The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

    In seventy-six chapters he traces philosophy from the rise of Greek civilization to the emergence of logical analysis in the twentieth century. Among the philosophers considered are: Pythagoras, Heraclitus, Parmenides, Empedocles, Anaxagoras, the Atomists, Protagoras, Socrates, Plato, Aristotle, the Cynics, the Sceptics, the Epicureans, the Stoics, Plotinus, Ambrose, Jerome, Augustine, Benedict, Gregory the Great, John the Scot, Aquinas, Duns Scotus, William of Occam, Machiavelli, Erasmus, More, Bacon, Hobbes, Descartes, Spinoza, Leibniz, Locke, Berkeley, Hume, Rousseau, Kant, Hegel, Schopenhauer, Nietzsche, the Utilitarians, Marx, Bergson, James, Dewey, and lastly the philosophers with whom Lord Russell himself is most closely associated -- Cantor, Frege, and Whitehead, co-author with Russell of the monumental Principia Mathematica.

    From opening gambit to endgame, this home-study chess course is the classic in the field.Illustrated throughout, the book is written using the English descriptive notation for moves.

    Abundantly illustrated and containing a wide variety of exercises, Genki is sure to bring vigor to your classroom! Though primarily meant for use in college-level classes, it is also a good guide for independent learners and is a nice resource book for teachers of Japanese. Genki's authors teach at Kansai Gaidai University, which hosts the largest number of North American students spending their junior year in Japan.

    The Intellectual Devotional is a secular version of the same—a collection of 365 short lessons that will inspire and invigorate the reader every day of the year. Each daily digest of wisdom is drawn from one of seven fields of knowledge: history, literature, philosophy, mathematics and science, religion, fine arts, and music.Impress your friends by explaining Plato's Cave Allegory, pepper your cocktail party conversation with opera terms, and unlock the mystery of how batteries work. Daily readings range from important passages in literature to basic principles of physics, from pivotal events in history to images of famous paintings with accompanying analysis. The book's goal is to refresh knowledge we've forgotten, make new discoveries, and exercise modes of thinking that are ordinarily neglected once our school days are behind us. Offering an escape from the daily grind to contemplate higher things, The Intellectual Devotional is a great way to awaken in the morning or to revitalize one's mind before retiring in the evening.

    It has been winning converts from dynamic language enthusiasts as well as users of traditional compiled languages. The former appreciate the robustness and efficiency that Go's lightweight type system brings to their code; the latter find Go's simplicity and fast tools a refreshing change. Thanks to its well-designed standard libraries and its excellent support for concurrent programming, Go is fast becoming the language of choice for distributed systems. The Go Programming Language is the definitive book on Go for the working programmer. It assumes no prior knowledge of Go, nor any other specific programming language, so you'll find it an accessible guide whether you come from JavaScript, Ruby, Python, Java, or C++. The book will quickly get you started using Go effectively from the beginning, and by the end, you will know how to use it well to write clear, idiomatic and efficient programs to solve real-world problems. You'll understand not just how to use its standard libraries, but how they work, and how to apply the same design techniques to your own projects. The earlier chapters will introduce you to the basic concepts of Go programming---numbers, strings, functions---while at the same time presenting important computer science concepts like recursion, and useful examples of graphics, UTF-8, and error handling. The chapters on methods and interfaces will show you a new way to think about object-oriented programming; the chapter on concurrency explains why concurrency is so important in modern programming, and how Go helps you handle it well. You'll also learn about Go's pragmatic but effective approach to testing; how to build, test, and manage projects using the go tool, and the art of metaprogramming using reflection. The book contains hundreds of interesting and practical examples that cover the whole language and a wide range of applications. The code samples from the book are available for download from gopl.io.

    Having just completed his masterpiece, The General Theory of Relativity—which provided a brand-new theory of gravity and promised a new perspective on the cosmos as a whole—he set out at once to share his excitement with as wide a public as possible in this popular and accessible book.Here published for the first time as a Penguin Classic, this edition of Relativity features a new introduction by bestselling science author Nigel Calder.

    It’ll have you scratching your head wondering why we even bother to go to school.Think Magellan was the first man to circumnavigate the globe, baseball was invented in America, Henry VIII had six wives, Mount Everest is the tallest mountain? Wrong, wrong, wrong, and wrong again. You’ll be surprised at how much you don’t know! Check out THE BOOK OF GENERAL IGNORANCE for more fun entries and complete answers to the following:How long can a chicken live without its head?About two years.What do chameleons do?They don’t change color to match the background. Never have; never will. Complete myth. Utter fabrication. Total Lie. They change color as a result of different emotional states.How many legs does a centipede have?Not a hundred.How many toes has a two-toed sloth?It’s either six or eight.Who was the first American president?Peyton Randolph.What were George Washington’s false teeth made from?Mostly hippopotamus.What was James Bond’s favorite drink?Not the vodka martini.

    . . Baby One More Time,” Britney Spears quickly became an international pop idol. At just 27 years of age, she has racked up five number-one albums, seven top-10 singles, and seven sold-out world tours. For all of her success, however, over the past decade Britney’s private life has been a difficult one. She has endured numerous failed relationships as well as a very public divorce and custody battle, all in the full glare of the international media. Drawing on exclusive interviews with those closest to her, this is an engrossing portrait of fascinating superstar.

    Along the way, Wells considers such diverse subjects as the Neolithic era, the rise of Judaism, the Golden Age of Athens, the life of Christ, the rise of Islam, the discovery of America and the Industrial Revolution. Breathtaking in its scope and passionate in its intensity, this history remains one of the most readable of its kind.

    We meet the Greek gods on Olympus and Norse gods in Valhalla. We follow the drama of the Trojan War and the wanderings of Odysseus. We hear the tales of Jason and the Golden Fleece, Cupid and Psyche, and mighty King Midas. We discover the origins of the names of the constellations. And we recognize reference points for countless works of art, literature, and cultural inquiry--from Freud's Oedipus complex to Wagner's Ring Cycle of operas to Eugene O'Neill's Mourning Becomes Electra. Praised throughout the world for its authority and lucidity, Mythology is Edith Hamilton's masterpiece--the standard by which all other books on mythology are measured.

    It contains rules for character creation and advancement, backgrounds and skills, exploration and combat, equipment, spells, and much more. Use this book to create exciting characters from among the most iconic D&D® races and classes. Dungeons & Dragons immerses you in a world of adventure. Explore ancient ruins and deadly dungeons. Battle monsters while searching for legendary treasures. Gain experience and power as you trek across uncharted lands with your companions. The world needs heroes. Will you answer the call?

    Their influence and expeditions extended from Newfoundland to Baghdad, their battles were as far-flung as Africa and the Arctic. But were they great seafarers or desperate outcasts, noble heathens or oafish pirates, the last pagans or the first of the modern Europeans? This concise study puts medieval chronicles, Norse sagas and Muslim accounts alongside more recent research into ritual magic, genetic profiling and climatology. It includes biographical sketches of some of the most famous Vikings, from Erik Bloodaxe to Saint Olaf, and King Canute to Leif the Lucky. It explains why the Danish king Harald Bluetooth lent his name to a twenty-first century wireless technology; which future saint laughed as she buried foreign ambassadors alive; why so many Icelandic settlers had Irish names; and how the last Viking colony was destroyed by English raiders. Extending beyond the traditional 'Viking age' of most books, A Brief History of the Vikings places sudden Scandinavian population movement in a wider historical context. their swift expansion and its supposed halt. Supposed because, ultimately, the Vikings didn't disappear: they turned into us.

    This book was wonderful education for people, education in how to live life effectively and get closer to the ideal of being a ‘success’ in life.But not everyone understands Stephen Covey’s model fully well, or maybe there are some people who haven’t read it yet. This is definitely true because we still see so much failure all around us. Now, I am not saying that by using Covey’s model, or anyone else’s model for that matter, you can become a sure-shot success, but at least we should have seen many more successes around us already judging by the number of copies the book has sold! So, where is the shortcoming?There are two main problems here, and we are talking only about the people who have read the book already. The first problem is that most people are too lazy to implement the ideals of Stephen Covey in their lives. They consider his masterpiece of a book as a mere coffee-table book or a book that you use for light reading when you are traveling and then forget all about it. They do not realize that this book contains life-changing information. Or, they take the information and do not make the effort to actually utilize it so that it becomes knowledge for them.The second problem is that a lot of people have a myopic view of Covey’s ideals. These are people who are impressed by the book already. If you ask them what the seven habits are, they can rattle them off end to end, but then they miss the larger picture. They do not understand that Covey was trying to tell more than he wrote in words. There are hidden implications in this book, yes, and a lot of people have just failed to see through them.That is what we are trying to do. We are trying to show you how Covey’s book, or rather, his model, was a complete model in itself. There was nothing amiss about it. If you implement it, there should be no aspect of your life that should go untouched. The only thing is that you have to understand these ideals and try to implement them in your life.But, before we barge into that area, it is extremely important to understand what these ideals are. What was the model that was propounded by Stephen Covey in his mega-famous book? We shall begin by trying to understand his model first, and then interpret it in such a way that it pertains to every aspect of our life

    A keepsake enjoyed by tea lovers for over a hundred years, The Book of Tea Classic Edition will enhance your enjoyment and understanding of the seemingly simple act of making and drinking tea.In 1906 in turn-of-the-century Boston, a small, esoteric book about tea was written with the intention of being read aloud in the famous salon of Isabella Gardner, Boston's most notorious socialite. It was authored by Okakura Kakuzo, a Japanese philosopher, art expert, and curator. Little known at the time, Kakuzo would emerge as one of the great thinkers of the early 20th century, a genius who was insightful, witty—and greatly responsible for bridging Western and Eastern cultures. Okakura had been taught at a young age to speak English and was more than capable of expressing to Westerners the nuances of tea and the Japanese Tea Ceremony.In The Book of Tea Classic Edition, he discusses such topics as Zen and Taoism, but also the secular aspects of tea and Japanese life. The book emphasizes how Teaism taught the Japanese many things; most importantly, simplicity. Kakuzo argues that tea-induced simplicity affected the culture, art and architecture of Japan.Nearly a century later, Kakuzo's The Book of Tea Classic Edition is still beloved the world over, making it an essential part of any tea enthusiast's collection. Interwoven with a rich history of Japanese tea and its place in Japanese society is a poignant commentary on Asian culture and our ongoing fascination with it, as well as illuminating essays on art, spirituality, poetry, and more. The Book of Tea Classic Edition is a delightful cup of enlightenment from a man far ahead of his time.