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Sandler Enterprise Selling (PB)
The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environme...
The Trusted Advisor
Beside talent and a sterling portfolio, what can world-class consultants like Deloitte & Touche, Societe General and Towers Perrin boast has helped them achieve success in our entrepreneurial economy? They all have the inside track on the indispensable "Trusted Advisor" model for client relationships, created by renowned experts Charles Green and Robert Galford. Now Green and Galford have teamed up with the acclaimed David Maister in order to help their latest high-profile, fast-forward client: you. In this straightforward guide, Maister, Green and Galford show readers that the key to professional success goes well beyond technical mastery or expertise. Today, it's all about the vital ability to earn the client's trust and thereby win the ability to influence them. In these high risk times, trust is more valuable than gold. With this critical, highly detailed and accessible resource, readers will learn the five crucial steps for developing, managing and improving client confidence. For both emerging and established entrepreneurs and consultants, THE TRUSTED ADVISOR is the first truly indispensable business book of the decade.
Managing The Professional Service Firm
Professional service firms differ from other business enterprises in two distinct ways: first they provide highly customised services thus cannot apply many of the management principles developed for product-based industries. Second, professional services are highly personalised, involving the skills of individuals. Such firms must therefore compete not only for clients but also for talented professionals. Drawing on more than ten years of research and consulting to these unique and creative companies, David Maister explores issues ranging from marketing and business development to multinational strategies, human resources policies to profit improvement, strategic planning to effective leadership. While these issues can be complex, Maister simplifies them by recognising that 'every professional service firm in the world, regardless of size, specific profession, or country of operation, has the same mission statement: outstanding service to clients, satisfying careers for its people and financial success for its owners.'
You Can’t Teach a Kid to Ride a Bike at a Seminar, 2nd Edition: Sandler Training’s 7-Step System for Successful Selling
The bestselling sales classic! Revised and expanded to help you supercharge personal and team performance in today's ultra-competitive sales environment "People make buying decisions emotionally and justify them logically." That shrewd, timeless insight from the first edition of this bestselling book has become a “no-brainer” among sales professionals. Now You Can't Teach a Kid to Ride a Bike at a Seminar comes with new insights, information, and tools every sales leader can use. It combines Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling with up-to-date best practices from experienced trainers of Sandler, now run by David Mattson.
Logic and Information
Intelligence can be characterised both as the ability to absorb and process information and as the ability to reason. Humans and other animals have both of these abilities to a greater or lesser degree, but the search for artificial intelligence has been hampered by our inability to create a theory that covers both of these characteristics. In this provocative and ground-breaking book, Professor Keith Devlin argues that to obtain a deeper understanding of the nature of intelligence and knowledge acquisition, we must broaden our concept of logic. For these purposes, Devlin introduces the concept of the infon, a quantum of information, and merges it with situations, a mathematical construction generalising the notion of sets developed by Barwise and Perry at Stanford University in order to study the meaning of natural languages. He develops and describes the theory here in general and intuitive terms, and discusses its relevance to a variety of concerns such as artificial intelligence, cognition, natural language and communication.
Basic Computer Games
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Comets
David Levy brings these "ghostly apparitions" to life. With fascinating scenarios both real and imagined, he shows how comets have wreaked their special havoc on Earth and other planets. Beginning with ground zero as comets take form, we track the paths their icy, rocky masses take around our universe and investigate the enormous potential that future comets have to directly affect the way we live on this planet and what we might find as we travel to other planets. In this extraordinary volume, David Levy shines his expert light on a subject that has long captivated our imaginations and fears, and demonstrates the need for our continued and rapt attention.
How to Get Your Book Into Schools and Double Your Income with Volume Sales
Have you ever dreamed of an entire school reading your book? Would you like to double (or more!) your writing income? With advice and insights that are adaptable to getting your book in front of audiences ranging from middle grade to high school to college, and even to corporations, this book is for you!
The Sandler Rules
All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in "The Sandler Rules". And when salespeople know the rules, they get results. Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market c...
Painting for Money
The book opens by examining the attempts by artists in the early eighteenth century to represent commercial prosperity as a source of moral as well as material well-being. Lavishly illustrated and written in a lively style, the book is compulsory reading for anyone interested in eighteenth-century British art, culture and social history.
