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Winning the Professional Services Sale
An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.
Screw
A courageous guard who vows to treat prisoners humanely, and at the same time enforce sentences, revitalizes corroded Walpole State Prison.
The Back of the Box Gourmet
A celebrated food writer, spotlights seventy-five recipes, cherished by a generation of home cooks from Rice Crispy Squares and Fluffernutter Sandwiches to the real story of Toll House cookies
Official Congressional Directory
Contains biographies of Senators, members of Congress, and the Judiciary. Also includes committee assignments, maps of Congressional districts, a directory of officials of executive agencies, addresses, telephone and fax numbers, web addresses, and other information.
Williams-Sonoma Collection: Thanksgiving
Offers easy-to-follow instructions for making a complete Thanksgiving dinner, including recipes for salads, soups, the main course, dressings, stuffings, breads, vegetables, relishes, potatoes, and desserts.
Until It Hurts
Near the end of a long season, fourteen-year-old baseball pitcher Ben Hyman approached his father with disappointing, if not surprising, news: his pitching shoulder was tired. With each throw to home plate, he felt a twinge in his still maturing arm. Any doctor would have advised the young boy to take off the rest of the season. Author Mark Hyman sent his son out to pitch the next game. After all, it was play-off time. Stories like these are not uncommon. Over the last seventy-five years, adults have staged a hostile takeover of kids' sports. In 2003 alone, more than 3.5 million children under age fifteen required medical treatment for sports injuries, nearly half of which were the result of...
