Download or read book Virtanza written by Debbie Holzkamp and published by AuthorHouse. This book was released on 2012-10 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: VIR-TAN-ZA (vûr-TAHN-z?) n. [neologism, a newly coined term] 1. A condition, state, or attitude of truth, financial success, and customer loyalty among business-to-business sales professionals. 2. Courage in the face of adverse business cycles or uncommon challenges. 3. Commitment to the highest degree of preparedness in business dealings resulting in outstanding professional and personal achievement. 4. A process for creating exceptional solutions to sales challenges, exceeding a customer's expectations. [From Latin vir, "strength, heroic courage," veritas, "truth," and bonus, "a great good, a superior benefit, a bonanza."]

Download or read book Virtanza written by Debbie Holzkamp and published by AuthorHouse. This book was released on 2012-10-24 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: VIR-TAN-ZA (vr-TAHN-z) n. [neologism, a newly coined term] 1. A condition, state, or attitude of truth, financial success, and customer loyalty among business-to-business sales professionals. 2. Courage in the face of adverse business cycles or uncommon challenges. 3. Commitment to the highest degree of preparedness in business dealings resulting in outstanding professional and personal achievement. 4. A process for creating exceptional solutions to sales challenges, exceeding a customers expectations. [From Latin vir, strength, heroic courage, veritas, truth, and bonus, a great good, a superior benefit, a bonanza.]

Download or read book Customer Delight written by Alain Guillemain and published by Infinite Press. This book was released on 2012-06-29 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: People have commented that Customer Delight sounds like a tasty treat, and indeed this book hits a sweet spot when it comes to business literature. Great care has been taken to ensure this book is engaging, informative and useful to those who run companies. Customer Delight yields gems of insight into the psychology of business success as well as practical advice on business strategy. It is a must-have for every market leader in an age of increasing competition and elevated customer expectations. The author, Alain Guillemain, is Principal Strategist at inexure, a strategy advisory firm catering to market leaders. He works closely with executives and company directors to set strategic goals and deliver outcomes. Alain's expertise spans financial services, mining services, real estate, recruitment, education, information technology, web and multimedia. Alain holds an MBA from the University of Newcastle and a Master of Commerce from Deakin University.

Download or read book Hacking Sales written by Max Altschuler and published by John Wiley & Sons. This book was released on 2016-05-31 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Download or read book Advances in Geo Spatial Information Science written by Wenzhong Shi and published by CRC Press. This book was released on 2012-06-12 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Advances in Geo-Spatial Information Science presents recent advances regarding fundamental issues of geo-spatial information science (space and time, spatial analysis, uncertainty modeling and geo-visualization), and new scientific and technological research initiatives for geo-spatial information science (such as spatial data mining, mobile data modeling, and location-based services). The book contains selected and revised papers presented at the joint International Conference on Theory, Data Handling and Modelling in GeoSpatial Information Science (Hong Kong, 26–28 May 2010), and brings together three related international academic communities: spatial information science, spatial data handling, and modeling geographic systems. Advances in Geo-Spatial Information Science will be of interest for academics and professionals interested in spatial information science, spatial data handling, and modeling of geographic systems.

Download or read book PRE TEXT written by Victor Vitanza and published by . This book was released on 1993 with total page 360 pages. Available in PDF, EPUB and Kindle. Book excerpt: After the first issue of PRE/TEXT appeared in 1981, a colleague told Victor Vitanza, the creator, editor and publisher of the journal, how disgusted she was by it, how unreadable it was, how devoted to self-aggrandizement-and how much she enjoyed two articles in it. Devoted to exploring and expanding the field of rhetoric and composition by publishing articles considered “inappropriate” by other journals in the field, PRE/TEXT has, from its inception, made people angry. Yet it has survived, and thrived. This collection of essays pays tribute to the first ten years of the journal, and each reprinted article is paired with a short comment by the author. Also included is Victor Vitanza's retrospective history of the journal and prospectives for the future.

Download or read book SPIN Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Download or read book Super Entrepreneurship Decoded 5 Secret Keys to Create Breakthrough Businesses that Change the World written by Fabrice Testa and published by Houndstooth Press. This book was released on 2021-09-14 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: All across the planet, entrepreneurs and innovators are actively working to solve humanity's toughest problems. If you are an inventor, trailblazer, or game-changer who dreams of making the world a better place through crazy ideas with extraordinary results, this book is for you. Super-Entrepreneurship Decoded will show you step by step how to make that dream a reality, from tackling an insurmountable problem to creating the kind of breakthrough business that can fix it. Learn about the Age of Exponential Acceleration, in which super-entrepreneurs have become motivated to act boldly in solving the world's biggest problems. Discover the five secrets of the top super-achievers who are changing the way we travel, eat, work, and simply go about our daily lives. By applying the unique method presented in Super-Entrepreneurship Decoded, you will be able to materialize your dreams, build your own future, and achieve anything you want in life.

Download or read book Negation Subjectivity and The History of Rhetoric written by Victor J. Vitanza and published by SUNY Press. This book was released on 1997-01-01 with total page 444 pages. Available in PDF, EPUB and Kindle. Book excerpt: Vitanza introduces his book with the questions: "What Do I Want, Wanting to Write This ('our') Book? What Do I Want, Wanting You to Read This ('our') Book?" Thereafter, in a series of chapters and excursions and as schizographer of rhetorics (erotics), he interrogates three recent, influential historians of Sophists (Edward Schiappa, John Poulakos, and Susan Jarratt), and how these historians as well as others represent Sophists and, in particular, Isocrates and Gorgias under the sign of the negative. Vitanza concludes - rather rebegins in a sophistic-performative excursus - with a prelude to future (anterior) histories of rhetorics. Vitanza asks: "What will have been anti-Oedipalizedized (de-negated) hysteries of rhetorics? What will have they looked like, sounded, read like? Or to ask affirmatively, what, then, will have libidinalized-hysteries of rhetorics looked, sounded, read like?"

Download or read book Writing Histories of Rhetoric written by Victor J. Vitanza and published by SIU Press. This book was released on 2013-11-01 with total page 312 pages. Available in PDF, EPUB and Kindle. Book excerpt: This collection of essays, edited by Victor J. Vitanza, is a historiography of rhetoric, summarizing what has recently been accomplished in the revision of traditional histories of rhetoric and discussing what might be accomplished in the future. Featuring a variety of approaches—classical, revisionary, and avant-garde—it includes articles by Janet M. Atwill, James A. Berlin, William A. Covino, Sharon Crowley, Hans Kellner, John Poulakos, Takis Poulakos, John Schilb, Jane Sutton, Kathleen Ethel Welch, Lynn Worsham, and Victor J. Vitanza. In the first essay, Sharon Crowley identifies the major players and primary issues in a chronological narrative of the debate about the writing of the history of rhetoric that has arisen between traditionalists / essentialists and revisionists/constructionists. In recent years, traditionalists have demanded a more complete and accurate history, while revisionists have sought a critical understanding of the various epistemological-ideological grounds upon which a history of rhetoric had been and could be constructed. Revisionists, in their search for multiple, contestatory histories, have begun to critique one another, breaking into two general groups: one favoring a political-social program, the other resisting and disrupting such an approach. Vitanza echoes Crowley’s review of this ongoing debate by asking a crucial question: What exactly does it mean to be a revisionist historian? By combining the disintegration of various revisionist and subversive positions into a communal "we," he asks an additional question: Who is the "we" writing histories of rhetoric? The essays that follow give a rich answer to Vitanza’s questions. They bring the writing of histories of rhetoric into the larger area of postmodern theory, raising neglected issues of race, gender, and class. Written with a variety of intentions, some of the essays are expository and highly argumentative while others are manifestos, innovative and far-reaching in tone. Still others are summaries and background studies, providing useful information to both the novice student and the experienced scholar. This book, situated at a juncture between two disciplines, composition studies and speech, will be a landmark collection for many years.

Download or read book Demystifying Strategy written by Tony Grundy and published by Kogan Page Publishers. This book was released on 2012-10-03 with total page 336 pages. Available in PDF, EPUB and Kindle. Book excerpt: Demystifying Strategy provides you with not only the basic strategic tools and techniques but also a thorough understanding of the entire process of strategic thinking and management. Using tips, guidelines and exercises it helps you to assess your own strategic mind and covers key topics such as: the different perspectives on strategy, economic analysis, dynamic competitive positioning, designing and evaluating options, implementation, managing the strategy process and how to nurture your strategic mind. Aimed at executives, entrepreneurs and also students of management, it enables you to assess the teaching of strategy 'gurus', construct your own strategy audit and challenge thinking styles by assessing the cognitive processes involved in developing successful strategies.

Download or read book New Sales written by Mike Weinberg and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

Download or read book To Sell Is Human written by Daniel H. Pink and published by Penguin. This book was released on 2012-12-31 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Look out for Daniel Pink’s new book, When: The Scientific Secrets of Perfect Timing #1 New York Times Business Bestseller #1 Wall Street Journal Business Bestseller #1 Washington Post bestseller From the bestselling author of Drive and A Whole New Mind, and teacher of the popular MasterClass on Sales and Persuasion, comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives. According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others. Like it or not, we’re all in sales now. To Sell Is Human offers a fresh look at the art and science of selling. As he did in Drive and A Whole New Mind, Daniel H. Pink draws on a rich trove of social science for his counterintuitive insights. He reveals the new ABCs of moving others (it's no longer "Always Be Closing"), explains why extraverts don't make the best salespeople, and shows how giving people an "off-ramp" for their actions can matter more than actually changing their minds. Along the way, Pink describes the six successors to the elevator pitch, the three rules for understanding another's perspective, the five frames that can make your message clearer and more persuasive, and much more. The result is a perceptive and practical book--one that will change how you see the world and transform what you do at work, at school, and at home.

Download or read book Secrets of Closing the Sale written by Zig Ziglar and published by Revell. This book was released on 2019-05-21 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt: Full of entertaining stories and real-life illustrations, this classic book will give you the strategies you need to become proficient in the art of effective persuasion, including how to project warmth and integrity, increase productivity, overcome objections, and deal respectfully with challenging prospects. This new edition includes fresh opening and closing chapters as well as tips and examples throughout that illustrate the relevance of these truths in the marketplace today. Also includes a foreword written by Tom Ziglar.

Download or read book Creating Intelligent Teams written by Anne Rod and published by eBook Partnership. This book was released on 2015-11-24 with total page 140 pages. Available in PDF, EPUB and Kindle. Book excerpt: Creating Intelligent Teams is a different way to initiate, manage and lead effective and positive change in teams and organisations. For any organisation looking to nurture and develop talent from amongst its own employees, the book offers an accessible, yet highly informative, information resource on: how to recognise the influences on, and dynamics of, individuals and teams how to enhance team performance how effective leaders can boost productivity and build intelligent teams how to access and release the potential in teams how to navigate change successfully how to lead diversity and create culturally intelligent teams.The target audienceCreating Intelligent Teams is aimed at executives, consultants, HR and Organisational Development (OD) specialists, professional coaches and mentors - at all levels of experience, training and background - who are responsible for implementing the strategies relating to leadership, team-building, talent development, management and retention. Creating Intelligent Teams has considerable appeal both for professionals in business and management and those in the fields of consultancy and coaching. iiiTo build a world-class team you need more than handpicked individuals with high emotional intelligence - you need a team with a high RSI. On our journey to success, our team benefitted substantially from integrating the Intelligent Team approach.a"e;Rudolf Pienaar, Divisional Director, Growthpoint Management Services (Pty) LtdRelationship Systems Intelligence enables the team to quickly reach the core of the matter. It starts processes that enable the team members to have constructive collaborations and interactions with concrete and tangible results. The approach shows that everyone is part of the solution, which creates commitment to and ownership of the processes and the results. This practical book shows you how to build an intelligent team. a"e; Christina Hummert, Country Manager: Volkswagen Financial Services, Sweden

Download or read book Potentialities written by Giorgio Agamben and published by Stanford University Press. This book was released on 1999 with total page 324 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume constitutes the largest collection of writings by the Italian philosopher Giorgio Agamben hitherto published in any language. The essays consider several figures in the history of philosophy; the relation of linguistic and metaphysical categories; messianism in Islamic, Jewish, and Christian theology; and the state and future of contemporary politics.

Download or read book The Idea Generator written by Ken Hudson and published by ReadHowYouWant.com. This book was released on 2009-12 with total page 146 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ideas are the lifeblood of any business. But have you ever been stuck for one? If you have, then The Idea Generator is for you. It outlines 60 effective and practical tools to help you create a range of big, new concepts. Each tool is simple to use and includes hints on how and when to use it for the best results. The Idea Generator is a powerful handbook. It will help you solve problems, create new opportunities and improve individual and team performances. It will benefit anyone involved in business: in innovation, sales, marketing, advertising, business development or new product development. Become more confident in your creative abilities. The results will be immediate.