There are details of the gruelling selection process, designed to break the strongest of men and single out the perfect soldier, and then the years of training that turns him into the ultimate modern warrior that is the Delta Force Operator.

    In the past 30 years, there has been an incredible amount of research and growth in the sales profession to help modern sales professionals better serve their customers. However, after reading Rory Vaden's New York Times Bestseller "Take The Stairs" and learning that "95% of all books that are purchased are never completely read" and "70% of all books ever purchased are never even opened" we wanted to write a book that everyone could read and take action on immediately.This book is a step-by-step guide for the modern sales professional. We want to give you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It's all practical advice - no cutesy stories, no rants, and no product pitches.There are really only two ways to fill a funnel: inbound leads or outbound prospecting. We focus this book exclusively on outbound prospecting, because it's the half of the formula that an individual sales rep can control (that's why so many sales job descriptions include the phrase "we're looking for a hunter").

    Bernays, regarded by many as the father of public relations, has tried to set down in this book the broad principles that govern the new profession of public relations counsel. Contents: Part I-Scope and Functions: The Scope of the Public Relations Counsel; The Public Relations Counsel; the Increased and Increasing Importance of the Profession; and The Function of a Special Pleader. Part II-The Group and the Herd: What Constitutes Public Opinion?; Is Public Opinion Stubborn or Malleable; The Interaction of Public Opinion with the Forces that Help Make It; The Power of Interacting Forces that Go to Make Up Public Opinion; An Understanding of the Fundamentals of Public Motivation is Necessary to the Work of the Public Relations Counsel; The Group and Herd are the Basic Mechanisms of Public Change; and The Application of These Principles. Part III-Technique and Method: The Public Can Be Reached Only Through Established Mediums of Communication; The Interlapping Group Formations of Society, the Continuous Shifting of Groups, Changing Conditions and the Flexibility of Human Nature are all Aids to the Counsel on Public Relations; and An Outline of Methods Practicable in Modifying the Point of View of a Group. Part IV-Ethical Relations: A Consideration of the Press and Other Mediums of Communication in Their Relation to the Public Relations Counsel; and His Obligations to the Public as a Special Pleader. See other titles by this author available from Kessinger Publishing.

    You will discover that the path to financial freedom lies not in selling but in sharing, and that living your dream begins when you start helping other people live theirs. You will trade the mindset of a SELLfish(TM) for the lifestyle of a STARfish(TM)-and for you and many, many others, that transformation will have an impact beyond anything you can imagine.The road to success is mapped out for you clearly in these pages. It's no secret-not anymore. You're about to discover-The vital link between action and purpose-How to "control the controllables"-How you can remove the pressure so that people love buying from you-The all-important Share Cycle(TM) and how to master its 10 indispensable steps-Proven, no-pressure ways to defuse customer challenges-And much more

    His job no longer existed. "I think they just want to hire younger people," his boss at Newsweek told him. Fifty years old and with a wife and two young kids, Dan was, in a word, screwed. Then an idea hit. Dan had long reported on Silicon Valley and the tech explosion. Why not join it? HubSpot, a Boston start-up, was flush with $100 million in venture capital. They offered Dan a pile of stock options for the vague role of "marketing fellow." What could go wrong? HubSpotters were true believers: They were making the world a better place ... by selling email spam. The office vibe was frat house meets cult compound: The party began at four thirty on Friday and lasted well into the night; "shower pods" became hook-up dens; a push-up club met at noon in the lobby, while nearby, in the "content factory," Nerf gun fights raged. Groups went on "walking meetings," and Dan's absentee boss sent cryptic emails about employees who had "graduated" (read: been fired). In the middle of all this was Dan, exactly twice the age of the average HubSpot employee, and literally old enough to be the father of most of his co-workers, sitting at his desk on his bouncy-ball "chair."Mixed in with Lyons's uproarious tale of his rise and fall at Hubspot is a trenchant analysis of the start-up world, a de facto conspiracy between those who start companies and those who fund them, a world where bad ideas are rewarded with hefty investments, where companies blow money lavishing perks on their post-collegiate workforces, and where everybody is trying to hang on just long enough to reach an IPO and cash out. With a cast of characters that includes devilish angel investors, fad-chasing venture capitalists, entrepreneurs and "wantrapreneurs," bloggers and brogrammers, social climbers and sociopaths, Disrupted is a gripping and definitive account of life in the (second) tech bubble.

    Today we're all digital explorers, seeking out online ratings, peer reviews, videos, and in-depth product details as we move down the path to purchase. At Google, we call this online decision-making moment the Zero Moment of Truth-or simply ZMOT. Download "Winning the Zero Moment of Truth", a free, powerful new video-enhanced eBook by Jim Lecinski, Managing Director of US Sales & Service and Chief ZMOT Evangelist at Google. Jim shares how to get ahead at this critical new marketing moment, supported by exclusive market research, personal stories, and insights from C-level executives at global leaders like General Electric, Johnson & Johnson, and VivaKi. If you're a marketer, a CEO, a sales rep, or an aspiring entrepreneur, this video-enhanced eBook will help you understand this shift in the marketing landscape and show you the strategies it takes to win.

    It's bad for society, especially now. . . . Call me crotchety, but I can't help asking, whatever happened to the social contract?'The get-rich-quick exuberance of the late nineties may have temporarily blinded us to how dependent we are on one another. Subsequent events serve as reminders that the strength of our economy and the security of our society rest on the bonds that connect us. But what, specifically, are these bonds? What do we owe one another as members of the same society?With his characteristic humor, humanity, and candor, one of the nation's most distinguished public leaders and thinkers delivers a fresh vision of politics by returning to basic American values: workers should share in the success of their companies; those who work should not have to live in poverty; and everyone should have access to an education that will better their chances in life.An insider who knows how the economy and government really work, Reich combines realistic solutions with democratic ideals. Businesses do have civic responsibilities, and government must stem a widening income gap that threatens to stratify our nation. And everyone must get involved to help return us to a society that works for everyone.

    People don't listen to advertisements, they listen to their peers. But why do people talk about certain products and ideas more than others? Why are some stories and rumors more infectious? And what makes online content go viral? Wharton marketing professor Jonah Berger has spent the last decade answering these questions. He's studied why New York Times articles make the paper's own Most E-mailed List, why products get word of mouth, and how social influence shapes everything from the cars we buy to the clothes we wear to the names we give our children. In this book, Berger reveals the secret science behind word-of-mouth and social transmission. Discover how six basic principles drive all sorts of things to become contagious, from consumer products and policy initiatives to workplace rumors and YouTube videos.Contagious combines groundbreaking research with powerful stories. Learn how a luxury steakhouse found popularity through the lowly cheese-steak, why anti-drug commercials might have actually increased drug use, and why more than 200 million consumers shared a video about one of the seemingly most boring products there is: a blender. If you've wondered why certain stories get shared, e-mails get forwarded, or videos go viral, Contagious explains why, and shows how to leverage these concepts to craft contagious content. This book provides a set of specific, actionable techniques for helping information spread - for designing messages, advertisements, and information that people will share. Whether you're a manager at a big company, a small business owner trying to boost awareness, a politician running for office, or a health official trying to get the word out, Contagious will show you how to make your product or idea catch on.

    Just Listen does this by providing simple but powerful techniques readers can use to really get through to people. You’ll learn how to: make a powerful and positive first impression; listen effectively; make even a total stranger (potential client) feel understood; talk an angry or aggressive person away from an instinctual, unproductive reaction and toward a more rational mindset; and achieve buy-in--the linchpin of all persuasion, negotiation, and sales. Whether they're coworkers, friends, strangers, or enemies, the first make-or-break step in persuading anyone to do anything is getting them to hear you out. With this groundbreaking book, readers will be able to master the fine but critical art of effective communication.

    Saylor, CEO of MicroStrategy, brings The Mobile Wave, a ground-breaking analysis of the impact of mobile intelligence--the fifth wave of computer technology. The Mobile Wave argues that the changes brought by mobile computing are so big and widespread that it's impossible for us to see it all, even though we are all immersed in it. Saylor explains that the current generation of mobile smart phones and tablet computers has set the stage to become the universal computing platform for the world. In the hands of billions of people and accessible anywhere and anytime, mobile computers are poised to become an appendage of the human being and an essential tool for modern life. With the perspective of a historian, the precision of a technologist, and the pragmatism of a CEO, Saylor provides a panoramic view of the future mobile world. He describes how: A Harvard education will be available to anyone with the touch of a screen.Cash will become virtual software and crime proof. Cars, homes, fruit, animals, and more will be tagged so they can tell you about themselves. Buying an item will be as easy as pointing our mobile device to scan and pay.Land and capital will become more of a liability than an asset.Social mobile media will push all businesses to think and act like software companies.Employment will shift as more service-oriented jobs are automated by mobile software.Products, businesses, industries, economies, and even society will be altered forever as the Mobile wave washes over us and changes the landscape. With so much change, The Mobile Wave is a guidebook for individuals, business leaders, and public figures who must navigate the new terrain as mobile intelligence changes everything.

    Unlike the contingency fees of attorneys, Weiss explains, his technique is about establishing a win-win dynamic with clients, while accommodating buyers' egos that "you get what you pay for." Filled with stories of successful consultants, sample proposals, letters of agreement, and other practical tools, Value-Based Fees' pragmatic advice includes:Step-by-step guidance on how to establish value-based fees How to create the "good deal" dynamic in client relationships Sixty ways to raise fees and increase profits immediately How to prevent and rebut fee objections How to use retainers wisely How to develop fee progression strategies How to make money while you sleep, eat, and play! Value-Based Fees clearly explains how to charge for your value--and get--what you're worth, providing the kind of nontheoretical, pragmatic advice that will help to improve any consultant's practice immediately.

    For instance, the average mall shopper will spend about $100, then leave when she hits that limit. She'll probably buy shoes rather than clothing, because she doesn't want to think about her dress size. And the store most likely to get her money isn't the one with the nicest display or the deepest discounts-it's the one closest to her parking spot.In his consulting with dozens of leading companies, Michael J. Silverstein has interviewed thousands of customers, extracting fascinating patterns about what really drives their purchase decisions. His first book, the acclaimed bestseller Trading Up, has taught a generation of marketers about the "new luxury" phenomenon, and why consumers will happily pay a steep premium for goods and services that are emotionally satisfying, from golf clubs to bathroom fixtures to beauty products.But Trading Up revealed only part of the story of the new consumer. The same middle-class people who are happily trading up at Victoria's Secret and Panera are going on treasure hunts at Costco and Home Depot. And they are often getting as much emotional satisfaction in the discount stores as in the luxury stores. TREASURE HUNT shows how even the most mundane shopping-for things like paper towels and pet food-has become an adventure rather than a tedious chore.In just about every category, both the high end and the low end are growing and innovation- rich. Many middle-class consumers gladly spend $5 a day for a Starbucks venti latte; others spend forty cents a day on home-brewed coffee, feel good about their frugality, and save up the difference to buy Apple's newest Nano. TREASURE HUNT explains the success of companies as diverse as Dollar General, H. E. Butt, eBay, Commerce Bank, and Tchibo.But beware: in our bifurcated global market, businesses need a clear strategy for aiming high or low, while avoiding the treacherous middle, where so many have recently stumbled. If your offering isn't exciting enough to inspire trading up, but not enough of a bargain to satisfy the treasure hunters, you'll have no emotional connection with your target audience. And then, as many fallen companies have discovered, your tried-and-true marketing strategies will go into a severe stall.TREASURE HUNT takes us into the homes of real people making real decisions, and into the CEO's offices of innovative companies finding new ways to accommodate them. Written with the same flair, empathy, and intelligence that made Trading Up an instant classic, this is an essential guide to the moods and habits of the constantly changing consumer.

    And it will take years off your learning curve. Written by Jeanne Bliss, worldwide authority on customer experience, and preeminent thought leader on the role of the Customer Leadership Executive (such as Chief Customer Officer, Vice President of Customer Experience, etc.) this book follows the five-competency model she uses to coach the C-Suite and Chief Customer Officers.  1. Manage and Honor Customers as Assets 2. Align Around Experience 3. Build a Customer Listening Path 4. Proactive Experience Reliability and Innovation 5. One Company Accountability, Leadership & Decision Making Chief Customer Officer 2.0 will get you into action quickly with a united leadership team, and will shift your business intent to earning the right to growth by improving customers’ lives. Jeanne Bliss fearlessly shares her tools and leadership ‘recipe cards’ for leading and enabling your business transformation. And she provides practical guidance on how embed the five competencies into how your company develops products, goes to market, enables and rewards people, and conducts annual planning. Including over forty accounts of actions by Customer Leadership Executives around the world, this is the book you have been waiting for that tells it like it is and gives you the framework to build your customer-driven growth engine. Jeanne Bliss pioneered the Customer Leadership Executive position, holding the role for twenty years at Lands’ End, Allstate, Coldwell Banker, Mazda and Microsoft Corporations. Since 2002 she has led CustomerBliss, a preeminent customer experience transformation company where she helps companies achieve customer-driven growth. She is a worldwide keynote speaker, and sought frequently by major media for her point of view.  Jeanne is the co-founder of the Customer Experience Professionals Association, established to advance the worldwide discipline of customer experience and customer experience practitioners.  She is also the best-selling author of Chief Customer Officer: Getting Past Lip Service to Passionate Action (2006), and I Love You More than My Dog: Five Decisions to Drive Extreme Customer Loyalty in Good Times and Bad (2011).

    

    We go to networking events, meet associates for coffee, or maybe even email prospective clients, but it’s never quite enough. The challenge that faces us, and the problem with these activities, is that they don’t scale. The number of people you need to need to meet in order to advance your business, build your influence, and fill the top of your sales funnel is simply too many to handle. This book contains the solution. In Connect, Josh Turner lays out a step-by-step process to meet and connect with the people that matter to your business at scale. The techniques contained in these pages will teach you to use new tools and marketing channels to build relationships without being confined by time.