This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.

    Expert software designers have specific habits, learned practices, and observed principles that they apply deliberately during their design work. This book offers sixty-six insights, distilled from years of studying experts at work, that capture what successful software designers actually do to create great software.The book presents these insights in a series of two-page illustrated spreads, with the principle and a short explanatory text on one page, and a drawing on the facing page. For example, "Experts generate alternatives" is illustrated by the same few balloons turned into a set of very different balloon animals. The text is engaging and accessible; the drawings are thought-provoking and often playful.Organized into such categories as "Experts reflect," "Experts are not afraid," and "Experts break the rules," the insights range from "Experts prefer simple solutions" to "Experts see error as opportunity." Readers learn that "Experts involve the user"; "Experts take inspiration from wherever they can"; "Experts design throughout the creation of software"; and "Experts draw the problem as much as they draw the solution."One habit for an aspiring expert software designer to develop would be to read and reread this entertaining but essential little book. The insights described offer a guide for the novice or a reference for the veteran--in software design or any design profession.A companion web site provides an annotated bibliography that compiles key underpinning literature, the opportunity to suggest additional insights, and more.

    This book shows you how to calm and enhance your outlook through the movement of brush on paper.Master artist Jean Haines leads you on a journey through paint, showing you how to wipe away your worries with the soothing, gentle strokes of watercolour paint.

    Spanning the first century of the Industrial Revolution, this 1868 compilation features simplified, concise illustrations of the mechanisms used in hydraulics, steam engines, pneumatics, presses, horologes, and scores of other machines.The movements of each of the 507 mechanisms are depicted in drawings on the left-hand page, and the facing page presents a brief description of the item's use and operation. Ranging from simple to intricately complex, the mechanisms offer a fascinating view of the variety of small components that constitute complex machinery. A detailed index provides easy reference to specific mechanisms.Inventors, tinkerers, and anyone with an interest in the history of invention and technology will find this volume a treasury of information and inspiration.

    But too often, even the most innovative organization quickly becomes a "giant hairball"--a tangled, impenetrable mass of rules, traditions, and systems, all based on what worked in the past--that exercises an inexorable pull into mediocrity. Gordon McKenzie worked at Hallmark Cards for thirty years, many of which he spent inspiring his colleagues to slip the bonds of Corporate Normalcy and rise to orbit--to a mode of dreaming, daring and doing above and beyond the rubber-stamp confines of the administrative mind-set. In his deeply funny book, exuberantly illustrated in full color, he shares the story of his own professional evolution, together with lessons on awakening and fostering creative genius.Originally self-published and already a business "cult classic", this personally empowering and entertaining look at the intersection between human creativity and the bottom line is now widely available to bookstores. It will be a must-read for any manager looking for new ways to invigorate employees, and any professional who wants to achieve his or her best, most self-expressive, most creative and fulfilling work.

    The truth is, we no longer live in a world of six degrees of separation. In fact, we're now down to only six pixels of separation, which changes everything we know about doing business. This is the first book to integrate digital marketing, social media, personal branding, and entrepreneurship in a clear, entertaining, and instructive manner that everyone can understand and apply. Through the use of timely case studies and fascinating stories, SIX PIXELS OF SEPARATION offers a complete set of the latest tactics, insights, and tools that will empower you to reach a global audience and consumer base-and, best yet, you can do this pretty much for free. Digital marketing expert Mitch Joel unravels this fascinating world of new media-but does so with a brand-new perspective that is driven by compelling results. The smarter entrepreneurs and top executives are leveraging these digital channels to get their voice "out there"-connecting with others, becoming better community citizens, and, ultimately, making strategic business moves that are increasing revenue, awareness, and overall success in the marketplace-without the support of traditional mass media. Everyone is connected. Isn't it time for you and your company to connect to everyone? SIX PIXELS OF SEPARATION will show you how.

    Very few in the industry can show you the ins and outs of CSS like Eric Meyer and inside Smashing CSS Eric provides techniques that are thorough, utterly useful, and universally applicable in the real world. From choosing the right tools, to CSS effects and CSS3 techniques with jQuery, Smashing CSS is the practical guide to building modern web layouts.With Smashing CSS you will learn how to:Throw elements offscreen/hide them Create body/HTML backgrounds in XHTML Usemore than 15 layout techniques including clearfix, two/three simple columns, faux columns, One True Layout, Holy Grail, em-based layout, fluid grids, sticky footers, and more Use a variety of CSS effects including CSS popups, boxpunching, rounded corners, CSS sprites, Sliding Doors, Liquid Bleach, ragged floats, and more Apply CSS table styling including using thead, tfoot, and tbody, row headers, column-oriented styling (classes); styling data tables with jQuery, tables to graphs, tables to maps; and more Use CSS3 elements including rounded corners, multiple backgrounds, RGBA, using jQuery to do CSS3 selections and so much more. Eric Meyer is an internationally recognized expert on the subjects of HTML, CSS, and Web standards, and has been working on the Web since 1993. Smashing CSS is for developers who already have some experience with CSS and JavaScript and are ready for more advanced techniques.Smashing Magazine (smashingmagazine.com) is one of the world's most popular web design sites. True to the Smashing mission, the Smashing Magazine book series delivers useful and innovative information to Web designers and developers.

    From unlikely beginnings as a classics teacher to his current job as Vice Chairman of Ogilvy Group, Rory's rise through the ranks is as unconventional as his dress sense.One of marketing's most original thinkers and influential speakers, Rory is a leading light in the advertising industry and as outspoken as he is creative. A champion of behavioural economics and an early adopter of new technologies, his collection of his cravats is as legendary as his appetite for chicken jalfrezi.This book attempts to give an insight into Rory's unique character and personality, through a winding journey of blog posts, interviews, tweets and reference materials, to give a rich and engaging introduction to Rory's unique mind.

    

    With an eye toward living the luxe life, even if it's on a dime, Zoe zeroes in on the must-have accessories and wardrobe staples for all occasions, when to splurge and save on handbags and heels, how to decorate, entertain, and travel in style.From award shows to advertising campaigns, Zoe is the go-to force among A-list actresses, fashion houses, beauty firms, and magazine editors. Now she offers full access to the style secrets that skyrocketed her famous clients to the top of best-dressed lists worldwide. With the help of some of fashion's biggest names-including Michael Kors, Donatella Versace, and Diane von Furstenberg-Zoe shares her invaluable insights on:*Mastering red carpet moments in your own life *Developing a style for work or play that's unstudied and glamorous *Personalizing your own modern look by referencing your favorite style icons and vintage clothes *The importance of the "wow" piece-and how to choose one right for you *Throwing a chic dinner party and creating a luxuriously cozy living space *Packing and traveling like a jet-setter *Enjoying every day, living it up in style.

    In 1999, "Refactoring" revolutionized design by introducing an effective process for improving code. With the highly anticipated " Refactoring to Patterns ," Joshua Kerievsky has changed our approach to design by forever uniting patterns with the evolutionary process of refactoring.This book introduces the theory and practice of pattern-directed refactorings: sequences of low-level refactorings that allow designers to safely move designs to, towards, or away from pattern implementations. Using code from real-world projects, Kerievsky documents the thinking and steps underlying over two dozen pattern-based design transformations. Along the way he offers insights into pattern differences and how to implement patterns in the simplest possible ways.Coverage includes: A catalog of twenty-seven pattern-directed refactorings, featuring real-world code examples Descriptions of twelve design smells that indicate the need for this book s refactorings General information and new insights about patterns and refactoringDetailed implementation mechanics: how low-level refactorings are combined to implement high-level patterns Multiple ways to implement the same pattern and when to use each Practical ways to get started even if you have little experience with patterns or refactoring"Refactoring to Patterns" reflects three years of refinement and the insights of more than sixty software engineering thought leaders in the global patterns, refactoring, and agile development communities. Whether you re focused on legacy or greenfield development, this book will make you a better software designer by helping you learn how to make important design changes safely and effectively. "

    This one's a keeper." --Robert C. Martin "If you want to be an expert in the state of the art in TDD, you need to understand the ideas in this book."--Michael Feathers Test-Driven Development (TDD) is now an established technique for delivering better software faster. TDD is based on a simple idea: Write tests for your code before you write the code itself. However, this simple idea takes skill and judgment to do well. Now there's a practical guide to TDD that takes you beyond the basic concepts. Drawing on a decade of experience building real-world systems, two TDD pioneers show how to let tests guide your development and "grow" software that is coherent, reliable, and maintainable. Steve Freeman and Nat Pryce describe the processes they use, the design principles they strive to achieve, and some of the tools that help them get the job done. Through an extended worked example, you'll learn how TDD works at multiple levels, using tests to drive the features and the object-oriented structure of the code, and using Mock Objects to discover and then describe relationships between objects. Along the way, the book systematically addresses challenges that development teams encounter with TDD--from integrating TDD into your processes to testing your most difficult features. Coverage includes - Implementing TDD effectively: getting started, and maintaining your momentum throughout the project - Creating cleaner, more expressive, more sustainable code - Using tests to stay relentlessly focused on sustaining quality - Understanding how TDD, Mock Objects, and Object-Oriented Design come together in the context of a real software development project - Using Mock Objects to guide object-oriented designs - Succeeding where TDD is difficult: managing complex test data, and testing persistence and concurrency

    To grow professionally, you also need soft skills and effective learning techniques. Honing those skills is what this book is all about. Authors Dave Hoover and Adewale Oshineye have cataloged dozens of behavior patterns to help you perfect essential aspects of your craft. Compiled from years of research, many interviews, and feedback from O'Reilly's online forum, these patterns address difficult situations that programmers, administrators, and DBAs face every day. And it's not just about financial success. Apprenticeship Patterns also approaches software development as a means to personal fulfillment. Discover how this book can help you make the best of both your life and your career. Solutions to some common obstacles that this book explores in-depth include:Burned out at work? "Nurture Your Passion" by finding a pet project to rediscover the joy of problem solving.Feeling overwhelmed by new information? Re-explore familiar territory by building something you've built before, then use "Retreat into Competence" to move forward again.Stuck in your learning? Seek a team of experienced and talented developers with whom you can "Be the Worst" for a while. "Brilliant stuff! Reading this book was like being in a time machine that pulled me back to those key learning moments in my career as a professional software developer and, instead of having to learn best practices the hard way, I had a guru sitting on my shoulder guiding me every step towards master craftsmanship. I'll certainly be recommending this book to clients. I wish I had this book 14 years ago!" -Russ Miles, CEO, OpenCredo

    Hochberg comes an illuminating and engaging tutorial on the basics of modern trade. Trade—the exchange that powers the world—allows us to sell what we produce at home and purchase what we don’t. In the age of globalization, trade has joined together more people than ever before, providing access to major new markets and countless new products that have revolutionized our lives. However, for millions of people, global trade has become a popular target for blame and the frustrations of modern life. Much of the public only connects trade with unfathomable, high-level deals causing the fundamental principles to often seem inaccessible and confusing. Through the lens of six quintessential American goods, Fred P. Hochberg breaks down colorful and compelling real-world examples to dispel the widespread myths and confusions surrounding trade. By using six widely consumed American goods—the taco salad, the minivan, the banana, the iPhone, the college degree, and the HBO series Game of Thrones—Hochberg highlights the story of America’s most surprising trade relationships while sharing the essentials of trade that everyone should know.

    But when you're faced with competing projects and limited time, it's difficult to keep strategy front of mind. How do you keep your eye on the long term amid a sea of short-term demands?The HBR Guide to Thinking Strategically provides practical advice and tips to help you see the big-picture perspective in every aspect of your daily work, from making decisions to setting team priorities to attacking your own to-do list.You'll learn how to: Understand your organization's strategy Align your team around key objectives Focus on the priorities that matter most Spot trends in your company and in your industry Consider future outcomes when making decisions Manage trade-offs Embrace a leadership mindset