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.

    Discover and master the fiery temperament shared by great leaders, entrepreneurs, artists and AD/HD-ers. Are you: - Impulsive? - Risk-taking? - Distractible? - Sensation-seeking? - Insightful or Intuitive? Do you: - Crave risk and excitement? - Have an addictive personality? - Rebel against authority? - Think differently? Then you are a DaVinci. Discover the secret genius that drives risk-takers, rebels, entrepreneurs, artists and ad/hd-ers to achieve greatness. Learn how to express this fire and harness it productively. About the Author Garret LoPorto, has been featured in The New York Times, Money Magazine, The Boston Globe and The London Financial Times. He is a successful entrepreneur, CEO, presenter at MIT, U.S. & International patent-pending inventor, and father of two children. He lives with his wife and children in Concord, Massachusetts.

    The letter was both a confession and an invitation for public scrutiny. “No matter where I was,” he recalls, “there was always a chance that someone had read my post and was waiting to catch me with a drink in my hand.” To help keep himself on the straight and narrow, Carr still has a counter at the top of his site, ticking off the number of days he’s gone without a drink.In this bracing (but zero-proof) tale of recovery, Carr delivers his own twelve steps to building a life without booze. His hard-earned advice, punctuated with anecdotes that are both cautionary and comic (a bender once took him to Iceland, where he drunkenly believed he’d get better Wi-Fi) is given with humility and goodwill. Along the way, Carr celebrates the simple yet overlooked pleasures of sobriety—weight loss, a renewed love life, the ability to buy a phone or laptop without promptly losing it in a bar. As he slowly discovers, a sober life actually CAN be fun. What’s more, he’ll remember it.

    It's the first book in the "I've Got Nothing For You.." series. This series of books aims to guide you through the process of becoming financially free through real estate investing. If You Can't Wholesale After This was written for people who are fed up with the traditional "rat race" style of living and want to create a new way of living no matter if you have ever been involved in real estate or have any money of your own. This book will guide your mind and actions to building massive wealth step by step. Todd himself completed his first deal with only $11 in his checking account. He believes that anyone can build financial freedom by changing their mindsets and improving their daily habits. This book will change the way that you think about money and the way you think about the opportunity surrounding you each and every day. This book will inspire you to begin your own real estate business and provide a living for your family that you only dreamed of previously.

    

    P. J. Miller is back! Following his first installment, Cute Poodles, Sweet Old Ladies & Hugs, Dr. Miller has compiled another volume of truly awesome veterinary tales. Come along for the ride again as Dr. Miller delivers stories that feature colorful clients, endearing pets, his own beloved bulldog, and a hurricane. All the sassy hospital staff that readers came to love are back, including that special staff member who seems to work by her own particular standards of professionalism (you know the one). In Designer Dogs, Awkward Hugs & Pigeons, Dr. Miller goes behind the scenes of his veterinary practice to provide a true insider’s view into life as an animal doctor. Dr. Miller employs the same unique style of humorous storytelling that readers loved in his first novel. Hidden behind the humor, Dr. Miller gives a deeper glimpse into how emotional and strong the human-animal bond can be. A must read for any aspiring veterinary professional or animal lover.

     I would guess that I’ve been at it for more than twenty years. It started as a result of wanting to let the mother of a fallen soldier know what happened to her son, as well as where his death took place. She and I had been in contact over the years, during which she asked quite a few questions; so, I began writing it all down. I may have been better served if I had pushed my memories of Vietnam off into the ditch alongside the road traveled and driven on without looking back. In the long run, I believe it has been therapeutic. Therefore, worth the time I put into writing it all down. We lived, and fought as a unit, covering each other’s backs. Most came home to tell their own stories, many didn’t.

    A very well written book that will be hard for anyone to put down!This is a must read.Jerry's interesting and riveting account of his childhood years and transition to a young adult and Infantry NCO are truly endearing! His honest and impelling novel reminds one of why we serve, fight, and are willing to lay down our lives for God, Country, and our fellow man. God Bless the Infantryman!!Thank the Lord for Soldiers and West Virginia !This book is a great read. This honest account of growing up in West Virginia and becoming a Sergeant in Vietnam is sometimes thrilling and sometimes heart wrenching. Through a lot of true grit, thank goodness Jerry Horton survived to tell this story. I highly recommend this book. It is a Winner.This is an inspiring memoir written about a young man coming of age in West Virginia in the 1960's. It is a memoir but also a real thriller story as we follow Jerry from the streets surrounding Lincoln playground to Chicago Steel mills to the French Quarter in New Orleans and to San Francisco in the Summer of Love 1967. The book then moves you to the Central Highlands in Vietnam where Jerry is an infantry platoon sergeant. Jerry's interesting and truthful account of his childhood years and transition to an adult and Infantry Sergeant are truly endearing. It is an honest and compelling story. It gives a first person narrative of hand-to-hand combat in the trenches of Vietnam that can leave you scared, glad to be alive and eternally grateful to those who died for our freedom. Jerry joined the army to simply be able to afford to go to college. Forty years later he has a PhD and multiple degrees but they were earned at a heavy price for this patriot. Jerry shares his experiences in Vietnam in an articulate, honest and direct assessment of his time in Vietnam, the men he served with and the horrors of war. It is an incredible story of leadership and survival.We see Jerry develop as a young boy who is very independent and then see him being schooled on the streets of Charleston, West Virginia learning how to come to grips with the breakup and divorce in his family. He takes refuge in becoming the best he could be as a basketball player on the courts of Lincoln playground. Later we see him leaving home for the mean streets of the Chicago Steel mills and then on to Louisiana where he completes one year of college and then goes flat broke. Then the book shifts to New Orleans Louisiana and the excitement of the French Quarter. Jerry's life is rocked by the turbulent waters in New Orleans; he had no money no plan and is drifting. He seeks out another lifestyle in California hitching to and then living in San Francisco during the Summer of Love 1967. He describes how it was, the music and time and place and he takes you there through his vivid descriptions. Once again, his life spins into turmoil and as he tries to get back on the path to achieve his life's dream of going to college he is drafted in the Army. He finds himself becoming a leader, an infantry sergeant. His goal is to bring himself and his men back home alive, the reader gets the sense that all his life Jerry has been prepared for this moment. The reader is taken through and sees through Jerry's eyes what combat is really like.This story covers much ground and has something for everyone. You live through Jerry 's experiences of what it's like to conquer your own demons, you read about his mother's courage having Jerry in the Salvation Army by herself, the excitement and freedom of the 1960's and you learn what it is like to want something so bad you lay your life down for it. It is a book you truly won't lay down once you start reading.

    Here you will find the key concepts and important details from each chapter boiled down into a clear, concise, enjoyable read. Whether you are a book club newbie or a ravenous bibliophile you will be delighted by this new reading experience. And, of course, we encourage you to buy and read Kalanithi’s full version when you can. After all, his book is a best-seller for a good reason! About the Book When Breath Becomes Air is a memoir encompassing both the life and death of an eminent neurosurgeon. Named as Amazon's Best Book of January 2016, the book starts with a look at how one doctor came of age as a medical professional and writer. The second half of the book is a chronicle of the author's battle with stage IV lung cancer. The book offers incredible insight on both the meaning of life and the ultimate significance of death. About the Author Paul Kalanithi was an outstanding neurosurgeon and, with this book, proved himself as a phenomenal writer as well. Kalanithi studied English literature and human biology, earning two B.A. degrees and an M.A. at Stanford. He traveled to Cambridge to study medicine, where he earned an M.Phil. in the philosophy and history of medicine. He also graduated cum laude from Yale School of Medicine. After a residency and postdoctoral study back at Stanford, Kalanithi received highest honors for his research as a resident. Kalanithi died in 2015 while working on When Breath Becomes Air.

    In Burn Your Mortgage, Cooper’s extreme achievement is made accessible as the acclaimed personal finance expert shares the secret to his success: simple yet effective lifestyle changes that anyone—from new buyers to experienced homeowners—can make to pay down their mortgage sooner. Burn Your Mortgage combines inspiring anecdotes with realistic and jargon-free financial tips and resources for achieving financial freedom no matter your financial situation. This easy-to-follow guide will help you pay off your mortgage at your own pace and show you how to live well while doing it. Tools include: - Simple ways to pay down your mortgage sooner; - Your very own mortgage-free action plan; - Sample budgets and savings plans; - Tools for tracking income and expenses; - Home-buying blueprints; - Worksheets for financial empowerment; - Up-to-date information on bank accounts, mortgage contracts, investing, and loans—and how to choose the best options for you; - Tips for overcoming bad money habits. Inspiring, insightful and fun, Burn Your Mortgage will transform the way you think about money and debt on your path to independent home ownership. Sean Cooper is an in-demand speaker, money coach, and personal finance journalist. His articles have been featured in publications such as the Toronto Star, Globe and Mail, Financial Post, and MoneySense. Advance praise for Burn Your Mortgage: “Sean’s personal journey to financial freedom is a brave and inspiring one, and I am delighted to see him share his learning with the world. Burn Your Mortgage offers practical, clear and useful insights to help people of all walks of life live healthier financial lives. I am convinced that Burn Your Mortgage is set to be a pivotal guidebook to achieving financial freedom.” —Peter Aceto, President and CEO, Tangerine “A home is the largest purchase most people make, yet there is little information to help them make smart choices. Most advice comes from banks, mortgage brokers, real estate agents, lawyers and home inspectors—not exactly objective. I’m glad to see Sean Cooper use his experience as home buyer, mortgage burner, landlord and freelance writer to guide others through the steps to take to come out ahead in the real estate game.” —Ellen Roseman, Toronto Star columnist, University of Toronto continuing education instructor and Canadian MoneySaver contributor “A clear and concise plan for millennials looking for a path to financial independence early in their career.” —Don R. Campbell, bestselling author of Real Estate Investing in Canada, frequent guest on the Business News Network “Chock-full of actionable tips based on real life experience, Sean Cooper’s Burn Your Mortgage is a valuable resource for anyone considering buying a home in Canada. In more than just another mortgage manual, Sean writes passionately about the pitfalls to avoid during the house-buying process and then, with equal passion, shows you how to achieve an important step toward financial freedom by paying off your mortgage as quickly as possible.” —Robert R. Brown, author of Wealthing Like Rabbits: An Original Introduction to Personal Finance, and MoneySense columnist “Burn Your Mortgage will push you just outside your comfort zone—which is exactly what you need to really make progress on your mortgage. Sean Cooper walks the talk. His obsession with frugal living provides a ton of great lessons on how to get ahead financially.

    It discusses cloud concepts and highlights various design patterns and best practices. This documentation is offered for free here as a Kindle book, or you can read it in PDF format at https://aws.amazon.com/whitepapers/.

    David Lehman uses each of these short pieces to look back on a single facet of the entertainer’s story—from his childhood in Hoboken, to his emergence as “The Voice” in the 1940s, to the wild professional (and romantic) fluctuations that followed. Lehman offers new insights and revisits familiar stories—Sinatra’s dramatic love affairs with some of the most beautiful stars in Hollywood, including Lauren Bacall, Marilyn Monroe, and Ava Gardner; his fall from grace in the late 1940s and resurrection during the “Capitol Years” of the 1950s; his bonds with the rest of the Rat Pack; and his long tenure as the Chairman of the Board, viewed as the eminence grise of popular music inspiring generations of artists, from Bobby Darin to Bono to Bob Dylan.Brimming with Lehman’s own lifelong affection for Sinatra, the book includes lists of unforgettable performances; engaging insight on what made Sinatra the model of American machismo—and the epitome of romance; and clear-eyed assessments of the foibles that impacted his life and work. Warm and enlightening, Sinatra’s Century is full-throated appreciation of Sinatra for every fan.

    My withdrawal/delirium tremens (DTs) were terrifying and excruciating.My story takes the reader through my experiences of late stage alcoholism, two arrests by my new husband of three months and my subsequent adventures through and between five inpatient treatment centers for alcohol abuse.

    When they returned the next year, they were met with sticks and stones, stripped naked and sent home with red cheeks.Mark Horrell and his two friends Mark and Ian shared a dream to climb an 8,000m peak, but it seemed the gods were against them too. They had made no fewer than eight attempts without success (though they had managed to return with their clothes on).With towering ice walls, monsoon rainstorms, arm-twisting crevasses and – most dangerous of all – welcoming teahouses ready to entrap them, would it be different this time?

    The remarkable story of the brand that was able to pull off the near-impossible challenge of integrating itself into the food habits of a nation strongly habituated to eating indigenous sweets is recounted here. It is a behind-the-scenes look at the Cadbury Dairy Milk journey in India over the last six decades.