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Handbook Guide to Consultative Sales
Let's face it. The traditional sales model of making 100 dials a day and pushing product just isn't fun. It also doesn't work for most sales people! This book uses stories and? humor to introduce the powerful dynamic of Consultative Sales. Consultative Sales flips the century-old traditional sales paradigm upside down, empowering you to represent the customer; not the product. It also includes over 100 tips, tricks and shortcuts that are highlighted at the end of each chapter to help use this book as a daily reference. So, if you're looking for a quick, fun read designed to up your sales game with more solutions per sale, deeper client relationships, and a way to bring the fun back into the field of sales, then this book was written for you!
Michael Smith
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No Ordinary Mike
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Voyage of the Southern Sun
In 2015, Michael Smith set out on a remarkable mission and became the first person to fly solo around the world in an amphibious plane. This is the often funny, occasionally terrifying and always inspiring story of that trip, and how it came about. With limited flying experience, no support team and only basic instruments in his tiny flying boat, the Southern Sun, Michael risked his life to make modern aviation history. His adventures include an unexpected greeting by Special Branch on his arrival in the UK, a near-death experience while leaving Greenland, and a wondrous journey up the Mississippi. Showing a very Australian ingenuity and openness to experience, Michael worked his way around ...
Streaming, Sharing, Stealing
How big data is transforming the creative industries, and how those industries can use lessons from Netflix, Amazon, and Apple to fight back. “[The authors explain] gently yet firmly exactly how the internet threatens established ways and what can and cannot be done about it. Their book should be required for anyone who wishes to believe that nothing much has changed.” —The Wall Street Journal “Packed with examples, from the nimble-footed who reacted quickly to adapt their businesses, to laggards who lost empires.” —Financial Times Traditional network television programming has always followed the same script: executives approve a pilot, order a trial number of episodes, and broa...
CommWealth
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At Cross Purposes
'It was during a Monday evensong that the assistant verger murdered his wife.' 'It was not so much that the cathedral was badly run, as that it was not really run at all.' When Michael Smith was 36, his life seemed well-nigh perfect. With a lovely wife and a young daughter he was living in the shadow of Salisbury Cathedral, where he was the highly-qualified and well-respected assistant organist. He looked forward to new challenges at a cathedral in south Wales, but was unprepared for the attitude of the authorities which would continually test his resolve. With the passage of years he was also dismayed at the conduct and inefficiency of some of his colleagues, which extended to inefficiency,...
Handbook of Program Evaluation for Social Work and Health Professionals
By integrating both evaluation and research methods and assuming no previous knowledge of research, this book makes an excellent reference for professionals working in social work and health settings who are now being called upon to conduct or supervise program evaluation and may need a refresher on research methods.
The Origin of Stars
Whre do stars come from and how do they form? These are profound questions which link the nature of our Universe to the roots of mankind. Yet, until a recent revolution in understanding, the proposed answers have been raw speculation. Now, accompanying penetrating observations, a new picture has come into prominence. This book presents the latest astounding observations and scientific ideas covering star formation, star birth and early development. It encompasses all aspects, from the dramatic stories of individual objects, to the collective influence of entire stellar systems. The very first stars to come into existence and the nurturing of planets are discussed to provide the reader with a comprehensive overview. Presenting background information with only the essential mathematics, this book will appeal to scientists wishing to expand their horizons, students seeking solid foundations, and general readers with enquiring minds.
