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Insight Selling
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sal...
Rainmaking Conversations
Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help t...
Professional Services Marketing
A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected prof...
American Cowboy
Published for devotees of the cowboy and the West, American Cowboy covers all aspects of the Western lifestyle, delivering the best in entertainment, personalities, travel, rodeo action, human interest, art, poetry, fashion, food, horsemanship, history, and every other facet of Western culture. With stunning photography and you-are-there reportage, American Cowboy immerses readers in the cowboy life and the magic that is the great American West.
Foxcatcher
The riveting true story of Olympic wrestling gold medal-winning brothers Mark Schultz and Dave Schultz and their fatal relationship with the eccentric John du Pont, heir to the du Pont dynasty On January 26, 1996, Dave Schultz, Olympic gold medal winner and wrestling golden boy, was shot three times by du Pont family heir John E. du Pont at the famed Foxcatcher Farms estate in Pennsylvania. Following the murder there was a tense standoff when du Pont barricaded himself in his home for two days before he was finally captured. Foxcatcher is gold medal winner Mark Schultz’s memoir, revealing what made him and his brother champion and what brought them to Foxcatcher Farms. It’s a vivid portrait of the complex relationship he and his brother had with du Pont, a man whose catastrophic break from reality led to tragedy. No one knows the inside story of what went on behind the scenes at Foxcatcher Farms—and inside John du Pont’s head—better than Mark Schultz. The incredible true story of these championship-winning brothers and the wealthiest convicted murderer of all time will be making headlines this fall, and Mark’s memoir will reveal the true inside story.
Hurt
Trauma is a disease of epidemic proportions that preys on the young, killing more Americans up to age thirty-seven than all other afflictions combined. Every year an estimated 2.8 million people are hospitalized for injuries and more than 180,000 people die. We take for granted that no matter how or where we are injured, someone will call 911 and trained first responders will show up to insert IVs, stop the bleeding, and swiftly deliver us to a hospital staffed by doctors and nurses with the expertise necessary to save our lives. None of this happened on its own. Told through the eyes of a surgeon who has flown on rescue helicopters, resuscitated patients in trauma centers in Houston and Chicago, and operated on hundreds of trauma victims of all ages, Hurt takes us on a tour of the advancements in injury treatment from the battlefields of the Civil War to the state-of-the-art trauma centers of today.
My First 1,000 Jumps
You are holding the only comprehensive history of the early days of the sport of skydiving yet published. It is the story of not just one skydiver but the story of many, the true pioneers of the sport. Just as important this book includes a complete history of the national organization established for the express purpose of promoting sport parachuting. While this history is restricted to a short fifteen years (1961-1975), those years were the most productive, most far-reaching, and the most exciting for the fledgling idea of jumping out of perfectly good airplanes for the sheer joy of it all, eventually establishing the sport of skydiving as an integral part of the world of aviation sports. ...
Hunting Musky with a Fly
The most complete fly fishing guide to musky to date Musky, short for muskellunge, have been called the fish of 10,000 casts and are one of the most challenging, yet rewarding, fish to catch on a fly. Musky have a large range--from northern Michigan, northern Wisconsin, and northern Minnesota through the Great Lakes region, north into Canada, throughout most of the St. Lawrence River drainage and northward throughout the upper Mississippi valley, extending as far south as Chattanooga in the Tennessee River valley. This much-anticipated book is the most complete guide to fly fishing for musky to date and includes fly patterns, wisdom, and local techniques from top guides around the country: Blane Chocklett (Virginia); Brad Bohen (Wisconsin); Chris Willen (Tennessee), and more.
Particle Diffusion in the Radiation Belts
The advent of artificial earth satellites in 1957-58 opened a new dimension in the field of geophysical exploration. Discovery of the earth's radiation belts, consisting of energetic electrons and ions (chiefly protons) trapped by the geomagnetic field, followed almost immediately [1,2]' This largely unexpected development spurred a continuing interest in magnetospheric exploration, which so far has led to the launching of several hundred carefully instrumented spacecraft. Since their discovery, the radiation belts have been a subject of intensive theoretical analysis also. Over the years, a semiquantitative understanding of the governing dynamical processes has gradually evol ved. The under...
