As an executive, board member, advisor, and investor, John has not only coached a generation of companies on selling, but he has also influenced a generation of executives and leaders in technology, Mike Speiser-Managing Director-Sutter Hill VenturesThe learnings in The Qualified Sales Leader will help you and your sales team sell more, make more money and grow your career in enterprise sales. Luca Lazzaron-CRO SprinklrMost sales books are boring, clinical "textbooks" that "cookie-cutter" a few generic ideas into a monotonous, dull read, that puts you to sleep. The Qualified Sales Leader is an easy read, dripping with the fundamentals of enterprise sales. Real world advice that you'll put to use the next day. Chris Degnan-CRO-SnowflakeThe Qualified Sales Leader is an easy to read book that will absolutely resonate through any enterprise software sales team. Realistic, usable advice for any sales leader or sales rep. If you're in enterprise sales, you'd be crazy not to read this book Cedric Pech-CRO-MongoDBMonthly someone asks:, "When are you going to write a book". When I ask, "Why?", I'm told, "Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces", Why:6 of 10 sales reps fail, not because they couldn't sell but because they were assigned the wrong accounts. Sales leaders don't align skillsets to account complexity.Rep attrition at most SaaS companies is over 20%Sales leaders can't recruit A playersSales Leaders don't coach their reps on deal advancement issuesMost sales leaders are "glorified scorekeepers"Most sales leader don't motivate their sales teamThey're focused on deals, not rep competencySales forecasts are inaccurate because most reps game the CRM system.Sales team leaders lack qualification of sales stage exit criteriaMany salesforces only win 50% of their proof of conceptsThey're unable to frame a winning POC Criteria because they skip steps 8 of 10 executive buyers say the sales meetings they take are a waste of time.Sales reps lack the ability to sell business value aligned to specific personas and use cases. 4 of 10 reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. Reps don't quantify critical business pain to create a buying influence.Reps can't find high-level business champions, only low-level coachesLeaders don't teach them to find pain above the noise.Reps find pain but can't attract a championManagers have them selfishly focused on closing a sale instead of earning trust.40% of reps say they feel out of control during the sales process.Leaders don't teach them how to control the process.Reps can't get high in the tree to drive large deals.They don't speak the language of the Economic Buyer.50% of reps say they can't overcome price objections while sales leaders struggle to increase the average deal size. Managers are pushing their sales reps into vending, not selling. Reps can't answer the simple "3 Whys" for forecasted dealsWhy do they have to buy? Why do they have to buy from us? and Why do they have to buy now?Top sales leaders will find the answers to these issues and more in The Qualified Sales LeaderFrom the PublisherJohn is widely recognized as the only person having been the CRO (Chief Revenue Officer) at five public, enterprise software companies, PTC, Geo-Tel, Ariba, BladeLogic and BMC.John's expertise was formulated as a pre-IPO member of 4 of the 5 companies listed above.Today, John is a board member at public software companies Snowflake, MongoDB and private, pre-IPO companies Lacework, Sigma, Cybereason and Observe. In the past, John has been a board member or executive consultant to: Hubspot, Glass Door AppDynamics and Sprinklr.

    As the nation watched on in horror, the police uncovered the body parts of fifteen more children in the same location. These grisly killings were found to have been the handiwork of Surinder Koli, a serial killer who lived in a house nearby.In Red-Handed: 20 Criminal Cases That Shook India, lawyers Souvik Bhadra and Pingal Khan narrate the stories behind some of the most sensational criminal cases to have caught the attention of the country in the last few decades. From the murder of Nitish Katara in a case of ‘honour killing’ to the shooting of Jessica Lal; from the Harshad Mehta scam to the Best Bakery arson of 2002; and, from the horrifying ‘tandoor’ case, in which Naina Sahni was killed and then cremated, to the trial and conviction of Sanjay Dutt under TADA, Red-Handed examines the motives behind these crimes even as it aims to lay bare the inner workings of the Indian judicial system. Additionally, the authors illuminate the crucial role that the media has come to play in judicial matters—it shapes public opinion, and often even investigates cases and delivers justice, much before the judges do.

    They’ve experienced events they can’t otherwise explain. Same with other professions that deal with injuries, accidents, or death. Police officers, firemen, 911 operators, they’ve seen the worst that people can do to one another, and they’ve all had brushes with the unexplained. Don’t believe in ghosts? This book might change your mind steal any hope of sleep. These stories are unexplainable, true accounts from first responders, police officers, firemen, and 911 operators, told from the perspective of everyday people. Every single tale between these covers is one hundred percent true. Think you can explain them? We dare you to try.

    Be a hero, not a spectator. You want to be interesting. (Who doesn t?) But sometimes it takes a nudge, a wake-up call, an intervention! and a little help. This is where Jessica Hagy comes in. A writer and illustrator of great economy, charm, and insight, she s created How to Be Interesting, a uniquely inspirational how-to that combines fresh and pithy lessons with deceptively simple diagrams and charts.Ms. Hagy started on Forbes.com, where she s a weekly blogger, by creating a How to Be Interesting post that went viral, attracting 1.4 million viewers so far, with tens of thousands of them liking, linking, and tweeting the article. Now she s deeply explored the ideas that resonated with so many readers to create this small and quirky book with a large and universal message. It s a book about exploring: Talk to strangers. About taking chances: Expose yourself to ridicule, to risk, to wild ideas. About being childlike, not childish: Remember how amazing the world was before you learned to be cynical. About being open: Never take in the welcome mat. About breaking routine: Take daily vaca- tions . . . if only for a few minutes. About taking ownership: Whatever you re doing, enjoy it, embrace it, master it as well as you can. And about growing a pair: If you re not courageous, you re going to be hanging around the water cooler, talking about the guy that actually is.

    As you read through the job description, your excitement builds as you realize that the job is a perfect fit! Not wasting another second, you fill out the application, attach your resume, and hold your breath as you hit “Apply.” Then you wait. And wait. And wait some more. Weeks go by without hearing so much as a peep, and before long you’ve given up hope on what seemed like a match made in heaven. Sound familiar? You’re not alone! On average there are 250 resumes submitted for every job opening, which means that 99.6% of applicants will fail to land the jobs they apply for. To get the job you want, you don’t just need a great resume--you need an outstanding resume, one that puts you in the top 1% of candidates for the job. That means ditching the same old advice you’ve been following with little results and adopting a tried-and-true process for getting your resume noticed in even the most competitive situations. In this book, Dan Clay breaks down the exact method he’s carefully developed over a period of ten years and provides a precise, step-by-step set of instructions for crafting the perfect resume, down to the last period. Unlike the dime-a-dozen recruiters turned career coaches who have never had to put themselves on the line in today’s brutally competitive job market, Dan offers practical, real-world experience gained from applying for and getting job offers from some of the most prestigious, competitive companies in the world. And when it comes to something as important as your career, don’t you deserve to learn from someone who’s actually succeeded at doing what you’re hoping to do? Of course you do! Here are some of the things you’ll learn about how to transform your resume from average to awe-inspiring: How to handle tricky pitfalls like extended time off or unemployment and have your resume come out as strong as ever How to make your accomplishments sound dramatically more impressive without having to tell a single lie How to remove the guesswork about what to include in your resume and build it to the exacting specifications of your target job's requirements How to pass the four tests that companies will put your resume through with flying colors How to strike the perfect composition of content, white space, and page length to accentuate and differentiate your strengths How to avoid the common (and not so common) resume mistakes that leave your resume dead on arrival How to tell a powerful story that demonstrates your capabilities in a way that will knock the socks off anyone reading it How to stand out without resorting to cheap tricks that come off as cheesy or over-the-top PLUS, you’ll also gain access to a free companion website containing fully editable resume templates, a perfect resume checklist, and other bonus materials to give you everything you need to create a stunning resume that will get you noticed and land you interviews. Whether you’re a new graduate looking for your first job, a career veteran angling for your next move, a recent victim of a layoff, or someone looking to dip their toes back int

    In the early days of AA, sponsors would come to the alcoholic's home and talk him through Steps 1 and 2, and when they were thoroughly convinced he was ready, they would start him on the program. Step 12 is the foundation of sponsorships: "Having had a spiritual awakening as the result of these steps, we tried to carry this message to alcoholics, to practice these principles in all our affairs." Carry This Message addresses McQ's concern that sponsors have lost some skills in working with alcoholics. AA sponsors need to refocus on the Big Book, on the Twelve Steps, and on their message, urges McQ, to recognize the value of the program and to return to its roots and essence. Directed to sponsors, this is a companion book to The Steps We Took, offering tools for helping others find recovery and new life through the Twelve Step program.

    No complex terminology. ★FREE eBook Download inside★ Your dad taught you how to play Chess, but he didn’t teach you much. You already know how to checkmate and move the pieces, but let’s face it, your friends and family still beat you more than you’d like. You don't just want to play. You want to win and possibly CONQUER ALL YOUR FRIENDS! You sly dog! I know the feeling and I’m here to help. My name is Maxen R. Tarafa and I’m a Skill Artist. In a few short months, I went from a struggling post-beginner to an adept intermediate player and doubled my Chess ability by teaching myself. In this book, I show you how you can double, even triple, your Chess ability like I did, but faster. But I’m going to tell you right now. My method is rather controversial. You see, most chess “experts” bombard you with complex Chess notation (QxB6?) and expect you to read complex Chess terminology. I don’t do that. I’ll give you a cheat sheet of what you NEED to remember, and you’ll be off to the Chess boards and killing Queens like it’s nobody’s business. In this book, you learn: -How to play your first 10 moves so YOU control the game (Chess Openings) -How to use 3 techniques (or Chess tactics) like bringing light sabers to a knife fight -How to identify one weakness, if you simply recognize it, you can win in one move -How to cut your training time in ½. Know what to study and apply brainhacking techniques. -How to avoid common beginner mistakes with time-tested Chess strategy -Where to find FREE Chess websites, apps, videos, and technology to double your skills -How to use the one principle I taught to Eduardo that took him from losing miserably to unbeatable -How to “bend” the Chess rules with little-known special moves (it’s not cheating!) -And more I taught a 9-year-old these principles and a week later he was beating 17-year-olds. Anyone, even you, can learn how to double your Chess ability by learning a few easy principles. You’ll even learn how to speed your decision-making and play speed chess. If you’re looking for quick and easy Chess instruction to double your skills, but don’t want to learn complex terminology and notation, this book is for you! Don’t let your friend, brother, dad, or roommate beat you again! Join the Casual Chess revolution! Plain-English Chess Instruction for Casual Players, Post-Beginners, and People who Want to Learn Fast! ★Now Available in Paperback! To buy paperback, scroll up and click the Paperback link (by the cover image)★

    It will keep you entertained for hours. It's the very unusual story of Paul Henry - from his eventful childhood to his adventurous career in journalism to his recent outrageous comments on television which divided the country.A natural-born story teller, Paul spins many great yarns in this book. It's fascinating insight into his complex character. He's surprising -- he doesn't adhere to any prescribed set of beliefs. He's bold -- he set himself up as an international news correspondent working out of his Masterton lounge. And he's versatile -- turning his hand to running a cafe, running for Parliament and running from terrorists.

    No matter if you use your RV just a few weekends and holidays a year or make it your full time home, you will find tips that will make your RV travels easier, safer and more enjoyable. You'll find tips that will save you time and money. You will find tips on getting your mail while traveling, internet access, boondocking, and work camping. You'll learn how to save money on camping fees just by choosing where to stay and staying longer. You will get tips on how you can customize your RV to make your home.Chapter TitlesRV Care & Maintenance TipsRV Boondocking – Dry-Camping – Overnighting TipsRV Camping TipsRV Park Reservation & Check-In ChecklistsRV Travel & Destination TipsRV Driving TipsRV Lifestyle TipsWork Camping TipsRV Accessories TipsRV Battery TipsRV Holding Tanks & Toilet TipsRV Fresh Water System TipsRV Electrical System TipsRV Refrigerator TipsMiscellaneous RV TipsTips for RVing With Dogs This book includes over 400 tips. You pay pennies for tips that can save you hundreds of dollars.About the Editors: As most folks do, we started out tent camping. In the late 1970s we ventured across the country from northern California to western Pennsylvania and back through Washington and Oregon in Steven’s boxy old 1965 Chevy van.   Those were the days, my friends. That trip had a lasting effect and over time we realized we were destined to be full time RVers. In 1995 we sold our house and a Recreational Vehicle became our home. An RV has been our home every since.

     The ship was called “magnificent”, consuming as much as one hundred forty tons of coal every day even if it just stands still on the dock, and standing seven stories tall from dock to bridge. She was considered by engineers and shipbuilders as one of the finest examples of man’s ingenuity and creativity. In addition, out of all the ships that were converted for use in the war, the Lusitania was the only one that was exempted and continued on as a cruise ship. However, its job of carrying passengers across the Atlantic Ocean was not the thing that made her famous today. Read more.... Download your copy today! for a limited time discount of only $2.99! Available on PC, Mac, smart phone, tablet or Kindle device. © 2015 All Rights Reserved by Unlimited Press Works, LLC

    The Crime of the Decade in Wisconsin. WITH PHOTOS Teri Jendusa never dreamed she would marry a violent, malignant narcissist like David Larsen. But she did. Why? Simple. Larsen cleverly concealed his true nature until the marriage vows were final. David, an eventual church council president and model citizen, rapidly began to morph into a monster and sociopath, telling Teri on their wedding day, “Now, I own you.” Beaten and Left For Dead is a book about extreme marital violence, dominant control and psychological torment through the mind of the out-of-control David Larsen. It's also about survival, faith and a mother’s will to live for her children’s sake...as she faces death, face to face. This is an ideal book for women’s studies and book clubs as it looks inside a large women’s shelter, giving the reader a glimpse of a support network. The author also interviews a counselor who works with violent men with surprising results. Teri Jendusa-Nicolai continues to crusade for women’s issues to this day and currently works with a Wisconsin commission on domestic violence. EDITORIAL PRAISE "Teri Jendusa-Nicolai's story is a powerful example of the horrific lengths of barbarism a man can go to when he considers a woman his personal property. And it is, equally, an inspiring, riveting story of a woman's courage and clear thinking under the absolute worst of conditions, and of her tenacious hold to life...I am so grateful to Teri Jendusa-Nicolai and to Dave Alfvin for getting this story out to us. Don't miss it." --Lundy Bancroft, best-selling author on domestic violence, trainer, and activist on male violence against women "This book is important because it gets our message out as to what we do to help abusers change their value systems." --Maureen Manning-Rosenfeld, Clinical Professional Counselor

    No one knows this better than author and dietician Julene Stassou, who recommends the Mediterranean diet to anyone looking to leave fad diets behind for lasting results. Serving up mouthwatering recipes and weekly meal plans alongside realistic routines for losing weight, The Mediterranean Diet Weight Loss Solution is your go-to reference for a long-term lifestyle change. Not just another diet book to help you lose weight—The Mediterranean Diet Weight Loss Solution is a plan to keep it off.The Mediterranean Diet Weight Loss Solution includes: A 28-day meal plan to jump-start your weight loss with tips for food prep Over 90 guilt-free recipes with guidelines for portion control and nutritional information Exercise routines with training day schedules Illustrated charts to help you set your personal goals and track progress As Mark Sapienza, MD, says, The Mediterranean Diet Weight Loss Solution is a “simple yet actionable plan that so many of us, swept up in the chaos of everyday life, can on our own put to good use to lose weight and improve health.”Set yourself up to stay on track when you eat right and lose weight with The Mediterranean Diet Weight Loss Solution kick-start guide.

    Readers can view the templates used in consulting studies and how they are used. All the foundational strategy and business analyses tools are taught along with the soft skills and practical tools to solve any business problem. This is the only book of its kind walking the reader step-by-step through a complete consulting study.This book follows an engagement team as they assist a large company in diagnosing and fixing deep and persistent organizational issues over an 8-week assignment. Readers will learn how they successfully navigate a challenging client environment, frame the problem and limit the scope, develop hypotheses, build the analyses and provide the final recommendations.We have placed the explanation of management consulting techniques within a lively and engaging storyline, which allows the reader to truly understand the challenges faced on consulting engagements, connect with the characters, and understand both how and why they debated elements of the study.It is written so that the reader may follow, understand, and replicate a strategic engagement using the same techniques used by the leading firms, such as McKinsey, Bain, and BCG. To make the story realistic and useful, we have worked with one client engagement throughout the book. Using different examples and different clients to explain concepts would have made it difficult for readers to see the data linkages and development of the final recommendations. The client and engagement are fictitious. The data presented are also fictitious, but they are based on actual consulting engagements and the experiences of the author and the contributing McKinsey, BCG, et. al. partners at FIRMSconsulting.com & StrategyTraining.com.

    But, like wine, a fine cigar requires dedicated study and tasting. Here’s the only comprehensive book on the subject, featuring all the information that novice and veteran cigar aficionados need. --New handy 6 X 9 format --Completely updated with the latest brands, product lines, and accessories --Features web-related cost-cutting tips --Step-by-step instructions for getting the most out of a cigar

    We still remember the first time we turned on our Kindle Fire! Although it may feel like everybody else already knows how to use their Kindle Fire the truth is they don't. And if this is the first time you've held one in your hands, then we would just like to say..... WE'RE HERE TO HELP!From the Number #1 Amazon Bestselling Authors in Computers and Technology.When we first published our Kindle Fire app review guide - 250+ Best Kindle Fire HD Apps for the New Kindle Fire Owner - we added in a small bonus section which included a few tips and tricks for the new Kindle Fire user. We soon started receiving emails from customers asking for more of the same.Well this easy-to-use guide is our way of welcoming all you new Kindle Fire owners who have just pulled your device from its box for the first time. This short user guide has been written to introduce you to some of the most basic, but essential, elements of using your new handheld computer. This is information that you need to know.This Amazon Kindle e-Book Includes:Navigating your way around the Kindle Fire HDGetting rid of adsDownloading and transferring contentConnecting to social mediaSetting up emailLearning to 'swype'Getting to grips with parental controls