unlikely success of Barack Obama's 2008 campaign and the unlikelier victory of Donald Trump in 2016. And it gives ISIS its power to propagate its brand and distribute its violence. Even old power institutions like the Papacy, NASA, and LEGO have tapped into the strength of the crowd to stage improbable reinventions. In New Power, the business leaders/social visionaries Jeremy Heimans and Henry Timms provide the tools for using new power to successfully spread an idea or lead a movement in the twenty-first century. Drawing on examples from business, politics, and social justice, they explain the new world we live in--a world where connectivity has made change shocking and swift and a world in which everyone expects to participate.
Author: Stanley Rosenberg
Publisher: North Atlantic Books
ISBN: 1623170257
Category : Health & Fitness
Languages : en
Pages : 297
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Book Description
The bestselling guide to the vagus nerve, now in 20+ languages: unlock the self-healing power of Stephen Porges’s Polyvagal Theory Vagus exercises for reducing anxiety, healing trauma, and rebalancing your autonomic nervous system This comprehensive guide offers an easy-to-understand overview of the vagus nerve—and helps you unlock your body’s innate capacity to heal from stress, trauma, anxiety, and injury. Dr. Stanley Rosenberg, PhD, dispels long-held myths about the autonomic nervous system (ANS) and offers up-to-date research on how our physical health, emotional wellness, and the vagus nerve are all interconnected. Most importantly, he shows how these insights can help you heal your ANS—and live a less stressed, more balanced, and emotionally regulated life. This book offers: An in-depth overview of Stephen Porges’s Polyvagal Theory Step-by-step self-help techniques for regulating the vagus nerve Vagus exercises to relieve emotional, psychological, and physical symptoms Real-life case studies and stories from the author’s clinical practice Insights into the vagus nerve’s role in social behavior An overview of what happens in our bodies when we get stuck in stress states—and how to heal them Simple, research-backed recommendations for initiating deep relaxation, improving sleep, healing from trauma, and stimulating recovery from illness and injury Accessing the Healing Power of the Vagus Nerve is written for therapists, bodyworkers, trauma survivors, parents, and anyone struggling with chronic stress. Grounded in neurobiology research, clinical stories, and easy-to-follow exercises, this book gives you the tools to bring your body back into a state of safety, balance, and optimal functioning.
Author: Moises Naim
Publisher: Basic Books
ISBN: 0465065686
Category : Political Science
Languages : en
Pages : 295
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Book Description
The provocative bestseller explaining the decline of power in the twenty-first century -- in government, business, and beyond. br> Power is shifting -- from large, stable armies to loose bands of insurgents, from corporate leviathans to nimble start-ups, and from presidential palaces to public squares. But power is also changing, becoming harder to use and easier to lose. In The End of Power, award-winning columnist and former Foreign Policy editor MoiséNaíilluminates the struggle between once-dominant megaplayers and the new micropowers challenging them in every field of human endeavor. Drawing on provocative, original research and a lifetime of experience in global affairs, Naíexplains how the end of power is reconfiguring our world. "The End of Power will . . . change the way you look at the world." -- Bill Clinton "Extraordinary." -- George Soros "Compelling and original." -- Arianna Huffington "A fascinating new perspective . . . Naímakes eye-opening connections." -- Francis Fukuyama
Author: Jacob Cohen
Publisher: Routledge
ISBN: 1134742770
Category : Psychology
Languages : en
Pages : 625
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Book Description
Statistical Power Analysis is a nontechnical guide to power analysis in research planning that provides users of applied statistics with the tools they need for more effective analysis. The Second Edition includes: * a chapter covering power analysis in set correlation and multivariate methods; * a chapter considering effect size, psychometric reliability, and the efficacy of "qualifying" dependent variables and; * expanded power and sample size tables for multiple regression/correlation.
Author: American Bar Association. House of Delegates
Publisher: American Bar Association
ISBN: 9781590318737
Category : Law
Languages : en
Pages : 216
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Book Description
The Model Rules of Professional Conduct provides an up-to-date resource for information on legal ethics. Federal, state and local courts in all jurisdictions look to the Rules for guidance in solving lawyer malpractice cases, disciplinary actions, disqualification issues, sanctions questions and much more. In this volume, black-letter Rules of Professional Conduct are followed by numbered Comments that explain each Rule's purpose and provide suggestions for its practical application. The Rules will help you identify proper conduct in a variety of given situations, review those instances where discretionary action is possible, and define the nature of the relationship between you and your clients, colleagues and the courts.
Author: Traci Sorell
Publisher: Penguin
ISBN: 0735230609
Category : Juvenile Fiction
Languages : en
Pages : 33
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Book Description
A family, separated by duty and distance, waits for a loved one to return home in this lyrical picture book celebrating the bonds of a Cherokee family and the bravery of history-making women pilots. At the mountain's base sits a cabin under an old hickory tree. And in that cabin lives a family -- loving, weaving, cooking, and singing. The strength in their song sustains them through trials on the ground and in the sky, as they wait for their loved one, a pilot, to return from war. With an author's note that pays homage to the true history of Native American U.S. service members like WWII pilot Ola Mildred "Millie" Rexroat, this is a story that reveals the roots that ground us, the dreams that help us soar, and the people and traditions that hold us up.
Author: Carl Patton
Publisher: Routledge
ISBN: 1317350006
Category : Political Science
Languages : en
Pages : 481
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Book Description
Updated in its 3rd edition, Basic Methods of Policy Analysis and Planning presents quickly applied methods for analyzing and resolving planning and policy issues at state, regional, and urban levels. Divided into two parts, Methods which presents quick methods in nine chapters and is organized around the steps in the policy analysis process, and Cases which presents seven policy cases, ranging in degree of complexity, the text provides readers with the resources they need for effective policy planning and analysis. Quantitative and qualitative methods are systematically combined to address policy dilemmas and urban planning problems. Readers and analysts utilizing this text gain comprehensive skills and background needed to impact public policy.
Author: National Academies of Sciences Engineering and Medicine
Publisher:
ISBN: 9780309258036
Category :
Languages : en
Pages :
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Book Description
At the request of the Deputy Assistant Secretary of the Army for Research and Technology, Powering the U.S. Army of the Future examines the U.S. Army's future power requirements for sustaining a multi-domain operational conflict and considers to what extent emerging power generation and transmission technologies can achieve the Army's operational power requirements in 2035. The study was based on one operational usage case identified by the Army as part of its ongoing efforts in multi-domain operations. The recommendations contained in this report are meant to help inform the Army's investment priorities in technologies to help ensure that the power requirements of the Army's future capability needs are achieved.
