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A Mind for Sales
For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered th...
Story-Based Inquiry: A Manual for Investigative Journalists
"Investigative Journalism means the unveiling of matters that are concealed either deliberately by someone in a position of power, or accidentally, behind a chaotic mass of facts and circumstances - and the analysis and exposure of all relevant facts to the public. In this way investigative journalism crucially contributes to freedom of expression and freedom of information, which are at the heart of UNESCO's mandate. The role media can play as a watchdog is indispensable for democracy and it is for this reason that UNESCO fully supports initiatives to strengthen investigative journalism throughout the world. I believe this publication makes a significant contribution to promoting investigative journalism and I hope it will be a valuable resource for journalists and media professionals, as well as for journalism trainers and educators." -- Jānis Kārklinš, Assistant Director-General for Communication and Information, UNESCO, Preface, page 1.
The Cobrasnake
A love letter to a time before Instagram and the legendary party scenes of the 2000s that brought together the new millennium’s rising stars of pop culture. Under the moniker the Cobrasnake, the photographer Mark Hunter captured the party scenes of Los Angeles and New York during the hipster-glam heyday of the 2000s—and in doing so defined the look of a generation. Armed with just a Polaroid and a primitive website, Cobrasnake captured pioneers of youth culture from Kanye West and Steve Aoki to Jeremy Scott, Katy Perry, and Virgil Abloh—icons of the indie pop world in the making. Intimately connected with the people around him and keyed-in to the edgier fringes of the fashion, music, a...
High-Profit Selling
This book teaches salespeople to rethink their approach to sales goals--so they not only sell a greater quantity but sell with the bottom line in mind. In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to short-term strategies like cutting prices, offering discounts, or making other concessions. By explaining how short-term strategies are destructive to the long-term sustainability of a business, High-Profit Selling helps salespeople instead focus their energy on “profit sales” that successfully execute product price increases while maintaining and strengthening current customer relationships. In this invaluable resource, you’ll learn: how to avoid negotiating, actively listen to customers, match the benefits of products or services with customers’ needs and pains, confidently communicate value, and ensure prospects are serious and not shopping for price. Too many salespeople believe that a sale at any price is better than no sale at all. High-Profit Selling teaches them to do away with this logic and instead make sales that satisfy and add value to both the client and company.
High-Profit Prospecting
Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
Race for Education
An examination of families and schools in South Africa, revealing how the marketisation of schooling works to uphold the privilege of whiteness.
Hunter's Mark
No one has ever said no to Ash Harris-until Constance Shaw. But when the grudge he holds against her finally comes to a head, Constance must run to save her life ... ... right into the arms of Corey Campbell. The only other occupant of the mountain, Corey's perfectly happy with the life he leads. Sure, it's a little lonely, but he does what he wants when he wants. When Constance shows up on his doorstep, the gentle giant with the big heart finds it hard to say no to her. Turns out she's exactly what he needs.
Conduct of Mr Mark Hunter
This report responds to a complaint arising from a survey relating to local National Health Service (NHS) services in Mr Hunter's constituency of Cheadle and carried out by Mr Hunter and funded from his Communications Allowance (CA). There were three elements to the complaint: that the survey contained material that should not have been included in a CA funded survey; that it should not have been circulated outside the constituency; and that publicity for the survey in a newsletter funded and circulated by his local party in one part of his constituency amounted to exploitation of the survey for party political purposes. The Committee agree with the Parliamentary Commissioner for Standards that the survey included an incorrect imprint which suggested that it was party rather parliamentary in origin and that the CA should not have been used to distribute the survey outside Mr Hunter's constituency. They also agreed that, by themselves, the breaches were not so serious as to cause us to conclude that his survey should not have been funded from the CA
Love in the Time of AIDS
Gender and AIDS in an unequal world -- Mandeni: "the AIDS capital of Kwazulu-Natal"--Providing love : male migration and building a rural home -- Urban respectability : Sundumbili Township, 1964-94 -- Shacks in the cracks of apartheid : industrial women and the changing political economy and geography of intimacy -- Postcolonial geographies : being "left behind" in the new South Africa -- Independent women : rights amid wrongs, and men's broken promises -- Failing men : modern masculinities amid unemployment -- All you need is love? : the materiality of everyday sex and love -- The politics of gender, intimacy, and AIDS.
The Brink
Leadership is built not born, and it is not built in a vacuum. Great leaders are most powerfully created on the way toward a great endeavor, or in the face of a great challenge. The Brink is a leadership model that uses climbing a mountain as a metaphor for that challenge, and is a guide to creating and fostering that endeavor into reality for you and your leadership. Leadership is not built in comfortable, settled, and unchallenged people. There is nothing for it to feed and grow on in that emptiness. There is no reason or urgency to lead in the absence of a great challenge. Whether you have your own great challenge already or not, The Brink is the environment and the pathway to create and ...
