Blue Ocean Strategy Expanded Edition
Argues against common competitive practices while outlining recommendations based on the creation of untapped market spaces with growth potential.
True or false? In selling high-value products or services: âe¢ 'closing' increases your chance of success âe¢ it is essential to describe the benefits of your product or service to the customer âe¢ objection handling is an important skill âe¢ open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just donâe(tm)t work for major sales. Rackham went on to introduce his SPIN®-Selling method, where SPIN® describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN®-Selling provides you with a set of simple and practical techniques which have been tried in many of todayâe(tm)s leading companies with dramatic improvements to their sales performance.
Robert Herjavec has lived the classic “rags to riches” story, from having $20 in his pocket to starting up technology companies worth hundreds of millions of dollars. Now the star of television’s Dragons’ Den and Shark Tank, this son of Croatian immigrants earned his incredible wealth by overcoming the odds with hard work and determination. On television, Herjavec bankrolls the best inventions and shoots down the best of intentions. Now, he’s sharing his hard-won wisdom in one of the most inspirational business books of recent times. In Driven, Herjavec shares the secrets that took him from his job waiting tables to growing his nascent technology company into a world-class conglomerate, The Herjavec Group. Herjavec’s principles are as valuable in the living room as they are in the boardroom. Anyone can succeed, on their own terms, by following his sage but simple advice—if they’re willing to take chances, to take control of their own future and to stay true to their own visions.
Josh worships his older brother, Max. They look alike, they talk alike, and they both have the same interests, including their favorite massively multiplayer online role-playing game, Genesis Alpha. But Josh and Max have an even deeper connection. Because Josh was born for a reason. It was Josh's stem cells, harvested when Josh was newly born, that saved his dying older brother's life. Now that same beloved older brother is arrested, accused of the brutal murder of a teenage girl. Josh is bewildered. Is Max really a monster, or is all of this a terrible mistake? And if the worst is true and Max is guilty, does that mean Josh is guilty too? After all, Max wouldn't exist without him. But this is only the beginning. Before long, Josh will come to a number of searing revelations -- revelations that have dire implications not only for Max's future, but for Josh's as well. Rune Michaels explodes onto the teen literature scene with this gripping, chilling debut -- a compelling picture of the intersection where science, family, and morality collide.
Marketing Kit for Dummies
The forms, letters, and other tools included in Marketing Kit For Dummies, 3rd Edition enable readers to start a successful marketing program from the beginning. The expert tips and information presented in the book take some of the mystery out of marketing and explain, step-by-step, how to implement and execute a successful marketing strategy. Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.
The fable of the Bees
Bernard de Mandeville A été écrit sous une forme ou une autre pendant la plus grande partie de sa vie. Vous pouvez trouver autant d'inspiration de The fable of the Bees Aussi informatif et amusant. Cliquez sur le bouton TÉLÉCHARGER ou Lire en ligne pour obtenir gratuitement le livre de titre $ gratuitement.
The Design of Business
Most companies today have innovation envy. Many make genuine efforts to be innovative: they spend on R&D, bring in creative designers, hire innovation consultants; but they still get disappointing results. Roger Martin argues that to innovate and win, companies need 'design thinking'.
The Last Runaway
New York Times bestselling author of Girl With a Pearl Earring and At the Edge of the Orchard Tracy Chevalier makes her first fictional foray into the American past in The Last Runaway, bringing to life the Underground Railroad and illuminating the principles, passions and realities that fueled this extraordinary freedom movement. Honor Bright, a modest English Quaker, moves to Ohio in 1850--only to find herself alienated and alone in a strange land. Sick from the moment she leaves England, and fleeing personal disappointment, she is forced by family tragedy to rely on strangers in a harsh, unfamiliar landscape. Nineteenth-century America is practical, precarious, and unsentimental, and scarred by the continuing injustice of slavery. In her new home Honor discovers that principles count for little, even within a religious community meant to be committed to human equality. However, Honor is drawn into the clandestine activities of the Underground Railroad, a network helping runaway slaves escape to freedom, where she befriends two surprising women who embody the remarkable power of defiance. Eventually she must decide if she too can act on what she believes in, whatever the personal costs. From the Trade Paperback edition.
Crossing the Chasm
Here is the bestselling guide that created a new game plan for marketing in high-tech industries. Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It's essential reading for anyone with a stake in the world's most exciting marketplace.