As an executive, board member, advisor, and investor, John has not only coached a generation of companies on selling, but he has also influenced a generation of executives and leaders in technology, Mike Speiser-Managing Director-Sutter Hill VenturesThe learnings in The Qualified Sales Leader will help you and your sales team sell more, make more money and grow your career in enterprise sales. Luca Lazzaron-CRO SprinklrMost sales books are boring, clinical "textbooks" that "cookie-cutter" a few generic ideas into a monotonous, dull read, that puts you to sleep. The Qualified Sales Leader is an easy read, dripping with the fundamentals of enterprise sales. Real world advice that you'll put to use the next day. Chris Degnan-CRO-SnowflakeThe Qualified Sales Leader is an easy to read book that will absolutely resonate through any enterprise software sales team. Realistic, usable advice for any sales leader or sales rep. If you're in enterprise sales, you'd be crazy not to read this book Cedric Pech-CRO-MongoDBMonthly someone asks:, "When are you going to write a book". When I ask, "Why?", I'm told, "Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces", Why:6 of 10 sales reps fail, not because they couldn't sell but because they were assigned the wrong accounts. Sales leaders don't align skillsets to account complexity.Rep attrition at most SaaS companies is over 20%Sales leaders can't recruit A playersSales Leaders don't coach their reps on deal advancement issuesMost sales leaders are "glorified scorekeepers"Most sales leader don't motivate their sales teamThey're focused on deals, not rep competencySales forecasts are inaccurate because most reps game the CRM system.Sales team leaders lack qualification of sales stage exit criteriaMany salesforces only win 50% of their proof of conceptsThey're unable to frame a winning POC Criteria because they skip steps 8 of 10 executive buyers say the sales meetings they take are a waste of time.Sales reps lack the ability to sell business value aligned to specific personas and use cases. 4 of 10 reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. Reps don't quantify critical business pain to create a buying influence.Reps can't find high-level business champions, only low-level coachesLeaders don't teach them to find pain above the noise.Reps find pain but can't attract a championManagers have them selfishly focused on closing a sale instead of earning trust.40% of reps say they feel out of control during the sales process.Leaders don't teach them how to control the process.Reps can't get high in the tree to drive large deals.They don't speak the language of the Economic Buyer.50% of reps say they can't overcome price objections while sales leaders struggle to increase the average deal size. Managers are pushing their sales reps into vending, not selling. Reps can't answer the simple "3 Whys" for forecasted dealsWhy do they have to buy? Why do they have to buy from us? and Why do they have to buy now?Top sales leaders will find the answers to these issues and more in The Qualified Sales LeaderFrom the PublisherJohn is widely recognized as the only person having been the CRO (Chief Revenue Officer) at five public, enterprise software companies, PTC, Geo-Tel, Ariba, BladeLogic and BMC.John's expertise was formulated as a pre-IPO member of 4 of the 5 companies listed above.Today, John is a board member at public software companies Snowflake, MongoDB and private, pre-IPO companies Lacework, Sigma, Cybereason and Observe. In the past, John has been a board member or executive consultant to: Hubspot, Glass Door AppDynamics and Sprinklr.

    Both success and failure have a limited lifespan. Successis neither a miracle nor a mystery. It does not depend upon special skills, formaleducation or superior intelligence. It is the natural outcome of consistently applyingcertain principles on an ongoing basis. The ultimate goal is to sustain success andeliminate failure. Acquiring facts is knowledge, understanding facts is comprehension, and the properapplication of facts is wisdom. The principles in this book can help you to: 1. Live by design, not by default2. Gain confidence and optimize your potential3. Become proactive and develop a winning attitude4. Balance your health, wealth and relationships5. Overcome day-to-day problems and make better decisions6. Make positive choices and avoid pitfalls The secret to a meaningful life is in your hands. Through inspiring ideasand basic values, this book will help empower you to Achieve More andbecome unstoppable.

    Whether you just want to create a neutral, “business” partnership with the “other woman” in your life—or actually, gulp, become friends—they show you how to reach your goal through ten powerful steps.

    They fear drinking less will be boring, involving deprivation, difficulty and significant lifestyle changes. This Naked Mind offers a new solution. Packed with surprising insight into the reasons we drink, it will open your eyes to the startling role of alcohol in our culture. Annie Grace brilliantly weaves psychological, neurological, cultural, social and industry factors with her extraordinarily candid journey resulting in a must read for anyone who drinks. This book, without scare tactics, pain or rules, gives you freedom from alcohol. By addressing causes rather than symptoms it is a permanent solution rather than lifetime struggle. It removes the psychological dependence allowing you to easily drink less (or stop drinking). Annie’s clarity, humor and unique ability to blend original research with riveting storytelling ensures you will thoroughly enjoy the process. In a world defined by ‘never enough’ Annie takes us on an intellectual journey through the world of alcohol and specifically the connection between alcohol and pleasure. She dispels the cultural myth that alcohol is a vital part of life and demonstrates how regaining control over alcohol is not only essential to personal happiness and fulfillment but also to ending the heartache experienced by millions as a result of secondhand drinking. Finally, with perfect clarity, this book opens the door to the life you have been waiting for. Read this book. You’ll be glad you did.

    It is a symptom.Recent years have seen a shocking increase in antidepressant use the world over, with 1 in 4 women starting their day with medication. These drugs have steadily become the panacea for everything from grief, irritability, panic attacks, to insomnia, PMS, and stress.  But the truth is, what women really need can’t be found at a pharmacy.According to Dr. Kelly Brogan, antidepressants not only overpromise and underdeliver, but their use may permanently disable the body’s self-healing potential. We need a new paradigm: The best way to heal the mind is to heal the whole body.In this groundbreaking, science-based and holistic approach, Dr. Brogan shatters the mythology conventional medicine has built around the causes and treatment of depression. Based on her expert interpretation of published medical findings, combined with years of experience from her clinical practice, Dr. Brogan illuminates the true cause of depression: it is not simply a chemical imbalance, but a lifestyle crisis that demands a reset. It is a signal that the interconnected systems in the body are out of balance – from blood sugar, to gut health, to thyroid function– and inflammation is at the root.A Mind of Your Own offers an achievable, step-by-step 30-day action plan—including powerful dietary interventions, targeted nutrient support, detoxification, sleep, and stress reframing techniques—women can use to heal their bodies, alleviate inflammation, and feel like themselves again without a single prescription.Bold, brave, and revolutionary, A Mind of Your Own takes readers on a journey of self-empowerment for radical transformation that goes far beyond symptom relief.

    But, fortunately, this is not the case. Like any other skill, mindfulness can be taught, though some will obviously take to it faster than others. In this book, author Stefan Cain teaches you how to train your brain to work more effectively in a variety of ways using several different exercises and methods. Stefan Cain has studied the human brain for years, particularly in regards to its functionality. His research and experiments have shown him that the brain, like other parts of the body, can be shaped, sculpted, and, eventually, trained in such a way as to promote increased mindfulness. By following the methods outlined in this book, and by coming to understand how the brain works, you will learn how to: • Improve your observational skills—you could be the next Sherlock Holmes! • Improve your memory • Increase your awareness • Become more creative • Make solid deductions • Use critical thinking • Use your intuition By reading, understanding, and then implementing the techniques described in this book, you can be a better, more productive, and less stressed you in no time at all.

    Withineach training section, Aceto covers repitition range for buildingstrength, size and muscle endurance, set selection and exerciseprescription. Each exercise is described with a 3 dimensional drawingallowing the reader to grasp the range of motion that best fits eachexercise. He also covers muscle physiology, the comparison of 2b and 2amuscle fibers and the importance of developing specific training methodsto maximize your gains.The delicate issue of aerobics is also covered with exactguidelines for the pre-contest bodybuilder as well as the trainee simplytrying to lose some body fat. Specifically Aceto calls aerobics, "Oneof the biggest myths in body fat control. Getting lean is all aboutbuilding mass and manipulating your nutrition plan. For most, aerobicsis simply a way to short circuit progress, not enhance it"The nutrition section sets down exact formula's to find theprecise amount of calories, carbohydrates, protein and fat one needs tobuild up or lean down -- whatever his or her goal. The latest supplementsare also covered from creatine to glutamine and contest bodybuilderswill appreciate the sodium loading techniques discussed.Championship Bodybuilding is all about instruction. A thorough planthat will help you transform your physique!

     Stacey explores the common areas that women with Hashi's struggle: like perfectionism and self-rejection -- and common past experiences -- like abuse or injury. Stacey inspires women to look at their lives, and Hashimoto's differently, and to use this diagnosis as an opportunity for inner healing, greater happiness, and loving themselves.

    Created through a "student-tested, faculty-approved" review process with over 150 students and faculty, PSYCH 2 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners.

    While the dialogue between the gut and the brain has been recognized by ancient healing traditions, including Ayurvedic and Chinese medicine, Western medicine has failed to appreciate the complexity of how the brain, gut, and more recently, the microbiome—the microorganisms that live inside us—communicate with one another. In The Mind-Gut Connection, Dr. Emeran Mayer, executive director of the UCLA Center for Neurobiology of Stress, offers a revolutionary look at this developing science, teaching us how to harness the power of the mind-gut connection to take charge of our health.The Mind-Gut Connection shows how to keep the brain-gut communication clear and balanced to:• heal the gut by focusing on a plant-based diet• balance the microbiome by consuming fermented foods and probiotics, fasting, and cutting out sugar and processed foods• promote weight loss by detoxifying and creating healthy digestion and maximum nutrient absorption• boost immunity and prevent the onset of neurological diseases such as Parkinson’s andAlzheimer’s• generate a happier mindset and reduce fatigue, moodiness, anxiety, and depression• prevent and heal GI disorders such as leaky gut syndrome, food sensitivities and allergies, and IBS, as well as digestive discomfort such as heartburn and bloating• and much more.

    But much more than autobiography, his story is woven with provocative psychological and philosophical commentary, including input from the likes of Lucretius, Freud, and the metal band Napalm Death. A rare style of intellectual but conversational and poignant but humorous makes for a highly accessible and enjoyable read. As the spiritual account winds down, the book transitions into a more rational exploration of the problems associated with religion—and even with spirituality in general. Everyone from outspoken atheists to moderate believers will be engaged, as David is able to critically evaluate spirituality without the hostility so common among modern atheist writers. At the book’s climax, David develops the popular atheist conversation a little deeper by courageously exploring the implications of nihilism: If our deepest fears about the nature of reality were to be true, could we go on? By the end of Optimistic Nihilism, we begin to suspect that we could—and even wonder if a relatively nihilistic perspective paradoxically makes life more precious than any other scheme. A critical must-read for all students of spirituality, psychology, and humanity.

    From relationships, religion, and the rise of ISIS, to porn, fatherhood and the oppression of office life. Nothing is taboo: Is it less serious when a man has an affair? Why don’t new parents want boys?Who Stole My Spear? is an inspiring rallying call for men and ‘good masculinity’ which cannot be ignored – that will leave you rethinking much about life’s big questions. And for women who wonder what’s on a man’s mind, this is the book that offers the entertainingly explosive answer.

    Your body fights to keep you within a range of about 15 pounds -- also known as your "setpoint weight." New research reveals that you can lower your setpoint and end that battle for good by focusing on the quality of calories you eat, not the quantity. With The Setpoint Diet, you will reprogram your body with a 21-day plan to rev up your metabolism, eliminate inflammation, heal your hormones, repair your gut, and get your body working like that of a naturally thin person -- permanently. The Setpoint Diet is a lower-carb menu that focuses on specific anti-inflammatory whole foods, including tons of produce, nutritious proteins, and therapeutic fats. Its creator, Jonathan Bailor, founded SANESolution, a weight loss company that has reached millions of people. Proven to help you lose weight naturally and maintain it, The SetpointDiet is your new blueprint for healthy living.

    Drinking less will improve your mood, your skin, your sex-drive and your body as well as reduce stress and anxiety.Whether you are sober-curious, or just want to cut down - Mindful Drinking: How Cutting Down Will Change Your Life shows not only why you should, but also how you can, in a way that will change your life forever.

    That language is a voice within us. Sometimes it is as soft as a whisper; sometimes it is as loud as a roar. It is an important voice, which, when fully understood, gives you a kind of guidance that no other voice can. The information in The Secret Language of Feelings was revealed during thousands of hours of working with hypnotherapy clients at the Banyan Hypnosis Center for Training & Services. It came from clients who spoke to us both in the normal waking state and in the state of hypnosis. You do not need to undergo hypnotherapy in order to benefit from this book; however, it would make a perfect companion book for anyone involved in any therapy process or working on self-improvement. The Secret Language of Feelings gives you a rational and reliable approach to understanding and responding to your feelings and emotions. It shows you how to create a more satisfying life right now! You will learn how to overcome anger, guilt, frustration, sadness, loneliness and even "everyday" depression. You will better understand yourself, your family and the people you interact with on a daily basis. In short, The Secret Language of Feelings offers the key to emotional rescue and beyond to happiness and success in life.