Description : Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Description : True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or service to the customer âe¢ objection handling is an important skill âe¢ open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just donâe(tm)t work for major sales. Rackham went on to introduce his SPIN®-Selling method, where SPIN® describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN®-Selling provides you with a set of simple and practical techniques which have been tried in many of todayâe(tm)s leading companies with dramatic improvements to their sales performance.
Description : An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
Description : THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them 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. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. And what they discovered may be the biggest shock to conventional sales wisdom in decades. The Challenger Sale argues that classic relationship-building is the wrong approach. Every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average performance, only one - the Challenger - delivers consistently high performance. Instead of bludgeoning customers with facts and features, Challengers approach customers with insights about how they can save or make money. They tailor their message to the customer's specific needs. They are assertive, pushing back when necessary and taking control of the sale. Any sales rep, once equipped with the right tools, can drive higher levels of customer loyalty and, ultimately, greater growth. Matthew Dixon and Brent Adamson are managing directors with CEB's Sales Executive Council in Washington, D.C. www.executiveboard.com www.thechallengersale.com
Description : In Traction, serial entrepreneurs Gabriel Weinberg and Justin Mares give startups the tools for generating explosive customer growth 'Anyone trying to break through to new customers can use this smart, ambitious book' Eric Ries, author of The Lean Startup Most startups don't fail because they can't build a product. Most startups fail because they can't get traction. Building a successful company is hard. Smart entrepreneurs know that the key to success isn't the originality of your offering, the brilliance of your team, or how much money you raise. It's how consistently you can grow and acquire new customers. Traction will teach you the nineteen channels you can use to build a customer base, and offers a three-step framework to figure out which ones will work best for your business. No matter how you apply them, the lessons and examples in Traction will help you create and sustain the growth your business desperately needs. 'Here is the inside scoop, the latest, most specific tactics from the red-hot centre of the Internet marketing universe. From someone who has done it. Twice' Seth Godin, author of Linchpin
Description : Discover the secrets of written persuasion! "The principles of hypnosis, when applied to copywriting, add a new spin to selling. Joe Vitale has taken hypnotic words to set the perfect sales environment and then shows us how to use those words to motivate a prospect to take the action you want. This is truly a new and effective approach to copywriting, which I strongly recommend you learn. It's pure genius." -Joseph Sugarman, author of Triggers "I've read countless book on persuasion, but none come close to this one in showing you exactly how to put your readers into a buying trance that makes whatever you are offering them irresistible." -David Garfinkel, author of Advertising Headlines That Make You Rich "I am a huge fan of Vitale and his books, and Hypnotic Writing (first published more than twenty years ago), is my absolute favorite. Updated with additional text and fresh examples, especially from e-mail writing, Joe's specialty, Hypnotic Writing is the most important book on copywriting (yes, that's really what it is about) to be published in this century. Read it. It will make you a better copywriter, period." -Bob Bly, copywriter and author of The Copywriter's Handbook "I couldn't put this book down. It's eye opening and filled with genuinely new stuff about writing and persuading better. And it communicates it brilliantly and teaches it brilliantly-exemplifying the techniques by the writing of the book itself as you go along." -David Deutsch, author of Think Inside the Box, www.thinkinginside.com "Hypnotic Writing is packed with so much great information it's hard to know where to start. The insights, strategies, and tactics in the book are easy to apply yet deliver one heck of a punch. And in case there's any question how to apply them, the before-and-after case studies drive the points home like nothing else can. Hypnotic Writing is not just about hypnotic writing. It is hypnotic writing. On the count of three, you're going to love it. Just watch and see." -Blair Warren, author of The Forbidden Keys to Persuasion
Description : Danny North knew from early childhood that his family was different, and that he was different from them. While his cousins were learning how to create the things that commoners called fairies, ghosts, golems, trolls, werewolves, and other such miracles that were the heritage of the North family, Danny worried that he would never show a talent, never form an outself. He grew up in the rambling old house, filled with dozens of cousins, and aunts and uncles, all ruled by his father. Their home was isolated in the mountains of western Virginia, far from town, far from schools, far from other people. There are many secrets in the House, and many rules that Danny must follow. There is a secret library with only a few dozen books, and none of them in English — but Danny and his cousins are expected to become fluent in the language of the books. While Danny's cousins are free to create magic whenever they like, they must never do it where outsiders might see. Unfortunately, there are some secrets kept from Danny as well. And that will lead to disaster for the North family. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.
Description : The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.com) If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportunities. This game-changing guide provides the immediately implementable strategies you need to build a solid, sustainable pipeline — whether you’re a sales or marketing executive, team leader, or sales representative. Based on the acclaimed business model that made Predictable Revenue a runaway bestseller, this powerful approach to B2B prospecting will help you to: • Identify the prospects with the greatest potential • Clearly articulate your company’s competitive position • Implement account-based sales development using ideal account profiles • Refine your lead targeting strategy with an ideal prospect profile • Start a conversation with people you don’t know • Land meetings through targeted campaigns • Craft personalized e-mail and phone messaging to address each potential buyer’s awareness, needs, and challenges. • Define, manage, and optimize sales development performance metrics • Generate predictable revenue You’ll learn how to target and track ideal prospects, optimize contact acquisition, continually improve performance, and achieve your revenue goals—quickly, efficiently, and predictably. The book includes easy-to-use charts and e-mail templates, and features full online access to sample materials, worksheets, and blueprints to add to your prospecting tool kit. Following this proven step-by-step framework, you can turn any B2B organization into a high-performance business development engine, diversify marketing lead generation channels, justify marketing ROI, sell into disruptive markets—and generate more revenue than ever. That’s the power of Predictable Prospecting.
Description : From the NYT bestselling author of the Fixed Trilogy... I wasn’t supposed to be working the night I met JC. Before him, I’d been content with the daily grind, managing one of NYC’s top nightclubs. So what if my life didn’t have a happily ever after? I didn’t believe in that anyway. Then JC showed up. Sexy, rich and smooth-talking, JC is nothing more than a distraction. I’m not interested in a night-in-shining latex so it’s easy to push the playboy away. Or it is until my life spins unexpectedly out-of-control. Then he’s there for me, offering a new method of survival, one based on following primal urges and desires that requires me to abandon my constant need for control. His no-strings-attached lessons obliterate my carefully built walls. And as I discover freedom, I start to feel things for him that I shouldn’t. Things that make me fear for my newly vulnerable heart. Because JC has secrets of his own, and his secrets don’t want to set him free. BOOK ONE OF TWO. This series can be read alone or with the Fixed Trilogy.
Description : The information revolution has made for a radically more fluid knowledge environment, and the growth of venture capital has created inexorable pressure towards fast commercialisation of existing technologies Companies that don't use the technologies they develop are likely to lose them. Key features Over the past several years, Hank Chesbrough has done excellent research and writing on the commercialisation of technology and the changing role and context for R&D. This book represents a powerful synthesis of that work in the form of a new paradigm for managing corporate research and bringing new technologies to market Chesbrough impressively articulates his ideas and how they connect to each other, weaving several disparate areas of work R&D, corporate venturing, spinoffs, licensing and intellectual property into a single coherent framework
Description : From one of the most provocative entrepreneurs of our time, Marc Ecko reveals his formula for building an authentic brand or business in a compelling how-to guide that’s perfect to “educate the next generation of dreamers” (Kirkus Reviews). As instructive as it is innovative, Unlabel empowers you to channel your creativity, find the courage to defy convention, and summon the confidence to act and compete in any environment. This visual blueprint teaches you how to grow both creatively and commercially by testing your personal brand against the principles of the Authenticity Formula. Marc Ecko shares the bruising mistakes and remarkable triumphs that reveal the truth behind his success, growing from a misfit kid airbrushing T-shirts in his parents’ garage to the bold creator of two hugely successful branded platforms—Ecko Unltd. and Complex Media. As Ecko explains, it’s not enough to simply merge your inner artist with business savvy, you must understand the anatomy of a brand, starting with its authentic spine. With Unlabel, you will discover your own voice by overcoming fear, take action and deliver on your promises, understand why failure is essential, learn how your product or service makes people feel, and recognize if your nostalgia for the past is hampering your ability to envision your future. Unlabel provides a bold and honest approach to building an authentic personal brand, and a roadmap for growing a bootstrap start-up into a sustainable business.
Description : Long ago, in a distant land, a lonely young man struggles to discover who he is and where he belongs. He carries the blood and magic of two peoples, a sword of unimaginable power, and a staggering potential for great good . . . or greater evil. In the land of Corona, the roads are unsafe to travel, as goblins and bloodthirsty Powries seek out human prey; and, in this savage world, princes feast while peasants starve, and two religions battle for control. A monk, Bran Dynard, returns from his mission in a far-off land with two prizes: a book of mystical knowledge and a new wife, the beautiful and mystical Sen Wi. But the world he left behind has changed, and Bran must now decide who he can trust, and where he should place his faith . . .
Description : Cast out of Heaven, thrown down to rule in Hell, Lucifer Morningstar has resigned his post and abandoned his kingdom for the mortal city of Los Angles. Emerging from the pages of writer Neil Gaiman's award-winning series The Sandman, the former Lord of Hell is now enjoying a quiet retirement as the propretor of Lux, L.A.'s most elite piano bar. But now an assignment from the Creator Himself is going to change all that. If Lucifer agrees to do Heaven's dirty work, he can name his own price--but both the task and reward are more than they seem. Thrown into a position of great threat and ultimate opportunity, Lucifer knows that threading a path through this maze will require the harshest of sacrifices.
Description : The Sunday Times bestseller. INVICTUS is a gripping, authentic and exciting novel of the Roman army from bestselling author Simon Scarrow. Not to be missed by readers of Conn Iggulden and Bernard Cornwell. It is AD 54. The soldiers of the Roman army patrol a growing Empire, from the Mediterranean to the North Sea, from the Atlantic to the banks of the Nile. Rome brutally enforces its rule, and its legions are the most efficient and aggressive fighting force in the world. Two battle-scarred veterans of this army, Prefect Cato and Centurion Macro, have survived years of campaigning in Britannia and have been recalled to Rome. Their time in the teeming, dangerously political city is short, and soon they are travelling with the Praetorian Guard to Spain, a restless colony where simmering tension in the face of Roman rule is aggravated by bitter rivalry amongst the natives. The challenges that face two old friends and their comrades in arms are unlike any they have seen before - in a land that declares itself unconquerable...
Description : As the chief marketing officer of one of the biggest FMCG companies Agastya is all set for the most important product launch of his career when things spin out of control. 60 minutes is all he has to save his job and his marriage. Beautiful and intelligent, Maithili has never had much luck in love. When Agastya takes things too far and almost crushes her spirit, Maithili must avenge herself. 60 minutes is all she needs to turn his life upside down. Sailesh’s academic temperament is unsuited to corporate rivalry and subterfuge but he is forced to retaliate when someone crosses the line. He has 60 minutes to destroy his foe. High-profile jobs, reputations, relationships and marriages are at stake. As the battle for supremacy continues, who will falter, who will persist and who will come out on top? A one of a kind thriller where all the action unfolds in 60 Minutes.
Description : Two events made September 1st a memorable day for Jesse Cullum. First, he lost a pair of Oakley sunglasses. Second, he saved the life of President Ulysses S. Grant. In the near future of Robert Charles Wilson's Last Year, the technology exists to open doorways into the past--but not our past, not exactly. Each "past" is effectively an alternate world, identical to ours but only up to the date on which we access it. And a given "past" can only be reached once. After a passageway is open, it's the only road to that particular past; once closed, it can't be reopened. A passageway has been opened to a version of late 19th-century Ohio. It's been in operation for most of a decade, but it's no secret, on either side of time. A small city has grown up around it to entertain visitors from our time, and many locals earn a good living catering to them. But like all such operations, it has a shelf life; as the "natives" become more sophisticated, their version of the "past" grows less attractive as a destination. Jesse Cullum is a native. And he knows the passageway will be closing soon. He's fallen in love with a woman from our time, and he means to follow her back--no matter whose secrets he has to expose in order to do it. At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.
Description : The layman is introduced to modern physics when a personable bank clerk, interested in scientific matters, has fantastic adventures.
Description : This new edition of a timeless classic demonstrates how the use of clear, rational thinking and logic can win any argument, however emotionally charged the topic in question. It describes the typical flaws of reasoning in argument and shows how language can be used to deceive - and how to avoid being deceived. It will show you how, by learning what is 'straight', rational language, and clear thought, you can disentangle emotionally charged rhetoric and hold your own in any argument or debate, no matter how challenging. Although written nearly 80 years ago, this book proves that certain principles remain timeless; it has shown many thousands over the decades how to cope with media spin and distorted reasoning - and now it will do the same for you.
Description : Counsels business professionals on how to achieve success through a combination of focus and discipline strategies, in a guide that advises readers against following trends and taking on too many projects while making recommendations on marketing effectively and perfecting the art of the sale.
Description : 'A humbling, inspiring account of some of the real founders of modern day Special Forces soldiering' Bear Grylls The Nazi Hunters is the incredible, hitherto untold story of the most secret chapter in the SAS's history. Officially, the world's most elite special forces unit was dissolved at the end of the Second World War, and not reactivated until the 1950s. Among their last actions was a disastrous commando raid into occupied France in 1944, which ended in the capture, torture and execution of 31 soldiers. It can now be revealed that the SAS never was dissolved: it lived on, commanded personally by Churchill and hidden even from the British government. They were tasked with hunting through the ruins of the Reich for the SS commanders responsible for the murder of their comrades, including many who had escaped the failed justice of the Nuremberg trials. Along the way, they discovered before anyone else the full horror of Hitler's regime, and the growing threat from Stalin's Russia. Still studied by the SAS today and a central part of their founding myth, the story of the Nazi hunters is now told by bestselling author Damien Lewis.
Description : The Roman Republic was the most remarkable state in history. What began as a small community of peasants camped among marshes and hills ended up ruling the known world. Rubicon paints a vivid portrait of the Republic at the climax of its greatness - the same greatness which would herald the catastrophe of its fall. It is a story of incomparable drama. This was the century of Julius Caesar, the gambler whose addiction to glory led him to the banks of the Rubicon, and beyond; of Cicero, whose defence of freedom would make him a byword for eloquence; of Spartacus, the slave who dared to challenge a superpower; of Cleopatra, the queen who did the same. Tom Holland brings to life this strange and unsettling civilization, with its extremes of ambition and self-sacrifice, bloodshed and desire. Yet alien as it was, the Republic still holds up a mirror to us. Its citizens were obsessed by celebrity chefs, all-night dancing and exotic pets; they fought elections in law courts and were addicted to spin; they toppled foreign tyrants in the name of self-defence. Two thousand years may have passed, but we remain the Romans' heirs.
Description : The Sunday Times no. 1 bestseller. How people succeed – and how you can, too. Alastair Campbell knows all about winning. As Tony Blair’s chief spokesman and strategist he helped guide the Labour Party to victory in three successive general elections, and he’s fascinated by what it takes to win. How do sports stars excel, entrepreneurs thrive, or individuals achieve their ambition? Is their ability to win innate? Or is the winning mindset something we can all develop? Drawing on the wisdom of an astonishing array of talented people – from elite athletes to top managers, from rulers of countries to rulers of global business empires – Alastair Campbell uses his forensic skills, as well as his own experience of politics and sport, to get to the heart of success. He examines how winners tick. He considers how they build great teams. He analyses how they deal with unexpected setbacks and new challenges. He judges what the very different worlds of politics, business and sport can learn from one another. And he sets out a blueprint for winning that we can all follow.
Description : Zero Day is the explosive first instalment in David Baldacci's thrilling John Puller series. Distinguished as a top investigator in the US government, John Puller is called in to conduct an enquiry into the brutal murders of a family in a remote area of West Virginia. It soon becomes clear that the case has wider implications and as the body count rises he teams up with local homicide detective Samantha Cole. As the web of deceit is revealed, it quickly becomes apparent that there's much more to this case than they had first thought. It is an investigation where nothing is as it seems, and nothing can be taken at face value. When Puller and Cole discover a dangerous situation in the making, Puller finds he must turn to the one person who can help avert certain catastrophe. A person he has known all his life. In a breathtaking rollercoaster race against time, Cole fears for the community in which she was raised, and Puller knows he has to overcome the enemies of his country to avoid far reaching disaster. But in the end, you can't kill what you can't see is coming . . .
Description : A paranormal romance series. An epic journey. If the Seventine are released, will anyone survive? Abigail Swish might not love her life, living in gang-ridden New York in 2035 and training to fight and survive with Compound 23. But she is grateful for a few things, especially her no-filter-between-brain-and-mouth best friend Lucy and her escape each night into a dream world far different from her own. In fact, sometimes she lives for the fleeting moments she spends at night with the man who fuels every romantic fantasy she's ever had. But every morning reality returns. Sometimes she could just cry. But she won't; she'll keep on kicking butt instead. Then without warning, a month before her eighteenth birthday, everything changes. A guardian finds her. He explains, in a strangely familiar accent, that she was stashed on Earth for safekeeping and has been lost to her family ever since. And it is time to return home. To the First World. A land of unimagined beauty. Abigail will journey to find the family she's always hoped for and the soul mate that has been centre stage of her dreams. But in the end will the secrets lurking on First World spell disaster for not only her existence but that of all worlds? First World is book one in the Walker Saga, a seven-book paranormal fantasy series.