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Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
Children, Young People and Care
The very notions of childhood and youth are intimately connected to contemporary norms, practices and spaces of care, caring and care-giving. The provision of care is widely figured as both the primary responsibility of parents, carers and practitioners who work with children and young people, and the primary factor in shaping children and young people’s development, education, socialisation, wellbeing and contentment. However, children and young people themselves are rarely figured as key actors in the provision of care. An overwhelming presumption that children and young people are to be cared for has effectively marginalised their agency and responsibilities as carers, or in relation to...
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.
John Stott on Creation Care
Discover John Stott's writings on creation care, brought together for the first time in this definitive collection for the global church. Compiled by R. J. Sam Berry and Laura Yoder, this brilliant anthology demonstrates both Stott's passion for the environment and its place in Christian discipleship. Showcasing his unique way of explaining the Bible simply and clearly, John Stott on Creation Care traces Stott's own process of coming to embrace creation care as a vital part of the Christian life - and in turn shows us how creation care must have an integral place in our own discipleship. Commentary by noted scientist R. J. (Sam) Berry connects Stott's writings together and illuminates how hi...
EBOOK: Community Mental Health Nursing And Dementia Care
"it should be compulsory reading for any nurse working with people who have dementia and should be a core text on courses used to train this profession." Dementia "I'd recommend this book to any health professional working in dementia care. Its commitment to breaking down inter-disciplinary barriers makes it universally applicable." Mental Health Today A rounded account of Community Mental Health Nurses' practice in dementia care has been long overdue. This is the first book to focus on the role of Community Mental Health Nurses in their highly valued work with both people with dementia and their families. This book: Explores the complexity and diversity of Community Mental Health Nurse work...
The Sales Engineer Manager's Handbook
John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.
Donor Care
The most important word in all of fundraising has just four letters: CARE. Not give, not help, not work. CARE is the emotional, rational superglue that attracts donors and keeps them close. John Haydon's legacy with this book is telling nonprofits that they must care about the donors they have and have had in the past. He explains how to care for donors with simplicity as well as urgency. Anyone who likes your organization enough to give to it, to help, to work for you - they care most about your cause. Care back or you will lose them.
Pharmaceutical Care Made Easy
Serves as a guide to the role of the clinical pharmacist, including basic skills and the choice and management of treatment in specific therapeutic problems. This title covers the basics of pharmaceutical care, and outlines the tools and techniques required to make the maximum contribution to patient care. Each chapter ends with 10-20 MCQs.
Narrative-Based Practice in Health and Social Care
Narrative-Based Practice in Health and Social Care outlines a vision of how witnessing narratives, paying attention to them, and developing an ability to question them creatively, can make the person’s emerging story the central focus of health and social care, and of healing. This text gives an account of the practical application of ideas and skills from contemporary narrative studies to health and social care. Promoting narrative-based practice in everyday encounters with patients and clients, and in supervision, teaching, teamwork and management, it presents "Conversations Inviting Change," an established narrative-based model of interactional skills. Underpinned by an account of theor...
The Trusted Advisor Sales Engineer
Sales and Sales Engineering leaders across the world have used the Trusted Advisor label hundreds of times over the past twenty years. Yet it really doesn't mean that much without a lot of explanation. You may be thinking about some of these questions right now. Becoming a Trusted Advisor is not as simple as it sounds, which is why so many organizations either never try, or make a half-hearted effort. Trusted Advisor - two words, five syllables and fifteen letters hide a massive complexity. For the first time ever, there is now a book specifically designed to start the individual Sales Engineer on the journey to becoming a Trusted Advisor. Section One covers how to define and actually measur...
