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.

    Her twenty- five-year career conducting experiments that involve rats has led her to a surprising conclusion: Through their adaptive strategies and good habits, these unassuming little animals can teach us some essential lessons about how we, as humans, can lead successful lives. From emotional resilience and a strong work ethic to effective parenting and staying healthy, the lab rat is an unlikely but powerful role model for us all. This is a surprising and engaging guided tour into the sophisticated mental, emotional, and behavioral worlds of these frequently maligned and often misunderstood little creatures.

    click with others? It's something we never learn in school... a shame because Connecting Instantly with others just might be the most important skill you'll ever learn. The first 60 seconds of an interaction is the gatekeeper of friendship and relationships. It determines whether people will invest time and energy in you... and simply care about you. Nail it, and you'll be given the benefit of the doubt in any situation... fail to click instantly and you'll fall into the dreaded zone of apathy and "who cares about them?" We don't get second chances in a reality that deals largely in snap judgments. Connect Instantly was written specifically to deal with those crucial first moments of interaction, and make sure that you control 100% that you click and make a great impression, and reap the rewards of it. What about clicking instantly will you learn? * How outbound positivity always comes full circle and inbound - back to you. * What ignoring small details in favor of the main message can do for your conversational flow. * The small acts of service that require zero effort... but make people love you. As well as... * Telltale signs of genuineness and authenticity in your smile. * Why asking people's opinions makes them value your opinions more. * The bonding power of imperfections, flaws, and vulnerability. When you can master the first 60 seconds of an interaction, your world is simply opened up. If you can pass everyone's gatekeeper and leave them wanting to invest time and emotion into you, there's no more powerful emotion. You'll be first in line for every business opportunity because people will assume the best of you. You'll always be attractive to the opposite sex because of that impression. Old friends will want to see you more, and new friends will want to strengthen that bond quickly - are you ready for all the new friends you'll have? Don’t hesitate to pick up your copy today by clicking the BUY NOW button at the top of this page! P.S. Use snap judgments to your advantage!

    Your colorful pictures of flowers will produce a stunning flower art book that you can be proud of.In recent years coloring for grown-ups has become a widespread and growing hobby. There are of course many reasons for this, but here are just some... Coloring Lowers Stress And Anxiety Psychiatrists have long known that coloring relaxes the fear center of the brain and allows your mind to get some rest. In fact the founder of analytical psychology, Carl Jung, is known to have given his patients mandalas to color more than one hundred years ago. In today's hectic world the stress reducing properties of coloring are possibly more valuable than ever. Coloring Trains Your Brain To Focus Remaining inside the lines as you color needs focus and, while you are concentrating on this stress-free and relaxing activity, you can forget about your worries. Coloring is a mind exercise which allows you to put aside everything else for the time you spend coloring, and this is very important in our increasingly demanding world. Coloring Helps In The Development Of Fine Motor Skills And Vision Coloring forces the two hemispheres of the brain to work together and involves both the use of logic (necessary for coloring forms) and creativity (as we mix and match colors). In turn, this brings those areas of the brain responsible for fine motor skills and vision into play, and helps in keeping these active and in developing them further. It is this aspect of coloring which is being seen more and more as especially valuable for older individuals, as many in the medical profession believe that it can delay, or even prevent, the onset of dementia. Coloring Provides The Chance To Be Social Although you might feel that coloring should be a solo occupation, its rising popularity is quickly turning it into a social one. Friends, families, work colleagues and others are getting together to eat, drink and enjoy the chance to socialize, through their shared interest in coloring books. Without doubt, this is a perfect excuse for getting together, as coloring needs only a minimum of concentration and can easily be done in a group setting. Coloring Lets You Be Yourself There are no rules when it comes to coloring and your coloring book is your coloring book. If you mistakenly make the cat's back leg green because you mistook it for part of the grass, who cares? If you feel like making the sky yellow, what does it matter? You can be as creative as you wish because this is your coloring book, and yours alone."You may already be a convert to adult coloring, in which case you will already know and appreciate its value. This may however be a new project for you and one which you are considering for any one of several different reasons. If this is something new for you then I urge you to give it a try. There is a reason why so many people are fired up about the world of adult coloring, so join in and start enjoying the benefits for yourself today. IMPORTANT Please note that the illustrations in this Kindle book are deliberately of a relatively low quality in order to keep the download size of the book small.

    We start off in Japan as he’s about to board the cargo ship, and throughout the book flash back to times spent in Amsterdam, Bucharest, Kathmandu, Bangkok and the likes. “I wish I could have written a book this awesome.” – Jack Kerouac Expect plenty of taboo topics, tales of dating misadventures, and honest takes on places like India and Iran. If you like the Momentos series on Niall’s blog, you’ll absolutely love this book. FAQ’s Q. How long is the book? A. 36,506 words on 133 pages. You can read through the whole thing in about three hours. Q. What route did you take from Ireland to Peru? A. Ireland > England > Netherlands > Germany > Switzerland > Austria > Hungary > Romania > Turkey > Iran > UAE > India > Nepal > India > Thailand > Cambodia > Laos > Vietnam > China > Hong Kong > China > Vietnam > Laos > Thailand > Laos > China > South Korea > Japan > Peru Q. Is there a surprise ending? A. Yes, but I’m going to ruin it for you right now: In the last chapter I reveal that I’ve never actually left Ireland, and have been fooling everyone with my photo and video editing skills for years. Suckers! Q. Did Jack Kerouac really say that about your book? A. Um, no. He died thirteen years before I was born. So I kinda lied. Sorry. I hope we can still be friends. Here’s a real testimonial to make amends… “This shit be tight, yo!” – Marco Polo Q. Is there an audio version of the book? A. Yes. You can buy it via my website: http://ndoherty.com/books/cargo/ Q. Are there cargo ship sound effects to go with the audio version of the book? A. I think you can hear a toilet flush at the end of chapter ten. That’s about as good as it gets. Q. Why don't you fly? Sounds dumb. A. It is pretty stupid, and I don't recommend it, but I explain my motivation in the book.

    Edited by leading scholars Francis T. Cullen and Robert Agnew, it presents a wide range of readings, including original theory pieces. A brief yet detailed introduction frames each Part (and each reading), providing students with a "road map" as they explore the ongoing intellectual developments, diverse views, and continuing debates in the field of criminological theory.Building on the success of the third edition, the thoroughly updated and revised fourth edition includes:* Eight new readings (each with its own introduction)* Two new Parts (each with its own introduction): "Theories of White-Collar Crime" and "Putting Theory to Work: Guiding Crime Control Policy"* A new Instructor's Manual on CD, featuring a Test Bank with multiple-choice and essay questions, learning objectives, key words, discussion topics and exercises, and PowerPoint lecture slidesComprehensive enough for graduate students yet accessible enough for undergraduate students, Criminological Theory: Past to Present--Essential Readings, Fourth Edition, remains a solid introduction to the foundations of criminology--and to the competing theories that will shape thinking about crime in the years ahead.

     From the files and pen of world renowned true crime writer Alan Hynd (1903 - 1974) comes the final installment of deliciously dark true murder cases of the first half of the 20th Century. These stories, the third of these three short collections, are unified by a single theme: they all involve physicians. And not for the autopsy, but as perpetrators or accused perpetrators. You may never see your family care giver again in the same light. Told in the characteristic wry, anecdotal reportorial style that made Alan Hynd famous in his day (two wartime best sellers in 1943, contributions to The Reader's Digest, Colliers, Coronet, The Saturday Evening Post, True, Liberty, The American Mercury and almost every true detective magazine in print) these tales will have you cringing one minute, laughing the next, and gasping in shock a moment later. Truly, no one could make up classics like these. We meet here the notorious Dr. Cream, a twitchy-eyed psychotic with a yen for prostitutes, a Philadelphia chiropractor whose girlfriend lost her head, and Marcel Petiot, whose patients payed their own way out of this world. Then as a bonus, get to know (from a safe distance) "Lethal Louise," the black widow of California, and Adolf Luetgert of Chicago, whose sausage-making plant was put to extracurricular uses. This is not for the faint of heart. True crime is always farther out there than fiction.

    Holidays such as Christmas, Thanksgiving and Easter are full of homemade cakes that family and friends look forward to every year. The smell of a cake baking in the oven brings back fond memories for most of us and gives children the comforting feeling of home.100 delicious recipes for cakes baked in Bundt pans or tube pansIncludes:Cakes with FruitChocolate CakesCoffee CakesPound CakesFruit CakesNut CakesHoliday Cakesand more!

    It’s a book about making it stop.What if I told you that a lot of what keeps you unbelievably busy is not only pointless, but avoidable, nonsensical and entirely driven by your own fears, insecurities and ego? You’d probably want to slap me, if you could find the time, right?Don’t worry, I was once just like you: exhausted, harried, overcommitted and flummoxed as to what to cut back on. I’m not completely cured, but for the first time in years I have room to breathe and to think about what kind of life I really want to live. And I have Buddhism to thank for this.In this book I’ve compiled the teachings, ideas and practices that got me to this point. Buddhism helped me dig deep to discover why I was determined to do so much, and why I was so afraid to stand still and be alone with myself. It’s not hippy-trippy stuff, believe me. Buddhism is just as relevant and practical in our modern world as it’s ever been.As crazy as it sounds, I’m asking you to add one more thing to your list today: read this book, and let it help you free yourself from the grind of your unbelievable busyness. Live the peaceful life you know you deserve and be the person you want to be.

    Our world is truly strange that so many good and helpful people find themselves preyed upon by the criminal elements. In case of an emergency or a catastrophe those odds may become even worst. My name is Roy Shepard and I’m a former IDF (Israeli Defense Forces) Special Forces Operator. During my military service, I took part in countless missions behind enemy lines and later trained young cadets as a Master Sergeant. I specialize in weapons training, stealth and camouflage, and Krav-Maga. I’ve been in active reserve duty for the past 20 years and spent much of that time formulating and implementing defense strategies and drills in military bases all over Israel. Highly trained in martial arts, I specialize in Judo, Jiu-Jitsu, Aikido, and Russian Systema—with both hand-to-hand combat and melee weapon handling. I am also an expert marksman with both close-quarters and long-range weapons. The IDF is one of the most effective militaries in the world with proven strategies and tactics that have kept Israel safe for the last 70 years. The harsh reality is that Israel is a small country surrounded by hostile nations that have been intent on destroying it since it was formed in 1948. The IDF has defended Israel in eight full-out wars and fended off many incursions and terrorist attacks. The skills that I’m about to share with you are the same ones used by the IDF Special Forces Operators to stay safe in hostile situations and will allow you to do so as well. Be it fending off a mugger in a dark parking lot or surviving a post-catastrophe scenario. The reality is that we are always only moments away from danger and knowing the exact step-by-step response can be the difference between life, injury, or even death. Using the knowledge in this book you will learn how to avoid, escape, or survive numerous dangerous situations using minimal effort. The number one thing you must remember is that being efficient can save your life. If you don’t take steps to conserve your energy, you will get tired very quickly and may lose the battle. Professional fighters can hold a full combat event for a few seconds and after that they rely solely on technique to survive and accomplish the mission. This book will teach you eight of the most effective techniques to stay safe: 1. Situational awareness 2. Tactical relocation 3. Planning for emergencies 4. Survival self-defense 5. Team roles 6. Communications 7. Fitness 8. Survival tools I look forward to seeing you as part of our community at Prepper Legend and hope you enjoy this book at least as much as I enjoyed writing it. And above all else stay safe! Your friend always, Roy Shepard

    Dispelling two damaging myths -- that an addict has to hit bottom and that intervention must be confrontational -- the authors' proven approach puts love first and shows families, step by step, what to do next. "A convincing new approach to intervention that puts love and respect first." Jack Canfield, coauthor of Chicken Soup for the Soul Series"Building a team, choosing a chairperson, anticipating objections, using checklists, and rehearsing for the intervention itself -- the reader will find it all here " Robert M. Morse, M.D., Professor emeritus, psychiatry, Mayo Medical School and Former director of Addictive Disorders Services, Mayo Clinic."Love First is destined to become the new classic on intervention for alcoholism and drug addiction. The most comprehensive book available on the life-saving technique of intervention, Love First will save lives A worthy successor to Vernon Johnsons Ill Quit Tomorrow." --Kathy Ketcham, Coauthor, Beyond the Influence and The Spirituality of Imperfection"Love First provides the most detailed account yet of how intervention works. A significant contribution to intervention literature. An empowering antidote to the disease of addiction." --William l. White, author Slaying the Dragon: The History of Addiction Treatment

    They only accept dogs from high kill, rural shelters. There are thousands of sad books about animal cruelty, abuse and abandonment culminating with an emphasis on blame, shame and guilt. This is not one of those books. Find out why. Read it today. “Dog lovers, this is a great book and one you will enjoy.” – Mile High Dog Magazine

    And yet, we sit idly by as words are banned from television and censored in books. We insist that people excise profanity from their vocabularies and we punish children for yelling the very same dirty words that we’ll mutter in relief seconds after they fall asleep. Swearing, it seems, is an intimate part of us that we have decided to selectively deny.That’s a damn shame. Swearing is useful. It can be funny, cathartic, or emotionally arousing. As linguist and cognitive scientist Benjamin K. Bergen shows us, it also opens a new window onto how our brains process language and why languages vary around the world and over time.In this groundbreaking yet ebullient romp through the linguistic muck, Bergen answers intriguing questions: How can patients left otherwise speechless after a stroke still shout Goddamn! when they get upset? When did a cock grow to be more than merely a rooster? Why is crap vulgar when poo is just childish? Do slurs make you treat people differently? Why is the first word that Samoan children say not mommy but eat shit? And why do we extend a middle finger to flip someone the bird?Smart as hell and funny as fuck, What the F is mandatory reading for anyone who wants to know how and why we swear.

     Your Best Year Yet reveals 7 simple ways to shift your thinking so you can: • Make better decisions; • Form better habits; • Manage your time better; and • Be the very best version of you. ADVANCE PRAISE FOR YOUR BEST YEAR YET "Loved it! So easy to read…like talking to a wise friend…and so “now” and current. Thank you…will adjust my thinking!!" —Ashley B "This advice is gold and I love how you’ve made it easy to read." —Kylie s "Fantastic. I found it really made me think about how important my mindset is to each and every day. When I finished reading it, I felt like standing and ‘Woop Wooping’ like Julia Roberts!" —Jodi G NOW IT'S YOUR TURN TO HAVE YOUR BEST YEAR YET. LET'S GO!

    Encourage restoration of Joy in the kitchen with these easy recipes.