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.

    It's wit, wisdom and warmth from an author you'll quickly see as your sincere fertility-challenged friend. This information-packed, inspiring story is for women who are struggling with infertility and for those trying to support them. Enjoy an easy-reading journey you'll remember throughout life. Overwhelmed at the idea of dealing with friends' baby showers, insurance, husbands, needles, tears, heartbreak and surprises? This book captures it all in a delightful way that's packed full of truths and challenges to keep you moving forward. Indulge in a journey - reading this book - that will have you throwing your head back in laughter, curling up in the comfort of feeling understood, having raw honesty give you permission to be exactly who you are. Indulge. You deserve this! Get one for your best friend and your mom too.

    The Catalyst Leader is the ultimate guide to get there. After thirteen years of gathering, influencing, and inspiring hundreds of thousands of young leaders through cutting-edge experiential events, conferences, and resources, Brad Lomenick understands leadership and the next generation. The Catalyst Leader provides practical help for all leaders at any stage of their leadership journey, ultimately defining what it means to be a Catalyst in this generation. and inspiring us all to be true change makers wherever we lead. The question isn't about how we lead now; it's about how to lead well. This is the new generation of leaders' handbook for influence. Practical. Inspiring. Timely. Defining. Get ready for your own leadership to be taken to a new level.

    In No More Teaching a Letter a Week, early literacy researcher Dr. William Teale helps us understand that alphabet knowledge is more than letter recognition, and identifies research-based principles of effective alphabet instruction, which constitutes the foundation for phonics teaching and learning. Literacy coach Rebecca McKay shows us how to bring those principles to life through purposeful practices that invite children to create an identity through print.Children can and should do more than glue beans into the shape of a B; they need to learn how letters create words that carry meaning, so that they can, and do, use print to expand their understanding of the world and themselves.

    It's an addiciton. It's . . . coffee. Celebrate this delicious drink with this engaging book of recipes.Now coffee lovers can make delicious cappuccinos, cold coffee quenchers, decadent coffee desserts, and classy coffee martinis year-round using simple techniques with gourmet results in this indispensable coffee guide and cookbook.In I Love Coffee! coffee connoisseur Susan Zimmer shares expert advice and techniques, from how to brew the perfect cup and how to make a basic cappuccino without a machine to a World Barista Latte Art Champion's tips for making masterful latte art designs. It is brimful with a wealth of coffee understanding from the "ground" up, from bean to cup, including international coffees and brewing techniques best suited to a variety of preferences, all topped off with plenty of problem-solving tips and delectable full-color photographs.* I Love Coffee! features over 100 easy-to-make coffee drinks, including the Black Forest Latte, Sugar-Free Java Chai Latte, Iced Orange Mochaccino, Tiramisú Martini, and Candy Cane Latte.* I Love Coffee! brings the passion for coffee into your home with a creative variety of hot and cold drinks. It is the ultimate how-to handbook for the 111 million coffee drinkers in North America.

    The key to achieving HYPERGROWTH is being customer-driven. So if you’re ready to start putting your customers first, keep reading... What You’ll Learn: A New Approach to Product Management and Developing SaaS Products People Love Today, there’s no excuse for not communicating with customers on a daily basis. Messaging has exploded, new generations are focused on 1:1 communication by default, and artificial intelligence is finally coming so we can deliver 1:1 at scale. So why would you build a product, or a company, without leaning into the advantages of that ecosystem? In his new book, HYPERGROWTH, serial entrepreneur and Drift co-founder/CEO David Cancel shares a modern approach for building products and structuring teams that makes customer communication a central priority. The book tells the story of how Cancel’s customer-driven approach started out as a test with a product team (Performable), transformed an entire organization (HubSpot), and sparked a new movement (Drift). What’s Inside: Practical Advice and Frameworks for Becoming Customer-Driven and Growing Your Business Responsive Development (RD): a new approach to building products that adds the customer back into the equation The Burndown Framework: a framework for implementing Responsive Development that’s faster and more flexible than Agile. The Three-Person Team: the customer-driven way to structure engineering teams. Each team consists of a tech lead who manages two other engineers. Getting Rid of Roadmaps: through building a culture of transparency and accountability and working closely with internal customers, you can release product updates more rapidly and iteratively. The Spotlight Framework: a framework for helping you focus on the right parts of customer feedback so you can take the appropriate next steps. The framework breaks feedback down into three main categories: user experience issues, product marketing issues, and positioning issues. Who This Book Is For: Entrepreneurs, Startup Founders, Product Managers, Product Teams, Marketing Teams … Entire Companies! Every part of your business can benefit from being customer-driven. With the rise of SaaS and the on-demand economy, customer expectations have changed. Customers expect their voices to be heard. They find value in being part of a community, and being part of that journey of creating the product. So stop running your business like we’re still living in the 2000s. It’s time to take a customer-driven approach. Here’s what people are saying about the book: “David Cancel is one of the best when it comes to building products that customers love. And now he’s sharing his wisdom and writing the book explaining how he does it. This is a must read for any entrepreneur or business owner.” -MARK ROBERGE Senior Lecturer, Harvard Business School, Former SVP of Sale and Services at HubSpot ”When it comes to building business software, there’s no one better than David Cancel, and I saw fi

    How many times do you come away from a situation and think you could have handled it better? The realization that you should have used different words or said things in a different tone which might have produced a more positive result or avoided friction. How often have you felt frustrated at your inability to state your case and to explain your thoughts well enough for the other person to grasp your point?Make no mistake - talk is our most precious commodity. Human interaction and face to face communication came long before social media websites, e-mail and texting. Yet more and more people have lost the art of conversing effectively and successfully as the 'screen' replaces conversation. Talkability provides tried and tested suggestions to help you get your points across and make things happen.

    After her own mother died Sinclair Browning began receiving white feathers that she instinctively knew were from her mother, a once aspiring actress who did diaphragm exercises by blowing a white feather into the air while repeating, "I love you." When Browning shared her story on an all women's horseback ride, she as amazed that some of her fellow riders had stories of their own.Feathers Brush My Heart is the result of Browning's years collecting stories from throughout the country, from women with varying occupations, religions and ethnic backgrounds. While each story is unique, the common denominator is that they all share an afterlife gift that their mothers' spirits were alive and well.

    Yet few people experience this type of relationship. Statistics show that approximately 20 million divorced people live in our country, and the median duration of any given marriage is just 7.2 years. Few people consider the role that their birth order has played in developing their own personality, how it has affected their prospective spouse\u2019s personality, or how the two personalities might make it living under one roof. As a result, after the initial intoxicating infatuation ends, most married couples are left to work their way through the agonizing hangover of conflicting birth orders. In The Birth Order Connection, Dr. Kevin Leman helps readers avoid such conflicts before they arise. He shows how to find and recognize the best and wisest choice fora life partner, provides tools to succeed in marriage, and teaches how an understanding of birth order can do wonders not only for future marriages but for those that have already begun.

    Boost Your Confidence: A 21-Day Challenge to Help You Achieve Your Goals and Live Well provides an extensive, day-by-day guide to renew your self-confidence. It allows you to formulate a specific plan to beat back against your worst enemy: yourself. With its assistance, you can train your mind to rid yourself of past stressors, to formulate fresh ideas about your goals, and to reach toward a renewed sense of self. Your zest and positivity will form strength going forward, allowing you to retain assurance in your work and relationship life. Scientific Approach: Because your self-confidence exists on a neurological level, this book is required to prescribe precisely how you can utilize Neuro-Linguistic Programming and specific techniques to hone your self-confidence. This book provides state-of-the-art, scientific steps to cultivate neurological and communicative strength. How do you train your mind to beat back against years of low self-confidence? The 21-Day Challenge to Help You Achieve Your Goals and Live Well allows you to hold the reigns. It lends you specific techniques to hone every single day, to build your interior strength, and to push past your interior dialogue. Finally, after all these years, you can truly make your life your own. Are you ready to... Be Unstoppable? Be Unbreakable? Build Powerful Self-Confidence? Go through Personal Transformation? Be the Best Version of Yourself? Take The Challenge Today! - Imagine your life 21 days from now. - Imagine how powerful you will feel at the end of this challenge. - Imagine all the things you could do. - Imagine what you'll be going after once you build unbreakable self-esteem within you. You won't have to imagine 21 days from now.

    For one of its members, that would prove to be a revelation of his own bloody end.Kill Him by Christmas: The would-be hitmen had been given strict instructions by the boy’s stepmother. “Kill him by Christmas so I don’t have to buy a present.”Music and Murder: The little girl was a prodigy on the accordion and her teacher promised that she could make her a star. But should anyone really have to die for their art?Murder, Miami Style: After living the high life in Florida, Joyce wasn’t about to walk away from her marriage a broke divorcee. Wealthy widow was more her style.Warning! May Cause Death: Would you swallow a vitamin pill that you received anonymously in the mail? John Kmetz did. To him detriment.Bus Ride to Hell: When passengers aboard a Greyhound bus are awakened by the screams of one of their fellow travelers, they have no idea of the horror that is about to unfold.Death Follows: Meet Robert Durst, millionaire property developer, cross-dresser, shoplifter, serial killer.˃˃˃˃˃˃˃˃˃ Plus 10 more riveting true crime cases. Scroll up to get your copy now. Book Series by Robert Keller Most of my works are about serial killers, while the “Murder Most Vile” series covers individual true crime stories. These are the main collections; American Monsters 50 American Serial Killers You’ve Probably Never Heard Of Murder Most Vile Human Monsters British Monsters Australian Monsters Canadian Monsters German Monsters Cannibal Killers Plus various other standalone books, including the The Deadly Dozen, which is available as a free download on Amazon, and Serial Killers Unsolved, which you can get for free when signing up to my mailing list. Robert Keller’s True Crime eBook Categories: Serial Killers True Crime Serial Killer Biographies Murder and Mayhem True Murder Cases Serial Killer Case Files True Crime Short Stories

    The text integrates contemporary research in biology, psychology, anthropology and sociology, utilizing the biopsychosocial model as the basic explanatory theme for health and health care. Gender, sociocultural and developmental differences in health and related behaviours are also integrated throughout the text. This systems approach is complemented by the integration of life-span development in health and illness in each chapter of the text.

    Louis. For most of his life, he was an all-around normal kid. He excelled in sports and academics, and cherished his time at home with his family. It wasn’t until he turned fifteen that things went seriously wrong. While attending his first high school party, he was introduced to pot and alcohol. Needless to say, he gave in to the pressure. A month after that, he discovered heroin. The drug had just made its way into the suburban party scene, and Jude was sure that he could get away with doing it only once. He was sadly mistaken. Within a few short months, his entire life was in shambles. His fate appeared certain, but it was just the beginning.​In a series of events that leaves you grasping for the next page, Jude spares no amount of detail in his account of his near-decade long struggle with drug addiction, and the horrors he witnessed along the way.

    People are sick of that! "Spin Sucks "will teach you how to communicate honestly, responsibly, openly, and authentically...and truly "earn "the trust of your customers, stakeholders, investors, and communities.Top PR thought leader and blogger Gini Dietrich runs the number one PR blog in the world, spinsucks.com, where she shares cutting-edge tips and tools for effective, ethical communications. Now, she's integrated all she's learned into a complete, actionable guide for every business leader who understands there are new rules to communications, but don't know what to do. No matter what your organization does, Dietrich will help you:Share your story more powerfully--without sex, extortion, or "truth-stretching"Humanize your organization, even if you don't have outsized personalitiesTell the truth, using the best techniques honed by centuries of storytellersOvercome whisper campaigns, anonymous attackers, and trollsCreate fresh, honest content that's compelling to both humans "and "GoogleSystematically prepare yourself to engage more successfully onlineClarify and close gaps between your message and your customer's perceptionCelebrate your brand ambassadorsMaster seven steps for handling online criticism, and transforming critics into fansKeep others from stealing your great contentLearn actionable lessons from others' successes (and failures)Develop more positive, productive agency (or client) relationshipsConverge paid, owned, earned, and shared media--and get more value from all of themspinsucks.com

    This book looks at how to deal with the changing consumer and the social media as a marketing specialist.