The Seller's Challenge


Book Description

There is a common question that troubles all sellers at different points in their careers: "So, what do I do now?" It may be uttered out of fear, or confusion, but it's that moment of paralysis where they realize they're about to lose an opportunity in which they'd invested so much time to win.The Seller's Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.If you look closely, there are caution signs that will guide the seller toward the best course of action. The Seller's Challenge is a "tactical field manual" that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It's all about what top-performing sellers do - how they research, plan and implement activities that maximize their chances of winning.We will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller's prospects of winning good business. The Seller's Challenge is composed of 10 independent chapters - each devoted to an obstacle that haunts sellers worldwide. The book includes many addendums in the form of checklists and worksheets that simplify the content.Come join our community of sellers. Become a voice for the selling profession.




Cosmic Challenge


Book Description

Listing more than 500 sky targets, both near and far, in 187 challenges, this observing guide will test novice astronomers and advanced veterans alike. Its unique mix of Solar System and deep-sky targets will have observers hunting for the Apollo lunar landing sites, searching for satellites orbiting the outermost planets, and exploring hundreds of star clusters, nebulae, distant galaxies, and quasars. Each target object is accompanied by a rating indicating how difficult the object is to find, an in-depth visual description, an illustration showing how the object realistically looks, and a detailed finder chart to help you find each challenge quickly and effectively. The guide introduces objects often overlooked in other observing guides and features targets visible in a variety of conditions, from the inner city to the dark countryside. Challenges are provided for the naked eye, through binoculars and the largest backyard telescopes.




The Challenger Sale


Book Description

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.




30 Day Sales Challenge


Book Description




The Money Challenge


Book Description

This isn’t where you thought you would be. You were meant for more. Your money was meant for more. You and your money are meant for an exciting, adventurous, and satisfying purpose. God designed you, not to be a hoarder, but a conduit through which His generosity flows. In The Money Challenge, Art Rainer takes you on a journey to financial health. But it is not simply for the sake of financial health. The Money Challenge was written to help experience God’s design for you and your finances. Welcome to the adventure. Welcome to The Money Challenge.




30 Day Sales Challenge


Book Description

This 30 Day Sales Challenge is ideal for someone who is new to selling or if you are one of those people who know you need to polish up your selling skills in order to actually still have a business in the future! It's been described as Sales for Non Sales People.By breaking it down into 30 daily challenges I'm confident that you'll begin to wonder how you ever found it so awkward to sell products or services.It's not however a book about aggressive, foot in the door, 'hard' selling. That probably belongs to another era to be honest. Thankfully.It's about developing a relationship with a potential customer based on mutual benefit. This Challenge will help you become more focused and more persuasive in your customer interactions.




The american challenge


Book Description

"The signs and instruments of power are no longer armed legions or raw materials or capital... The wealth we seek does not lie in the earth or in numbers of men or in machines, but in the human spirit. And particularly in the ability of men to think and to create.' -- Jean-Jacques Servan-Schreiber in his international bestseller, The American Challenge. The American Challenge was 50 years ahead of its time in its appraisal of Europe, industrialization, the global economy and digital future, and the sclerosis of French politics. A new generation of French and Europeans can now rediscover it and take measure of all that still remains to be accomplished to bring to fruition the post-war European dream. "The world we live in is very much the world Servan-Schreiber imagined,' Professor Paul Krugman writes in his preface to this ebook edition, further adding that "JJSS was an incredibly insightful prophet.' With its radically new economic and political vision, The American Challenge was a bestseller when first published in 1967. Selling over 2 million copies in France and more than 10 million throughout the world, the book was translated and published in 16 languages and 26 countries. This first ebook edition provides the original edition's text in its entirety. Available from all major online retailers, it includes a new preface by New York Times op-ed contributor and Nobel Prize winner in Economics, Paul Krugman, acclaiming a book that "marked a whole generation.' Praise for "The American Challenge": "The American Challenge, was not only a game changer for European–American relations, it also provided a new and innovative conception of national competitiveness. The book was a true catalyst in the creation of the World Economic Forum.'- Klaus Schwab, Founder and Chairman, The World Economic Forum "Jean-Jacques Servan-Schreiber first put forth his bold vision of accelerating American prosperity back in 1967. While this outcome seemed inevitable at the time, half a century later we have fallen far short of that future. The reissue of his landmark book serves as a clarion call for our stagnant civilization to find a way back to the optimistic future of the 1960s.' - Peter Thiel, Co-Founder of Paypal, Managing Partner of the Founders' Fund "Jean-Jacques Servan-Schreiber was a true humanist. He understood the importance of the sovereignty for the people in the wake of European colonialism, as well as the potential in federating resources in an increasingly multipolar world, exemplified by his support of the European integration. He also foresaw the possibilities and challenges of modern technology.' - Nicolas Berggruen, President, Berggruen Institute on Governance "The American Challenge is an excellent, vigorous and modern book – that is to say, one free of many of the usual shortcomings and repetitiveness of commonplace thinking.' - Valéry Giscard d'Estaing, President of France, 1974-1981 "The American Challenge is at the top of the best seller lists. For a tome rich in statistics and dealing with the world of economic and corporate development, computers, satellites and the rivalries of industrial power blocs, this is an astonishing success. If Marx had done as well with "Das Kapital', we might all be waving red flags and eating caviar.' - New York Times, May 19, 1968




The Leadership Challenge


Book Description

The most trusted source of leadership wisdom, updated to address today's realities The Leadership Challenge is the gold-standard manual for effective leadership, grounded in research and written by the premier authorities in the field. With deep insight into the complex interpersonal dynamics of the workplace, this book positions leadership both as a skill to be learned, and as a relationship that must be nurtured to reach its full potential. This new seventh edition has been revised to address current challenges, and includes more international examples and a laser focus on business issues; you'll learn how extraordinary leaders accomplish extraordinary things, and how to develop your leadership skills and style to deliver quality results every time. Engaging stories delve into the fundamental roles that great leaders fulfill, and simple frameworks provide a primer for those who seek continuous improvement; by internalizing key insights and putting concepts into action, you'll become a more effective, more impactful leader. A good leader gets things done; a great leader aspires, inspires, and achieves more. This book highlights the differences between good and great, and shows you how to bridge the chasm between getting things done and making things happen. Gain deep insight into leadership's critical role in organizational health Navigate the shift toward team-oriented work relationships Motivate and inspire to break through the pervasive new cynicism Leverage the electronic global village to deliver better results Business is evolving at an increasingly rapid rate, and leaders must keep pace with the changes or risk stagnation. People work differently, are motivated differently, and have different expectations today—business as usual is quickly losing its effectiveness. The Leadership Challenge helps you stay current, relevant, and effective in the modern workplace.







Programming Challenges


Book Description

There are many distinct pleasures associated with computer programming. Craftsmanship has its quiet rewards, the satisfaction that comes from building a useful object and making it work. Excitement arrives with the flash of insight that cracks a previously intractable problem. The spiritual quest for elegance can turn the hacker into an artist. There are pleasures in parsimony, in squeezing the last drop of performance out of clever algorithms and tight coding. The games, puzzles, and challenges of problems from international programming competitions are a great way to experience these pleasures while improving your algorithmic and coding skills. This book contains over 100 problems that have appeared in previous programming contests, along with discussions of the theory and ideas necessary to attack them. Instant online grading for all of these problems is available from two WWW robot judging sites. Combining this book with a judge gives an exciting new way to challenge and improve your programming skills. This book can be used for self-study, for teaching innovative courses in algorithms and programming, and in training for international competition. The problems in this book have been selected from over 1,000 programming problems at the Universidad de Valladolid online judge. The judge has ruled on well over one million submissions from 27,000 registered users around the world to date. We have taken only the best of the best, the most fun, exciting, and interesting problems available.