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.

    It will provide scholars with a comprehensive and inclusive overview of the most important student development theories and related research, including new approaches with which they may not be familiar, particularly related to social identity development. Most importantly, it will assist student affairs professionals in designing individual, group, and institutional approaches to work more effectively with students at various developmental levels and to facilitate student growth. This second edition includes the "foundational theories" of student development found in the first edition, but also offers newer integrative social identity theories that look at student development in a more holistic way. These theories are critical for understanding the diverse student populations of the twenty-first century.TABLE OF CONTENTSPrefacePart One: Understanding and Using Student Development TheoryPart Two: Foundational TheoriesPart Three: Integrative TheoriesPart Four: Social Identity DevelopmentReferences

    This timely and vibrant book provides frameworks for thinking critically about the roles of digital media in personal relationships. Rather than providing exuberant accounts or cautionary tales, it offers a data-grounded primer on how to make sense of these important changes in relational life.The book identifies the core relational issues these media disturb and shows how the ways we talk about them echo historical discussions about earlier communication technologies. Chapters explore how we use mediated language and nonverbal behavior to develop and maintain communities, social networks, new relationships, and to maintain relationships in our everyday lives. It combines research findings with lively examples to address questions such as whether mediated interaction can be warm and personal, whether people are honest about themselves online, whether relationships that start online can work, and whether using these media damages the other relationships in our lives. Throughout, the book argues for approaching these questions with firm understandings of the qualities of media as well as the social and personal contexts in which they are developed and used.Personal Connections in the Digital Age will be required reading for all students and scholars of media, communication studies, and sociology, as well as all those who want a firmer understanding of digital media and everyday life.

     Full of drama, sadness, grief, joy and gritty story lines, this series takes a close look at what life was like in the post-war, East End of London. Poverty, squalid living conditions and hard times all jostle for space, but the overriding feeling is one of strong women, facing their hardships head on. Find out more about this intriguing time, in our look behind the scenes, and also discover how the East End had been shaped over the centuries.

     In fact, it may even be bigger than the Internet. It is such a profound paradigm shift in the technology of money that even experts on the topic are still trying to wrap their heads around it. Pandora's box has been opened and there is no going back. Bitcoin will forever transform society and its implications are beyond what we can even currently imagine. Bitcoin can be hard to grasp at first – and if someone has tried to explain it to you and you feel like you still don't get it, don't worry. This book will take you by the hand and explain to you in the simplest terms, using analogies, metaphors and illustrations what the essence of Bitcoin is and why you must pay attention to the revolution that is about to take place. In Bitcoin for Beginners you will find out: How the Bitcoin Technology works The difference between Bitcoin and Blockchain How mining works How to make money with Bitcoin The top myths about Bitcoin How Bitcoin will take over the world How to buy and sell Bitcoin What forks are And much more! DON'T HESITATE. TO START ON A JOURNEY THAT COULD DEEPLY TRANSFORM HOW YOU RELATE TO THE CONCEPT OF MONEY, SCROLL UP AND CLICK THE "BUY" BUTTON NOW!

    It is a book that models the types of issues that best suit different approaches and allows students to understand when to use mixed methods. Furthermore, its focus on theory and paradigms is done in a way that helps students decode their meaning." --MARTHA MONTERO-SIEBURTH, University of Massachusetts, BostonNew to the Second Edition:Because mixed methods research has come into its own since the publication of the first edition, every chapter now shows how to implement a mixed methods design in your proposal or plan as well as showing how to implement qualitative and quantitative approaches Ethical issues that may arise in quantitative, qualitative and mixed methods designs have been added to a new section in Chapter 3 Writing tips and considerations have been expanded and moved to the first part of the book to get your research plan started in the right direction The latest developments in qualitative inquiry, including advocacy, participatory, and emancipatory approaches have been added to Chapter 10 Mixed methods procedures (Chapter 11) show readers how to identify types of mixed methods strategy, select data collection and analysis approaches, and plan the overall structure of the study

    Yet there is little actual research that investigates the intricate dynamics of youths' social and recreational use of digital media. "Hanging Out, Messing Around, and Geeking Out" fills this gap, reporting on an ambitious three-year ethnographic investigation into how young people are living and learning with new media in varied settings -- at home, in after-school programs, and in online spaces. Integrating twenty-three case studies -- which include Harry Potter podcasting, video-game playing, music sharing, and online romantic breakups -- in a unique collaborative authorship style, " Hanging Out, Messing Around, and Geeking Ou"t is distinctive for its combination of in-depth description of specific group dynamics with conceptual analysis.

    Redesigning your home page won't help. Investing in a new content management system won't fix it, either. So, where do you start? Without meaningful content, your website isn't worth much to your key audiences. But creating (and caring for) "meaningful" content is far more complicated than we're often willing to acknowledge. Content Strategy for the Web explains how to create and deliver useful, usable content for your online audiences, when and where they need it most. It also shares content best practices so you can get your next website redesign right, on time and on budget. For the first time, you'll: See content strategy (and its business value) explained in plain languageFind out why so many web projects implode in the content development phase ... and how to avoid the associated, unnecessary costs and delaysLearn how to audit and analyze your contentMake smarter, achievable decisions about which content to create and howFind out how to maintain consistent, accurate, compelling content over timeGet solid, practical advice on staffing for content-related roles and responsibilities "

    As Guy Kawasaki puts it, If the two most popular words in your company are "partner" and "strategic," and "partner" has become a verb, and "strategic" is used to describe decisions and activities that don t make sense . . . it s time for a reality check. For nearly three decades, Kawasaki has earned a stellar reputation as an entrepreneur, venture capitalist, and irreverent pundit. His 2004 bestseller, "The Art of the Start," has become the most acclaimed bible for small business. And his blog is consistently one of the fifty most popular in the world. Now, Kawasaki has compiled his best wit, wisdom, and contrarian opinions in handy book form. From competition to customer service, innovation to marketing, he shows readers how to ignore fads and foolishness while sticking to commonsense practices. He explains, for instance: How to get a standing ovation The art of schmoozing How to create a community The top ten lies of entrepreneurs Everything you wanted to know about getting a job in Silicon Valley but didn t know who to ask Provocative, useful, and very funny, this no bull shiitake book will show you why readers around the world love Guy Kawasaki."

    In Keepin' It Real: School Success beyond Black and White, Prudence Carter turns the conventional wisdom on its head arguing that what is needed is a broader recognition of the unique cultural styles and practices that non-white students bring to the classroom. Based on extensive interviews and surveys of students in New York, she demonstrates that the most successful negotiators of our school systems are the multicultural navigators, culturally savvy teens who draw from multiple traditions, whether it be knowledge of hip hop or of classical music, to achieve their high ambitions. Keepin' it Real refutes the common wisdom about teenage behavior and racial difference, and shows how intercultural communication, rather than assimilation, can help close the black-white gap.

    With an objective approach and clear, straightforward language, Dan Zarrella, aka "The Social Media & Marketing Scientist," shows you how to plan and implement campaigns intelligently, and then measure results and track return on investment. Whether you're a seasoned pro or new to the social web, this book will take you beyond the jargon to social media marketing mastery.Make sense of this complicated environment with the help of screenshots, graphs, and visual explanationsUnderstand the history and culture of each social media type, including features, functionality, and protocolsGet clear-cut explanations of the methods you need to trigger viral marketing successesChoose the technologies and marketing tactics most relevant to your campaign goalsLearn how to set specific goals for your campaigns and evaluate them according to key performance indicators Praise for The Social Media Marketing Book: "Let Zarrella take you to social-media marketing school. You'll learn more from reading this book than a month of research on the Internet." --Guy Kawasaki, co-founder of Alltop.com "If I could be any other person for a day, it would be Dan Zarella. Either him or Brad Pitt. But Dan's smarter. This book is why I say that." --Chris Brogan, President of New Marketing Labs "This book demonstrates a beginning to the endless possibilities of the Social Web." -- Brian Solis, publisher of leading marketing blog PR 2.0

    A bachelor’s degree is now required for entry into a growing number of professions. And some parents begin planning for the expense of sending their kids to college when they’re born. Almost everyone strives to go, but almost no one asks the fundamental question posed by Academically Adrift: are undergraduates really learning anything once they get there?For a large proportion of students, Richard Arum and Josipa Roksa’s answer to that question is a definitive no. Their extensive research draws on survey responses, transcript data, and, for the first time, the state-of-the-art Collegiate Learning Assessment, a standardized test administered to students in their first semester and then again at the end of their second year. According to their analysis of more than 2,300 undergraduates at twenty-four institutions, 45 percent of these students demonstrate no significant improvement in a range of skills—including critical thinking, complex reasoning, and writing—during their first two years of college. As troubling as their findings are, Arum and Roksa argue that for many faculty and administrators they will come as no surprise—instead, they are the expected result of a student body distracted by socializing or working and an institutional culture that puts undergraduate learning close to the bottom of the priority list.Academically Adrift holds sobering lessons for students, faculty, administrators, policy makers, and parents—all of whom are implicated in promoting or at least ignoring contemporary campus culture. Higher education faces crises on a number of fronts, but Arum and Roksa’s report that colleges are failing at their most basic mission will demand the attention of us all.

    For both novice and experienced techies, this practical resource shows how to use blogs and other new Web tools for innovative, interactive teaching and motivated learning.

    You’ll learn how to combine social web data, analysis techniques, and visualization to find what you’ve been looking for in the social haystack—as well as useful information you didn’t know existed.Each standalone chapter introduces techniques for mining data in different areas of the social Web, including blogs and email. All you need to get started is a programming background and a willingness to learn basic Python tools.Get a straightforward synopsis of the social web landscapeUse adaptable scripts on GitHub to harvest data from social network APIs such as Twitter, Facebook, LinkedIn, and Google+Learn how to employ easy-to-use Python tools to slice and dice the data you collectExplore social connections in microformats with the XHTML Friends NetworkApply advanced mining techniques such as TF-IDF, cosine similarity, collocation analysis, document summarization, and clique detectionBuild interactive visualizations with web technologies based upon HTML5 and JavaScript toolkits"A rich, compact, useful, practical introduction to a galaxy of tools, techniques, and theories for exploring structured and unstructured data." --Alex Martelli, Senior Staff Engineer, Google

    It draws upon the experiences of thousands of demonstrations, both delivered and received from vendors and customers. The distinctive "Do the Last Thing First" concept generates a "Wow!" response from customers. The Great Demo! method is presented simply and clearly, and is elaborated more fully in each successive chapter, providing a rich toolkit for software sales teams. Real-life anecdotes, examples, and axioms offer humorous and effective punctuation. Updated with new best practices, tips and techniques, this second edition now includes a complete chapter on remote demonstrations--an area of increased activity and unique challenges. An additional chapter on managing evaluations (for fun and profit) extends the utility of the book to those in sales and management. Great Demo! is a terrific read on an airplane or between customer visits. It offers a straightforward process for creating and delivering highly compelling software demonstrations, excellent advice, tips, and the occasional epiphany.