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...
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...
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.
This Lab Manual contains over 65 hands-on labs that provide in-depth, objective-focused skills to help the user prepare for CompTIA's Server+ certification exam and for a job in the IT industry. The text covers many advanced hardware topics featured on the Server+ certification exam, including configuration, troubleshooting, and disaster recovery.
Trauma is a disease of epidemic proportions that preys on the young, killing more Americans up to age thirty-seven than all other afflictions combined. Every year an estimated 2.8 million people are hospitalized for injuries and more than 180,000 people die. We take for granted that no matter how or where we are injured, someone will call 911 and trained first responders will show up to insert IVs, stop the bleeding, and swiftly deliver us to a hospital staffed by doctors and nurses with the expertise necessary to save our lives. None of this happened on its own. Told through the eyes of a surgeon who has flown on rescue helicopters, resuscitated patients in trauma centers in Houston and Chicago, and operated on hundreds of trauma victims of all ages, Hurt takes us on a tour of the advancements in injury treatment from the battlefields of the Civil War to the state-of-the-art trauma centers of today.
A comprehensive book on tactics for streamers, including new approaches for trout, steelhead, muskie, and bass. Features over 450 detailed photos and illustrations of casting and presenting streamers. • Patterns from several of the most prominent contemporary streamer tiers, including Blane Chocklett, Kelly Galloup, Rich Strolis, Ben Furimsky, Mike Schmidt, Russ Maddin, and more • Step-by-step photos to help you master casting and presentation • Sections on reading the water, trout behavior, equipment, casting, and night fishing
This beautiful art showcase book from Adobe Press features 30 established and emerging Photoshop artists, their masterful work, and tutorials demonstrating their techniques for using Adobe Photoshop. Curated by renowned photographer and educator Ibarionex Perello, this book features an inspiring collection of innovative Photoshop artists and their amazing artwork. The images represent a mix of techniques and styles and are field-defining works that demonstrate technical excellence and awe-inspiring aesthetics. Readers will also appreciate the artists' commentary about their inspiration and philosophy about their art. In addition to the art showcase, this book includes several tutorial projects that teach techniques for working in Photoshop. The how-to content, comprising 25 to 30 percent of the book, is based on general Photoshop features, so this book can be useful for users of recent and future versions of the Photoshop software.