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MEDDICC
What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient. MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very...
When Faith Fails
Wrestling with doubt can be profoundly lonely, but Portland pastor Dominic Done offers a safe place to openly wrestle with your faith without being criticized or judged. Writing with humor and candor out of his own experiences, and incorporating Scripture, literature, and accounts of others who have doubted, Dominic Done argues that not only is questioning normal, it is often a path toward a rich and vibrant faith. Rather than viewing trust and doubt as incompatible, When Faith Fails provides readers with a way to wrestle and ask questions while growing ever closer to God. No subject is off-limits, and Dominic fearlessly and graciously addresses topics including: the experience of tragedy th...
ALWAYS BE QUALIFYING
In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) ...
Case Studies in Sport Science and Medicine
Applied Sport Science and Medicine has become an integral part of the high-performance environment in recent years despite the relative youth of the discipline. Early work in sport science and sports medicine attempted to adopt approaches employed in the more general and established disciplines of science and medicine. There is a growing recognition that a multidisciplinary support team should act in an interdisciplinary manner to optimise their impact on health and performance. Athletes require information to be given in a user-friendly way and will tend to see issues in a holistic way, raising questions such as "what does this mean to me?" and "is my training going to produce the results w...
History of a Drowning Boy
Dennis Nilsen was one of Britain's most notorious serial killers, jailed for life in 1983 after the murders of 12 men and the attempted murders of many more.Seven years after his conviction, Nilsen began to write his autobiography, and over a period of 18 years he typed 6,000 pages of introspection, reflection, comment and explanation.History of a Drowning Boy - taken exclusively from these astonishing writings - uncovers, for the first time, the motives behind the murders, and delivers a clear understanding of how such horrific events could have happened, tracing the origins back to early childhood.In another first, it provides an insight into his 35 years inside the maximum-security prison...
A Delightful Memoir of People and Places
A Delightful Memoir Of People And Places invites you to journey through the life of Harold MacKay. Follow Harold from his childhood in the 1930's through his years and experiences as a pastor, a father and a real estate agent, all the way into his retirement and after. Along the way, you will visit various communities across Canada and have the pleasure of meeting some of the strange, wonderful and endearing people who have enriched Harold's life.
How to Draw Aircraft Like a Pro
Instructions and illustrations demonstrate how to draw eleven different airplanes and one helicopter.
How to Draw and Paint Aircraft Like a Pro
Let one of the world's greatest aircraft artists shows you how to turn your airplane doodles into aviation masterpieces. Whether you’re interested in limning the latest Dreamliner or Airbus A380 or depicting historic aircraft or dreaming up an airplane of your own, longtime aircraft design engineer Andy Whyte has the key to the proper approach, techniques, and tools. With co-authors Charlie and Ann Cooper, Whyte offers expert advice and instruction on perspective, light, and shadow; sketching, drawing, and painting planes, horizons, skies, and backgrounds; detail work on aircraft wings, cockpits, and landing gear; and creating cutaways and scale drawings. For the more technologically inclined artist, he also includes a chapter on computer illustration of aircraft, with tips on the software and accessories you’ll need to get started.
Mastering Technical Sales
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Ban Bak: A Historian's Notebook, 2014
Ban Bak" is a definitive study of the discovery and destruction of a secret Laotian logistics complex on the Ho Chi Minh Trail. Forward Air Controllers observed suspicious activity near the Ban Bak river crossing. CHECO reports of the ""COVEY Bomb Dump"" were flawed, but COVEY 257/Gary Beard corrects the record with first-person accounts by participants. Additional information, both historical and fictional, is provided by veteran authors whose writings lend both resource and context. Ban Bak is third of three FAC related volumes associated with FACs in the Vietnam War (Cleared Hot Vol. I and Cleared Hot Vol. II). BAN BAK extends these accounts by including tributes to fallen FACs, a Time-Line of Forward Air Controllers in history, an Lexicon of FAC Terms and Information, a classified report on "COMBAT INK" surveillance methods, and an extensive bibliography of FAC related literature and sources useful to all readers of Vietnam history. Ban Bak is 474 pages long, A4 format, in soft binding only
