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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 client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected prof...

Insight Selling
  • Language: en
  • Pages: 256

Insight Selling

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sal...

The Store
  • Language: en
  • Pages: 64

The Store

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Server+ Lab Manual
  • Language: en
  • Pages: 275

Server+ Lab Manual

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.

International Business
  • Language: en

International Business

  • Type: Book
  • -
  • Published: 2005
  • -
  • Publisher: Unknown

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International Business
  • Language: en
  • Pages: 270
The Entrepreneurial Spirit
  • Language: en
  • Pages: 403
Hurt
  • Language: en
  • Pages: 256

Hurt

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.

The Hammer : Confessions of a Hockey Enforcer
  • Language: en
  • Pages: 216