The more you sell, the less inclined the client is to listen. The more you sell, the more you tend to look (and act) like a hammer looking for a nail – where any nail will do. In reality, the more you sell, the less you win.This is entirely counter-intuitive to the average sales person, mostly because we are taught from the first day of sales training that the key to success is great sales techniques. You can find thousands of books on the art and science of selling – techniques, tricks, even scripts to “sell” the prospect. Our corporate sales training classes always insisted that sales is about understanding the prospect’s needs and then articulating your solution so that the prospect was compelled to choose your obviously-superior solution – right? Not so fast! The problem: most prospects don’t want to be sold. This book on UnSelling is designed to shift the buyer-seller relationship from subservient (they say, “Jump,” we say, “How high?”) to collaborative and does so by having the seller resist the temptation to “sell” (or tell). UnSelling is focused on the more consultative approach of understanding the problem the client is intent on solving. The better we understand the client’s problem, the less we have to sell (if at all). This eBook will outline an approach to control and win the most complex deals that includes:• Qualifying new clients that requires no “selling” – period!• Understanding how to create a collaborative relationship with the prospect so that your sales teams can understand the truth from the client – not what they want you to believe• Contrasting the difference between traditional selling and this unique approach to UnSelling• And understanding what to say and how to say itYour sales people and leaders will never “sell” the same way again – and will win more as a result.

    After a cataclysmic global run of thirty years, it has given birth to the age of the telecosm - the world enabled and defined by new communications technology. Chips and software will continue to make great contributions to our lives, but the action is elsewhere. To seek the key to great wealth and to understand the bewildering ways that high tech is restructuring our lives, look not to chip speed but to communication power, or bandwidth. Bandwidth is exploding, and its abundance is the most important social and economic fact of our time.George Gilder is one of the great technological visionaries, and the man who put the 's' in 'telecosm' (Telephony magazine). He is equally famous for understanding and predicting the nuts and bolts of complex technologies, and for putting it all together in a soaring view of why things change, and what it means for our daily lives. His track record of futurist predictions is one of the best, often proving to be right even when initially opposed by mighty corporations and governments. He foresaw the power of fiber and wireless optics, the decline of the telephone regime, and the explosion of handheld computers, among many trends. His list of favored companies outpaced even the soaring Nasdaq in 1999 by more than double. His long-awaited Telecosm is a bible of the new age of communications. Equal parts science story, business history, social analysis, and prediction, it is the one book you need to make sense of the titanic changes underway in our lives. Whether you surf the net constantly or not at all, whether you live on your cell phone or hate it for its invasion of private life, you need this book.It has been less than two decades since the introduction of the IBM personal computer, and yet the enormous changes wrought in our lives by the computer will pale beside the changes of the telecosm. Gilder explains why computers will empty out, with their components migrating to the net; why hundreds of low-flying satellites will enable hand-held computers and communicators to become ubiquitous; why television will die; why newspapers and magazines will revive; why advertising will become less obnoxious; and why companies will never be able to waste your time again.Along the way you will meet the movers and shakers who have made the telecosm possible. From Charles Townes and Gordon Gould, who invented the laser, to the story of JDS Uniphase, the Intel of the Telecosm, to the birthing of fiberless optics pioneer TeraBeam, here are the inventors and entrepreneurs who will be hailed as the next Edison or Gates. From hardware to software to chips to storage, here are the technologies that will soon be as basic as the air we breathe.

    

    Millions of people use Google Drive and its popular word processor, Docs, every day. You too can use Drive and Docs to perform the following tasks: * Write letters and reports* Enter data into Sheets, Google's free online spreadsheet program* Give presentations using Slides* Collaborate online with classmates and colleagues on important documents* Convert documents to different file formats * Print documents, drawings, and spreadsheets* Export PDFs * Make pie charts, bar charts, and simple tables* Publish documents and spreadsheets onlineThere are a lot of features, including some unfamiliar ones for people who are used to Microsoft Office. "Google Drive & Docs In 30 Minutes" cuts through the clutter, using screenshots, step-by-step instructions, and plain English. After covering registration, file creation and other basics, the book zeroes in on the most important time-saving tips and productivity tools. Highlights include:* Converting files between Microsoft Office and Google Drive formats.* Best practices for organizing files in Google Drive.* What to expect with collaboration in Google Drive.* Using Google Drive on phones and tablets: What works, and what doesn't.* Accessing older versions of files.* How to publish your documents to the Web for colleagues or members of the public to view.* Sorting and filtering data in Google Spreadsheets (with examples).* Using Web Forms to gather data.* Google Slides: Is it a suitable alternative to Microsoft PowerPoint or Apple Keynote?* Working with offline files.* Downloading third-party apps."Google Drive And Docs In 30 Minutes" is an In 30 Minutes™ guide. Other books in the series include "Dropbox In 30 Minutes", "Google Blogger For Small Businesses In 30 Minutes", and "Excel Basics In 30 Minutes".

    

    This book is going to provide you with everything you need to know about Ethereum and whether it is worth investing in now. Like many people, I became interested in Bitcoin years ago, when Bitcoin was still relatively new, but hinting at a huge profit margin for those who took the risk and invested. It was after a couple of years playing around on the Bitcoin market that I heard about a new type of blockchain technology, one that wasn’t just a digital form of payment, but one that could support potentially endless different types of applications. Not only that, but it comes with its own currency. This, to me, sounded like a potentially profitable situation, so I decided to dig a little deeper. Unlike Bitcoin, Ethereum is still largely unknown to those who don’t keep up with the cryptocurrency world, so the amount of information available is limited or highly technical. Still, it was fascinating and the more I read about Ethereum, the more I began to see its huge potential. And I’m not alone. More and more Fortune 500 companies are investing in Ethereum technology as it becomes increasingly lucrative and poises to change business processes as we know them. I decided to condense my research and share my knowledge on Ethereum by writing this book. The book is designed for those who are new to cryptocurrency, but want to invest in it or learn more about it, as well as for more experienced traders looking to expand their portfolios. With a 5,000% increase in value in the first few months of 2017, Ethereum is proving to be a profitable currency. Still, as it is so new – it was only launched in 2015 – it comes with many infancy-related risks. It’s partly this that makes it so exciting. This book will help you make your own investment decisions and decide if Ethereum is the right coin for you after weighing up the pros and cons that are presented here. So far, Ethereum has made me good money and I was lucky to make the investment when I did. However, now is not too late to invest, not by a long shot. In fact, now is the perfect moment to make the most of Ethereum’s infancy and gain potential first-mover advantages. Ethereum’s technology is only at the beginning of its potential growth stages, possibly reaching to dozens of industries and thousands of services. If its technology is adopted the way it is expected to be, Ethereum will enjoy a long and lucrative spot at the top. The profits are ripe for the taking. Here Is A Preview Of What’s Included… What Is Ethereum? Smart Contracts, Dapps, And DAOs The Technology Behind Ethereum What Is Ethereum Mining? Uses Of Ethereum What Is Ether? The Financial History Of Ether How to Buy, Sell, And Store Ether The Mining Process Of Ether Should I Invest In Ether? The Future Of Ethereum Much, Much More! Get your copy today!

    He sees his father shot down by guerrillas, rebuilds his life from the ruins, leaves Hitler's SS emblem for another symbol. Excerpts from UNDER THE SS SHADOW: * "In an official declaration, my father stated that he and his family had left the state church. We were Gottglaubig. The SS symbol became the point of reference for our family." * "We of the Hitler Youth were going forward with Hitler, we were sure. Several years later, as I huddled in a foxhole, I wondered where we were going or where we could go." *"I feel like a man sitting in a car that's going down a hill," my father said, "but it's too late to get out." * "May 7, 1945, Germany officially surrendered to the Western Allies. On May 9, Russian troops marched into Berlin. I could not even guess what the future held for me." * "Augsburg is about fifty miles from Dachau, location of the infamous concentration camp. Only after the war did we discover what had happened at our doorstep." 27 photos available in printed version.

    He seemed pointed toward stardom, but would it be in basketball, his true favorite, or maybe in track, where he qualified for the 2008 U.S. Olympic Trials as a hurdler? As for playing football, the only sport that really mattered in Griffin’s small Texas town, first he had to overcome his mother’s objections to the violence and danger—which he did by making a “Pinkie Promise” with her that no one would catch him. Eventually, he began to realize that all of his remarkable talents—unrivaled speed, pinpoint accuracy, exceptional intelligence, single-minded drive—combined into a potent force that few quarterbacks could rival. What followed seemed almost destined: a football scholarship to Baylor University, three exceptional seasons capped by winning the Heisman Trophy, and the 2012 draft—where Griffin, as the second overall pick, became the franchise quarterback for one of the oldest and most storied football teams in the country.In RG3: The Promise, Washington Post reporter Dave Sheinin provides an in-depth, behind-the-scenes look at Griffin’s first year in the NFL, from his record-breaking first game to the frightening knee injury that ended the Redskins’ playoff hopes. An award-winning journalist himself, Sheinin has reported on Griffin’s rookie season every step of the way, and now has written a unique, intimate look inside the transformation of one of the NFL’s brightest young stars.

    You've had thoughts of running another 5K, but faster. You've probably thought about training for a 10K race in your hometown to see if you could run the full 6.2 miles.    The thought may have even crossed your mind about someday running a Half-Marathon as a stretch goal. 13.1 miles is a long way to run, but you're pretty sure if you work hard enough, it can be accomplished.   It's even possible that you have come to love running so much that you've thought about going all the way: running a full Marathon...26.2 miles!   No matter which of these statements is true, one thing is for certain: You are a runner, and you are ready to take the next steps: Beyond The 5K!    Everything you need to start distance running is included in this book!   Topics Covered Include: Proper Nutrition Stretching Warm-Ups and Cool Down Common Running Injuries Fartleks (Speed Running) Core Strength Cross Training Target Heart Rate Training Full training plans for 10K, Half, and Marathon Races!!   Personal Note From The Author: This book blends years of personal experience gained from my successes and failures. I show you my unique approach to running that took me from a complete couch potato to running multiple marathons. I understand the challenges and frustrations of transitioning from being a beginning runner because I went through it personally. I lost over 60 pounds, and I am in the best shape of my life due to the techniques used in this book.   This is why I've put together this step-by-step guide to learning distance running. I'm confident that the techniques I used to turn myself from an out of shape non-runner into a healthy, fit, and efficient runner will work for you as well!   In an effort to provide my readers exceptional value, I also promise a response to all reader emails. All running related questions will be answered with a quick personal reply!   I thoroughly hope you enjoy this book. Happy Running! ~Michael

    As an all-inclusive reference on thank you notes, this book, also, teachers readers how to eloquently and acceptably craft them. But unlike other thank you notebooks on the market, this book doesn't stop there. Readers will be inspired to hear how the soul benefits from the act of writing thank you notes and how it can actually become a spiritual practice. THE ART OF THANK YOU goes beyond simple gift acknowledgement to a thorough coverage of a variety of business and social situations. Readers will learn when and when not to send a card, what type of stationery to use in each situation, if it's ever appropriate to send an e-mail thank you and even how to get children to write thank you notes. With its appealing and approachable style, beautiful gift presentation, charming examples, and real life anecdotes, THE ART OF THANK YOU has the power to galvanise the readers resolve to start writing their all important thank you notes.

    Being granted only a few months to live, he constructs an idea on how to care for his four children in the event of his death. He comes up with an idea he calls, "The Arrangement". The only problem is convincing his wife and the two mothers’ of his children of his idea. "The Arrangement", is all three women must agree to move into one house for six months with their kids in order to receive any money from his will. When Terrance’s wife, Tanya learns the details of "The Arrangement" she is disgusted. She has basically put her life on hold after becoming pregnant to take care of her husband. She finds herself emotionally drawn to her husband’s best friend for comfort, as her husband’s illness takes a toll on her. Eventually,she finds herself facing her own demise and loses everything she has come to love Portia Jackson is the mother of two of Terrance’s children. She owns her own hair salon, drinks like a fish, and stays in brand name clothing. She is a rude, no nonsense, type of woman who makes it her business to let everyone know what she feels, or thinks, no matter whose feelings get hurt in the process. After a secret she has held on to for years threatens her inclusion in "The Arrangement", her world begins to crumble around her. Afraid of losing the glamorous life she is accustomed to having, she will stop at nothing to keep it.Amber Sykowski is the mother of Terrance’s oldest son. She comes from a long line of money and has always been ridiculed by her racist mother for having a bi-racial child. She feels the only way to escape her mother's disapproval is to go against everything she was taught, and make her own rules. When it almost costs her life, Amber has to make a hard decision that could turn her entire world upside down.In several unexpected events all three women eventually come to depend on each other forming a unique and unexpected bond. Will "The Arrangement' help them all to learn the value of forgiveness, love, and friendship?

    

    Maybe you re going for MCSA first, then MCSE. Maybe you need to upgrade your current credentials. Now, direct from Microsoft, this set brings together all the study resources you ll need. You get the brand-new Second Edition of all four books: for Exam 70-290 (Managing and Maintaining a Windows Server Environment), 70-291 and 70-293 (Network Infrastructure), and 70-294 (Active Directory). What s new here? Deeper coverage, more case studies, more troubleshooting, plus significant new coverage: Emergency Management Services, DNS, WSUS, Post-Setup Security Updates, traffic monitoring, Network Access Quarantine Control, and much more. There are more than 1,200 highly customizable CD-based practice questions. And, for those who don t have easy acess to Windows Server 2003, there s a 180-day eval version. This package isn t cheap, but there s help there, too: 15% discount coupons good toward all four exams. Bill Camarda, from the August 2006 href="http://www.barnesandnoble.com/newslet... Only

    The chilling words are followed by a confession to a murder committed nearly 13 years earlier. The chance discovery of the letter on 31 March 2012 reawakens a case long considered to have run cold, and a hunt begins for the men who kidnapped and killed Betty Ketani – and were convinced they had gotten away with it. The investigation spans five countries, with a world-renowned DNA laboratory called in to help solve the forensic puzzle. The author of the confession letter might have feared death, but he is very much alive, as are others implicated in the crime.Betty Ketani, a mother of three, came to Johannesburg in search of better prospects for her family. She found work cooking at one of the city’s most popular restaurants, and then one day she mysteriously disappeared. Those out to avenge her death want to bring closure to Betty’s family, still agonising over her fate all these years later.The storyline would not be out of place as a Hollywood movie – and it’s all completely true. Written by the reporter who broke the story, Cold Case Confession goes behind the headlines to share exclusive material gathered in four years of investigations, including the most elusive piece of the puzzle: who would want Betty Ketani dead, and why?‘Wonderful, evocative and vivid writing. Eliseev is a very exciting new talent.’ – Peter James‘This case is like an Agatha Christie whodunnit: abduction, murder and a confession.’ – Carte Blanche‘A relentless search for truth and justice. Cold Case Confession is a story that inspires confidence in the system and affirms that, indeed, we are all equal before the law.’ – Thuli Madonsela

    I'm sure you'll find the read rewarding." --From the Foreword by Scott Meyers D is a programming language built to help programmers address the challenges of modern software development. It does so by fostering modules interconnected through precise interfaces, a federation of tightly integrated programming paradigms, language-enforced thread isolation, modular type safety, an efficient memory model, and more. The D Programming Language is an authoritative and comprehensive introduction to D. Reflecting the author's signature style, the writing is casual and conversational, but never at the expense of focus and pre-cision. It covers all aspects of the language (such as expressions, statements, types, functions, contracts, and modules), but it is much more than an enumeration of features. Inside the book you will find In-depth explanations, with idiomatic examples, for all language features How feature groups support major programming paradigms Rationale and best-use advice for each major feature Discussion of cross-cutting issues, such as error handling, contract programming, and concurrency Tables, figures, and "cheat sheets" that serve as a handy quick reference for day-to-day problem solving with D Written for the working programmer, The D Programming Language not only introduces the D language--it presents a compendium of good practices and idioms to help both your coding with D and your coding in general.