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The New Strategic Selling
The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the ...
Strategic Selling
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The New Conceptual Selling
The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this...
The 5 Paths to Persuasion
To succeed in today's business world of tough and fast decision-makers, how a statement is made can be more important than what it says. Even the best ideas face resistance and rejection, as all too often people make the mistake of focusing solely on the content of their proposal and giving little thought to the way they will deliver it.In a two-year survey, customer research experts Miller and Williams studied 1,700 executives and discovered that good ideas are not enough; to make any sort of impact they must be delivered effectively. They reveal the five different types of decision maker, including Charismatics, Thinkers, Sceptics, Followers, and Controllers and show how to best sell ideas to each.Whether it be a proposal or a business plan, The 5 Paths to Persuasion unlocks the secrets of persuasion necessary to present any kind of idea successfully.
Polar Microbiology
Sheds new light on the microbial ecology and physiology of the Earth’s polar regions. • Examines the microbial investigations during the International Polar Year of 2008 focusing on the Arctic and Antarctic, along with earlier investigations on critical environmental issues such as climate change, ozone depletion, and elemental cycling. • Offers a survey of what is known and unknown about the microbial inhabitants of polar environments, addresses the adaptations and physiology of cold-adapted microorganisms, and explores the ecological role that polar microbial communities play in biogeochemical cycling. • Presents the challenges that polar and subpolar microorganisms face and describes the lowest temperatures in which microbial life can exist—and the prospects for life on other planets. Recommended for a general microbiology audience as well as for scientists and students in all areas of biology and geomicrobiology.
Strategic Selling
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The New Conceptual Selling
The New Conceptual Selling has turned conventional sales thinking on its head by offering powerful, practical lessons that break down the boundaries of traditional product pitch selling. Based on the world-renowned Miller Heiman sales training programme, which has been adopted by some of the world's top companies, it is a thoroughly validated systematic process that has been shown to produce immediate, significant and reliable sales increases. Through listening to the customer and identifying their 'concept', it will teach sales directors, managers and executives how to identify customers' real needs, tailor every sale to one specific client, and earn and maintain credibility.
Conceptual Selling
Written by the authors of Strategic Selling, this is the revolutionary system for face-to-face selling that's used by America's best companies.
Cowboy Dressage
The equestrian pursuit known as Cowboy Dressage melds the best of Western riding traditions and classical dressage in the pursuit of a harmonious relationship with a horse. Intended to be accessible to all, Cowboy Dressage is open to all breeds and all levels of riders; there isn’t a set frame for overall look, head carriage, or action. Lifelong horsewoman Jessica Black traces the evolution of Cowboy Dressage back to its roots, sharing the story of Eitan and Debbie Beth-Halachmy and their phenomenal Morgan horses that have served as the movement’s ambassadors. Black then expertly weaves Eitan Beth-Halachmy's experience and expertise into an engaging and articulate explanation of the phil...
