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Rainmaking Conversations
  • Language: en
  • Pages: 288

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
  • Language: en
  • Pages: 368

Professional Services Marketing

A proven approach to revenue-generating marketing and clientdevelopment Professional Services Marketing is a fully field-testedand research-based approach to marketing and client development forprofessional services firms. The book, now in its SecondEdition, covers five key areas that are critical for firms thatwant to grow and become more profitable: creating a marketing andgrowth strategy; establishing a brand and reputation; implementinga marketing communications program; executing lead generationstrategies; and developing business by winning new clients. Youwill also read real-world case studies that illustrate majorpoints, as well as quotes and stories from well-respectedprofessionals i...

Dictionary of Public Administration
  • Language: en
  • Pages: 333

Dictionary of Public Administration

  • Type: Book
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  • Published: 1998-01-01
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  • Publisher: Unknown

None

Insight Selling
  • Language: en
  • Pages: 256

Insight Selling

Delves into the details and specifics of “Rain Selling,” a strategy for making sales used by the Rain Group that encompasses three levels of contact and follow-up that resulted in over $3.1 billion in annual purchases: Connect, Convince and Collaborate.

Measure What Matters
  • Language: en
  • Pages: 320

Measure What Matters

  • Type: Book
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  • Published: 2018-04-24
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  • Publisher: Penguin

#1 New York Times Bestseller Legendary venture capitalist John Doerr reveals how the goal-setting system of Objectives and Key Results (OKRs) has helped tech giants from Intel to Google achieve explosive growth—and how it can help any organization thrive. In the fall of 1999, John Doerr met with the founders of a start-up whom he'd just given $12.5 million, the biggest investment of his career. Larry Page and Sergey Brin had amazing technology, entrepreneurial energy, and sky-high ambitions, but no real business plan. For Google to change the world (or even to survive), Page and Brin had to learn how to make tough choices on priorities while keeping their team on track. They'd have to know...

Measure What Matters
  • Language: en
  • Pages: 352

Measure What Matters

  • Type: Book
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  • Published: 2018-03
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  • Publisher: Unknown

None

All the Light We Cannot See
  • Language: en
  • Pages: 544

All the Light We Cannot See

"From the highly acclaimed, multiple award-winning Anthony Doerr, a stunningly ambitious and beautiful novel about a blind French girl and a German boy whose paths collide in occupied France as both try to survive the devastation of World War II. Marie Laure lives with her father in Paris within walking distance of the Museum of Natural History where he works as the master of the locks (there are thousands of locks in the museum). When she is six, she goes blind, and her father builds her a model of their neighborhood, every house, every manhole, so she can memorize it with her fingers and navigate the real streets with her feet and cane. When the Germans occupy Paris, father and daughter fl...

Preliminary Archaeological Investigations in the Navajo Project Area of Northwestern New Mexico
  • Language: en
  • Pages: 34

Preliminary Archaeological Investigations in the Navajo Project Area of Northwestern New Mexico

  • Type: Book
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  • Published: 2012-09-01
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  • Publisher: Unknown

Museum Of New Mexico Papers In Anthropology, No. 1, May, 1958.

Four Seasons in Rome
  • Language: en
  • Pages: 224

Four Seasons in Rome

Documents the award-winning writer's experiences of living, working, and raising twin sons in Rome during the year following his receipt of a prestigious Rome Prize stipend, a period during which he attended the vigil of the dying John Paul II, brought his children on a snowy visit to the Pantheon, and befriended numerous locals. Reprint. 35,000 first printing.

The Shell Collector
  • Language: en
  • Pages: 240

The Shell Collector

Explores the variety of the human condition in a collection of short stories about love, relationships, grief, and hardship.