Selling to the C-Suite is the first book that reveals how to land those career-making sales in the words of CEOs themselves!With 60 years of combined experience selling to corporations around the world, Nicholas A.C. Read and Stephen J. Bistritz, Ed.D., conducted in-depth interviews with executive- level decision makers of more than 500 organizations. One thing they learned might surprise you: leaders at the highest corporate levels don't avoid sales pitches; in fact, they welcome them--provided the salesperson approaches them the right way. Inside this invaluable book, CEOs reveal exactly which sales techniques they find most effective, as well as those you should avoid.Selling to the C-Suite provides all the insight you need to:Gain access to executivesEstablish trust and credibilityLeverage relationshipsCreate value at the executive levelIt also reveals when executives personally enter the buying process and sheds light on what role they play.Selling to the C-Suite provides field-tested techniques to put you well ahead of thecompetition when it comes to making those multimillion-dollar sales you never thought possible.

    In battle, they fly behind enemy lines to rescue downed pilots. In peacetime, PJs stay sharp with daring civilian rescues, recovering victims from scorching deserts, treacherous mountaintops, raging seas, and natural disasters. Their almost unimaginable courage first came to the public's attention in Sebastian Junger's "The Perfect Storm," with that book's riveting account of how a helicopter of PJs plunged into the Atlantic during a tragic rescue attempt. Senior Master Sergeant Jack Brehm was the PJ supervisor coordinating their dramatic efforts that night. "That Others May Live" not only sheds new light on that rescue, it also tells the thrilling story of Jack Brehm's devotion to the PJs, a career choice that transformed him from an aimless kid to an on-call hero. Jack's vivid account reveals not only the dangerous rescues and relentless training he and his fellow PJs endure, but the emotional struggles as well: losing friends, waiting anxiously to be called into action, and trying to keep their families together despite the enormous life-and-death pressures of the job. This book is a compelling and deeply personal story of one man's "ordinary" heroism that is, in reality, extraordinary.

    Yet, sometimes business owners go full speed ahead without even having a destination in mind, much less a map on how to get there. That's why so many businesses never make it. In today's competitive marketplace, 3/4 of all new businesses fail within two to three years. Whether you're launching a new business or working to strengthen or expand an established one, a business plan is your road map to success. Business Plans For Dummies, 2nd Edition helps you keep your businesses on track and reach your goals. Written by Paul Tiffany, PhD, professor at UC Berkley Haas Business School and the Wharton School of Business and Steven Peterson, PhD, Professor at UC Berkeley Haas Business School and CEO of Strategic Play, it helps youRealistically determine where your business is and where you want to go Create a detailed business plan and put it into action instead of in a drawer Use the plan to secure financing Prepare for opportunities avoid common pitfalls In short, Business Plans for Dummies helps you determine where you want your business to go and create a map for getting there. You'll discover how to:Identify and approach potential financial backers, including venture capital firms, angels, bankers, and others Clarify and crystallize your company's mission, vision, and values Analyze your industry and your competition Identify your customers, including their needs, habits, purchase triggers, and decision-making processes Objectively analyze your company's strengths and weaknesses Analyze your financial situation in order to do realistic forecasts and budgets Recognize trends and anticipate changes, both in the overall economy and in your industry Plan for growth, considering the product life cycle, new products, or new markets Structure your organization and nurture leadership Complete with diverse techniques and approaches plus a sample business plan, Business Plans For Dummies gives you detailed how-to for designing a dynamic, business plan that will keep you on course in spite of the inevitable curves and detours in today's marketplace. It's a plantastic resource for business owners and entrepreneurs.

    They take the reader from the backwoods roads of Georgia, to the high altitude of Ruidoso Downs in New Mexico; from the social decay of Atlantic City, to Scotland, where a pilgrimage for art's sake leads to a surprising encounter with history on a hilltop with a view of a fifth of the entire country. McPhee's writing is more than informative; these are stories, artful and full of character, that make compelling reading. They play with and against one another, so that Pieces of the Frame is distinguished as much by its unity as by its variety. Subjects familiar to McPhee's readers—sports, Scotland, conservation—are treated here with intimacy and a sense of the writer at work.

    Confirmands—or anyone hiking the trails of life's adventures and challenges—will want to pack this handy illustrated field guide to Lutheran theology and culture. This enjoyable, easy-to-read, reliable, all-in-one collection helps you understand the essential information about our theology, culture and Lutheran way of life. Organized by Church Stuff, Everyday Stuff and Bible Stuff with how-to's like "How to Forgive Someone" and lists like "The Top-10 Bible Villains." Encapsulates essential principles of the Christian life, making many of the complexities of our religious tradition accessible for contemporary seekers.

    'Karamojo Bell, ' as he became known, devised many original techniques to seek out and capture his quarry, including a difficult rifle shot from a diagonal angle, later dubbed the Bell Shot. 'Wanderings' details Bell's ingenious ivory-hunting methodology, as well as his many memorable encounters on safari. This revised digital edition of Bell's bestselling book includes footnotes and images showing the ivory trade in East Africa. *Annotated edition with footnotes. *Includes images.

    But ambition quickly took wing. The house swelled to 225 rooms and became - until 2012 when it was topped by the home of a billionaire in Mumbai, India – the world’s largest residence ever built for a private citizen. Here’s the story of the house that Vanderbilt built - from the gardens by Frederick Law Olmsted to the John Singer Sargent portraits that adorn its walls.

    Now, get three full-length novels featuring some of Heyer's most beloved heroines, plus a delightful bonus novella from the Queen of Regency Romance's little known short story collection.About the books in this bundle:The Grand Sophy: When Sophy sweeps in, life will never be the same for the Ombersleys. Sophy discovers that her aunt's family is in desperate need of her talent for setting everything right: Cecelia is in love with a poet, Charles has tyrannical tendencies that are being aggravated by his grim fiancee, her uncle is of no use at all, and the younger children are in desperate need of some fun and freedom. By the time she's done, Sophy has commandeered Charles's horses, his household-and maybe even his heart.Arabella: Arabella never would have pretended to be rich if that odious Robert Beaumaris hadn't insulted her, practically to her face. Now she has to keep up the subterfuge, even when it gets her into more trouble than she bargained for. How is she ever going to tell Robert the truth? Or does he already know her shocking secret?Frederica: The lovely, competent, and refreshingly straightforward Frederica is determined to secure a brilliant marriage for her beautiful sister and seeks out their distant cousin, the Marquis of Alverstoke, for his society connections. Frederica makes such a strong impression that to his own amazement, the Marquis agrees to help. Normally wary of his family, Lord Alverstoke does his best to keep his word while keeping his distance. But with his enterprising – and altogether entertaining – country cousins getting into one scrape after another, before he knows it the Marquis finds himself dangerously embroiled.To Have the Honor (novella): Young Lord Allerton returns home from the Napoleonic Wars to find his father has left the family bankrupt. His mother's solution: marry his wealthy cousin. But the Viscount would sooner have his beloved Harriet marry whom she chooses than be reduced to accepting a proposal from his financially compromised position.

    No organization—or individual—can successfully compete in the marketplace, achieve goals and objectives, provide outstanding service, engage in exceptional teamwork, or develop people without personal accountability.   John G. Miller believes that the troubles that plague organizations cannot be solved by pointing fingers and blaming others. Rather, the real solutions are found when each of us recognizes the power of personal accountability. In QBQ! The Question Behind the Question®, Miller explains how negative, ill-focused questions like “Why do we have to go through all this change?” and “Who dropped the ball?” represent a lack of personal accountability. Conversely, when we ask better questions—QBQs—such as “What can I do to contribute?” or “How can I help solve the problem?” our lives and our organizations are transformed.THE QBQ! PROMISEThis remarkable and timely book provides a practical method for putting personal accountability into daily actions, with astonishing results: problems are solved, internal barriers come down, service improves, teams thrive, and people adapt to change more quickly. QBQ! is an invaluable resource for anyone seeking to learn, grow, and change. Using this tool, each of us can add tremendous worth to our organizations and to our lives by eliminating blame, victim-thinking, and procrastination.                                                                                                 QBQ! was written more than a decade ago and has helped countless readers practice personal accountability at work and at home. This version features a new foreword, revisions and new material throughout, and a section of  FAQs that the author has received over the years.

    Scientific research suggests that the practice of mindfulness (a technique for learning to live in the present moment) can help individuals to gain clarity, reduce stress, optimize performance, and develop a greater sense of well-being.  In The Mindful Leader, Michael Carroll explains what mindfulness is and how to develop it in the hectic and often stressful environment of the twenty-first century workplace. He focuses on ten key principles of mindfulness and how they apply to leading groups and organizations. Along the way, Carroll addresses a range of topics, including how to:    •  heal the “toxic workplace,” where anxiety and stress impede performance    •  cultivate courage and confidence in the face of workplace difficulties    •  pursue organizational goals without neglecting what’s happening here and now    •  lead with wisdom and gentleness, not just with ambition and power    •  start a personal meditation practice to develop your innate leadership talents Full of engaging stories and practical exercises, The Mindful Leader will help leaders in any field to discover their innate intelligence, bravery, and joy on the job.

    Award-winning professor Peter Filene proposes that teaching should not be like a baseball game in which the instructor pitches ideas to students to see whether they hit or strike out. Ideally, he says, teaching should resemble a game of Frisbee in which the teacher invites students to catch ideas and pass them on. Rather than prescribe any single model for success, Filene lays out the advantages and disadvantages of various pedagogical strategies, inviting new teachers to make choices based on their own personalities, values, and goals. Filene tackles everything from syllabus writing and lecture planning to class discussions, grading, and teacher-student interactions outside the classroom. The book's down-to-earth, accessible style makes it appropriate for new teachers in all fields. Instructors in the humanities, the social sciences, and the natural sciences will all welcome its invaluable tips for successful teaching and learning.

    super- jet named after the Greek God of war. With its ultra powerful laser and ability to easily outmaneouver anything else in the sky, the Ares opens a new era in warfare. But when it is stolen before of a crowd of international dignitaries, the President and his defence staff must use outdated technology to try to stop their creation from sparking a war between civilizations.It's up to Colonel "Jesse" James to save the world from impending doom. But, the obstacles will be numerous. He faces suspicion from the President's chief advisor, a romantic interest with unknown allegiances, and a terror plot that seems too obvious to be true. In his fourth novel, Stewart is in top form- fusing a high octane plot with hair raising flight scenes drawn from his career as a fighter pilot.

    But how will they respond when love seems to blossom between local man Gavin Hamilton and the beautiful pearl-fisher Effie? The Pearl-fishers is a classic love story and the master storyteller’s last novel.

    You'll discover original profiles of inspiring people, real-life dramas, insightful essays, and news roundups that get you up-to-date fast on the issues you care about. All the features and departments from the print edition are here, including the jokes and funny true stories, along with our famous Word Power column-now with automatic scoring and audio pronunciations. Each issue is enhanced with exclusive cartoons, videos, slide shows, animations, and useful Web links-all in a well-designed, easy-to-navigate interface.

    That substance is vitamin D3. While it is called a vitamin, D3 is really a hormone. It was first used to treat a childhood bone disease called rickets. And, nearly all the research on the benefits of vitamin D3 has been done at doses that are 80 times lower than the optimal doses described in this book. This ground-breaking book is your opportunity to regain your health quickly, safely and easily. In The Optimal Dose, he reveals how vitamin D3 saved his own life when all else failed and explains how this essential vitamin is key to finding answers to your own health questions and challenges.