Author: MichiganPublisher:
ISBN:
Category :
Languages : en
Pages : 122
Book Description
Our Dying Planet
Author: Peter SalePublisher: Univ of California Press
ISBN: 0520267567
Category : Nature
Languages : en
Pages : 354
Book Description
Weaving into the narrative his own firsthand field experiences around the world, the author, an ecologist brings ecology alive while giving a solid understanding of the science at work behind today's pressing environmental issues. He delves into topics including deforestation, biodiversity loss, over fishing, population growth, use of fossil fuel and climate change while discussing the real consequences of out growing ecological footprint. Coral reefs are on track to become the first ecosystem actually eliminated from the planet. So says the author in this crash course on the state of the planet. He draws from his own extensive work on coral reefs, and from recent research by other ecologists, to explore the many ways we are changing the Earth and to explain why it matters. Most important, this book emphasizes that a gloom-and-doom scenario is not inevitable, and as the author explores alternative paths, he considers the ways in which science can help us realize a better future.
Mastering the Complex Sale
Author: Jeff ThullPublisher: John Wiley and Sons
ISBN: 0470632593
Category : Business & Economics
Languages : en
Pages : 311
Book Description
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation
The Challenger Sale
Author: Matthew DixonPublisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 240
Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
City for Sale
Author: Jack NewfieldPublisher: HarperCollins Publishers
ISBN:
Category : History
Languages : en
Pages : 522
Book Description
Two of New York City's most respected investigative reporters recount the descent of Mayor Ed Koch's administration into crime and corruption.
The Invisible Sale
Author: Tom MartinPublisher: Que Publishing
ISBN: 0133431274
Category : Business & Economics
Languages : en
Pages : 272
Book Description
Build a High-Impact, Low-Hassle Digital Sales Prospecting System That Works! Hate cold calling? Stop doing it! Build a supercharged, highly automated digital sales prospecting system that attracts more qualified leads, shortens sales cycles, and increases conversion rates—painlessly! In The Invisible Sale, Tom Martin reveals techniques he’s used to drive consistent double-digit growth through good times and bad, with no cold calling. Martin’s simple, repeatable process helps you laser-target all your marketing activities, sales messages, and sales calls based on what your prospects are actually telling you. Martin boils complex ideas down to simple, straightforward language...real-life case studies...easy-to-understand templates...and actionable solutions! • Discover the “invisible funnel,” where self-educated buyers are making decisions before you know they exist • Leverage Funnel Optimized website design to identify your prospects’ key challenges before you ever speak to them • Integrate social media, content, and email to optimize the entire prospecting process • Make every sales call count with behaviorally targeted email prospecting • Leverage Twitter, Facebook, and LinkedIn to efficiently “prospect at scale” • Use the science of propinquity to choose “outposts,” strategize social networking, and drive offline campaigns • Save money by rightsizing production quality to each marketing requirement • Rapidly create keyword-rich text content, and use it widely to promote self-qualification • Create webinars and tutorials more easily and painlessly than you ever thought possible • Choose low-cost devices, apps, software, and accessories for quickly creating high-quality DIY media content • Learn how to apply Aikido Selling Techniques to close self-educated buyers
Love for Sale
Author: Elizabeth Alice ClementPublisher: Univ of North Carolina Press
ISBN: 0807877077
Category : Social Science
Languages : en
Pages : 344
Book Description
The intense urbanization and industrialization of America's largest city from the turn of the twentieth century to World War II was accompanied by profound shifts in sexual morality, sexual practices, and gender roles. Comparing prostitution and courtship with a new working-class practice of heterosexual barter called "treating," Elizabeth Alice Clement examines changes in sexual morality and sexual and economic practices. Women "treated" when they exchanged sexual favors for dinner and an evening's entertainment or, more tangibly, for stockings, shoes, and other material goods. These "charity girls" created for themselves a moral space between prostitution and courtship that preserved both sexual barter and respectability. Although treating, as a clearly articulated language and identity, began to disappear after the 1920s and 1930s, Clement argues that it still had significant, lasting effects on modern sexual norms. She demonstrates how treating shaped courtship and dating practices, the prevalence and meaning of premarital sex, and America's developing commercial sex industry. Even further, her study illuminates the ways in which sexuality and morality interact and contribute to our understanding of the broader social categories of race, gender, and class.
Bake Sale
Author: Sara VaronPublisher: Macmillan
ISBN: 1596434198
Category : Fiction
Languages : en
Pages : 326
Book Description
Cupcake runs a successful bakery with his best friend, Eggplant, but dreams of going abroad to meet his idol, Turkish Delight, who is the most famous pastry chef in the world.
Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals
Author: Erik PetersonPublisher: McGraw Hill Professional
ISBN: 9780071752589
Category : Business & Economics
Languages : en
Pages : 272
Book Description
Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
Wall Street on Sale
Author: Timothy P. VickPublisher: McGraw-Hill Companies
ISBN: 9780071342056
Category : Investments
Languages : en
Pages : 0
Book Description
Step-by-step instructions for "value investing"--the time-honored approach proven to work in all markets. 20 graphs. Charts.
Garage Sale Stalker
Author: Suzi WeinertPublisher:
ISBN: 9781604520903
Category : Fiction
Languages : en
Pages : 336
Book Description
McLean, Virginia resident Jennifer Shannon's passion for weekend treasure hunting leads her into a world of crime, child abuse and murder.
