Download or read book El vendedor desafiante written by Brent Adamson and published by EDICIONES URANO. This book was released on 2012-03-24 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Este es un libro de ventas diferente. No se trata de resumir sólo un método de venta o mostrar las experiencias de un vendedor exitoso, sino que es el resultado de una profunda investigación acerca de los vendedores y sus características. Las conclusiones de esa extensa investigación han sido sorprendentes y en algunos casos contradictorias con la sabiduría convencional. El mejor vendedor no es quien mejor relaciones públicas hace, sino aquél que logra un desafío con el comprador, que conoce el negocio como nadie y que es capaz de controlar el diálogo del proceso de venta. Sepa cuáles son las características de sus vendedores y cómo convertirlos en vendedores desafiantes
Download or read book Transforming written by Austen Hartke and published by Westminster John Knox Press. This book was released on 2018-04-07 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: In 2014, Time magazine announced that America had reached the transgender tipping point, suggesting that transgender issues would become the next civil rights frontier. Years later, many peopleeven many LGBTQ alliesstill lack understanding of gender identity and the transgender experience. Into this void, Austen Hartke offers a biblically based, educational, and affirming resource to shed light and wisdom on this modern gender landscape. Transforming: The Bible and the Lives of Transgender Christians provides access into an underrepresented and misunderstood community and will change the way readers think about transgender people, faith, and the future of Christianity. By introducing transgender issues and language and providing stories of both biblical characters and real-life narratives from transgender Christians living today, Hartke helps readers visualize a more inclusive Christianity, equipping them with the confidence and tools to change both the church and the world.
Download or read book The Challenger Customer written by Brent Adamson and published by Portfolio. This book was released on 2015-09-08 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Download or read book Marketing written by Gary Armstrong and published by Pearson Educación. This book was released on 2003 with total page 686 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written for courses in Principles of Marketing at four-year and two-year colleges, this shorter overview aims to help students master the basic principles and practices of modern marketing in an enjoyable and practical way. Its coverage balances upon three essential pillars - (1) theory and concepts; (2) practices and applications; and (3) pedagogy - cultivating an efficient, effective teaching and learning environment. This sixth edition provides revised content throughout, and reflects the major trends and forces that are impacting marketing in this new, connected millennium. It includes new thinking and expanded coverage on a wide variety of topics, for example: relationship marketing; connecting technologies; the company value chain; value-delivery networks; and global marketing.
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 Gane en un Verano el Sustento de un a o con un Asador de Ma Z written by Mat Chaudhry and published by iUniverse. This book was released on 2012-09 with total page 113 pages. Available in PDF, EPUB and Kindle. Book excerpt: El tostador de maíz con éxito hace más dinero en un verano que un profesor a tiempo completo en un año entero. El maíz tostado es uno de los negocios más fáciles y más rentables, pero es muy arriesgado. Sin la información correcta, un tostador de maíz sin experiencia fallará en la temporada de su primer. El propósito de este libro es proporcionar los mejores recursos e información disponibles para ayudarle con el inicio de su empresa propia concesión. Una gran cantidad de información en la industria del maíz tostado es el conocimiento tribal. Los tostadores de maíz sazonado bien guardar los secretos de este negocio altamente rentable. Ellos no quieren compartir sus secretos de hacer dinero-, pero voy a cambiar eso. Usted no encontrará un libro o una página web que le muestra cómo iniciar y hacer dinero en este negocio. La experiencia vale su peso en oro.
Download or read book The Argentine Novel written by Myron I. Lichtblau and published by . This book was released on 1997 with total page 1182 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Argentine Novel is a comprehensive bibliography of the Argentine novel from its beginnings in 1788, the year Miguel Learte wrote Las aventuras de Learte, until 1990, when such authors as Osvaldo Soriano and Luisa Valenzuela published their popular novels. In addition to novels, the bibliography includes works which may be considered under the rubric of short novel, such as "novela corta," which, in spite of its short length, partakes more of the novel than the short story in its basic literary conception, plot development, and narrative scope. Where possible, all editions of each novel or work are cited, as well as translations into foreign languages, and citations may be followed by one or more critical commentaries or select bibliographies of additional studies on the work or its author. This exhaustive work serves as the definitive guide to this genre in Argentine literature. A must for all collections that support comparative literature studies, Hispanic studies, or as a guide to popular reading.
Download or read book The Robots Are Coming written by Andres Oppenheimer and published by Vintage. This book was released on 2019-04-30 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: Staying true to his trademark journalistic approach, Andrés Oppenheimer takes his readers on yet another journey, this time across the globe, in a thought-provoking search to understand what the future holds for today's jobs in the foreseeable age of automation. The Robots Are Coming! centers around the issue of jobs and their future in the context of rapid automation and the growth of online products and services. As two of Oppenheimer's interviewees -- both experts in technology and economics from Oxford University -- indicate, forty-seven percent of existing jobs are at risk of becoming automated or rendered obsolete by other technological changes in the next twenty years. Oppenheimer examines current changes in several fields, including the food business, legal work, banking, and medicine, speaking with experts in the field, and citing articles and literature on automation in various areas of the workforce. He contrasts the perspectives of "techno-optimists" with those of "techno-negativists" and generally attempts to find a middle ground between an alarmist vision of the future, and one that is too uncritical. A self-described "cautious optimist", Oppenheimer believes that technology will not create massive unemployment, but rather will drastically change what work looks like.
Download or read book Flip the Script written by Oren Klaff and published by Penguin. This book was released on 2019-08-13 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE BESTSELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION. Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready? If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you. That's why Oren is throwing out the old playbook on persuasion. Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. If, rather than pushing your idea on your buyer, you can guide them to discover it on their own, they'll believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you. That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation. And as you'll see in this book, Oren has been in a lot of different situations. He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. He'll even show you how to become so compelling that buyers are even more attracted to you than to your product. These days, it's not enough to make a great pitch. To get attention, create trust, and close the deal, you need to flip the script.
Download or read book Dichos Ideas written by Mauricio Gallardo C and published by Lulu.com. This book was released on 2012-06-29 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: Un mundo adornado nos rodea, espacios sin descubrir quedan aun en aquellos rincones que solo por poca atención están alejados por un momento, aunque siempre esperándonos, incluso en casa.Mientras mas ideas nuevas llenan nuestro pensar , entonces menor es el tiempo para atenderles.Que decir de esos dialogos entre calles, kioskos, pasajes, durante la caminata, el recreo, trabajo y compras... nos sorprende los pensamientos... esos cantos que dicen; "entonces, aquí estamos"...Existen dichos, ideas, se oyen y dicen, se cantan y gritan... se comunican y otros se guardan... este trabajo es aquel que se guardó por un tiempo, pero ahora se muestra para ser compartido...Un dialogo simple y directo, sano y reflexivo... aun se cantan, pero que hoy por hoy está en esos rincones que pocos se atreven a tocar...MGC
Download or read book Hooked on Easy Piano Classics written by Hal Leonard Corp and published by Criterion. This book was released on 2009-04 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: (Criterion). 35 classics arranged for the intermediate player, including: Blue Danube Waltz (Strauss) * Canon in D (Pachelbel) * The Entertainer (Joplin) * March Militaire (Schubert) * Moonlight Sonata (Beethoven) * Romeo and Juliet (Tchaikovsky) * Toreador Song (Bizet) * Skaters' Waltz (Waldteufel) * and more.
Download or read book Papyrus written by Irene Vallejo and published by Knopf. This book was released on 2022-10-18 with total page 465 pages. Available in PDF, EPUB and Kindle. Book excerpt: A rich exploration of the importance of books and libraries in the ancient world that highlights how humanity’s obsession with the printed word has echoed throughout the ages • “Accessible and entertaining.” —The Wall Street Journal Long before books were mass-produced, scrolls hand copied on reeds pulled from the Nile were the treasures of the ancient world. Emperors and Pharaohs were so determined to possess them that they dispatched emissaries to the edges of earth to bring them back. When Mark Antony wanted to impress Cleopatra, he knew that gold and priceless jewels would mean nothing to her. So, what did her give her? Books for her library—two hundred thousand, in fact. The long and eventful history of the written word shows that books have always been and will always be a precious—and precarious—vehicle for civilization. Papyrus is the story of the book’s journey from oral tradition to scrolls to codices, and how that transition laid the very foundation of Western culture. Award-winning author Irene Vallejo evokes the great mosaic of literature in the ancient world from Greece’s itinerant bards to Rome’s multimillionaire philosophers, from opportunistic forgers to cruel teachers, erudite librarians to defiant women, all the while illuminating how ancient ideas about education, censorship, authority, and identity still resonate today. Crucially, Vallejo also draws connections to our own time, from the library in war-torn Sarajevo to Oxford’s underground labyrinth, underscoring how words have persisted as our most valuable creations. Through nimble interpretations of the classics, playful and moving anecdotes about her own encounters with the written word, and fascinating stories from history, Vallejo weaves a marvelous tapestry of Western culture’s foundations and identifies the humanist values that helped make us who we are today. At its heart a spirited love letter to language itself, Papyrus takes readers on a journey across the centuries to discover how a simple reed grown along the banks of the Nile would give birth to a rich and cherished culture.
Download or read book Resumen Da Cero A Uno Por Peter Thiel Zero to One Spanish Summary written by Thomas Francisco and published by BookSummaryGr. This book was released on 2023-07-22 with total page 33 pages. Available in PDF, EPUB and Kindle. Book excerpt: Resumen Da Cero A Uno Por Peter Thiel "De Cero a Uno", un libro que ofrece consejos perspicaces para startups, es en esencia una recopilación de una serie de conferencias impartidas por Peter Thiel, cofundador de PayPal, en la Universidad de Stanford en 2012. Uno de sus estudiantes, Blake Masters, tuvo la visión de publicar notas de las conferencias en su propio blog, lo cual recibió una amplia atención. Thiel, un empresario abierto y cautivador, reconoció una oportunidad y, con Masters a su lado como coautor, reunió las conferencias antes de desarrollarlas en un libro coherente y estructurado. El resultado es un texto que se ha convertido en lectura esencial para cualquiera que desee iniciar su propio negocio. Peter Thiel es un multimillonario autodidacta que ha estado involucrado en numerosos negocios en algún grado. También es un autoproclamado nerd que, junto con otros "outsiders", fundó PayPal a finales de los años noventa, aprovechando la ola de la burbuja de las puntocom. Thiel y su equipo se hicieron conocidos como la Mafia de PayPal. Aunque parecían improbables como propietarios de negocios, eran personas dedicadas y meticulosas. Sobre todo, eran personas abiertas, amigables y divertidas que prosperaron en la atmósfera creada en Silicon Valley. Es este sentido de diversión y apertura el que se refleja en "De Cero a Uno", pero este es un libro que se enriquece con una perspectiva fresca y muy seria sobre ideas supuestamente concretas. A lo largo del libro, Thiel sostiene que las ideas que damos por sentado en los negocios deben ser desafiadas. Cuestiona la idea de que los monopolios son siempre malos. Minimiza las ventajas de la competencia y afirma que es lo que hace que los negocios se estanquen. Además, desmantela otros dogmas, ya que Thiel parte de la premisa de que cuanto más inusual y diferente sea el fundador, mejores serán los resultados a largo plazo. Siendo un ser humano altamente intelectual, Thiel simplifica su marco filosófico personal para que todos entendamos que un futuro "definitivamente optimista" es aquel en el que un negocio dedica todos sus esfuerzos a crear algo completamente nuevo, en lugar de simplemente modificar un producto existente.
Download or read book La vida en un volado written by Ernesto García Cabral and published by . This book was released on 2005 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: First major monograph on this important Mexican born artist, Ernesto "El Chango" Garciá Cabral. Includes many facets of work that have not been studied, including murals, paintings, illustrations, along with his famous caricatures. 9 strong essays by leading art historians and authorities such as: Horacio Munõz Alarcoń, German, Montalvo, Elisa Lozano, Carlos-Blas Galindo and Carlos Monsivaís. Book was the result of a national hommage at the Cervantino festival in 2005.
Download or read book Friends Crochet written by Allison Hoffman and published by Thunder Bay Press. This book was released on 2020-11-03 with total page 76 pages. Available in PDF, EPUB and Kindle. Book excerpt: Crochet 13 characters and accessories from the hit TV series with this kit! Crochet your favorite characters and re-create iconic scenes from the beloved TV series with Friends Crochet. Included in this kit are an 80-page paperback book complete with photos and step-by-step instructions, as well as the materials needed to make the Thanksgiving turkey and the famous Central Perk orange couch. Additional project instructions show you how to crochet Rachel, Ross, Phoebe, Joey, Monica, Chandler, a coffee cup, Marcel the monkey, Phoebe’s guitar, and the chick and duck.
Download or read book The Farming of Bones written by Edwidge Danticat and published by Soho Press. This book was released on 2003-07-01 with total page 284 pages. Available in PDF, EPUB and Kindle. Book excerpt: It is 1937 and Amabelle Désir, a young Haitian woman living in the Dominican Republic, has built herself a life as the servant and companion of the wife of a wealthy colonel. She and Sebastien, a cane worker, are deeply in love and plan to marry. But Amabelle's world collapses when a wave of genocidal violence, driven by Dominican dictator Rafael Trujillo, leads to the slaughter of Haitian workers. Amabelle and Sebastien are separated, and she desperately flees the tide of violence for a Haiti she barely remembers. Already acknowledged as a classic, this harrowing story of love and survival—from one of the most important voices of her generation—is an unforgettable memorial to the victims of the Parsley Massacre and a testimony to the power of human memory.
Download or read book Renegade Marketing written by Drew Neisser and published by Cmo Huddles. This book was released on 2021-10-05 with total page 188 pages. Available in PDF, EPUB and Kindle. Book excerpt: Marketing has become ridiculously complicated, but yours doesn't have to be. With decades of hands-on experience, expert strategist and writer Drew Neisser has witnessed the dramatic evolution of business-to-business marketing. Working alongside giant brands like IBM, as well as startups and mid-size companies, and interviewing over four hundred top practitioners, Neisser uncovered the top four characteristics that all successful marketers have in common: they are Courageous, Artful, Thoughtful, and Scientific (CATS). These four characteristics form the basis for the framework in Renegade Marketing. Over the years, Neisser created a twelve-step formula to radically simplify B2B marketing and build an unbeatable brand. In his book, he shares the stories of marketing CATS as he gives you the tools to: Walk through a highly refined discovery process that culminates in finding your brand's purpose Define your company's purpose in eight words or fewer Build team support for new marketing initiatives while establishing your unique brand story, voice, and design Assemble effective marketing plans that engage employees, inspire customers, and attract new business Drive perpetual growth by creating a culture with metrics, marketing technology, and experimentation
