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Author: Brent Adamson
Publisher: Portfolio
ISBN: 1591848156
Category : Business & Economics
Languages : en
Pages : 290
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Book Description
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Author: Brent Adamson
Publisher: Portfolio
ISBN: 1591848156
Category : Business & Economics
Languages : en
Pages : 290
Get Book Here
Book Description
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Author: Gary Ryan Blair
Publisher: John Wiley & Sons
ISBN: 0470504560
Category : Business & Economics
Languages : en
Pages : 32
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Book Description
Everything Counts! is an execution strategy for inspiring excellence and driving exceptional results. Too many people and organizations are mired in a mediocrity of their own making. They focus their attention and efforts on getting the big things right, but they ignore the little things that often make a big difference. As a result, reputations are damaged, brands diluted, and loyalty is lost by blatant disregard for the small stuff which negatively impacts the customer experience. For years, we've been taught not to sweat the small stuff, but in the real world of business, Everything Counts. Everything Counts is a call to greater awareness and with awareness comes a responsibility to raise the performance bar. It offers a powerful operating philosophy that will steer your organization to reach higher levels of growth, productivity, and performance. From the smallest customer contact to the most minute details of product quality, the little things add up to a pretty big deal. Serving as the definitive guide on organizational and personal mastery, this book gives you a foundation for unparalleled customer service, superior quality, and consistent performance. A proven system for organizing, aligning, and improving all your efforts in sales, service, and performance improvement Shows how concentrating on the small things leads to growth, productivity, personal success, and business greatness Helps you motivate your people and teams to achieve better results on both the personal and organizational level Everything Counts reminds us that seemingly small things can make tremendous differences. The purpose of this book is to help you internally define and take ownership of the most fundamental principle behind achieving results beyond you expectations-a single idea with an actionable focus-Everything Counts!
Author: Ted H. Hull
Publisher: Teacher Created Materials
ISBN: 1425896936
Category : Education
Languages : en
Pages : 322
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Book Description
Focus on the teaching and learning of mathematics through the use of games. Based on current research and correlated to College and Career Readiness and other state standards, this resource provides both teachers and students with rich opportunities to engage in the Standards for Mathematical Practice. Each concept-building game supports students' learning and understanding concepts. Games are provided in the following categories: Counting and Cardinality; Operations and Algebraic Thinking; Expressions and Equations; Functions; Numbers and Operations in Base Ten; Numbers and Operations--Fractions; The Number System; Ratio and Proportional Relationships; Measurement and Data; Geometry; and Statistics and Probability.
Author:
Publisher:
ISBN:
Category : Insurance
Languages : en
Pages : 1266
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Book Description
Author: Ali Asad
Publisher: Apress
ISBN: 148422860X
Category : Computers
Languages : en
Pages : 495
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Book Description
Prepare for Microsoft Certification Exam 70-483: Programming in C#. The “What, Why, and How” of each concept is presented along with quick summaries, code challenges, and exam questions to review and practice key concepts. You will learn how to use: Lambda expressions to write LINQ query expressions Asynchronous programming with the Async and Await keywords to maximize performance of slow applications Regular expressions to validate user input Reflection to create and handle types at runtime and much more The source code in the book will be available in the form of iCanCSharp notebooks and scripts that allow you to try out examples and extend them in interesting ways. What You Will Learn Understand the necessary knowledge and skill set to prepare for Microsoft Exam 70-483 Study the code challenges and practice questions on C# that are relevant to the exam Master the C# programming language Who This Book Is For Experienced C# and .NET programmers and developers who are ready to take and pass the exam in order to get certified
Author: Qing Li
Publisher: Springer
ISBN: 3642006728
Category : Computers
Languages : en
Pages : 704
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Book Description
This book constitutes the proceedings of the joint International Conference APWeb/WAIM 2009 which was held in Suzhou, China, during April 1-4, 2009. The 42 full papers presented together with 26 short papers and the abstracts of 2 keynote speeches were carefully reviewed and selected for inclusion in the book. The topics covered are query processing, topic-based techniques, Web data processing, multidimensional data analysis, stream data processing, data mining and its applications, and data management support to advanced applications.
Author: Reuven Lerner
Publisher: Simon and Schuster
ISBN: 1638355274
Category : Computers
Languages : en
Pages : 438
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Book Description
Practice makes perfect pandas! Work out your pandas skills against dozens of real-world challenges, each carefully designed to build an intuitive knowledge of essential pandas tasks. In Pandas Workout you’ll learn how to: Clean your data for accurate analysis Work with rows and columns for retrieving and assigning data Handle indexes, including hierarchical indexes Read and write data with a number of common formats, such as CSV and JSON Process and manipulate textual data from within pandas Work with dates and times in pandas Perform aggregate calculations on selected subsets of data Produce attractive and useful visualizations that make your data come alive Pandas Workout hones your pandas skills to a professional-level through two hundred exercises, each designed to strengthen your pandas skills. You’ll test your abilities against common pandas challenges such as importing and exporting, data cleaning, visualization, and performance optimization. Each exercise utilizes a real-world scenario based on real-world data, from tracking the parking tickets in New York City, to working out which country makes the best wines. You’ll soon find your pandas skills becoming second nature—no more trips to StackOverflow for what is now a natural part of your skillset. About the technology Python’s pandas library can massively reduce the time you spend analyzing, cleaning, exploring, and manipulating data. And the only path to pandas mastery is practice, practice, and, you guessed it, more practice. In this book, Python guru Reuven Lerner is your personal trainer and guide through over 200 exercises guaranteed to boost your pandas skills. About the book Pandas Workout is a thoughtful collection of practice problems, challenges, and mini-projects designed to build your data analysis skills using Python and pandas. The workouts use realistic data from many sources: the New York taxi fleet, Olympic athletes, SAT scores, oil prices, and more. Each can be completed in ten minutes or less. You’ll explore pandas’ rich functionality for string and date/time handling, complex indexing, and visualization, along with practical tips for every stage of a data analysis project. What's inside Clean data with less manual labor Retrieving and assigning data Process and manipulate text Calculations on selected data subsets About the reader For Python programmers and data analysts. About the author Reuven M. Lerner teaches Python and data science around the world and publishes the “Bamboo Weekly” newsletter. He is the author of Manning’s Python Workout (2020). Table of Contents 1 Series 2 Data frames 3 Importing and exporting data 4 Indexes 5 Cleaning data 6 Grouping, joining, and sorting 7 Advanced grouping, joining, and sorting 8 Midway project 9 Strings 10 Dates and times 11 Visualization 12 Performance 13 Final project
Author: Jaime Buelta
Publisher: Packt Publishing Ltd
ISBN: 1800202598
Category : Computers
Languages : en
Pages : 527
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Book Description
Get a firm grip on the core processes including browser automation, web scraping, Word, Excel, and GUI automation with Python 3.8 and higher Key FeaturesAutomate integral business processes such as report generation, email marketing, and lead generationExplore automated code testing and Python’s growth in data science and AI automation in three new chaptersUnderstand techniques to extract information and generate appealing graphs, and reports with MatplotlibBook Description In this updated and extended version of Python Automation Cookbook, each chapter now comprises the newest recipes and is revised to align with Python 3.8 and higher. The book includes three new chapters that focus on using Python for test automation, machine learning projects, and for working with messy data. This edition will enable you to develop a sharp understanding of the fundamentals required to automate business processes through real-world tasks, such as developing your first web scraping application, analyzing information to generate spreadsheet reports with graphs, and communicating with automatically generated emails. Once you grasp the basics, you will acquire the practical knowledge to create stunning graphs and charts using Matplotlib, generate rich graphics with relevant information, automate marketing campaigns, build machine learning projects, and execute debugging techniques. By the end of this book, you will be proficient in identifying monotonous tasks and resolving process inefficiencies to produce superior and reliable systems. What you will learnLearn data wrangling with Python and Pandas for your data science and AI projectsAutomate tasks such as text classification, email filtering, and web scraping with PythonUse Matplotlib to generate a variety of stunning graphs, charts, and mapsAutomate a range of report generation tasks, from sending SMS and email campaigns to creating templates, adding images in Word, and even encrypting PDFsMaster web scraping and web crawling of popular file formats and directories with tools like Beautiful SoupBuild cool projects such as a Telegram bot for your marketing campaign, a reader from a news RSS feed, and a machine learning model to classify emails to the correct department based on their contentCreate fire-and-forget automation tasks by writing cron jobs, log files, and regexes with Python scriptingWho this book is for Python Automation Cookbook - Second Edition is for developers, data enthusiasts or anyone who wants to automate monotonous manual tasks related to business processes such as finance, sales, and HR, among others. Working knowledge of Python is all you need to get started with this book.
Author: Dave Minter
Publisher: Apress
ISBN: 1430265183
Category : Computers
Languages : en
Pages : 223
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Book Description
Beginning Hibernate, Third Edition is ideal if you’re experienced in Java with databases (the traditional, or "connected," approach), but new to open-source, lightweight Hibernate, a leading object-relational mapping and database-oriented application development framework. This book packs in information about the release of the Hibernate 4.x persistence layer and provides a clear introduction to the current standard for object-relational persistence in Java. And since the book keeps its focus on Hibernate without wasting time on nonessential third-party tools, you’ll be able to immediately start building transaction-based engines and applications. Experienced authors Joseph Ottinger with Dave Minter and Jeff Linwood provide more in-depth examples than any other book for Hibernate beginners. The authors also present material in a lively, example-based manner—not a dry, theoretical, hard-to-read fashion.
Author: Technical Association of the Pulp and Paper Industry
Publisher:
ISBN:
Category : Paper industry
Languages : en
Pages : 364
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Book Description
