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Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
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Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Anthony Iannarino
Publisher: Penguin
ISBN: 0735211698
Category : Business & Economics
Languages : en
Pages : 241
Get Book Here
Book Description
“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\
Author: Rosebud Ben-Oni
Publisher: Alice James Books
ISBN: 1948579499
Category : Poetry
Languages : en
Pages : 88
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Book Description
A fascinating blend of poetry and science, Ben-Oni’s poems are precisely crafted, like a surgeon sewing a complicated stitch. The speaker of the collection falls ill, and takes comfort in exploring the idea of “Efes” which is “zero” in Modern Hebrew, using that nullification to be a means of transformation.
Author: Joao Gama
Publisher: CRC Press
ISBN: 1439826129
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
Since the beginning of the Internet age and the increased use of ubiquitous computing devices, the large volume and continuous flow of distributed data have imposed new constraints on the design of learning algorithms. Exploring how to extract knowledge structures from evolving and time-changing data, Knowledge Discovery from Data Streams presents
Author: John A. Beck
Publisher: Our Daily Bread Publishing
ISBN: 1627074279
Category : Religion
Languages : en
Pages : 592
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Book Description
With scores of full-color maps, photographs, detailed commentary, and much more, the Discovery House Bible Atlas helps you grasp the vital connection between the land of the Bible and the teachings and events of Scripture. Covering the full sweep of the Holy Land--the Coastal Plain, the Central Mountain Range, the Jordan Valley, and the Transjordan Plateau--this fascinating volume provides big-picture and on-site views that bring new vibrancy and meaning to God’s Word. From little-known cities to famous landmarks, you’ll learn the significance of these locations and why, even today, they are relevant to your relationship with the Lord.
Author: Bhikkhu Revata
Publisher: Pa-Auk Meditation Centre (Singapore)
ISBN:
Category : Religion
Languages : en
Pages : 207
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Book Description
"The Buddha never compelled anybody to have blind faith in Him. He just exhorted us to depend on our own wisdom. It is not because we are born as humans that we become wise or foolish. It is because we can bring our defilements under control that we become wise, and it is because we can’t bring our defilements under control that we become foolish. We all have both good and bad qualities. Snakes, chickens, and pigs are not created for you to eat. It is in such existences that you yourself have been born before. We can’t harm anybody without harming ourselves. We can’t disturb others without disturbing ourselves. Patience means accepting. Very beautiful! Accepting both the desirable and the undesirable is the perfection of patience. You make friends with the defilements all the time, but the defilements never treat you as a friend in return. They treat you as an enemy. The Buddha never says, 'Come and believe'. He says, ‘Come and see; the wise can know, the wise can see’. ‘One who sees the Dhamma, sees me. One who sees me, sees the Dhamma’." [From a book published by Pa-Auk Meditation Centre, a Centre of Theravāda Buddhist Tradition]
Author: Venkatesh Narayanamurti
Publisher: Harvard University Press
ISBN: 0674974158
Category : Science
Languages : en
Pages : 177
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Book Description
Cycles of Invention and Discovery offers an in-depth look at the real-world practice of science and engineering. It shows how the standard categories of “basic” and “applied” have become a hindrance to the organization of the U.S. science and technology enterprise. Tracing the history of these problematic categories, Venkatesh Narayanamurti and Toluwalogo Odumosu document how historical views of policy makers and scientists have led to the construction of science as a pure ideal on the one hand and of engineering as a practical (and inherently less prestigious) activity on the other. Even today, this erroneous but still widespread distinction forces these two endeavors into separate silos, misdirects billions of dollars, and thwarts progress in science and engineering research. The authors contrast this outmoded perspective with the lived experiences of researchers at major research laboratories. Using such Nobel Prize–winning examples as magnetic resonance imaging, the transistor, and the laser, they explore the daily micro-practices of research, showing how distinctions between the search for knowledge and creative problem solving break down when one pays attention to the ways in which pathbreaking research actually happens. By studying key contemporary research institutions, the authors highlight the importance of integrated research practices, contrasting these with models of research in the classic but still-influential report Science the Endless Frontier. Narayanamurti and Odumosu’s new model of the research ecosystem underscores that discovery and invention are often two sides of the same coin that moves innovation forward.
Author: Teresa Torres
Publisher: Product Talk LLC
ISBN: 1736633317
Category : Design
Languages : en
Pages : 201
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Book Description
"If you haven't had the good fortune to be coached by a strong leader or product coach, this book can help fill that gap and set you on the path to success." - Marty Cagan How do you know that you are making a product or service that your customers want? How do you ensure that you are improving it over time? How do you guarantee that your team is creating value for your customers in a way that creates value for your business? In this book, you'll learn a structured and sustainable approach to continuous discovery that will help you answer each of these questions, giving you the confidence to act while also preparing you to be wrong. You'll learn to balance action with doubt so that you can get started without being blindsided by what you don't get right. If you want to discover products that customers love-that also deliver business results-this book is for you.
Author: Peter W. Jusczyk
Publisher: Bradford Books
ISBN: 9780262600361
Category : Language Arts & Disciplines
Languages : en
Pages : 314
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Book Description
The Discovery of Spoken Language marks one of the first efforts to integrate the field of infant speech perception research into the general study of language acquisition. It fills in a key part of the acquisition story by providing an extensive review of research on the acquisition of language during the first year of life, focusing primarily on how normally developing infants learn the organization of native language sound patterns. Peter Jusczyk examines the initial capacities that infants possess for discriminating and categorizing speech sounds and how these capacities evolve as infants gain experience with native language input. Jusczyk also looks at how infants' growing knowledge of native language sound patterns may facilitate the acquisition of other aspects of language organization and discusses the relationship between the learner's developing capacities for perceiving and producing speech.
Author: Michael Nielsen
Publisher: Princeton University Press
ISBN: 0691202842
Category : Science
Languages : en
Pages : 272
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Book Description
"Reinventing Discovery argues that we are in the early days of the most dramatic change in how science is done in more than 300 years. This change is being driven by new online tools, which are transforming and radically accelerating scientific discovery"--
Author: Mike S. Lee
Publisher: John Wiley & Sons
ISBN: 0471721026
Category : Science
Languages : en
Pages : 576
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Book Description
New strategies and techniques for today's fast-paced discoveryprocess Today, the pressure is on for high-throughput approaches toaccelerate the generation, identification, and optimization ofmolecules with desirable drug properties. As traditional methods ofanalysis become antiquated, new analytical strategies andtechniques are necessary to meet sample throughput requirements andmanpower constraints. Among them, mass spectrometry has grown to bea front-line tool throughout drug discovery. Integrated Strategies for Drug Discovery Using Mass Spectrometryprovides a thorough review of current analytical approaches,industry practices, and strategies in drug discovery. The topicsrepresent current industry benchmarks in specific drug discoveryactivities that deal with proteomics, biomarker discovery,metabonomic approaches for toxicity screening, lead identification,compound libraries, quantitative bioanalytical support,biotransformation, reactive metabolite characterization, leadoptimization, pharmaceutical property profiling, sample preparationstrategies, and automation. THIS BOOK: * Clearly explains how drug discovery and mass spectrometry areinterconnected * Discusses the uses and limitations of various types of massspectrometry in various aspects of drug discovery * Prominently features analytical applications that requiretrace-mixture analysis * Provides industry applications and real-world examples * Shares historical background information on various techniques toaid in the understanding of how and why new methods are now beingemployed to analyze samples
