Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change PDF Download
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Author: Lou Schachter
Publisher: McGraw Hill Professional
ISBN: 1259642186
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
A groundbreaking approach to selling in a world demanding change Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. Selling Vision is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X→XY→Y selling methodology, the authors: · Propose a new logic for thinking about and executing major sales transformations · Examine these transformations from the customer’s perspective and how their changing buying patterns suggest a particular way of focusing selling activities · Consider the perspective of salespeople and what they can do to sell change to their customers · Look at how sales leaders and managers can change the way their organizations sell products or services · Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X→XY→Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. This book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. How you respond to changing sales dynamics will determine your company’s success, that of your customers, and, to a great extent, your own personal career goals and future.
Author: Lou Schachter
Publisher: McGraw Hill Professional
ISBN: 1259642186
Category : Business & Economics
Languages : en
Pages : 257
Get Book Here
Book Description
A groundbreaking approach to selling in a world demanding change Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. Selling Vision is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X→XY→Y selling methodology, the authors: · Propose a new logic for thinking about and executing major sales transformations · Examine these transformations from the customer’s perspective and how their changing buying patterns suggest a particular way of focusing selling activities · Consider the perspective of salespeople and what they can do to sell change to their customers · Look at how sales leaders and managers can change the way their organizations sell products or services · Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X→XY→Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. This book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. How you respond to changing sales dynamics will determine your company’s success, that of your customers, and, to a great extent, your own personal career goals and future.
Author: Micela Leis
Publisher: Center for Creative Leadership
ISBN: 1604919760
Category : Education
Languages : en
Pages : 186
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Book Description
Today’s youth are tomorrow’s leaders. The better they can understand themselves and work effectively with others, the greater impact they can make on the world around them. Based on research from the Center for Creative Leadership, Social-Emotional Leadership: A Guide for Youth Development identifies 14 student leadership attributes and offers tools for adults to use to develop social-emotional leadership in youth inside and outside the classroom. Social-Emotional Leadership: Reflection Journal, a blank companion journal for students is also available. ISBN 978-1-60491-987-5
Author: Avi Wigderson
Publisher: Princeton University Press
ISBN: 0691189137
Category : Computers
Languages : en
Pages : 434
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Book Description
From the winner of the Turing Award and the Abel Prize, an introduction to computational complexity theory, its connections and interactions with mathematics, and its central role in the natural and social sciences, technology, and philosophy Mathematics and Computation provides a broad, conceptual overview of computational complexity theory—the mathematical study of efficient computation. With important practical applications to computer science and industry, computational complexity theory has evolved into a highly interdisciplinary field, with strong links to most mathematical areas and to a growing number of scientific endeavors. Avi Wigderson takes a sweeping survey of complexity theory, emphasizing the field’s insights and challenges. He explains the ideas and motivations leading to key models, notions, and results. In particular, he looks at algorithms and complexity, computations and proofs, randomness and interaction, quantum and arithmetic computation, and cryptography and learning, all as parts of a cohesive whole with numerous cross-influences. Wigderson illustrates the immense breadth of the field, its beauty and richness, and its diverse and growing interactions with other areas of mathematics. He ends with a comprehensive look at the theory of computation, its methodology and aspirations, and the unique and fundamental ways in which it has shaped and will further shape science, technology, and society. For further reading, an extensive bibliography is provided for all topics covered. Mathematics and Computation is useful for undergraduate and graduate students in mathematics, computer science, and related fields, as well as researchers and teachers in these fields. Many parts require little background, and serve as an invitation to newcomers seeking an introduction to the theory of computation. Comprehensive coverage of computational complexity theory, and beyond High-level, intuitive exposition, which brings conceptual clarity to this central and dynamic scientific discipline Historical accounts of the evolution and motivations of central concepts and models A broad view of the theory of computation's influence on science, technology, and society Extensive bibliography
Author: Ramli John
Publisher: Productled Press
ISBN: 9781777717704
Category :
Languages : en
Pages : 312
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Book Description
When you borrow a plate from grandma, does she ask you to pay a deposit? Of course not. Likewise, blocking your non-paying ("freemium") customers from the core experience of your product, is like chopping your own leg off while running a marathon. Yet, this is just one of the crucial mistakes that most SaaS companies make right off the bat. Think about it. Do YOU have... Stalled accounts taking up valuable space? Sub-par clients who only expect freebies and don't ever use the full features of your product? Low conversion from free accounts to paid? Then, you might have a shot-yourself-in-the-foot problem. In this book, you'll find the easy, 6-step formula you can apply to your operations today that can change absolutely everything. You'll be able to count your company among giants like Mixpanel, Ubisoft, and Outsystems when you: Captivate clients' attention from the get-go. Make it easier for clients to get good at using your software so they are more likely to use it. Create a fool-proof checklist to make your product go viral. Match services with behaviors, and get users addicted to your product. Win rave reviews by making clients feel like VIPs. Use this strategy at each level in your team to supercharge its effect. Rinse and repeat, and watch your business grow while you sleep. In short, you'll discover why putting your customer first is the ultimate secret to growing your company. And how you can achieve astronomical conversions and customer loyalty without even trying. Check out what others are saying:
Author: Avrim Blum
Publisher: Cambridge University Press
ISBN: 1108617360
Category : Computers
Languages : en
Pages : 433
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Book Description
This book provides an introduction to the mathematical and algorithmic foundations of data science, including machine learning, high-dimensional geometry, and analysis of large networks. Topics include the counterintuitive nature of data in high dimensions, important linear algebraic techniques such as singular value decomposition, the theory of random walks and Markov chains, the fundamentals of and important algorithms for machine learning, algorithms and analysis for clustering, probabilistic models for large networks, representation learning including topic modelling and non-negative matrix factorization, wavelets and compressed sensing. Important probabilistic techniques are developed including the law of large numbers, tail inequalities, analysis of random projections, generalization guarantees in machine learning, and moment methods for analysis of phase transitions in large random graphs. Additionally, important structural and complexity measures are discussed such as matrix norms and VC-dimension. This book is suitable for both undergraduate and graduate courses in the design and analysis of algorithms for data.
Author: Paul Milgrom
Publisher: Cambridge University Press
ISBN: 1139449168
Category : Business & Economics
Languages : en
Pages : 378
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Book Description
This book provides a comprehensive introduction to modern auction theory and its important new applications. It is written by a leading economic theorist whose suggestions guided the creation of the new spectrum auction designs. Aimed at graduate students and professionals in economics, the book gives the most up-to-date treatments of both traditional theories of 'optimal auctions' and newer theories of multi-unit auctions and package auctions, and shows by example how these theories are used. The analysis explores the limitations of prominent older designs, such as the Vickrey auction design, and evaluates the practical responses to those limitations. It explores the tension between the traditional theory of auctions with a fixed set of bidders, in which the seller seeks to squeeze as much revenue as possible from the fixed set, and the theory of auctions with endogenous entry, in which bidder profits must be respected to encourage participation.
Author: Anne Fausto-Sterling
Publisher: Basic Books
ISBN: 1541672909
Category : Social Science
Languages : en
Pages : 621
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Book Description
Now updated with groundbreaking research, this award-winning classic examines the construction of sexual identity in biology, society, and history. Why do some people prefer heterosexual love while others fancy the same sex? Is sexual identity biologically determined or a product of convention? In this brilliant and provocative book, the acclaimed author of Myths of Gender argues that even the most fundamental knowledge about sex is shaped by the culture in which scientific knowledge is produced. Drawing on astonishing real-life cases and a probing analysis of centuries of scientific research, Fausto-Sterling demonstrates how scientists have historically politicized the body. In lively and impassioned prose, she breaks down three key dualisms -- sex/gender, nature/nurture, and real/constructed -- and asserts that individuals born as mixtures of male and female exist as one of five natural human variants and, as such, should not be forced to compromise their differences to fit a flawed societal definition of normality.
Author: Ian Stewart
Publisher: Basic Books
ISBN: 0465029744
Category : Mathematics
Languages : en
Pages : 225
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Book Description
The seventeen equations that form the basis for life as we know it. Most people are familiar with history's great equations: Newton's Law of Gravity, for instance, or Einstein's theory of relativity. But the way these mathematical breakthroughs have contributed to human progress is seldom appreciated. In In Pursuit of the Unknown, celebrated mathematician Ian Stewart untangles the roots of our most important mathematical statements to show that equations have long been a driving force behind nearly every aspect of our lives. Using seventeen of our most crucial equations -- including the Wave Equation that allowed engineers to measure a building's response to earthquakes, saving countless lives, and the Black-Scholes model, used by bankers to track the price of financial derivatives over time -- Stewart illustrates that many of the advances we now take for granted were made possible by mathematical discoveries. An approachable, lively, and informative guide to the mathematical building blocks of modern life, In Pursuit of the Unknown is a penetrating exploration of how we have also used equations to make sense of, and in turn influence, our world.
Author: Steven S. Skiena
Publisher: Springer
ISBN: 3319554441
Category : Computers
Languages : en
Pages : 456
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Book Description
This engaging and clearly written textbook/reference provides a must-have introduction to the rapidly emerging interdisciplinary field of data science. It focuses on the principles fundamental to becoming a good data scientist and the key skills needed to build systems for collecting, analyzing, and interpreting data. The Data Science Design Manual is a source of practical insights that highlights what really matters in analyzing data, and provides an intuitive understanding of how these core concepts can be used. The book does not emphasize any particular programming language or suite of data-analysis tools, focusing instead on high-level discussion of important design principles. This easy-to-read text ideally serves the needs of undergraduate and early graduate students embarking on an “Introduction to Data Science” course. It reveals how this discipline sits at the intersection of statistics, computer science, and machine learning, with a distinct heft and character of its own. Practitioners in these and related fields will find this book perfect for self-study as well. Additional learning tools: Contains “War Stories,” offering perspectives on how data science applies in the real world Includes “Homework Problems,” providing a wide range of exercises and projects for self-study Provides a complete set of lecture slides and online video lectures at www.data-manual.com Provides “Take-Home Lessons,” emphasizing the big-picture concepts to learn from each chapter Recommends exciting “Kaggle Challenges” from the online platform Kaggle Highlights “False Starts,” revealing the subtle reasons why certain approaches fail Offers examples taken from the data science television show “The Quant Shop” (www.quant-shop.com)
Author: Alan Garfinkel
Publisher: Springer
ISBN: 3319597310
Category : Mathematics
Languages : en
Pages : 456
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Book Description
This book develops the mathematical tools essential for students in the life sciences to describe interacting systems and predict their behavior. From predator-prey populations in an ecosystem, to hormone regulation within the body, the natural world abounds in dynamical systems that affect us profoundly. Complex feedback relations and counter-intuitive responses are common in nature; this book develops the quantitative skills needed to explore these interactions. Differential equations are the natural mathematical tool for quantifying change, and are the driving force throughout this book. The use of Euler’s method makes nonlinear examples tractable and accessible to a broad spectrum of early-stage undergraduates, thus providing a practical alternative to the procedural approach of a traditional Calculus curriculum. Tools are developed within numerous, relevant examples, with an emphasis on the construction, evaluation, and interpretation of mathematical models throughout. Encountering these concepts in context, students learn not only quantitative techniques, but how to bridge between biological and mathematical ways of thinking. Examples range broadly, exploring the dynamics of neurons and the immune system, through to population dynamics and the Google PageRank algorithm. Each scenario relies only on an interest in the natural world; no biological expertise is assumed of student or instructor. Building on a single prerequisite of Precalculus, the book suits a two-quarter sequence for first or second year undergraduates, and meets the mathematical requirements of medical school entry. The later material provides opportunities for more advanced students in both mathematics and life sciences to revisit theoretical knowledge in a rich, real-world framework. In all cases, the focus is clear: how does the math help us understand the science?
