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Demonstrating to Win

Demonstrating to Win Author Robert Riefstahl
ISBN-10 0615477097
Release 2011-07
Pages 344
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The demonstration or presentation of complex products like technology or medical devices is like leading a person over a treacherous ravine. Throughout a demo or presentation, your prospect wants to run back to the relative safety of their existing world. This book will help you comfortably lead your prospect to your solution and make you the best demonstrator and presenter in your field! Tactics that you will find useful include: *Identifying and avoiding Demo Crimes *Winning demo techniques like "Tell-Show-Tell" *Building a value case for your solution *Managing your audience and reading their personalities *Creating winning themes *Performing differentiating Web demos and presentations *Conducting high value Discoveries *Managing your room environment *Winning teamwork techniques We are an idea company that has built a deep set of actionable techniques and strategies derived from years of working with the most innovative and successful companies in the world. Our clients include Microsoft, SAP, Oracle, IBM, Getinge and many others. We adapted the ideas in this book based upon training thousands of highly paid, highly experienced professional demonstrators and presenters in every region of the world thus making it globally applicable and effective. We understand that the very best ideas are judged by their impact, and our clients validate the impact of our concepts through increased sales effectiveness every day. Don't miss out on this opportunity to truly differentiate your products and services.



Demonstrating to Win

Demonstrating to Win Author Robert Riefstahl
ISBN-10 0738859168
Release 2000
Pages 268
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Demonstrating to Win has been writing in one form or another for most of life. You can find so many inspiration from Demonstrating to Win also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Demonstrating to Win book for free.



Demonstrating to Win

Demonstrating to Win Author Robert Riefstahl
ISBN-10 9780738859170
Release 2000
Pages 264
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Demonstrating to Win has been writing in one form or another for most of life. You can find so many inspiration from Demonstrating to Win also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Demonstrating to Win book for free.



Mastering Technical Sales The Sales Engineer s Handbook Third Edition

Mastering Technical Sales  The Sales Engineer   s Handbook  Third Edition Author John Care
ISBN-10 9781608077441
Release 2014-07-01
Pages 406
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Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.



Great Demo

Great Demo Author Peter E. Cohan
ISBN-10 059534559X
Release 2005-03
Pages 312
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Have you ever seen a bad software demo ? Peter Cohan helps organizations put the Wow! into their demos to make them crisp, compelling and successful - to get the job done. He has had roles in four corners: technical, product and field marketing (he was banished to Basel, Switzerland for two years for bad behavior); sales and sales management; senior management (he built a business unit up from an empty spreadsheet into a $30M per year operation); and, in this last role, he has been that most important of all possible entities, a customer Peter Cohan leverages twenty-five years of experience in selling and marketing business software and as a customer. The Great Demo! method comes directly from extensive firsthand experiences in developing and delivering software demonstrations, and in coaching others to achieve surprisingly high success rates with their sales and marketing demos. For more information on demonstration methods, guidelines and tips, explore the author's website at www.SecondDerivative.com or contact the author directly at [email protected]



The Accounting Game

The Accounting Game Author Darrell Mullis
ISBN-10 9781402231612
Release 2008-03-01
Pages 192
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"Fantastic Learning Tool...Don't let this book title fool you. It is not an oversimplification of accounting and financial principles. It is, however, a serious and very effective examination of a very small but progressively complex business. There are not many books available on the market that make a complex and dry subject understandable and even fun. This book successfully does just that." -Amazon Reviewer The Clearest Explanation Ever of the Key Accounting Basics The world of accounting can be intimidating. Whether you're a manager, business owner or aspiring entrepreneur, you've likely found yourself needing to know basic accounting...but baffled by complicated accounting books. What if learning accounting could be as simple and fun as running a child's lemonade stand? It can. The Accounting Game presents financial information in a format so simple and so unlike a common accounting textbook, you may forget you're learning key skills that will help you get ahead! Using the world of a child's lemonade stand to teach the basics of managing your finances, this book makes a dry subject fun and understandable. As you run your stand, you'll begin to understand and apply financial terms and concepts like assets, liabilities, earnings, inventory and notes payable, plus: --Interactive format gives you hands-on experience --Color-coded charts and worksheets help you remember key terms --Step-by-step process takes you from novice to expert with ease --Fun story format speeds retention of essential concepts --Designed to apply what you learn to the real world The revolutionary approach of The Accounting Game takes the difficult subjects of accounting and business finance and makes them something you can easily learn, understand, remember and use! "The game approach makes the subject matter most understandable. I highly recommend it to anyone frightened by either numbers or accountants." -John Hernandis, Director of Corporate Communications, American Greetings



Product Demos That Sell

Product Demos That Sell Author Steli Efti
ISBN-10 151770782X
Release 2015-12-24
Pages 86
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This is the no B.S. guide to presenting software like a pro. If you're a SaaS startup founder or sales rep, you'll learn to: Ensure prospects attend your demos Discover why your demos fail to close the deal Better differentiate yourself from competitors Customize your demo to your prospects' needs Improve your demo-win rates Deal with questions and objections during the demo Expertly handle bugs and demo fails Giving successful product demos is not rocket science. Anybody can do it-if you've got the right blueprint.



Just F ing Demo

Just F ing Demo Author Rob Falcone
ISBN-10 7446100001
Release 2014
Pages 39
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Just F ing Demo has been writing in one form or another for most of life. You can find so many inspiration from Just F ing Demo also informative, and entertaining. Click DOWNLOAD or Read Online button to get full Just F ing Demo book for free.



Making the Technical Sale

Making the Technical Sale Author Rick Greenwald
ISBN-10 0966288998
Release 2001
Pages 385
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Exploring how technical sales of a software product is different from general sales, this guide discusses the full range of skills needed by technical sales professionals. It also illuminates the typical tasks technical sales professionals handle, explores the role these people play on the sales team, and covers basics such as presentation skills, working in a team, time management, and more. Illustrations.



Compensating the Sales Force A Practical Guide to Designing Winning Sales Reward Programs Second Edition

Compensating the Sales Force  A Practical Guide to Designing Winning Sales Reward Programs  Second Edition Author David J. Cichelli
ISBN-10 9780071742344
Release 2010-07-16
Pages 272
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The classic guide to raising your bottom line with the perfect compensation strategy—fully revised and updated! Sales compensation WORKS! Nothing motivates a sales force better than a powerful compensation program. And when your salespeople are motivated, revenue soars. But how do you design a program ideally suited for your business strategy and organizational needs? It’s a delicate balance that makes all the difference between profit and loss. More and more sales leaders have turned to Compensating the Sales Force to help them discover problems in their present system and create a compensation program that works best for their needs. Now, in the second edition of this authoritative, jargon-free handbook, sales compensation guru David J. Cichelli brings you completely up to date on setting target pay, selecting the right performance measures, and establishing quotas. He supplies clear guidelines for building the right compensation plan for any type of firm, of any size, in any industry, and he offers step-by-step procedures for implementing each approach. In Compensating the Sales Force, second edition, Cichelli has substantially expanded the book’s popular formula section, and he provides brandnew examples of: Income producer plans Sales rep commission plans Bonus plans Incentive plans Base Salary management plans The book also includes all-new chapters for global, complex sales organizations and hard-to-compensate sales jobs. Using the lessons in Compensating the Sales Force, you’ll construct and calculate accurate formulas for payout purposes and establish highly efficient support programs, such as sales crediting and account assignment. Complete with dozens of real-world examples that illustrate important points and demonstrate specific techniques and procedures, Compensating the Sales Force provides all the tools you need to design and implement a sales compensation plan that maximizes profits—and keeps them climbing. With brand-new chapters on GLOBAL SALES TEAMS amd COMPLEX SALES ORGANIZATIONS! Praise for the first edition of Compensating the Sales Force: “If your company is refocusing its efforts on sales revenue enhancement, you must read this book. If you want motivated salespeople and superior sales results, act on its content.” Noel Capon, R. C. Kopf Professor of International Marketing, Chair of Marketing Division, Graduate School of Business, Columbia University “This book provides great guidance for any business leader who wants to capitalize on sales compensation as a tool for driving business results.” Rick Justice, Executive Vice President, Worldwide Operations and Business Development, Cisco Systems “Dave Cichelli is the premiere sales compensation educator today. You will immediately find this work informative, helpful, [and] thought-provoking.” Mark Englizian, former Director of Global Compensation, Microsoft Corporation



Draw to Win

Draw to Win Author Dan Roam
ISBN-10 9780399562990
Release 2016
Pages 192
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The most concise, easiest to read book of Dan Roam's distinguished career.Perfect for fans who have read every book since 2008's The Back of the Napkin, as well as new readers who just need a crash course in the power of visual thinking.



How to Make Your Money Last

How to Make Your Money Last Author Jane Bryant Quinn
ISBN-10 9781476743783
Release 2016-01-05
Pages 384
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Turn your retirement savings into a steady paycheck that will last for life with Jane Bryant Quinn’s “‘how to’ book that covers every phase of retirement finance. Bottom line, anyone on the retirement track or in retirement should own this book” (Huffington Post). Today, people worry that they’re going to run out of money in their older age. That won’t happen if you use a few tricks for squeezing higher payments from your assets—from your Social Security account (find the hidden values there), pension (monthly income or lump sum?), home equity (sell and invest the proceeds or take a reverse mortgage?), savings (should you buy a lifetime annuity?), and retirement accounts (how to invest and—critically—how much to withdraw from your savings each year?). The right moves will not only raise the amount you have to spend, they’ll stretch out your money over many more years. With this book, financial expert Jane Bryant Quinn, “America’s dean of personal finance” (Forbes), explains how to turn your retirement funds into a paycheck that will last for life. She also shows how to look at your savings and investments in a new way. If you stick with super-safe choices the money might not last. You need safe money to help pay the bills in your early retirement years. But to ensure that you’ll still have spending money ten and twenty years from now, you have to invest for growth, today. Quinn shows you how. At a time when people are living longer, yet retiring with a smaller pot of savings than they’d hoped for, this book will become the essential guide—“a hugely valuable resource for readers, wherever they are on their personal financial timeline” (Publishers Weekly, starred review).



New Product Blueprinting

New Product Blueprinting Author Dan Adams
ISBN-10 0980112346
Release 2008-01-01
Pages 208
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New Product Blueprinting (the book) sets forth a compelling description of New Product Blueprinting (the process). Dan Adams's breakthrough methods bring crystal-clarity to the fuzzy front end of B2B product development. He helps readers uncover customers' unspoken needs and engage them so they're primed to buy. This book is for practitioners working to move their companies forward, not theorists and academicians. And it's for those wishing to transform their business, not apply a short-term patch.



The Technology Salesperson s Handbook

The Technology Salesperson s Handbook Author Ken Wax
ISBN-10 0983406812
Release 2011-01-01
Pages 236
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In over 100 practical and tactical short chapters, this complete guide has a wealth of immediately-useful ideas and tactics for every technology salesperson. These include 'Words That Work' - real-world examples that you can put to work for you immediately. Beginning with 'Customer Vision and why selling has changed, to tactics for reaching 'unreachable' prospects and handling the most challenging selling situations, you will benefit from insights and world-proven techniques for becoming an even more successful sales professional.



Found in Translation

Found in Translation Author Nataly Kelly
ISBN-10 9781101611920
Release 2012-10-02
Pages 288
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Translation. It’s everywhere we look, but seldom seen—until now. Found in Translation reveals the surprising and complex ways that translation shapes the world. Covering everything from holy books to hurricane warnings and poetry to peace treaties, Nataly Kelly and Jost Zetzsche offer language lovers and pop culture fans alike an insider’s view of the ways in which translation spreads culture, fuels the global economy, prevents wars, and stops the outbreak of disease. Examples include how translation plays a key role at Google, Facebook, NASA, the United Nations, the Olympics, and more.



Disciplined Agile Delivery

Disciplined Agile Delivery Author Scott W. Ambler
ISBN-10 9780132810104
Release 2012-05-31
Pages
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Master IBM’s Breakthrough DAD Process Framework for Succeeding with Agile in Large, Complex, Mission-Critical IT Projects It is widely recognized that moving from traditional to agile approaches to build software solutions is a critical source of competitive advantage. Mainstream agile approaches that are indeed suitable for small projects require significant tailoring for larger, complex enterprise projects. In Disciplined Agile Delivery, Scott W. Ambler and Mark Lines introduce IBM’s breakthrough Disciplined Agile Delivery (DAD) process framework, which describes how to do this tailoring. DAD applies a more disciplined approach to agile development by acknowledging and dealing with the realities and complexities of a portfolio of interdependent program initiatives. Ambler and Lines show how to extend Scrum with supplementary agile and lean strategies from Agile Modeling (AM), Extreme Programming (XP), Kanban, Unified Process (UP), and other proven methods to provide a hybrid approach that is adaptable to your organization’s unique needs. They candidly describe what practices work best, why they work, what the trade-offs are, and when to consider alternatives, all within the context of your situation. Disciplined Agile Delivery addresses agile practices across the entire lifecycle, from requirements, architecture, and development to delivery and governance. The authors show how these best-practice techniques fit together in an end-to-end process for successfully delivering large, complex systems--from project initiation through delivery. Coverage includes Scaling agile for mission-critical enterprise endeavors Avoiding mistakes that drive poorly run agile projects to chaos Effectively initiating an agile project Transitioning as an individual to agile Incrementally building consumable solutions Deploying agile solutions into complex production environments Leveraging DevOps, architecture, and other enterprise disciplines Adapting your governance strategy for agile projects Based on facts, research, and extensive experience, this book will be an indispensable resource for every enterprise software leader and practitioner--whether they’re seeking to optimize their existing agile/Scrum process or improve the agility of an iterative process.



Excel 2013 The Missing Manual

Excel 2013  The Missing Manual Author Matthew MacDonald
ISBN-10 9781449359515
Release 2013-04-18
Pages 1020
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The world’s most popular spreadsheet program is now more powerful than ever, but it’s also more complex. That’s where this Missing Manual comes in. With crystal-clear explanations and hands-on examples, Excel 2013: The Missing Manual shows you how to master Excel so you can easily track, analyze, and chart your data. You’ll be using new features like PowerPivot and Flash Fill in no time. The important stuff you need to know: Go from novice to ace. Learn how to analyze your data, from writing your first formula to charting your results. Illustrate trends. Discover the clearest way to present your data using Excel’s new Quick Analysis feature. Broaden your analysis. Use pivot tables, slicers, and timelines to examine your data from different perspectives. Import data. Pull data from a variety of sources, including website data feeds and corporate databases. Work from the Web. Launch and manage your workbooks on the road, using the new Excel Web App. Share your worksheets. Store Excel files on SkyDrive and collaborate with colleagues on Facebook, Twitter, and LinkedIn. Master the new data model. Use PowerPivot to work with millions of rows of data. Make calculations. Review financial data, use math and scientific formulas, and perform statistical analyses.