As a business, how can you break that trend and achieve client fidelity? In this book we reveal the secrets behind the framework that will sell and retain your customers. Did you know that less than one percent of all leads become customers? It is a true and shocking stat, but there is a way to stop the waste and flip this around. In this highly anticipated book, we reveal the secrets behind our signature TEAM - Target, Engage, Activate, and Measure - framework to transform your approach to market, increase sales, and retain your ideal customers. Account-Based Marketing (ABM) is the new B2B. It‘s time to challenge the status quo of B2B Marketing and Sales, and transition to what the business arena already expects as the updated B2B model. A transformation like this can only happen through an account-based approach that unites marketing, sales, and customer success teams (go-to-market teams) as #OneTeam. In summary, the TEAM framework coupled with the account-based approach enables your company to focus on the target accounts, engage them in a meaningful way, activate the sales team with top tier accounts proactively, and finally measure success based on business outcomes over vanity metrics. It's time to take the lead and transition your business to ABM. The process is simple when you have the right book - ABM is B2B. What are you waiting for?

    Her oldest daughter, Kess, is a university professor in Minneapolis, but she has come home at the request of her sister, Jo who is concerned for Evelyn's mental health. Kess, a professed lesbian, wants to cut her family ties once and for all; Jo, an incurable romantic and longtime virgin, has now become pregnant; while Sherry, salty-tongued and amoral, wants only to finish high school so she can leave home for good. In the end, there is no accommodation possible but, instead, only a kind of arbitrary independence for each of the protagonists, as they come to realize that each must find her own heaven or hell in her own way.

    In an unprecedented (for him) run of promiscuity, Ty has managed to impregnate three women in the span of one week: His ex-girlfriend, his 40-something married next-door neighbor, and his 18 year-old student. In this edgy comedy by playwright Rajiv Joseph, Ty's problems illuminate every triumph and failure of his life, and as the women

     Essential oils hold great wellness benefits.Kathy Heshelow makes it easy for beginners or dabblers in aromatherapy to walk away with a good understanding of how to USE THIS FOR THAT. You'll get great info, recipes, applications and tips to keep you and your family well.

    It's a still a mystery, and a much debated topic, among theater enthusiasts as to why "Merrily We Roll Along" flopped, especially since Sondheim's other productions, which include "Into the Woods," "Follies," "Sweeney Todd," and "A Funny Thing Happened on the Way to the Forum," have been so endearing and extraordinarily successful. In this Kindle Single, Pogrebin muses on why the show didn't get off the ground at the same time that she takes the reader on passionate, introspective journey, examining the importance of this very special moment in her life.Abigail Pogrebin is the author of Stars of David: Prominent Jews Talk About Being Jewish (Broadway Books 2007), and One And The Same: My Life as an Identical Twin and What I've Learned About Everyone's Struggle to Be Singular (Doubleday 2009). Pogrebin has written for many national publications, and has produced for Mike Wallace at "60 Minutes." She lives in New York City with her husband and two children.

    The authors' experiential learning approach makes it easy to put these skills into practice in any health care setting. This book helps students develop the critical thinking ability needed to apply skills on the job—from organizing patient care to motivating staff to managing conflict.

    In Eyes for Consuela, based on Octavio Paz’s classic story “The Blue Bouquet,” a vacationing American encounters a knife-toting Mexican bandit on a gruesome quest. And in When the World Was Green, cowritten with Joseph Chaikin, a journalist in search of her father interviews an old man who resolved a generations-old vendetta by murdering the wrong man. Together, these plays form a powerful trio from an enduring force in American theater.

    Scenery: A bare stageThe six teenage characters communicate only via the internet. Conversations range in subject from Britney Spears to Willy Wonka to - suicide: Jim is depressed and talks of ending his life and Eva and William decide to do their utmost to persuade him to carry out his threat. From this chilling premise is forged a funny, compelling and uplifting play that tackles the issues of teenage life head-on and with great understanding.

    Never ask for the order. Get an I.O.U. for everything you do. Don t spill your candy in the lobby.Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results?Are great salespeople born with a special gift--perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships.Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.In the first week of release, the Amazon ranking of The Sandler Rules shot to:#1 in the Sales and Selling category#2 in Hot New Releases--business books#3 in business books#23 worldwide!

    His work is inventive, disciplined and, at the same time, wild and evocative. His ear is splendid and his mind is agile.”—Edward Albee“An original, a maverick wordsmith whose weird, wry dramas gurgle with the grim humor and pain of life. Eno specializes in the connections of the unconnected, the apologetic murmurings of the disengaged.”—GuardianWinner of the 2004 Oppenheimer Award for best New York debut by an American playwright, The Flu Season is a reluctant love story, in spite of itself. Set in a hospital and a theater, it is a play that revels in ambivalence and derives a flailing energy from its doubts whether a love story is ever really a love story.Will Eno has been called “a Samuel Beckett for the Jon Stewart generation” (New York Times)—he is a playwright with an extraordinary voice and a singular theatrical vision. Also included in this volume are Tragedy: A Tragedy and Intermission.Will Eno is the author of Thom Pain (based on nothing), which ran for a year Off-Broadway and was a 2005 Pulitzer Prize finalist. Other works include Oh, the Humanity and other good intentions, The Flu Season, Tragedy: a tragedy, and Intermission.

    It is the summer of '82 as Sally Thomas prepares to leave her job at the British Drama League in London and head off to the North of England for her very first season in repertory as an Assistant Stage Manager at the beautiful old theatre in Crewe. Flung into this new world, Sally soon finds her feet, thanks to her own steady, unspoilt nature and to the company of her best friend, Jeremy. One of the first lessons she learns is that the other actors barely need tuition in the art of stage-fighting, since they are quite adept at stabbing each other in the back. When Jeremy falls suddenly and dangerously in love, Sally needs to grow up - fast. A shadow is falling over the theatre, sparing no one, and a tragedy is gathering pace in the darkness behind the stage. The Boy I Loveis a superb evocation of theatre and real life that will stay with you long after you've read it. Be warned: it may just break your heart.

    The story of two white-collar managers, Chad and Howard, who maliciously plot to jointly romance the lonely, deaf, beautiful office temp Christine before simultaneously dumping her, is cool and compelling in its depiction of the worst sorts of emotional abuse. What begins as a cat-and-mouse game of one-upmanship quickly escalates into full-scale psychological warfare. Only too late does this 'frat boy' prank reveal itself as deadly serious, with a struggle between the two men at the heart of the battle. The woman is only a means to an end, a pawn easily captured and tossed aside in a dark, wicked duel for corporate ascension.

    Those who knew him well would never have imagined that, as a young man, he’d be adrift with few prospects and plotting to rob a bank. But he did, committing five armed bank robberies before being apprehended. Serving ten years in federal prison, Shon feared his life was over. He wasn’t sure if he could survive a cell block, but he was determined to try. Hopwood pumped-up in the prison gym to defend himself and earned respect on the basketball court. He reconnected with the girl of his dreams from high school through letters and prison visits; and, crucially, he talked his way into a job in the prison law library. Hopwood slowly taught himself criminal law and began to help fellow inmates rather than himself. He wrote one petition to the Supreme Court, which was chosen to be heard from over 7,000 other petitions submitted by the greater legal community that year. The Justices voted 9-0 in favor of Hopwood’s petition when the case was finally heard. What might have been considered luck by some, was dispelled when a second petition from him was selected to be heard by the Supreme Court. He didn’t grasp it yet, but Shon’s legal work was the start of a new life. Shon works on policy reform, and he is a cofounder of PrisonProfessors.com. He strives to improve outcomes of America’s prison system, and he tells his amazing story in Law Man.

    The play is set in a beach bungalow. The young man who lives there has pulled a lost young woman from the ocean. Soon, she finds herself trapped in his life and torn between her need to come to rest somewhere and her certainty that all human relationships turn eventually into nightmares. The struggle between his tolerant and gently ironic approach to life and her strategy of suspicion and attack becomes a kind of war about love and creation which neither can afford to lose. This is an offbeat, wonderful love story. Note: The play contains a wealth of excellent monologue and scene material.

    While his friends were out getting laid and stoned, he was tucked up at home dreaming of his name in lights, of holding an audience rapt, of perhaps becoming a TV heart-throb, or having someone, anyone, ask for his autograph in the supermarket. This is the true story of an obsessive pursuit of acting fame. It is a life marked by occasional hard-fought successes and routine helpings of ritual humiliation: scout hut Gilbert and Sullivan, dodgy rock operas, sewage farm theatre workshop, Christmas panto hell, straight-to-video film flops, leading roles in Crimewatch reconstructions and dressing up as a chicken to advertise TV dinners. It is a hilarious tale of turgid theatre, tights, trusses and tonsil tennis with Timothy Spall.