Making matters worse, those leading the demos can rarely afford to spend months at a time figuring out how to improve their success rates. In Just F*Ing Demo!, Rob Falcone outlines the tactics that helped him overcome these challenges, lead clear, relevant demos, and exceed revenue generation goals quarter after quarter. The book will teach readers: - How to structure a demo; - How to ask questions that uncover what your audience truly cares about; - How to translate audience needs into a flow that is extremely easy to follow; - How to use simple but powerful interpersonal tactics within the demo itself. Just F*Ing Demo! distills Falcone’s highly successful training program into an intentionally concise yet impactful read. From the entrepreneur seeking investment to the sales professional chasing a deal, anyone can carve out a few hours, read this book, and immediately make their demos kick ass.

    John Rexford is a retired Marine living in the Catskill Mountains of New York on disability. Even John’s girlfriend, Maggie, has no idea he’s really a CIA spook recruited in Afghanistan and assigned to kill enemies on US soil.With exemplary skills in hand-to-hand combat and small arms weaponry, John Rexford completes a string of successful kills, eliminating terrorists and their money supply in the New York Metropolitan area. With the FBI hot on his trail for these illegal assassinations, John must find a way to stop an international team of explosives experts from destroying New York City’s aqueducts, killing thousands with chlorine gas, and burning the five boroughs to the ground. During his mission, John runs afoul of a high level underworld assassin who uses his mastery of yoga to silently strangle his victims. When the assassin discovers John’s one liability—his girlfriend, Maggie—John will have to make a terrible choice between her life and the capture of her abductor.This tightly scripted story begins with a terrorist plot and gradually turns into a clash between two professional killers, with the lives of both John Rexford and Maggie hanging in the balance. As the characters collide with deadly force on the streets of New York in Cut and Cover, the line between right and wrong blurs, long-standing loyalties are questioned, and no one is really sure, even if they succeed, what the final outcome will be.Skyhorse Publishing, as well as our Arcade, Yucca, and Good Books imprints, are proud to publish a broad range of books for readers interested in fiction—novels, novellas, political and medical thrillers, comedy, satire, historical fiction, romance, erotic and love stories, mystery, classic literature, folklore and mythology, literary classics including Shakespeare, Dumas, Wilde, Cather, and much more. While not every title we publish becomes a New York Times bestseller or a national bestseller, we are committed to books on subjects that are sometimes overlooked and to authors whose work might not otherwise find a home.

    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, KronosAbout 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.

    But his life back at home, in Texas, would prove a lot more dangerous...In the winter of 2005, Mike's wife, a veterinarian named Wendi Mae Davidson, reported him missing. Wendi told police that Mike had been acting erratically-visiting local clubs, staying out late, sometimes not coming home at all. She filed for divorce the very next day.Eventually Mike's body turned up in a stock pond on a private ranch. Investigators described a corpse that was weighted down with two cinder blocks, a rock, a boat anchor, and other equipment. It had also been stabbed forty-one times with a knife. But an autopsy report told a different story: That the cause of death was exposure to pentobarbital and phenobarbital, drugs commonly used in veterinary medicine. All the evidence pointed to Wendi...and soon she would be found guilty of murder in the first degree. Diane Fanning's A Poisioned Passion is the true, shocking story of a war hero and a marriage that ended in cold-blooded murder.

    Many Canadians who own their home have never considered buying a second property. And nearly one-third of retirees are worried about running out of money. The Real Estate Retirement Plan shows how homeowners can use the tools already available to them — their mortgages — to access the initial capital to invest and prepare for their retirement. This is a proven, validated antidote to today’s historically low savings rates, poor current rates of return, and pressure on CPP and health care.With examples and a detailed discussion of the principles and mechanics, Calum Ross and Simon Giannini demystify real-estate investing and make an irrefutable case for borrowing to invest.

    Used correctly, it is better described as a personal bank on steroids, and a financial bunker for tough times. To be clear, this book is not about the typical garbage peddled by most insurance agents. Rather, an alternative to the risky investment strategies taught by Wall Street.It details a highly efficient form of cash value life insurance designed to supercharge your savings and stockpile wealth. A product so powerful it’s responsible for the success of Walt Disney, JC Penney, Ray Kroc, and thousands of others. Here's what you'll discover:•How the wealthy use this vehicle to create more wealth, take less risk, and create predictable income down the road•Why banks and corporations place billions of dollars in this powerful vehicle•How I earned over 300 percent returns leveraging my life insurance policies•How you can create a safe, predictable foundation to enhance every financial decision you make•How to win with taxes and keep more of the money you makeWhile the information compiled into this book is valuable, you'll also find three case studies that show you exactly how it works. You'll be able to visually see how it grows, how it's accessed, as well as the future income that can be taken.______________Influencers of this book are Nelson Nash, his book "Becoming Your Own Banker: Unlock the Infinite Banking Concept"; Pamela Yellen, her book "Bank on Yourself"; Dwayne Burnell, his book "Financial Independence in the 21st Century - Life Insurance * Utilize the Infinite Banking Concept * Compliment Your 401K - Retirement Planning With Permanent Whole Life versus Term or Universal - Create Financial Peace"; and my Father Dan Thompson, and his book "The Banking Effect: Acquiring wealth through your own Private Banking System."I was introduced to these financial strategies at a young age, and this is book represents the effort and energy on both the part of everyone of my mentors, these authors here, as well as my own diligence in learning about and implementing these very same strategies into my personal finances.This book is designed to simplify some of the concepts surrounding cash value life insurance, such as Infinite Banking and Bank on Yourself, and make them easier to understand, stripping them down to the core benefits of cash value life insurance.

    It seems as though a growing group women entrepreneurs all around the world has discovered the secret to success and happiness in both their lives and careers. It's almost as though there is a hidden, underground world of power playing females who have all cracked a magical code: they think positively, they support one another, and they truly believe they can have it all -and you can, too. There is something dynamic that happens when women genuinely show up for each other. When we lose the facades, when we cut the bullsh*t, and when we truly have each others backs. When we stop pretending everything is perfect, and we show the messy, beautiful parts of ourselves and our work that all look awfully similar. When we talk about our fears, our missteps, and our breakdowns. And most importantly, when we share our celebrations, our breakthroughs, and dish on what works. There is no reason to hoard information, connections, or insight. Wisdom is meant to be shared, so let's start sharing what we've learned to make each other better. Let's start building each other up. Let's live up to our potential and start ruling the world. GIRL CODE is a roadmap for female entrepreneurs, professional women, "side hustlers" (those with a day job who are building a business on the side), and anyone in between who wants to become a better woman. This book will not teach you how to build a multimillion dollar business. It won't teach you about systems or operational processes. But it will teach you how to build confidence in yourself, reconnect with your "why," eradicate jealousy, and ultimately learn the power of connection. Because at the end of the day, that's what life and business is all about.

    This book is a laugh-out-loud way to educate yourself, your children, and your friends about how money really works...and a way to smile while you're straightening out that mess you call your financial life.

    It's a story that chronicles the most powerful wealth-building strategies known to man, lessons that are the basis of banking. You'll be introduced to a whole new way of building wealth that some of the wealthiest families in the world have used, and are still using. Be the banker! Praise: "George Antone is the one financial author that has the unique ability to sift through massive technical information and present the reader with lapidary nuggets of wealth-building wisdom." Mark Peters Stone Water Wealth Management "The Banker's Code provides unparalleled insights in regards to money and finances which creates an amazing formula for building wealth." Willie Hooks Million Dollar Coaching "Great Book! Easily read and understood. In this book you’ll discover the world’s most powerful time tested investment model neatly wrapped inside a touching story. I’ve used these proven strategies to create great returns for more than 20 years." Mike Sanderson Private Lender "Wow! What a great book! Mr. Antone has explained the very complex financial concepts in use every day in the banking world in a way that we can all put to use in our own quest for wealth." Henry Dvorken An expert and one of the giants of the real estate note business

    Willis Johnson, the founder of Copart [CPRT], offers up a personal and inspirational account of this journey to the top including lessons he learned from love, war and building a global, multi-billion dollar business. Even at the pinnacle of success, Willis remained grounded in his family-first values. His stories will inspire and provoke the entrepreneur in everyone to start building their dream.

    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.

    Financial statements are a critical source of the information you need.In direct and simple terms, Richard A. Lambert, Miller-Sherrerd Professor of Accounting at the Wharton School of the University of Pennsylvania, demystifies financial statements and concepts and shows you how you can apply this information to make better business decisions for long-term profit. You will learn to use and interpret financial data; find out what we can learn from Pepsi, Krispy Kreme, General Motors, and other companies; learn how to evaluate investment strategies; and apply your financial know-how to develop a coherent business strategy.

    Learn rarely taught tips and concepts that will immediately elevate your coaching while avoiding the common pitfalls. New and experienced coaches alike will benefit greatly from the detailed strategies and wisdom shared from Marion’s years of experience. —Cheryl Richardson, NYTimes Bestselling author of Take Time for Your Life Marion Franklin, the Coach’s Coach, has been training and mentoring coaches for more than 20 years. Every student she has mentored or taught who sought ACC, PCC, or MCC has gotten their credential using the material in this book designed for all levels of coaches. No matter where you are in your coaching journey, this book has something for you. This book is different because it: • Includes brilliant tools for beginner-to-seasoned coaches •. Offers advanced techniques for developing powerful questions without any lists • Provides principles of human behavior that help you quickly identify what’s really going on • Contains the 25 Themes that underlie every coaching situation and make coaching and questioning much simpler • Shares a step-by-step, easy to follow, way to create a shift in perspective • Presents 17 strategies that clients unknowingly use that actually work against, not for them Begin using even one or two of the concepts and principles in this book and notice your coaching immediately elevate to a new level. Your clients will notice the difference! You will experience this innovative approach to masterful coaching with two full laser-coaching sessions with commentary — much like eavesdropping in on the mind of a master coach. Marion shares unprecedented concepts that will help new coaches and even the most experienced coaches gain new insights and ideas, including a deeper understanding of what they already know. • Automatically improve your coaching by applying one rarely known principle. • Never feel stuck around what question to ask. • Feel more confident by quickly identifying what’s really going on. • Know exactly what to listen for in every conversation. • Discover a simple “2 inquiry” approach that instantly enables you to deepen your curiosity. This book will not only boost your confidence and mastery as a coach, it will enable you to produce sustained results for your clients. I designed this book to not only show you what laser-focused coaching looks, sounds, and feels like, but to show you HOW TO coach for permanent, life-altering change. When using the Laser-Focused approach, you’ll be able to: • avoid getting seduced by the story • ask questions that get right to the heart of the matter • have the client do all of the summary • know how to create the shift and what to do afterwards • recognize the client’s underlying pattern and know how to address it and so much more The HeART of Laser-Focused Coaching –– A revolutionary, unprecedented approach makes coaching easier while also enhancing your ability to help clients create deep and profound change. Transform your coaching into something so powerful and life-changing that your coaching consistently flows and becomes effortless.

    What begins as a concussion with a diagnosed recovery time of seven-to-ten days becomes more than two years of debilitating pain with no apparent end and a string of unhelpful doctor and specialist visits. In the wreckage, jobs are canceled. Leases are broken. There is no second date. What’s left is Isabella, her body, and her pain. Because the source of her pain cannot be located within the body, she is told over and over that her pain is psychosomatic. And Isabella believes it, over and over. What follows is a surprisingly funny medical and spiritual journey, during which Isabella must learn to trust in all that she cannot see or quantify: her pain, God, and her inner voice. Everything fell apart and then something new emerged.