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| chris orlob discovery questions: Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota Rana Salman, 2023-06-20 Must-know concepts and smart strategies for every step of a sale—from the new Business Essentials Series for busy professionals The focus of sales always seems to be on the ultimate goal of closing deals, which makes it easy to overlook the crucial steps that come before, during, and after the sale. But, the reality is, knowing the right things to do in all steps of the process is what sets us up for success. Whether you're just starting out or are looking to improve your sales skills, this book from industry expert Rana Salman is a start-to-finish guide that will quickly lead you toward quota-crushing performance. Everything you need to know is here, in three easy-to-digest parts: PART I: THE ESSENTIALS explores the foundation for the sales experience, provides insights into common challenges sellers encounter, describes the characteristics needed to excel in sales, and more. PART II: THE ESSENTIALS APPLIED gives you targeted tools designed to help you close deals and expand accounts, including tips on prospecting, preparing and conducting discovery meetings, getting the most out of follow-up meetings, effectively onboarding new clients, and more. PART III: BEYOND THE ESSENTIALS offers even more hands-on advice about the human side of sales—from dealing with rejection and self-doubt to learning about specific tactics to help protect your mental health, and more. Packed with practical advice, useful tools, assessments, and a toolkit, Sales Essentials is the comprehensive resource you need to immediately boost your skills and increase your confidence on the way to career-changing sales success. |
| chris orlob discovery questions: SPIN® -Selling Neil Rackham, 2020-04-28 True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham 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 don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. 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 today‘s leading companies with dramatic improvements to their sales performance. |
| chris orlob discovery questions: Crossing the Chasm Geoffrey A. Moore, 2009-03-17 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. |
| chris orlob discovery questions: Managing California's Water Ellen Hanak, 2011 |
| chris orlob discovery questions: Sell the Way You Buy David Priemer, 2020-04-07 While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the Sea of Sameness. In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy. |
| chris orlob discovery questions: Comparing Futures for the Sacramento, San Joaquin Delta Jay Lund, Ellen Hanak, William Fleenor, Willaim Bennett, Richard Howitt, 2010-02-02 An ecosystem in freefall, a shrinking water supply for cities and agriculture, an antiquated network of failure-prone levees—this is the Sacramento-San Joaquin Delta, the major hub of California's water system. Written by a team of independent water experts, this analysis of the latest data evaluates proposed solutions to the Delta's myriad problems. Through in-depth economic and ecological analysis, the authors find that the current policy of channeling water exports through the Delta is not sustainable for any interest. Employing a peripheral canal-conveying water around the Delta instead of through it—as part of a larger habitat and water management plan appears to be the best strategy to maintain both a high-quality water supply and at the same time improve conditions for native fish and wildlife. This important assessment includes integrated analysis of long term ecosystem and water management options and demonstrates how issues such as climate change and sustainability will shape the future. Published in cooperation with the Public Policy Institute of California |
| chris orlob discovery questions: Risk Assessment Methods V.T. Covello, M.W. Merkhoher, 2013-06-29 Much has already been written about risk assessment. Epidemiologists write books on how risk assessment is used to explore the factors that influence the distribution of disease in populations of people. Toxicologists write books on how risk assess ment involves exposing animals to risk agents and concluding from the results what risks people might experience if similarly exposed. Engineers write books on how risk assessment is utilized to estimate the risks of constructing a new facility such as a nuclear power plant. Statisticians write books on how risk assessment may be used to analyze mortality or accident data to determine risks. There are already many books on risk assessment-the trouble is that they all seem to be about different sUbjects! This book takes another approach. It brings together all the methods for assessing risk into a common framework, thus demonstrating how the various methods relate to one another. This produces four important benefits: • First, it provides a comprehensive reference for risk assessment. This one source offers readers concise explanations of the many methods currently available for describing and quantifying diverse types of risks. • Second, it consistently evaluates and compares available risk assessment methods and identifies their specific strengths and limitations. Understand ing the limitations of risk assessment methods is important. The field is still in its infancy, and the problems with available methods are disappoint ingly numerous. At the same time, risk assessment is being used. |
| chris orlob discovery questions: Nitrate Contamination Istvan Bogardi, Robert D. Kuzelka, Wilma G. Ennenga, 2013-06-29 The nitrate content of drinking water is rising at an alarming rate in several regions of NATO countries and elsewhere in the world. The increase is due to lack of proper sewage treatment, and primarily to excess fertilizer application. Also, eutrophication in several coastal areas is triggered by high nitrate concentrations. The main purpose of this book is to integrate scientific knowledge related to exposure assessment, health consequences and control of nitrate contamination in water. The motivation is related to the magnitude, the possible adverse health effects, and the high cost of control ling nitrate contamination. Future research tasks are defined by an interaction among hydro logists, toxicologists and environmental engineers in an integrated framework for nitrate risk management. The target readership of this book is a mix of university colleagues, practitioners from both the private and public sectors and advanced graduate students working with the hydrological, health science or environmental engineering aspects of nitrate contamination. The main conclusions include: 1. For risk assessment purposes, knowledge and sufficiently accurate models are available to predict nitrate load and its fate in water under changes in land use. 2. Once agricultural exposure controls are implemented, the response times in ground water may be so long as to make controls unrealistic. 3. It is still unknown whether agricultural best management practice is a compromise between nitrate risk reduction and agricultural revenue. 4. The current drinking water guidelines of 10 mg/L NOrN need not be changed. |
| chris orlob discovery questions: Great Demo! Peter E. Cohan, 2005-03 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 PCohan@SecondDerivative.com. |
| chris orlob discovery questions: Eat Their Lunch Anthony Iannarino, 2018-11-06 The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, eat their lunch. You might think this requires a bloodthirsty whatever it takes attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch. |
| chris orlob discovery questions: Borders Chris Tamasi, 2021-01-05 What if kids were in charge of making the map? Borders explores the invisible lines that define our states, countries, and continents, challenging readers to think outside the way it's always been. If given the chance, how would you redesign our world? Let's see what you come up with! Go ahead--grab some paper, pick up your pen, and draw the world as you imagine it! |
| chris orlob discovery questions: The Challenger Sale Matthew Dixon, Brent Adamson, 2011-11-10 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. |
| chris orlob discovery questions: Selling Above and Below the Line William Miller, 2015-02-11 Most salespeople work hard to become proficient in reaching the frontline managers in their markets. However, a salesperson who wishes to achieve long-lasting success with a client will learn how to also appeal to top-level executives from an “above the line” perspective. Master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved – a strategy used by Google, Apple, Cisco WebEx, and other powerhouses. In Selling Above and Below the Line, you will learn how to: Create energy by including executives early in the sales process. Ask the right questions and pinpoint big-picture financial needs. Keep “below the line” managers from feeling bypassed. Uncover value propositions that target each set of decision-makers. Sales that seem locked in will stall or go dark. Customers who have been loyal to you suddenly back out of the relationship due to decisions made above the manager’s head. This often could have been avoided had the salesperson been intentional to sell both the technical and financial fit. In Selling Above and Below the Line, learn to effectively communicate both, leading to more successful and lucrative deals than ever before. |
| chris orlob discovery questions: Selling to VITO the Very Important Top Officer Anthony Parinello, 2010-07-15 There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve |
| chris orlob discovery questions: Be: A No-Bullsh*t Guide to Increasing Your Self Worth and Net Worth by Simply Being Yourself Jessica Zweig, 2021-02-16 Build your confidence, increase your value, and make a lasting impact—a brand authenticity expert shares her most powerful secrets. Everyone in marketing is talking “authenticity.” Which means making a personal or professional brand should be simpler than ever, right? What could be easier than “being yourself”? Simple? Sure. But easy? Not so much. Why? Because authenticity is unfiltered, unapologetic, and honest. Authenticity owns its imperfections and takes responsibility for mistakes. It shows up on the good and bad days. In short, authenticity feels scary. No wonder we try to brand ourselves as someone else we think will be more appealing than our real selves. Jessica Zweig founded the SimplyBe. agency to revolutionize an authenticity-first approach to branding. With Be: A No-Bullsh*t Guide to Increasing Your Self Worth and Net Worth by Simply Being Yourself, she shares her most powerful secrets for building authenticity, service, and real connection into your winning brand. “I’m opening up the freakin’ vault to SimplyBe.’s best-in-class, trademarked methodologies, tools, and frameworks for clearing away everything that’s keeping the real you from shining through,” she says, including: Branding Reinvented—Forget the hacks and tricks, it’s time to learn what personal branding is really about. Embracing Your Sh*t—All that stuff you think you need to hide? That’s actually your most important resource! Your Vibe Attracts Your Tribe—Learn to magnetize the people who most want to support you (and they’re out there). Your Personal Brand Hologram®—SimplyBe.’s universal framework can crystallize your utterly unique brand platform. The SupernovaTM—Create winning content with the secret sauce of consistency and clarity. The Pinnacle Content FrameworkTM—Take the stress out of strategy and find the most direct, effective path toward your goals. Getting Social Media Right—Stop chasing trends and learn the 10 sustainable, evergreen principles for online connection. Living Your Brand—Take your authentic personal brand where it matters most: offline and into your relationships, your workplace, and the way you show up in the world. “We are living at an inflection point,” says Jessica Zweig. “For any brand—business or personal—the game is no longer about eyeballs, but engagement. No longer about impressions, but impact. Content is no longer king, clarity is. Your best strategy? Service and generosity. Your best solution? Authenticity.” Here is a powerful guide for connecting with others, changing lives, and moving the world forward as only you can. |
| chris orlob discovery questions: Assessment of Climate Change in the Southwest United States Gregg Garfin, 2013 |
| chris orlob discovery questions: The Story of the House of Witmark Isidore Witmark, Isaac Goldberg, 2013-08 |
| chris orlob discovery questions: George Gershwin Howard Pollack, 2007-01-15 This comprehensive biography of George Gershwin (1898-1937) unravels the myths surrounding one of America's most celebrated composers and establishes the enduring value of his music. Gershwin created some of the most beloved music of the twentieth century and, along with Jerome Kern, Irving Berlin, and Cole Porter, helped make the golden age of Broadway golden. Howard Pollack draws from a wealth of sketches, manuscripts, letters, interviews, books, articles, recordings, films, and other materials—including a large cache of Gershwin scores discovered in a Warner Brothers warehouse in 1982—to create an expansive chronicle of Gershwin’s meteoric rise to fame. He also traces Gershwin’s powerful presence that, even today, extends from Broadway, jazz clubs, and film scores to symphony halls and opera houses. Pollack’s lively narrative describes Gershwin’s family, childhood, and education; his early career as a pianist; his friendships and romantic life; his relation to various musical trends; his writings on music; his working methods; and his tragic death at the age of 38. Unlike Kern, Berlin, and Porter, who mostly worked within the confines of Broadway and Hollywood, Gershwin actively sought to cross the boundaries between high and low, and wrote works that crossed over into a realm where art music, jazz, and Broadway met and merged. The author surveys Gershwin’s entire oeuvre, from his first surviving compositions to the melodies that his brother and principal collaborator, Ira Gershwin, lyricized after his death. Pollack concludes with an exploration of the performances and critical reception of Gershwin's music over the years, from his time to ours. |
| chris orlob discovery questions: Conversations That Win the Complex Sale (PB) Erik Peterson, Tim Riesterer, 2011-04-15 Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets. |
| chris orlob discovery questions: SNAP Selling Jill Konrath, 2010-05-27 Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment. |
| chris orlob discovery questions: Report of ... [the] Mayor Savannah (Ga.), 1912 |
| chris orlob discovery questions: Amp Up Your Sales Andy Paul, 2014-11-28 Combining leading-edge research with a vast amount of field experience, this book will show anyone how to become the trusted sales professional who consistently wins new business. Customers today are overloaded with information and overwhelmed by options. product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers is you! In Amp Up Your Sales, you will learn how to: Maximize the value of their selling Accelerate responsiveness to build trust and credibility Earn valuable selling time with customers Shape the buyer's vision Integrate persuasive stories into their sales process Build lasting relationships through follow-up and customer service The salesperson who is always responsive and completely focused on value will be the one who will stand out from the crowd and get the sale. The bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you! |
| chris orlob discovery questions: Product Demos That Sell Steli Efti, 2015-12-24 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. |
| chris orlob discovery questions: Speaking As a Leader Judith Humphrey, 2012-01-03 Make every communication count—with a simple, four-step speaking model Whether it's among colleagues at lunch or an audience of a thousand, a leader's role is to move and inspire others. It's not only the big occasions that test a leader's mettle, but the little ones as well—in a casual conversation in the elevator, in phone calls, or one of many incidental, seemingly insignificant interactions in everyday work life. Written by one of the world's leading communications coaches, Speaking as a Leader shows you how to make the most of your daily communications, creating a presence on the job as a genuine and constant leader. In this eye-opening guide, aspiring (and established) leaders can enhance their reputations and influence by following a few simple steps. Speaking as a Leader: Shows how to structure your thoughts and message in any situation using a four-step model Offers tips on listening effectively, in three dimensions Details why you are the best visual and how to avoid Death by PowerPoint Offers guidance on taking the numb out of numbers Includes tips on moving from subject to message With Speaking as a Leader, you'll learn to tap into your innate leadership skills at every occasion—whether small or large—and earn the sort of respect that creates devoted friends and passionate supporters. |
| chris orlob discovery questions: Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade. Ryan Reisert, Rex Biberston, 2017-12-07 Recognized on SalesHacker's Best Sales Books: 30 Elite Picks to Step Up Your Sales Game This book can be read in less than 45 minutes and covers the fundamentals for anyone getting started in sales or for anyone looking to brush up on their skills. There is no shortage of books or content today to help you learn about sales. In the past 30 years, there has been an incredible amount of research and growth in the sales profession to help modern sales professionals better serve their customers. However, after reading Rory Vaden's New York Times Bestseller Take The Stairs and learning that 95% of all books that are purchased are never completely read and 70% of all books ever purchased are never even opened we wanted to write a book that everyone could read and take action on immediately. This book is a step-by-step guide for the modern sales professional. We want to give you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It's all practical advice - no cutesy stories, no rants, and no product pitches. There are really only two ways to fill a funnel: inbound leads or outbound prospecting. We focus this book exclusively on outbound prospecting, because it's the half of the formula that an individual sales rep can control (that's why so many sales job descriptions include the phrase we're looking for a hunter). |
| chris orlob discovery questions: Decisive Chip Heath, Dan Heath, 2013-03-26 The four principles that can help us to overcome our brains' natural biases to make better, more informed decisions--in our lives, careers, families and organizations. In Decisive, Chip Heath and Dan Heath, the bestselling authors of Made to Stick and Switch, tackle the thorny problem of how to overcome our natural biases and irrational thinking to make better decisions, about our work, lives, companies and careers. When it comes to decision making, our brains are flawed instruments. But given that we are biologically hard-wired to act foolishly and behave irrationally at times, how can we do better? A number of recent bestsellers have identified how irrational our decision making can be. But being aware of a bias doesn't correct it, just as knowing that you are nearsighted doesn't help you to see better. In Decisive, the Heath brothers, drawing on extensive studies, stories and research, offer specific, practical tools that can help us to think more clearly about our options, and get out of our heads, to improve our decision making, at work and at home. |
| chris orlob discovery questions: How To Sell Your Way Through Life Napoleon Hill, 2009-12-15 TIMELESS WISDOM from the ORIGINAL PHILOSOPHER of PERSONAL SUCCESS No matter who you are or what you do, you are a salesperson. Every time you speak to someone, share an opinion or explain an idea, you are selling your most powerful asset . . . you! In How to Sell Your Way Through Life, Napoleon Hill shares valuable lessons and proven techniques to help you become a true master of sales. SHARON LECHTER, Coauthor of Think and Grow Rich: Three Feet from Gold; Member of the President's Advisory Council on Financial Literacy These proven, time-tested principles may forever change your life. GREG S. REID, Coauthor of Think and Grow Rich: Three Feet from Gold; Author of The Millionaire Mentor Napoleon Hill's Think and Grow Rich and Laws of Success are timeless classics that have improved the lives of millions of people, including my own. Now, we all get the chance to savor more of his profound wisdom in How to Sell Your Way Through Life. It is a collection of simple truths that will forever change the way you see yourself. BILL BARTMANN, Billionaire Business Coach and Bestselling Author of Bailout Riches (www.billbartman.com) Napoleon Hill, author of the mega-bestseller Think and Grow Rich, pioneered the idea that successful individuals share certain qualities, and that examining and emulating these qualities can guide you to extraordinary achievements. Written in the depths of the Great Depression, How to Sell Your Way Through Life explores a crucial component of Achievement: your ability to make the sale. Ringing eerily true in today's uncertain times, Hill's work takes a practical look at how, regardless of our occupation, we must all be salespeople at key points in our lives. Hill breaks down concrete instances of how the Master Salesman seizes advantages and opportunities, giving you tools you can use to effectively sell yourself and your ideas. Featuring a new Foreword from leadership legend Ken Blanchard, this book is a classic that gives you one beautifully simple principle and the proven tools to make it work for you. |
| chris orlob discovery questions: The Secret Language of Influence Dan Seidman, 2012-04-11 Spanning the use of storytelling, humor, emotion-evoking language, and questions that advance the sale, this entertaining and practical book demonstrates the power of words to break down resistance and incline buyers toward purchase. A few simple words--the right words--can transform an awkward sales call into a comfortable conversation and a resistant prospect into a happy customer, which is why author Dan Seidman teaches you to think of influence as something occurring at a level just below the buyer’s awareness. The Secret Language of Influence does this by explaining not only how to identify the right words--and which to avoid--but how to use strategic key words and phrases with different potential buyers. You’ll learn the best ways to approach buyers who are: motivated by benefits vs. problems (i.e., wanting to hear about the money they’ll save rather than the pain they’ll avoid); proactive vs. reactive; big picture vs. detail oriented; systems thinkers vs. creative minds; and those who are influenced by external feedback (testimonials, evidence) vs. internal factors (feelings, personal experiences, beliefs). Today’s buyer is savvy and all too familiar with traditional selling techniques, but great selling is invisible. By identifying different ways buyers are motivated, salespeople can quickly customize their conversations and lead prospects to a yes. |
| chris orlob discovery questions: Why People Buy Greg Nanigian, 2017-10 Greg Nanigian draws on his deep personal experience to clarify what the Sandler definition of pain is, how to uncover it, and how to use it to move the sales process forward. |
| chris orlob discovery questions: Change Anything Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan, Al Switzler, 2011-04-11 A stunning approach to how individuals can not only change their lives for the better in the workplace, but also their lives away from the office, including (but not limited to) finding ways to improve one's working relationship with others, one's overall health, outlook on life, and so on. For example, why is it that 95% of all diet attempts fail? Why do New Year's Resolutions last no more than a few days? Why can't people with good intentions seem to make consistent and positive strides? Based upon the latest research in a number of psychological and medical fields, the authors of Change Anything will show that traditional will-power is not necessarily the answer to these strivings, that people are affected in their behaviors by far more subtle influences. Change Anything shows how individuals can come to understand these powerful and influential forces, and how to put these forces to work in a positive manner that brings real and meaningful results. The authors present an array of everyday examples that will change and truly empower you to reexamine the way you go about your business and life. |
| chris orlob discovery questions: Live It, Love It, Sell It Jules White, 2018-10 A book for anyone interested in succeeding at sales/selling either for their own business or working for an employer. It is written by entrepreneurs' sales coach and Dragon's Den winner, Jules White, with the benefit of over 30 years experience of working in sales. |
| chris orlob discovery questions: Strategic Selling Robert Bruce Miller, Stephen E. Heiman, Tad Tuleja, 1985 |
| chris orlob discovery questions: Exploring Digital Libraries Karen Calhoun, 2014-01-01 A landmark textbook on digital libraries for LIS students, educators and practising information professionals throughout the world. Exploring Digital Libraries is a highly readable, thought-provoking authorative and in-depth treatment of the digital library arena that provides an up-to-date overview of the progress, nature and future impact of digital libraries, from their collections and technology-centred foundations over two decades ago to their emergent, community-centred engagement with the social web. This essential textbook: • Brings students and working librarians up to date on the progress, nature and impact of digital libraries, bridging the gap since the publication of the best-known digital library texts • Frames digital library research and practice in the context of the social web and makes the case for moving beyond collections to a new emphasis on libraries’ value to their communities • Introduces several new frameworks and novel syntheses that elucidate digital library themes, suggest strategic directions, and break new ground in the digital library literature. • Calls a good deal of attention to digital library research, but is written from the perspective of strategy and in-depth experience • Provides a global perspective and integrates material from many sources in one place - the chapters on open repositories and hybrid libraries draw together past, present and prospective work in a way that is unique in the literature. Readership: Exploring Digital Libraries suits the needs of a range of readers, from working librarians and library leaders to LIS students and educators, or anyone who wants a highly readable and thought-provoking overview of the field and its importance to the future of libraries. |
| chris orlob discovery questions: The SaaS Sales Method Fernando Pizarro, Winning by Winning by Design, Dominique Levin, Dan Smith, Jacco Van Der Kooij, 2021-07-29 In a modern recurring revenue business it is impossible to scale without treating sales as a science. In this first book of the Sales Blueprints series, Jacco Van Der Kooij and Fernando Pizarro break down the science of sales into its basic elements. Unlike any book before it, The SaaS Sales Method exposes the math the underpins each stage in revenue production, from marketing, to sales, to customer success, and infers how revenue leaders should structure their processes, organizations, and training in each.By linking all three functions, The SaaS Sales Method provides a framework for the modern revenue leader to understand and improve their entire system, shifting from what the authors call a superstar culture to a science culture in the process.While subsequent books in the series go into depth on the specifics of each revenue function and the skills needed to succeed in each, The SaaS Sales Method is the glue that holds the entire approach together. |
| chris orlob discovery questions: Ceoflow: Turn Your Employees Into Mini-Ceos Aaron Ross, 2010-02 CEOFlow: How To Have More Freedom & Peace Of Mind While Making More Money By Creating A Team Of Employees That Run Your Business Like High-Level Executives. |
| chris orlob discovery questions: How to Write the Perfect Resume Dan Clay, 2018-05-28 In today's brutally competitive job market, it's more important than ever for your resume to stand out and capture the attention of potential employers. Unfortunately, most people go about this the wrong way. In this step-by-step, comprehensive guide, Dan breaks down the exact method he's carefully developed over a period of ten years to develop rock solid resumes that get results--no matter which job you're trying to land. By following the principles outlined in this book, you can turn your job search around and get one step closer to the job you've always dreamed of! |
| chris orlob discovery questions: The Sales Enablement Playbook Cory Bray, Hilmon Sorey, 2017-06-23 In The Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization. This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem. |
| chris orlob discovery questions: The Sandler Rules , 2009 All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results. Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Are great salespeople born with a special gift -- perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships. Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation. |
| chris orlob discovery questions: VGA Reader V. G. A. Gallery, 2021-04-06 The VGA Reader is a peer-reviewed journal for video game audiences and video game practitioners interested in the history, theory, and criticism of video games, explored through the lens of art history and visual culture. Its primary aim is to facilitate conversation and exploration of video game art, documenting and disseminating discourse about the far-reaching influence of video games on history, society, and culture. |
| chris orlob discovery questions: Blueprints for a SaaS Sales Organization Jacco Van Der Kooij, Fernando Pizarro, Winning by Winning by Design, 2018-03-14 An updated version of the must-have book for SaaS sales teams, which The SaaS Sales Method defines to include Marketing, Sales, and Customer Success. Because of their very nature, SaaS companies live and die on revenue growth. And once the service is ready there is a very small window in which to scale. Missing that window is the difference between massive success and mediocrity. With such high stakes, it is crucial to get a sales team and process in place that will scale. Yet most early stage companies build their sales teams by the seat of their pants. This book distills the authors' years of building high performance SaaS teams into a set of highly detailed instructions that will allow sales leaders to design, implement and execute all around sales plans.Blueprints for a SaaS Sales Organization provides detailed guidance for SaaS sales leaders on how to build an sales organization that works together across the entire customer relationship. It builds on the concepts in The SaaS Sales Method and provides detailed information on how to structure teams so that they apply fundamental sales skills during Moments That Matter. |
Any good fantasy and school appropriate book suggestions?
Aug 31, 2017 · A Series of Unfortunate events is a sequel by Lemony Snicket. The first book of the series is called …
Pronouns - English Grammar - Socratic
What are the pronouns in the following sentence?: According to the historian, the purpose of the tea ceremony, a …
NATIONAL JUVENILE DEFENSE STANDARDS
Aug 21, 2012 · National Juvenile Defense Standards MODELS FOR CHANGE Models for Change is an effort to create successful and replicable models of juvenile justice reform through …
CS490D: Introduction to Data Mining Chris Clifton - Purdue …
Chris Clifton January 12, 2004 Course Overview CS490D 2 What Is Data Mining? • Data mining (knowledge discovery from data) – Extraction of interesting (non-trivial, implicit, previously …
The Socratic Questioning Technique - Humintell
These types of questions may take some practice on both the teacher and students’ part since it may be a whole new approach. Tips for Using Socratic Questioning: ... Chris: They have …
CHRIS Modifications - Virginia Department of Behavioral …
within 30 days of discovery of Level II and Level III serious incidents... 13. DELTA- Access via Internet Explorer. The DELTA portal works best on the ... browser. When entering a serious …
26 MEDDIC QUESTIONS TO SUPERCHARGE …
QUESTIONS Avoid This Mistake When Selling To The C-Suite Senior executives have “discovery fatigue.” By the time they have a meeting with you, they’ve likely been through 2 or 3 discovery …
Never Split the Difference: Negotiating as if Your Life …
we call this tactic calibrated questions: queries that the other side can respond to but that have no fixed answers. It buys you time. It gives your counterpart the illusion of control— they are the …
Security and Privacy Controls for Information Systems and
Kevin Stine Chris Johnson . Chief, Applied Cybersecurity Division Tri-Chair—Intelligence Community . Ron Ross Vicki Michetti . FISMA Implementation Project Leader Tri-Chair—Civil …
Discovery Bible Study - Facilitators' Guide - Like Trees Planted
Discovery Bible Study - Facilitators' Guide Learn More: 1000-Churches.com What is Discovery Bible Study (DBS)? ... (Matthew 28:18-20). It is a way for groups to read and discuss the Bible …
False Discovery Control With P-Value Weighting
The introduction of the False Discovery Rate (FDR) and a procedure to control it by Benjamini and Hochberg (BH, 1995) gave an e ective way to address the rst issue above.
Homepage – i-intelligence
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The Anatomy of Construction Defects - Plumtree & Brunner LLP
implementation of a case management order that clearly defines the discovery process. This includes carefully crafted discovery questions that each party is to answer; the order for …
GCSE ENGLISH LITERATURE - Eduqas
Task . There is hardly any reference to the contexts of the play here. It is good practice to slip in details about context throughout as you write your essay.
DISCOVERY SCHOOLS ACADEMIES TRUST LTD
Chris Bristow Company registered number 08104111 Company name Discovery Schools Academies Trust Ltd Principal and registered office Kibworth Church of England Primary …
Discovery, immaterial irregularity, and the Morgan Decision
Discovery versus Immaterial Irregularity At first glance the distinction between a discovery and an immaterial irregularity seems clear. G.S. 105-312, the discovery section, describes the …
Drafting & Responding to Special Interrogatories
and responding to discovery requests, many attorneys still worry they haven’t mastered the basics of discovery procedure. Nearly a quarter of the time California lawyers spend researching …
ETTER OF HRISTOPHER OLUMBUS - National Humanities …
National Humanities Center Resource Toolbox American Beginnings: The European Presence in North America, 1492-1690 “the glorious success that our Lord has given me in my voyage”* …
Annual Report - hingham-ma.gov
This is Your Town . www.hingham-ma.gov. Area 22.59 Square Miles . Shore Line 21 Miles . Population 24,384 . Registered Voters 18,861 . Dem. 4,512; Rep. 2,721; Un ...
SKM 30820032409060 - South Carolina
Title: SKM_30820032409060 Created Date: 3/25/2020 1:36:03 PM
Introduction - Chris Quigley Education
Greater Depth in Reading 2017 Chris Quigley Education Section 2: 12 Greater depth in reading Ë[MS { V\]E involves three key aspects: Knowledge of the world V o c a b u l a r y I n
Spiritual Gifts Test - Dayspring Family Church
DISCOVERY QUESTIONS: 1. I enjoy working behind the scenes, taking care of little details. 2. I usually step forward and assume a leadership role in a group where none exists. 3. When in a …
AILA Doc. No. 17013132. (Posted 1/31/17)
Accept No Substitute: Written discovery cannot replace depositions because of the need for follow-up questions, observation of the witness's demeanor, and avoidance of receiving …
Continuing Education Spring catalog - St. Louis Community …
higher starting salary --4 STLCC.EDU/CE | 314-984-7777 STLCC offers opportunities for short term career training in areas including biotechnology,
Statement of Revenue-Neutral Tax Rate: Questions and …
discovery bill can include up to six years of property taxes, the assessed value of the discovery is added to the tax base only once. No adjustments are required for the revenue-neutral rate …
20 QUESTIONS - Chris Beat Cancer
Dec 20, 2015 · If you ask the right questions, you will get some very interesting answers that will pro-foundly affect the decision and decisions that you make going forward. If you ask the …
Handbook of Firearms and Ballistics - download.e-bookshelf.de
9 Qualifying the Expert and Cross-Examination Questions 291 9.1 Introduction 291 9.2 General Background Questions 293. CONTENTS vii 9.3 Comparison Microscopy 294 9.4 GSRs 297 ...
How to Inspect a Used Car Checklist The Car Basics - ChrisFix
Questions to ask the owner (make sure story is realistic and answers questions consistently) 1.) How long have you owned the car? 2.) Why are you selling it? 3.) Does everything work/any …
MATRIX FACTORIZATION TECHNIQUES FOR …
Robert Bell and Chris Volinsky, AT&T Labs—Research MATRIX FACTORIZATION TECHNIQUES FOR RECOMMENDER SYSTEMS . AuGuSt 2009 43 well-defined dimensions …
IV. DISCOVERY TECHNIQUES FOR THE DEFENSE A.
discovery the defense lawyer should focus on at the interrogatory stage and to provide specific examples of questions which the lawye r or his paralegal can use to dra ft the maj ority of the …
Introduction to Genesis Skills for Recovery
Ask more self-discovery questions; give less answers It is more impacting when people self-discover answers. One of the reasons Genesis is so effective is that it creates life change by …
Understanding your Insights Discovery Profile
Insights Discovery Profiles Page 2 of 6 info.seattle@insights.com Introduction: This document will provide you with a brief overview of your profile and the Insights Discovery System. Perhaps …
Sample Interrogatories for Electronic Discovery - Setec …
Sample Interrogatories for Electronic Discovery The following questions should serve as a guideline in ascertaining relevant insight into electronic information that may hold relevance to …
The Pilgrim’s Progress - Desiring God
story of the same journey, this time undertaken by Chris-tian’s wife, Christiana, and their four sons. Ee two books . II Foreword continued to be published separately until 1728, not being …
CRA Practice Exam - Oklahoma State Regents for Higher …
Created and provided by Chris McNabb (University of Oklahoma) And Hollie Schreiber (Oklahoma State University) 1) What federal agency was the first to fund research grants? a. National …
The History of Artificial Intelligence - University of Washington
1 The History of Artificial Intelligence History of Computing CSEP 590A University of Washington December 2006 Introduction – Chris Smith The Turing Test – Brian McGuire History of AI …
ShoreTel | Partners - Contact Center Discovery Questions
d) How will we identify contacts as they come into the contact center (Account ID, Ticket number, RMA number, Caller ID, Loyalty number, Etc.)?
AIDS Legal Referral Panel (ALRP) - Legal services and …
BENDER'S FORMS OF DISCOVERY EMPL DISC-6 Complaints About Plaintiffs Ability (Q 21) Reasons for Plaintiffs Termination (Q 22) Circumstances of Plaintiffs Termination ... (See also …
CHRIS Serious Injury Reporting - Virginia Department of …
within 24 hours of discovery of the injury. •Report as much information that is known at the time of reporting in CHRIS. •Licensing Specialists receive an automatic email notification when a SIR …
A Tutorial on Support Vector Machines for Pattern Recognition
Appeared in: Data Mining and Knowledge Discovery 2, 121-167, 1998 1. Introduction The purpose of this paper is to provide an introductory yet extensive tutorial on the basic ideas behind …
domestic case management instructions - Fairfax County
Counsel must choose discovery questions and "look-back" dates that are reasonable in the circumstances of each case. The use of answering blocks and multiple blank lines for …
2015 - Lowell Observatory
for the Discovery Channel Telescope (DCT) as 300 science nights per year (leaving the other 65 for maintenance and engineering); in fact, we delivered 297. With agreements completed or …
Escape from Mr - Chris Grabenstein
Escape from Mr. Lemoncello’s Library by Chris Grabenstein Study Guide Prepared by Jen Kleinknecht, Media Specialist, H.B. Whitehorne Middle School, Verona, NJ Common Core …
Discovery Questions - B2B eCommerce
B2B eCommerce Discovery Questions 2 Questions are the key to selecting a new platform and building a new site. These questions have been collected over the past 5 years, and they are …
“The Truth Is” 36 Questions - Chris Littler
“The Truth Is”: Moral Greying in 36 Questions Janine Chow | 20 March 2018 In the summer of 2017, 36 Questions: The Podcast Musical released in three acts on Apple Podcasts. The show …
Special Interrogatories - danieljblanchette.com
Bender's Forms of Discovery. KF 8900 .A3 B45. California Civil Discovery. KFC 1020 .H64. Electronic Access: On the Law Library’s computer s, using . Lexis Advance. California Civil …
IN THE SUPREME COURT OF TEXAS - Texas Judicial Branch
IN THE SUPREME COURT OF TEXAS ══════════ No. 17-0498 ══════════ CHRISTOPHER MEDINA, PETITIONER v. JENNIFER L. ZUNIGA, RESPONDENT ON …
Discovery Questions & Cheat Sheet - Innosight
Discovery questions, on the other hand, encourage dialogue and open up possibilities. Next time you are in a meeting to discuss an in-process Innovation initiative, consider asking one of the …
Discovery - Paralegal Mentor
1. What Is Discovery? Discovery: the process whereby parties to litigation exchange information; used to elicit the basic facts of a case and to clarify issues for trial; useful for determining the …
COMMON LAW, INFORMAL, AND PUTATIVE MARRIAGE …
CHRIS H. NEGEM. Law Offices of Chris H. Negem . Energy Plaza, Suite 105 . 8620 North New Braunfels . San Antonio, Texas 78217 (210) 226-1200 Telephone ... Evidence & Discovery …
Midwives - readinggroupguides.com
by Chris Bohjalian About the Book The questions, discussion topics, author biography, and interview that follow are designed to enhance your group's ... Chris Bohjalian is the #1€New …
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