Mastering The Complex Sale

Author: Jeff Thull
Publisher: John Wiley and Sons
ISBN: 9780470632598
Size: 13.95 MB
Format: PDF, ePub, Mobi
View: 879
Download
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Getting To Yes

Author: Roger Fisher
Publisher: Penguin
ISBN: 9781101539545
Size: 77.34 MB
Format: PDF
View: 3060
Download
The key text on problem-solving negotiation-updated and revised Since its original publication nearly thirty years ago, Getting to Yes has helped millions of people learn a better way to negotiate. One of the primary business texts of the modern era, it is based on the work of the Harvard Negotiation Project, a group that deals with all levels of negotiation and conflict resolution. Getting to Yes offers a proven, step-by-step strategy for coming to mutually acceptable agreements in every sort of conflict. Thoroughly updated and revised, it offers readers a straight- forward, universally applicable method for negotiating personal and professional disputes without getting angry-or getting taken. From the Trade Paperback edition.

The Language Of Law School

Author: Elizabeth Mertz
Publisher: Oxford University Press
ISBN: 9780195346091
Size: 10.24 MB
Format: PDF, ePub
View: 6829
Download
In this linguistic study of law school education, Mertz shows how law professors employ the Socratic method between teacher and student, forcing the student to shift away from moral and emotional terms in thinking about conflict, toward frameworks of legal authority instead.

The Public Relations Handbook

Author: Alison Theaker
Publisher: Routledge
ISBN: 1317487370
Size: 52.84 MB
Format: PDF, Docs
View: 4712
Download
The Public Relations Handbook, Fifth Edition provides an engaging overview and in-depth exploration of a dynamic and ever evolving industry. The diverse chapters are united by a set of student friendly features throughout, including clear chapter aims, analytical discussion questions, and key further reading. Featuring wide ranging contributions from key figures in the PR profession, the new edition presents a new chapter on public relations and activism, alongside discussion of key critical themes in public relations research and exploratory case studies on public relations practices in relation to a variety of different institutions, including The Bank of Scotland, Queen Margaret University, Diabetes UK, Continental Tyres, and Action for Children. Split into four parts exploring key conceptual themes of the context of public relations, strategic public relations, stakeholder public relations, and shaping the future, the book offers coverage of essential areas including: public relations, politics and the media media relations in the social media age using new technology effectively in public relations public relations and engagement in the not-for-profit sector business-to-business public relations the public relations of globalisation.

The Business Blockchain

Author: William Mougayar
Publisher: John Wiley & Sons
ISBN: 1119300339
Size: 42.22 MB
Format: PDF, ePub, Mobi
View: 2025
Download
The definitive pioneering blueprint covering the what, why and how of the blockchain. Blockchains are new technology layers that rewire the Internet and threaten to side-step older legacy constructs and centrally served businesses. At its core, a blockchain injects trust into the network, cutting off some intermediaries from serving that function and creatively disrupting how they operate. Metaphorically, blockchains are the ultimate non-stop computers. Once launched, they never go down, and offer an incredible amount of resiliency, making them dependable and attractive for running a new generation of decentralized services and software applications. The Business Blockchain charts new territory in advancing our understanding of the blockchain by unpacking its elements like no other before. William Mougayar anticipates a future that consists of thousands, if not millions of blockchains that will enable not only frictionless value exchange, but also a new flow of value, redefining roles, relationships, power and governance. In this book, Mougayar makes two other strategic assertions. First, the blockchain has polymorphic characteristics; its application will result in a multiplicity of effects. Second, we shouldn’t ask ourselves what problems the blockchain solves, because that gives us a narrow view on its potential. Rather, we should imagine new opportunities, and tackle even more ambitious problems that cross organizational, regulatory and mental boundaries. Drawing on 34 years of technology industry experience as an executive, analyst, consultant, entrepreneur, startup mentor, author, blogger, educator, thought leader and investor, William Mougayar describes a future that is influenced by fundamental shifts brought by blockchain technology as the catalyst for change. William Mougayar has been described as the most sophisticated blockchain business thinker. He is a blockchain industry insider whose work has already shaped and influenced the understanding of blockchain for people around the world, via his generous blogging and rigorous research insights. He is a direct participant in the crypto-technology market, working alongside startups, entrepreneurs, pioneers, leaders, innovators, creators, enterprise executives and practitioners; in addition to being an investor, advisor, and board member in some of the leading organizations in this space, such as the Ethereum Foundation, OpenBazaar and Coin Center. Just as the Internet created new possibilities that we didn’t foresee in its early years, the blockchain will give rise to new business models and ideas that may still be invisible. Following an engaging Foreword by Vitalik Buterin, this book is organized along these 7 chapters: 1. What is the Blockchain? 2. How Blockchain Trust Infiltrates 3. Obstacles, Challenges & Mental Blocks 4. Blockchain in Financial Services 5. Lighthouse Industries & New Intermediaries 6. Implementing Blockchain Technology 7. Decentralization as the Way Forward The Business Blockchain is an invitation for technologists to better understand the business potential of the blockchain, and for business minded people to grasp the many facets of blockchain technology. This book teaches you how to think about the blockchain.

Parallel Scientific Computing

Author: Frédéric Magoules
Publisher: John Wiley & Sons
ISBN: 1848215819
Size: 53.73 MB
Format: PDF
View: 6936
Download
"Scientific computing has become an indispensable tool in numerous fields, such as physics, biology, chemistry, finance and engineering. For example, it enables us, thanks to efficient algorithms adapted to current computers and supercomputers, to simulate complex phenomena, without the help of models or experimentations. Some examples are the structural behaviors of civil engineering structures, the sound level in a theater, a fluid flowing around an aircraft or a Formula 1 car, and the hydrodynamics of a racing yacht. This book presents the scientific computing techniques applied to parallel computing for the numerical simulation of large-scale problems ; these problems mainly result from systems modeled by partial differential equations. Computing concepts are tackled via examples. Implementation and programming techniques resulting from the finite element, finite volume and finite difference methods are presented for direct solvers, iterative solvers and domain decomposition methods, along with an introduction to MPI and OpenMP." (source : 4ème de couverture).

Internet Architecture And Innovation

Author: Barbara van Schewick
Publisher: MIT Press
ISBN: 0262265575
Size: 49.51 MB
Format: PDF, ePub, Mobi
View: 2800
Download
Today -- following housing bubbles, bank collapses, and high unemployment -- the Internet remains the most reliable mechanism for fostering innovation and creating new wealth. The Internet's remarkable growth has been fueled by innovation. In this pathbreaking book, Barbara van Schewick argues that this explosion of innovation is not an accident, but a consequence of the Internet's architecture -- a consequence of technical choices regarding the Internet's inner structure that were made early in its history.The Internet's original architecture was based on four design principles: modularity, layering, and two versions of the celebrated but often misunderstood end-to-end arguments. But today, the Internet's architecture is changing in ways that deviate from the Internet's original design principles, removing the features that have fostered innovation and threatening the Internet's ability to spur economic growth, to improve democratic discourse, and to provide a decentralized environment for social and cultural interaction in which anyone can participate. If no one intervenes, network providers' interests will drive networks further away from the original design principles. If the Internet's value for society is to be preserved, van Schewick argues, policymakers will have to intervene and protect the features that were at the core of the Internet's success.

Save The Cat

Author: Blake Snyder
Publisher:
ISBN: 9781615931712
Size: 75.97 MB
Format: PDF, Docs
View: 2917
Download
This ultimate insider's guide reveals the secrets that none dare admit, told by a show biz veteran who's proven that you can sell your script if you can save the cat!

Involving Citizens And Communities In Securing Societal Progress For The Well Being Of All

Author: Council of Europe
Publisher: Council of Europe
ISBN: 9789287168887
Size: 62.37 MB
Format: PDF
View: 2617
Download
Over the last 60 years, the idea that the creation of material wealth is essential for ensuring the well-being and fundamental rights of citizens has been broadly predominant. In this organisational model, based on an increase in quantitative wealth, there is an implicit link between growth, individual well-being and collective well-being. This view of constant improvement presupposes a commitment by states and businesses to the fair distribution of the benefits of growth. Accordingly, states - as guarantors of the collective well-being - have focused their efforts on improving gross domestic product (GDP). Today, globalisation has destroyed the ethical link between growth and national well-being. A "negative" perception of GDP has developed as a result of problems of pollution, environmental destruction, increased inequalities between social groups and especially the realisation that growth alone is unable to secure material well-being for all or optimism for the future. At a time when confidence has suffered significantly and when the old benchmarks are being challenged, this guide, following on from the Methodological guide entitled Concerted development of social cohesion indicators (2005, ISBN 9789287157423), addresses the concept of societal progress for the well-being of all by involving citizens and human communities in defining what this means and how it can be brought about. It explains how we can move from the idea of well-being pure and simple to well-being for all, and describes the interactions between personal and collective well-being so as to build a shared vision of the future and an ability to work together based on deliberation, devising measurement tools and consultation, in an approach which takes into account both present and future generations. This guide seeks to foster an approach to progress in order to make it more easily manageable and give it a more human face. With this guide, the Council of Europe is making a contribution to the current debate on progress and well-being from its own perspective, which is to renew and strengthen democratic processes and the ability of citizens to be involved in the decisions relating to the challenges facing society.