I've been selling the same basic product to the same customers for over 10 years. I watched your video and it turned my thinking upside down!...And guess what?? I WAS my company's Top Sales Performer!" --Linda Jamison, National Account Manager, Time Warner Book Group Brian Sullivan is an award-winning salesperson and one of the most prominent and sought-after sales and leadership trainers. His high-energy, no-nonsense, interactive seminars on the PRECISE Selling Formula have become one of the hottest training courses in sales. Based around the notion that you should "Say less...while selling more," Sullivan teaches salespeople how to execute the PRECISE Selling Formula in just 20 days. They'll also learn how to: --Lead their company in sales --Be stupid to make stupid big money --Create a posture that attracts customers --Evaluate sales performance after every call
The struggle with balancing creative products that are innovative, technically feasible, and financially sound is one designers and web professionals go through every day. The Design Studio Method is a creative problem solving process that allows you to quickly generate ideas, evaluate them, and reach consensus, achieving that balancing act. Brian Sullivan’s The Design Studio Method gives answers that you have been looking for, showing you how to be innovative and efficient without sacrificing quality and collaboration. This book simplifies the complicated method, explaining each step, each participant’s involvement, and how to adapt the method to your needs. The Design Studio Method provides step-by-step procedures to ensure your success. From illumination, to generation, to presentation, all the way to iteration, this book provides the road map you’ll need to start generating innovate products. Shows you how to involve all members of the creative process—from clients to directors—so that everyone participates, critiques, and innovates. Features real-world examples of Design Studio projects that highlight the successes of this method and ways to adapt it to your needs. Includes a website that showcases videos covering each step of the method and other procedures that crop up along the way.
Whether you've ever been to church, read the Bible, or know about Jesus, you've probably had thoughts about God. You may have wondered whether God exists or what God is like. We get to know humans through personal experience, what others say about them, or what people say about themselves. The same is true with God. This book examines stories in the Old Testament to help us catch a glimpse of this God--and how God interacted with humans from the moment life began until Jesus came on the earthly scene. So if you're willing to gather in a coffee shop or sports bar--anywhere friends can talk about issues that make a difference--this might be the time to grab your favorite drink and jump in.
In this new addition to the America in the Twentieth Century series, Sullivan and others present a detailed look into life in America during the 1930s. Beginning with the events leading up to The Great Depression, America in the Thirties presents the themes and events that shaped America during this decade. President Roosevelt’s New Deal, the Dust Bowl and life during the Great Depression, domestic life, and America’s foreign policy are some of the many issued covered in this highly readable, concise manuscript. Throughout the text, the authors also provide commentary on the role of various societal groups such as women, immigrants, African Americans, Asian Americans, Native Americans, and Latino Americans. The America in the Twentieth Century series presents the major economic, political, social, and cultural milestones of the decades of the twentieth century. Each decade is treated in individual books: thus far, books focusing on 1920s, 1940s, 1950s, 1960s and 1970s have been published. This latest addition to the series, focusing on the tumultuous 1930s, will provide logical links to the previously published books in the series.
This changes everything we thought we knew about John Steinbeck. After languishing in the CIA’s archives for 60 years, a letter is uncovered in John Steinbeck’s own hand that shatters everything history tells us about the author’s life. Written in 1952, to CIA Director Walter Bedell Smith, Steinbeck makes an offer to become an asset for the Agency during a trip to Europe later that year. More shocking than Steinbeck’s letter is Smith’s reply accepting John’s proposal. Discovered by author Brian Kannard, these letters create the tantalizing proposal that John Steinbeck was, in fact, a CIA spy. Utilizing information from Steinbeck’s FBI file, John’s own correspondence, and interviews with John’s son Thomas Steinbeck, playwright Edward Albee, a former CIA intelligence officer, and others, Steinbeck: Citizen Spy uncovers the secret life of American cultural icon and Nobel Prize–winner, John Steinbeck. •Did Steinbeck actively gather information for the intelligence community during his 1947 and 1963 trips to the Soviet Union? •Why was the controversial author of The Grapes of Wrath never called before the House Select Committee on Un-American Activities, despite alleged ties to Communist organizations? •Did the CIA influence Steinbeck to produce Cold War propaganda as part of Operation MOCKINGBIRD? •Why did the CIA admit to the Church Committee in 1975 that Steinbeck was a subject of their illegal mail-opening program known as HTLINGUAL? These and a host of other resources leave little doubt that there are depths yet unplumbed in the life of one of America’s most treasured authors. Just how heavily was Steinbeck involved in CIA operations? What did he know? And how much did he sacrifice for his country? Steinbeck: Citizen Spy brings us one step closer to the truth.
How to go from a beginner to an expert birder Better Birding reveals the techniques expert birders use to identify a wide array of bird species in the field—quickly and easily. Featuring hundreds of stunning photos and composite plates throughout, this book simplifies identification by organizing the birds you see into groupings and offering strategies specifically tailored to each group. Skill building focuses not just on traditional elements such as plumage, but also on creating a context around each bird, including habitat, behavior, and taxonomy—parts so integral to every bird's identity but often glossed over by typical field guides. Critical background information is provided for each group, enabling you to approach bird identification with a wide-angle view, using your eyes, brain, and binoculars more strategically, resulting in a more organized approach to learning birds. Better Birding puts the thrill of expert bird identification within your reach. Reveals the techniques used by expert birders for quick and easy identification Simplifies identification with strategies tailored to different groupings of birds Features hundreds of photos and composite plates that illustrate the different techniques Fosters a wide-angle approach to field birding Provides a foundation for building stronger birding skills
When people find themselves as the minorities in different situations, they often feel as if they have been placed onstage with a spotlight on them. Consequently, they become prisoners of anxiety, and engage in certain predictable, negative behaviors. Owing to sheer anxiety and mental overload, these situational minorities often find themselves behaving unintelligently. This book uses real-life experiences of diverse people to illustrate that, if not understood and addressed, situational minorities at school or work are unlikely to perform at their highest potentials. This book is for anyone who wants to understand human behavior and performance: why minorities struggle in majority schools, or why the only male or female on the team has to overcome a mental barrier in order to catch up.
The first compact field guide to offshore sea life of the East Coast Two-thirds of our planet lies out of sight of land, just offshore beyond the horizon. What wildlife might you see out there? This handy guide, designed for quick use on day trips off the East Coast, helps you put a name to what you find, from whales and dolphins to shearwaters, turtles, and even flying fish. Carefully crafted color plates show species as they typically appear at sea, and expert text highlights identification features. Essential for anyone heading out on a whale-watching or birding trip, this guidebook provides a handy gateway to the wonders of the ocean. Over 100 color photos and composite plates Includes whales, dolphins, birds, sharks, turtles, flying fish, and more Accessible and informative text reveals what to look for Great for beginners and experts alike
For the better part of 30 years, liberal bias has dominated mainstream media. But author and political journalist Brian Anderson reveals in his new book that the era of liberal dominance is going the way of the dodo bird.
A deeply moving look into romance and tragedy in the life of a Victorian–era Harvard student and his beloved wife, through journal entries, letters, and images of the actual diary. Her soul was the violet of my home, fragrant with heaven's own breezes, and lovely with a modest charm that kept me and keeps me her lover as in the days of yore. ––Francis Ellingwood Abbot, 1894 In 1857, at the age of twenty, a Harvard student named Francis Ellingwood Abbot met seventeen–year–old Katie Loring at a party in Concord, Massachusetts, and realized he had found his soul mate. An impetuous lover and a promising poet and thinker, Frank asked for her hand in marriage just weeks later, and began to record his thoughts and feelings in journals and in gorgeous letters. Collected here for the first time, Frank's witty, moving, and divinely sensitive writings reveal the deepest recesses of his heart as his love for Katie grew during their marriage. A beautiful keepsake and a rediscovered treasure, If Ever Two Were One is certain to be recognized as one of the greatest romances of all time.
Deadly and deep-seated political conspiracies are nothing new to Jack Flynn, the popular lead reporter of the Boston Record. But in Strangled, he finds himself in the middle of a case that everyone thought had closed forty years ago -- the Boston Strangler. From the summer of 1962 to the winter of 1964, eleven women were strangled to death in their homes. The city had been panic-stricken. Dog pounds were cleaned out. Locksmiths worked twenty-hour days. The streets emptied after dark. Single women set up phone trees to check on each other's safety. Then, a year after the eleventh murder, the city breathed a heavy sigh of relief when convicted sex offender Albert DeSalvo confessed to the killings. Eight years later, he was stabbed to death in prison, forever ridding the world of the man who had terrorized a city. Or so everyone thought. Boston, present-day. A series of murders has occurred in which all the victims, all female, have been strangled and left with markers eerily reminiscent of those once left by the "Phantom Fiend" -- garish bows tied around their necks and their bodies ghoulishly positioned to greet investigators as they entered the crime scene. In typical fashion, the police and local politicians have turned on their publicity machine full-throttle in an attempt to cool any rumors about the possible return of the Strangler. Little do they know that Flynn is receiving letters from the killer himself, thrusting the newsman between the threats of a madman and several secretive, uncooperative officials, who are tied to the original case. With the lives of innocent women on the line, he must use his keen journalistic skills to determine whether or not this is a copycat on the loose, or if Albert DeSalvo was, in fact, not quite the fiend everyone so easily believed him to be. Is it possible that the Boston Strangler was never captured and that he's been lurking in the shadows, waiting to kill again? Using fiction to examine the horrifying details of the Boston Strangler case and the possible outcomes of its investigation, McGrory has written an intelligent thriller crackling with newsroom energy and chilling suspense.
With the death of his lover, Peter, Michael is desolate. Although his friends and his wife, Maureen, rally round, no light enters his sad story until his nephew Patrick, the music student, comes into his life.
The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client’s needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.
Season two of the smash CW drama Arrow continues here! The story doesn’t stop when the TV turns off: Oliver Queen still has a city to save; and just because Sebastian Blood is dead, that doesn't mean Brother Blood is gone for good. Someone new has taken up the mantle and is building a religion aimed at cleansing Starling City of sin—starting with Team Arrow! To do it, he’s unearthed a secret weapon from the wreckage of Slade Wilson's failed raid of the city…drawn from the very blood of Slade's Mirakuru warriors! Arrow show creator MARC GUGGENHEIM and writers KETO SHIMIZU and BRIAN FORD SULLIVAN fill in the gaps between seasons with help from artists JOE BENNETT (52), SZYMON KUDRANSKI (KLARION), CRAIG YEUNG (X-Factor) and more! Collects print issues #1-12.
Proems, taut tales, small stories with rhythm and blues and grace and bruise and laughter between the lines. Brian Doyle’s The Kind of Brave You Wanted to Be is a book of cadenced notes on the swirl of miracle and the holy of attentiveness; a book about children and birds, love and grief and everything alive, which is to say all prayers.
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