Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Download or read book The Challenger Launch Decision written by Diane Vaughan and published by University of Chicago Press. This book was released on 2016-01-04 with total page 622 pages. Available in PDF, EPUB and Kindle. Book excerpt: “An in-depth account of the events and personal actions which led to a great tragedy in the history of America’s space program.” —James D. Smith, former Solid Rocket Booster Chief, NASA, Marshall Space Flight Center When the Space Shuttle Challenger exploded on January 28, 1986, millions of Americans became bound together in a single, historic moment. Many still vividly remember exactly where they were and what they were doing when they heard about the tragedy. Diane Vaughan recreates the steps leading up to that fateful decision, contradicting conventional interpretations to prove that what occurred at NASA was not skullduggery or misconduct but a disastrous mistake. Why did NASA managers, who not only had all the information prior to the launch but also were warned against it, decide to proceed? In retelling how the decision unfolded through the eyes of the managers and the engineers, Vaughan uncovers an incremental descent into poor judgment, supported by a culture of high-risk technology. She reveals how and why NASA insiders, when repeatedly faced with evidence that something was wrong, normalized the deviance so that it became acceptable to them. In a new preface, Vaughan reveals the ramifications for this book and for her when a similar decision-making process brought down NASA’s Space Shuttle Columbia in 2003. “Vaughn finds the traditional explanation of the [Challenger] accident to be profoundly unsatisfactory . . . One by one, she unravels the conclusions of the Rogers Commission.” —The New York Times “A landmark study.” —Atlantic “Vaughn gives us a rare view into the working level realities of NASA . . . The cumulative force of her argument and evidence is compelling.” —Scientific American
Download or read book Congressional Challengers written by Costas Panagopoulos and published by Taylor & Francis. This book was released on 2021-12-30 with total page 149 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, Costas Panagopoulos examines patterns of candidate emergence in congressional elections over the past five decades—specifically, the quality of challengers who seek to unseat U.S. House incumbents, as measured by prior political experience. Panagopoulos demonstrates that fewer and fewer experienced challengers have tossed their hats into the ring since the early 1970s. Inexperienced candidates often face electoral challenges that are difficult to overcome. Looking at factors including campaign spending, district-level partisan composition, and institutional reforms such as term limits, Panagopoulos evaluates explanations and consequences for these developments over time. He points to important implications for the study of congressional elections and democracy in the United States, including reforms in recruitment and candidate selection strategies to heighten electoral competition and ultimately, to enhance democratic representation in Congress. For students and scholars of the U.S. Congress and elections, this book addresses public concern about representation as well.
Download or read book Innovation and Its Enemies written by Calestous Juma and published by Oxford University Press. This book was released on 2016-06-06 with total page 433 pages. Available in PDF, EPUB and Kindle. Book excerpt: It is a curious situation that technologies we now take for granted have, when first introduced, so often stoked public controversy and concern for public welfare. At the root of this tension is the perception that the benefits of new technologies will accrue only to small sections of society, while the risks will be more widely distributed. Drawing from nearly 600 years of technology history, Calestous Juma identifies the tension between the need for innovation and the pressure to maintain continuity, social order, and stability as one of today's biggest policy challenges. He reveals the extent to which modern technological controversies grow out of distrust in public and private institutions and shows how new technologies emerge, take root, and create new institutional ecologies that favor their establishment in the marketplace. Innovation and Its Enemies calls upon public leaders to work with scientists, engineers, and entrepreneurs to manage technological change and expand public engagement on scientific and technological matters.
Download or read book Downfall and Rise written by Nathan A Thompson and published by Challenger's Call. This book was released on 2018-07-10 with total page 512 pages. Available in PDF, EPUB and Kindle. Book excerpt: Damaged. Disgraced. Dishonored. And the only hero who can save seven worlds. When a freak accident ruins his body and his memory, Wes Malcolm loses his scholarship and his place in the world. Every treatment has failed, save one: a fully immersive VR game, designed by his late, disgraced father, that mimics the condition his body used to possess. To everyone's disbelief, his body and mind slowly improve, bit by bit, but it's still not enough. Then one night, he wakes up in a world just like the game his father designed. Here, he can grow, learn, and thrive. But this world and all its sister planets are under assault from nightmare creatures, supernatural storms, and a host of other cataclysms. The strange, beautiful steward of these worlds offers him a deal: Save her planets, and he can take the power he gains back to his original body on Earth. It's the best chance he's ever been offered. But will his determination be enough, both for himself and the worlds now depending on him? Come and find out.
Download or read book Eating the Big Fish written by Adam Morgan and published by John Wiley & Sons. This book was released on 2009-04-03 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: EATING THE BIG FISH : How Challenger Brands Can Compete Against Brand Leaders, Second Edition, Revised and Expanded The second edition of the international bestseller, now revised and updated for 2009, just in time for the business challenges ahead. It contains over 25 new interviews and case histories, two completely new chapters, introduces a new typology of 12 different kinds of Challengers, has extensive updates of the main chapters, a range of new exercises, supplies weblinks to view interviews online and offers supplementary downloadable information.
Download or read book Challenger Deep written by Neal Shusterman and published by Harper Collins. This book was released on 2015-04-21 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: National Book Award * Golden Kite Award Winner * Six Starred Reviews A captivating novel about mental illness that lingers long beyond the last page, Challenger Deep is a heartfelt tour de force by New York Times bestselling author Neal Shusterman. Caden Bosch is on a ship that's headed for the deepest point on Earth: Challenger Deep, the southern part of the Marianas Trench. Caden Bosch is a brilliant high school student whose friends are starting to notice his odd behavior. Caden Bosch is designated the ship's artist in residence to document the journey with images. Caden Bosch pretends to join the school track team but spends his days walking for miles, absorbed by the thoughts in his head. Caden Bosch is split between his allegiance to the captain and the allure of mutiny. Caden Bosch is torn. Challenger Deep is a deeply powerful and personal novel from one of today's most admired writers for teens. Laurie Halse Anderson, award-winning author of Speak, calls Challenger Deep "a brilliant journey across the dark sea of the mind; frightening, sensitive, and powerful. Simply extraordinary."
Download or read book Barracuda and Challenger written by Paul Zazarine and published by . This book was released on 1991 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Challenger written by Diane Carey and published by Simon and Schuster. This book was released on 2000 with total page 420 pages. Available in PDF, EPUB and Kindle. Book excerpt: The "Enterprise's*" tour of duty is coming to an end, but the crew's relief arrives badly damaged and in need of assistance. Before the "Enterprise" can return home, the crew will have to join the bold new ship in facing the settlement's final and most deadly challenge.
Download or read book Year Round Challenger written by Jean Marzollo and published by Cartwheel Books. This book was released on 2005-05-01 with total page 40 pages. Available in PDF, EPUB and Kindle. Book excerpt: Themed around seasons and holidays including Valentine's Day and Halloween, rhyming verses ask readers to find hidden objects in the photographs.
Download or read book The Challenger written by Taran Matharu and published by Feiwel & Friends. This book was released on 2020-08-11 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: The stakes are higher than ever in The Challenger, the second book in the Contender YA trilogy by the New York Times bestselling author of the Summoner series, Taran Matharu. The first battle is over, but the Game is just beginning... Cade Carter and his friends have survived the qualifying round of the mysterious overlords' twisted games, decimated by the loss of so many of their comrades during the fight. But they have no time to mourn, for the next round of trials is about to begin. When the group discovers that their next foe will be even more ferocious than the last, Cade leads them on a quest out into their strange new world to find anything that might give them an edge. But what they find in the wilds could prove to be even more dangerous than the impending battle... The stakes are higher than ever in this thrilling sequel to The Chosen.
Download or read book Business Model Generation written by Alexander Osterwalder and published by John Wiley & Sons. This book was released on 2013-02-01 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: Business Model Generation is a handbook for visionaries, game changers, and challengers striving to defy outmoded business models and design tomorrow's enterprises. If your organization needs to adapt to harsh new realities, but you don't yet have a strategy that will get you out in front of your competitors, you need Business Model Generation. Co-created by 470 "Business Model Canvas" practitioners from 45 countries, the book features a beautiful, highly visual, 4-color design that takes powerful strategic ideas and tools, and makes them easy to implement in your organization. It explains the most common Business Model patterns, based on concepts from leading business thinkers, and helps you reinterpret them for your own context. You will learn how to systematically understand, design, and implement a game-changing business model--or analyze and renovate an old one. Along the way, you'll understand at a much deeper level your customers, distribution channels, partners, revenue streams, costs, and your core value proposition. Business Model Generation features practical innovation techniques used today by leading consultants and companies worldwide, including 3M, Ericsson, Capgemini, Deloitte, and others. Designed for doers, it is for those ready to abandon outmoded thinking and embrace new models of value creation: for executives, consultants, entrepreneurs, and leaders of all organizations. If you're ready to change the rules, you belong to "the business model generation!"
Download or read book Truth Lies and O Rings written by Allan J. McDonald and published by University Press of Florida. This book was released on 2012-03-11 with total page 1075 pages. Available in PDF, EPUB and Kindle. Book excerpt: On a cold January morning in 1986, NASA launched the Space Shuttle Challenger, despite warnings against doing so by many individuals, including Allan McDonald. The fiery destruction of Challenger on live television moments after launch remains an indelible image in the nation’s collective memory. In Truth, Lies, and O-Rings, McDonald, a skilled engineer and executive, relives the tragedy from where he stood at Launch Control Center. As he fought to draw attention to the real reasons behind the disaster, he was the only one targeted for retribution by both NASA and his employer, Morton Thiokol, Inc., makers of the shuttle's solid rocket boosters. In this whistle-blowing yet rigorous and fair-minded book, McDonald, with the assistance of internationally distinguished aerospace historian James R. Hansen, addresses all of the factors that led to the accident, some of which were never included in NASA's Failure Team report submitted to the Presidential Commission. Truth, Lies, and O-Rings is the first look at the Challenger tragedy and its aftermath from someone who was on the inside, recognized the potential disaster, and tried to prevent it. It also addresses the early warnings of very severe debris issues from the first two post-Challenger flights, which ultimately resulted in the loss of Columbia some fifteen years later.
Download or read book Challengers of the Unknown written by Ron Goulart and published by . This book was released on 1977 with total page 155 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Eternal Challenge written by Gala Ferriere and published by Udon Entertainment. This book was released on 2005-11-08 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: "This special 15th anniversary collection contains 2 major sections covering the expansive world of Street fighter. The Art works section showcases illustrations chosen from the series' beginnings with Street fighter all the way through to the ultimate 2D fighting game, Street fighter III: 3rd strike. The History section analyzes the series' evolution over the years with in-depth observations and information."--Page 3
Download or read book Challenger Revealed written by Richard C. Cook and published by Thunder's Mouth Press. This book was released on 2006 with total page 552 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Reagan Administration pushed hard for NASA to launch shuttle mission 51L, before it was ready. 73 seconds into the launch, the shuttle exploded, killing seven and leaving a nation traumatized. Richard Cook, lead resource analyst at NASA for the Solid Rocket Boosters, was the first to warn of possible catastrophic failure. His memo, detailing astronaut concerns and warnings from the shuttle builders at Morton Thiokol, was ignored by top NASA officials and members of the Reagan administration. In the aftermath, NASA launched an investigation to "discover" the cause of the disaster. Though within NASA there was absolute certainty about the O-ring failure, they began a cover-up by publicly proclaiming that the cause was unknown. A Reagan administration Commission perpetrated the same lie. When Cook realized that the Commission was not interested in the truth, he leaked the original documents to the New York Times, setting off a cascade of disclosures, including revelations by Morton Thiokol engineers that they had tried to stop the launch.--From publisher description.
Download or read book The Challenger written by Terri Farley and published by Simon and Schuster. This book was released on 2024-10-08 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The beloved sixth book in the middle grade Phantom Stallion series about a girl, her horse, and the beauty of the American West returns with a brand-new, stunning cover and bonus material! Perfect for fans of Canterwood Crest and classic horse stories like Black Beauty and My Friend Flicka. Cougars have been spotted nearby, but they haven’t hurt the ranch horses—yet. So Samantha is outraged when a neighboring rancher vows to kill the cats on sight. And her family’s horses may be safe, but out on the range, Sam spots a wild young stallion without a herd. Being alone puts this horse in danger. But can Sam protect the rebellious mustang and still save the cougars?
