Jeb Bush's Books

Immigration Wars

Forging an American Solution

By: Jeb Bush,Clint Bolick

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Immigration Wars

Forging an American Solution

By: Jeb Bush,Clint Bolick

Reviews the status of immigration and its role in the American economy, proposing a six-point strategy for reforming the immigration laws to reduce the number of illegal immigrants and attract highly skilled foreign workers.

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Page Count

299

Publisher

Simon and Schuster

Published Date

ISBN 10

1476713456

ISBN 13

9781476713458

Making Policy, Making Law

An Interbranch Perspective

By: Mark Carlton Miller,Jeb Barnes

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Making Policy, Making Law

An Interbranch Perspective

By: Mark Carlton Miller,Jeb Barnes

This volume proposes a new way of understanding the policymaking process in the United States by examining the complex interactions among the three branches of government, executive, legislative, and judicial. Collectively across the chapters a central theme emerges, that the U.S. Constitution has created a policymaking process characterized by ongoing interaction among competing institutions with overlapping responsibilities and different constituencies, one in which no branch plays a single static part. At different times and under various conditions, all governing institutions have a distinct role in making policy, as well as in enforcing and legitimizing it. This concept overthrows the classic theories of the separation of powers and of policymaking and implementation (specifically the principal-agent theory, in which Congress and the presidency are the principals who create laws, and the bureaucracy and the courts are the agents who implement the laws, if they are constitutional). The book opens by introducing the concept of adversarial legalism, which proposes that the American mindset of frequent legal challenges to legislation by political opponents and special interests creates a policymaking process different from and more complicated than other parliamentary democracies. The chapters then examine in depth the dynamics among the branches, primarily at the national level but also considering state and local policymaking. Originally conceived of as a textbook, because no book exists that looks at the interplay of all three branches, it should also have significant impact on scholarship about national lawmaking, national politics, and constitutional law. Intro., conclusion, and Dodd's review all give good summaries.

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Page Count

257

Publisher

Georgetown University Press

Published Date

ISBN 10

1589010256

ISBN 13

9781589010253

People Follow You

The Real Secret to What Matters Most in Leadership

By: Jeb Blount

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People Follow You

The Real Secret to What Matters Most in Leadership

By: Jeb Blount

Discover the secrets to influencing the performance of the people you lead Managers don't get paid for what they do but rather for the performance of their people; therefore, a manager's most important job is coaching behaviors in order to improve performance. In People Follow You managers will learn five easily understood and implemented levers critical to influencing the performance of the people they lead. Ultimately, people follow people that they like, trust, and believe in. Understand how to build stronger relationships with direct and indirect reports that lead to loyalty, higher productivity, and long-term development. Relevant to middle and high level managers, People Follow You provides a foundation for managing people. Practical lessons help managers employ winning interpersonal skills to move others to take action. Learn how to leverage the basics of interpersonal relationships to inspire others to take action Get a simple and actionable formula for connecting with employees and indirect reports and gaining their buy-in through the use of personal power vs. the power of authority Discover the fundamental on-the-job coaching skills that deliver instant performance improvement Author Jeb Blount is the most downloaded sales expert in iTunes history; his Sales Gravy and Sales Guy audio programs have been downloaded more than 3 million times When all else is stripped away, people don't work for companies, paychecks, perks, or slogans, people work for you. Become a manager people will follow, and lead your team to greater achievements and measurable gains.

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199

Publisher

John Wiley & Sons

Published Date

ISBN 10

1118173902

ISBN 13

9781118173909

Paramilitarism and the Assault on Democracy in Haiti

By: Jeb Sprague

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Paramilitarism and the Assault on Democracy in Haiti

By: Jeb Sprague

In this path-breaking book, Jeb Sprague investigates the dangerous world of right-wing paramilitarism in Haiti and its role in undermining the democratic aspirations of the Haitian people. Sprague focuses on the period beginning in 1990 with the rise of Haiti’s first democratically elected president, Jean-Bertrand Aristide, and the right-wing movements that succeeded in driving him from power. Over the ensuing two decades, paramilitary violence was largely directed against the poor and supporters of Aristide’s Lavalas movement, taking the lives of thousands of Haitians. Sprague seeks to understand how this occurred, and traces connections between paramilitaries and their elite financial and political backers, in Haiti but also in the United States and the Dominican Republic. The product of years of original research, this book draws on over fifty interviews—some of which placed the author in severe danger—and more than 11,000 documents secured through Freedom of Information Act (FOIA) requests. It makes a substantial contribution to our understanding of Haiti today, and is a vivid reminder of how democratic struggles in poor countries are often met with extreme violence organized at the behest of capital.

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Page Count

400

Publisher

NYU Press

Published Date

ISBN 10

1583673016

ISBN 13

9781583673010

Objections

The Ultimate Guide for Mastering The Art and Science of Getting Past No

By: Jeb Blount

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Objections

The Ultimate Guide for Mastering The Art and Science of Getting Past No

By: Jeb Blount

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

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Page Count

241

Publisher

John Wiley & Sons

Published Date

ISBN 10

1119477360

ISBN 13

9781119477365

Sales EQ

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

By: Jeb Blount

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Sales EQ

How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

By: Jeb Blount

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tool

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320

Publisher

John Wiley & Sons

Published Date

ISBN 10

1119325943

ISBN 13

9781119325949

Dynamics and Simulation of Flexible Rockets

By: Timothy M. Barrows,Jeb S. Orr

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Dynamics and Simulation of Flexible Rockets

By: Timothy M. Barrows,Jeb S. Orr

Dynamics and Simulation of Flexible Rockets provides a full state, multiaxis treatment of launch vehicle flight mechanics and provides the state equations in a format that can be readily coded into a simulation environment. Various forms of the mass matrix for the vehicle dynamics are presented. The book also discusses important forms of coupling, such as between the nozzle motions and the flexible body.This book is designed to help practicing aerospace engineers create simulations that can accurately verify that a space launch vehicle will successfully perform its mission. Much of the open literature on rocket dynamics is based on analysis techniques developed during the Apollo program of the 1960s. Since that time, large-scale computational analysis techniques and improved methods for generating Finite Element Models (FEMs) have been developed. The art of the problem is to combine the FEM with dynamic models of separate elements such as sloshing fuel and moveable engine nozzles. The pitfalls that may occur when making this marriage are examined in detail. - Covers everything the dynamics and control engineer needs to analyze or improve the design of flexible launch vehicles - Provides derivations using Lagrange's equation and Newton/Euler approaches, allowing the reader to assess the importance of nonlinear terms - Details the development of linear models and introduces frequency-domain stability analysis techniques - Presents practical methods for transitioning between finite element models, incorporating actuator dynamics, and developing a preliminary flight control design

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340

Publisher

Academic Press

Published Date

ISBN 10

0128199954

ISBN 13

9780128199954

Spooky Archaeology

Myth and the Science of the Past

By: Jeb J. Card

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Spooky Archaeology

Myth and the Science of the Past

By: Jeb J. Card

Outside of scientific journals, archaeologists are depicted as searching for lost cities and mystical artifacts in news reports, television, video games, and movies like Indiana Jones or The Mummy. This fantastical image has little to do with day-to-day science, yet it is deeply connected to why people are fascinated by the ancient past. By exploring the development of archaeology, this book helps us understand what archaeology is and why it matters. In Spooky Archaeology author Jeb J. Card follows a trail of clues left by adventurers and professional archaeologists that guides the reader through haunted museums, mysterious hieroglyphic inscriptions, fragments of a lost continent that never existed, and deep into an investigation of magic and murder. Card unveils how and why archaeology continues to mystify and why there is an ongoing fascination with exotic artifacts and eerie practices.

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Page Count

360

Publisher

University of New Mexico Press

Published Date

ISBN 10

0826359663

ISBN 13

9780826359667

Welcome to the Urban Revolution

How Cities Are Changing the World

By: Jeb Brugmann

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Welcome to the Urban Revolution

How Cities Are Changing the World

By: Jeb Brugmann

The author argues that urban locations are ideal for technological, economic, and social innovation.

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359

Publisher

Bloomsbury Publishing USA

Published Date

ISBN 10

1608190927

ISBN 13

9781608190928

Selling the Price Increase

The Ultimate B2B Field Guide for Raising Prices Without Losing Customers

By: Jeb Blount

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Selling the Price Increase

The Ultimate B2B Field Guide for Raising Prices Without Losing Customers

By: Jeb Blount

A practical guide for successfully navigating the single greatest growth and profit improvement opportunity for B2B enterprises: price increases The payoff for implementing price increases without losing customers is massive! Effective price increase campaigns are far more effective at boosting topline revenue and generating profits than acquiring new customers. The problem is that price increase initiatives—whether broad-based or targeted to specific accounts—strike fear and anxiety into the hearts of sales professionals and account managers who are tasked with selling them to their customers. Approaching customers with price increases sits at the tip top of the pantheon of things salespeople hate to do because they fear that raising prices will reduce sales volume or open the door to competitors. Yet when sold effectively, customers accept price increases, remain loyal, and often buy even more. In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process. In each chapter, you’ll find practical exercises designed to help you master the Selling the Price Increase system. As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to successfully engage customers in price increase conversations. You’ll learn: How to navigate multiple price increase scenarios: broad-based, targeted, non-negotiable, negotiable, defending, presenting, and asking The eight price increase narratives and three drivers of customer price increase acceptance How to neutralize and get past the five big price increase fears and anxieties How to avoid the big mistakes that trigger resentment and drive customers into the arms of your competitors The 9-Box Risk-Profile Framework for targeting accounts for price increases A repeatable process for confidently approaching price increase conversations The Five-Step Price Increase Messaging Framework Proven frameworks for reducing resistance and handling price increase objections How to negotiate profitable outcomes with high-risk profile accounts Winning strategies for coaching and leading successful price increase initiatives Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, Objections, Inked, and Virtual Selling, Jeb Blount's Selling the Price Increase puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. Selling the Price Increase is an essential handbook for sales professionals, account managers, customer success teams, and other revenue generation leaders looking for a page-turning and insightful roadmap to navigating the essential—and nerve-wracking—world of price increases.

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359

Publisher

John Wiley & Sons

Published Date

ISBN 10

111989929X

ISBN 13

9781119899297

Countercultural

Identities Written by the Gospel

By: J. E. B. Mouw

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Countercultural

Identities Written by the Gospel

By: J. E. B. Mouw

We face a culture that is becoming less intentional and more confused, dragging with it a wayward church. Drifting in this waywardness, many have been taken captive by electronic media and have lost touch with their Bibles. However, God has graced us with a desire to grow in knowledge and find a ballast in life—we only need to accept his life-saving gift. Countercultural: Identities Written by the Gospel will help us wayward children of God to look to the Bible to remind ourselves who God says we are, what we ought to expect, and how we should behave. Asking us to renew our interest in the entire Bible, author Jason E. B. Mouw shares his own personal spiritual journey through the trials and tribulations of life, depression, addiction, and faith in order to help others seek the Bible as a source of comfort and instruction. Though life may sometimes seem meaningless, futile, or even cruel, the Bible and Christ’s redeeming gospel offers all believers a hope and a purpose. By finding our identities in God through his gospel message, we can be delivered from the desperation of the world and live peacefully in God’s grace.

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189

Publisher

iUniverse

Published Date

ISBN 10

1532020015

ISBN 13

9781532020018

Overruled?

Legislative Overrides, Pluralism, and Contemporary Court-Congress Relations

By: Jeb Barnes

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Overruled?

Legislative Overrides, Pluralism, and Contemporary Court-Congress Relations

By: Jeb Barnes

Since the mid-1970s, Congress has passed hundreds of overrides—laws that explicitly seek to reverse or modify judicial interpretations of statutes. Whether front-page news or not, overrides serve potentially vital functions in American policy-making. Federal statutes—and court cases interpreting them—often require revision. Some are ambiguous, some conflict, and others are obsolete. Under these circumstances, overrides promise Congress a means to repair flawed statutes, reconcile discordant court decisions, and reverse errant judicial interpretations. Overrides also allow dissatisfied litigants to revisit issues and raise concerns in Congress that courts have overlooked. Of course, promising is one thing and delivering is quite another. Accordingly, this book asks: Do overrides, in fact, effectively clarify the law, reverse objectionable judicial statutory interpretations, and broaden deliberation on contested issues? The answers provide new insights into the complex role of overrides in U.S. policy-making and in the politics of contemporary court-Congress relations.

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231

Publisher

Stanford University Press

Published Date

ISBN 10

0804767203

ISBN 13

9780804767200

Dust-Up

Asbestos Litigation and the Failure of Commonsense Policy Reform

By: Jeb Barnes

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Dust-Up

Asbestos Litigation and the Failure of Commonsense Policy Reform

By: Jeb Barnes

In an era of polarization, narrow party majorities, and increasing use of supermajority requirements in the Senate, policy entrepreneurs must find ways to reach across the aisle and build bipartisan coalitions in Congress. One such coalition-building strategy is the “politics of efficiency,” or reform that is aimed at eliminating waste from existing policies and programs. After all, reducing inefficiency promises to reduce costs without cutting benefits, which should appeal to members of both political parties, especially given tight budgetary constraints in Washington. Dust-Up explores the most recent congressional efforts to reform asbestos litigation—a case in which the politics of efficiency played a central role and seemed likely to prevail. Yet, these efforts failed to produce a winning coalition, even though reform could have saved billions of dollars and provided quicker compensation to victims of asbestos-related diseases. Why? The answers, as Jeb Barnes deftly illustrates, defy conventional wisdom and force us to rethink the political effects of litigation and the dynamics of institutional change in our fragmented policymaking system. Set squarely at the intersection of law, politics, and public policy, Dust-Up provides the first in-depth analysis of the political obstacles to Congress in replacing a form of litigation that nearly everyone—Supreme Court justices, members of Congress, presidents, and experts—agrees is woefully inefficient and unfair to both victims and businesses. This concise and accessible case study includes a glossary of terms and study questions, making it a perfect fit for courses in law and public policy, congressional politics, and public health.

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Page Count

150

Publisher

Georgetown University Press

Published Date

ISBN 10

1589017862

ISBN 13

9781589017863

Fanatical Military Recruiting

The Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qualified Applicants, Win the War for Talent, and Make Mission Fast

By: Jeb Blount

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Fanatical Military Recruiting

The Ultimate Guide to Leveraging High-Impact Prospecting to Engage Qualified Applicants, Win the War for Talent, and Make Mission Fast

By: Jeb Blount

Military Recruiting is a war. It’s just a different kind of war than what you were prepared and trained to fight for. Recruiting is a war for talent. Smart, competent, and capable people are rare and in high demand. Every organization, from commercial enterprises, healthcare, non-profit, sports, and education, to the military is in an outright battle to recruit and retain these bright and talented people. Rather than bullets and bombs, the war for talent is won through high-impact prospecting activity, time discipline, intellectual agility, emotional intelligence, and human to human relationships. On this highly competitive, ever changing, asymmetrical battlefield, to win, you must operate at a level of excellence beyond anything asked of military recruiters before. Yet, in this new paradigm, many recruiters are struggling, and most recruiting units are staring down the barrel at 50 percent or more of their recruiters consistently missing Mission. It is imperative that we arm military recruiters with the skills they need to win in this challenging environment. The failure to make Mission is an existential threat to the strength and readiness of America’s fighting forces and our democracy. Fanatical Military Recruiting begins where the Recruiting and Retention colleges of the various branches of the military leave off. It is an advanced, master’s level training resource designed specifically for the unique demands of Military Recruiting. In FMR, you’ll learn: The Single Most Important Discipline in Military Recruiting How to Get Out of a Recruiting Slump The 30-Day Rule and Law of Replacement Powerful Time and Territory Management Strategies that Put You in Control of Your Day The 7 Step Telephone Prospecting Framework The 4 Step Email and Direct Messaging Framework The 5 C’s of Social Recruiting The 7 Step Text Message Prospecting Framework How to Leverage a Balanced Prospecting Methodology to Keep the Funnel Full of Qualified Applicants Powerful Human Influence Frameworks that Reduce Resistance and Objections The 3 Step Prospecting Objection Turn-Around Framework Mission Drive and the 5 Disciplines of Ultra-High Performing Military Recruiters In his signature right-to-the-point style that has made him the go-to trainer to a who’s who of the world’s most prestigious organizations, Jeb Blount pulls no punches. He slaps you in the face with the cold, hard truth about what’s really holding you back. Then, he pulls you in with stories, examples, and lessons that teach you exactly what you need to do right now to become an ultra-high performing recruiter. Fanatical Military Recruiting is filled with the high-powered strategies, techniques, and tools you need to keep your funnel packed with qualified applicants. As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence. And, with this new-found confidence, your performance as a military recruiter will soar and you will Make Mission, Fast.

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340

Publisher

John Wiley & Sons

Published Date

ISBN 10

1119473632

ISBN 13

9781119473633

Fanatical Prospecting

The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

By: Jeb Blount

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Fanatical Prospecting

The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

By: Jeb Blount

Ditch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

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304

Publisher

John Wiley & Sons

Published Date

ISBN 10

1119144779

ISBN 13

9781119144779

Classic Rock Revisited Vol. 1: Rock Icons & Metal Gods

By: Jeb Wright

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Classic Rock Revisited Vol. 1: Rock Icons & Metal Gods

By: Jeb Wright

Vol. 1 will include interviews, presented in chapter form, with Tom Scholz of Boston, Steve Perry of Journey, Steve Miller, Paul Rogers of Bad Company/Queen, Joe Perry of Aerosmith, Sammy Hagar, Rick Neilson of Cheap Trick, Billy Gibbons of ZZ Top, George Thoroughgood, John Anderson of Yes, Mick Jones of Foreigner, Alan Parsons, and Tommy Shaw of Styx; and Rob Halford of Judas Priest, Ozzy Osbourne, Ronnie James Dio, Manny Charlton of Nazzareth, Michael Anthony of Van Halen, Geoff Tate of Queensryche, Lita Ford, Blackie Lawless of WASP, Jason Bonham, Lemmy Kilmister of Motorhead, and Ian Gillan of Deep Purple.

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281

Publisher

SCB Distributors

Published Date

ISBN 10

0983471614

ISBN 13

9780983471615

INKED

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

By: Jeb Blount

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INKED

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

By: Jeb Blount

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today’s buyers have more power than ever before—more information, more at stake, and more control over the buying process—they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer—along with your company’s growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You’ll learn: Seven Immutable Rules of Sales Negotiation Why “Win-Win” Usually Means “You-Lose” The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You’ll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients—a who’s who of the world’s most prestigious organizations—right into your hands.

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343

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John Wiley & Sons

Published Date

ISBN 10

1119540518

ISBN 13

9781119540519

How Policy Shapes Politics

Rights, Courts, Litigation, and the Struggle Over Injury Compensation

By: Jeb Barnes,Thomas Frederick Burke

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How Policy Shapes Politics

Rights, Courts, Litigation, and the Struggle Over Injury Compensation

By: Jeb Barnes,Thomas Frederick Burke

Comparing judicialized and bureaucratized injury compensation policies, Jeb Barnes and Thomas F. Burke conclude that litigation divides interests between victims and villains and winners and losers, and so creates a comparatively fractious, chaotic politics.

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273

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Oxford University Press, USA

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0199756112

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9780199756117

Virtual Selling

A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast

By: Jeb Blount

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Virtual Selling

A Quick-Start Guide to Leveraging Video, Technology, and Virtual Communication Channels to Engage Remote Buyers and Close Deals Fast

By: Jeb Blount

And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.

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400

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John Wiley & Sons

Published Date

ISBN 10

1119742773

ISBN 13

9781119742777

Finding Pathways

Mixed-Method Research for Studying Causal Mechanisms

By: Nicholas Weller,Jeb Barnes

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Finding Pathways

Mixed-Method Research for Studying Causal Mechanisms

By: Nicholas Weller,Jeb Barnes

Social scientists have identified a need to move beyond the analysis of correlation among variables to the study of causal mechanisms that link them. Nicholas Weller and Jeb Barnes propose that a solution lies in 'pathway analysis', the use of case studies to explore the causal links between related variables. This book focuses on how the small-N component of multi-method research can meaningfully contribute and add value to the study of causal mechanisms. The authors present both an extended rationale for the unique role that case studies can play in causal mechanism research, and a detailed view of the types of knowledge that case studies should try to generate and how to leverage existing large-N data to guide the case selection process. The authors explain how to use their approach both to select cases and to provide context on previously studied cases.

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173

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Cambridge University Press

Published Date

ISBN 10

1139992686

ISBN 13

9781139992688

An Undeniable Secret (Amish Secrets #4)

By: Jennifer Spredemann,J.E.B. Spredemann

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An Undeniable Secret (Amish Secrets #4)

By: Jennifer Spredemann,J.E.B. Spredemann

From USA Today bestselling author Jennifer Spredemann comes an impossible love story fans of Amish fiction will adore! She’s Amish. He’s not. And that’s not even their biggest obstacle. Saloma Troyer, the oldest of eight daughters, is shattered when tragedy strikes her family. As she attempts to pick up the pieces and move on, she meets a handsome Englischer at the library. She should focus on what’s best for her family’s future, but her heart only wants to be with Will. William Griffith is certain Sally is the one God has planned for his future wife, but there’s one little problem: she’s Amish. His uncle would never approve of it—not to mention her Amish community's restrictions. But Will is determined to pursue Sally at any cost, until a family secret unravels their already fragile relationship. Can they work through their differences and forge a life of love, or will the secret destroy any chance of a happily ever after? An Undeniable Secret features memorable characters and twists and turns you’ll never expect. Start reading today to discover this delightful Amish romance. Books in this series: An Unforgivable Secret A Secret Encounter A Secret of the Heart An Undeniable Secret A Secret Sacrifice A Secret of the Soul A Secret Christmas Publisher's Note: Each story is between 200-300 pages and can stand alone Reader Discussion Guides are available upon request through the author's website

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207

Publisher

Blessed Publishing

Published Date

ISBN 10

1940492106

ISBN 13

9781940492100

The Road Goes Ever On and On

By: Jeb Smith

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The Road Goes Ever On and On

By: Jeb Smith

Engrossing...Tolkien's principles--patriotism, Medievalism, localism, Catholicism--are certainly out of fashion today. And yet they're the foundation for all his books, which have sold hundreds of millions of copies. Mr. Smith does a wonderful job of explaining why modern readers are so enthralled by Tolkien's reactionary vision. Whether you're a casual Lord of the Rings fan or a serious Tolkien scholar, every page of Mr. Smith's book will delight and fascinate. And if anyone ever tells you that fairy-tales are only for children, hand him this book. Tolkien ought to be regarded as one of the great social critics of our time, as Mr. Smith so masterfully demonstrates. -Michael Warren Davis is an editor for Sophia Institute Press and the author of The Reactionary Mind: Why Conservative Isn't Enough. You can find him on his blog, The Common Man. As the popularity of Tolkien's work continues to endure, the importance of Jeb Smith's work continues to grow. This is because of a prolonged siege against Tolkien's work: the attempt to dislodge it from its Christian and Biblical foundations. Jeb Smith's insights are immensely helpful to this and future generations of Tolkien admirers. Scott L. Smith, author of Lord of the Rings and the Eucharist J.R.R. Tolkien's Middle-earth has captured the imaginations of millions of readers around the world for generations. He is considered the father of modern fantasy, but few understand how Tolkien's worldview impacted his mythology. The Road Goes Ever On and On is the first book of its kind to place Tolkien within his proper context, giving the reader a deeper understanding of Tolkien and Middle-earth. Smith takes us on a quest through a wide range of Tolkien's writings to unlock Tolkien's perspective--a perspective that, like the elves who have sailed into the West leaving Middle-earth, has faded away from our world. You will gain an in-depth knowledge of Tolkien's views on politics, environmentalism, religion, and much more. From the Valar to Hobbits, the free peoples closely follow Tolkien's sentiments. In contrast, forces under the Shadow represent what Tolkien believed was immoral. Covering a wide range of topics, The Road Goes Ever On and On is filled with breathtaking illustrations bringing Middle-earth to life like never before, making this the 'one book to rule them all.

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152

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Christian Faith Publishing, Inc.

Published Date

ISBN 10

1685701264

ISBN 13

9781685701260

Immigration Wars

Forging an American Solution

By: Jeb Bush,Clint Bolick

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Immigration Wars

Forging an American Solution

By: Jeb Bush,Clint Bolick

The immigration debate has challenged our nation since its founding. But today, it divides Americans more stridently than ever, due to a chronic failure of national leadership by both parties. Here at last is an attainable resolution guided by two core principles: first, immigration is vital to America’s future; second, any enduring resolution must adhere to the rule of law. Unfortunately, current laws are so cumbersome and irrational that millions have circumvented them and entered the United States illegally, taxing our system to the breaking point. Jeb Bush and Clint Bolick contend there are other unique factors currently at play: America’s future population expansion will come solely from immigrants. And for the first time, the U.S. must compete with other countries for immigrant workers and their skills. In the first book to offer a practical, nonpartisan approach, Bush and Bolick propose a compelling six-point strategy for reworking our policies that begins with erasing all existing, outdated immigration structures and starting over. From there, Immigration Wars details their plan for advancing the national goals that immigration policy is supposed to achieve: build a demand-driven immigration system; increase states’ autonomy based on varying needs; reduce the significant physical risks and financial costs imposed by illegal immigration; unite Mexico and America in their common war against drug cartels; and educate aspiring citizens in our nation’s founding principles and why they still matter. Here too is a viable variation of the DREAM Act as a legal status for children brought here illegally, and sound strategies for the Republican Party to revitalize their ever-decreasing core constituency. With Immigration Wars as a beacon of hope, Americans can finally solidify a national identity that is based on a set of ideals enriched and reinvigorated by immigrants, most of whom fervently embrace our core values—family, faith, hard work, education, and patriotism.

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304

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Simon and Schuster

Published Date

ISBN 10

1476713472

ISBN 13

9781476713472

Selling in a Crisis

55 Ways to Stay Motivated and Increase Sales in Volatile Times

By: Jeb Blount

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Selling in a Crisis

55 Ways to Stay Motivated and Increase Sales in Volatile Times

By: Jeb Blount

Find the motivation and confidence to stay on top when everything hits the fan In volatile times, it is hard to sell. It seems like every company is on a spending freeze, cutting back, or pushing off making decisions. Buyers become scarce and the competition for the few that are still buying is fierce. People don’t want to meet with you, objections are harsher, customers cancel orders and contracts on a whim and pressure you for price decreases. Yet, you are still under the same pressure to make your sales number. If you don't, your income will take a hit. Don’t even mention the 401(k) that you are afraid to even look at with the markets in free fall. In this situation, it’s natural to feel stressed out and feel demotivated. In Selling in a Crisis, the world’s most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you 55 easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down. You’ll also discover: The real secrets to selling more in a crisis The difference between rainmakers and rain barrels and how to find opportunity in adversity Why you must stop swimming naked and put your bathing suit on Why you don’t get into buckets with crabs How to be a RIGHT NOW sales professional 7 Steps of Effective Prospecting Sequences and how to be professionally persistent How to adjust sales messaging to meet the moment The sales secrets of frogs, squirrels, and horses Sutton’s Law and why you must go where the money is Why you need more than charm and a great personality to close sales in a crisis The five questions you must answer in the affirmative for every stakeholder How to handle buying commitment objections in a crisis How to protect your turf from competitors and your profits from price decreases Five ways to protect and advancing your career How to be bold and always trust your cape And so much more . . . Jon Kabat-Zinn once said, "You can't stop the waves, but you can learn to surf." This is exactly what you’ll learn to do in this indispensable guide for sales professionals who are navigating the rough seas of volatility. With each chapter you will find the motivation, inspiration, and confidence catch to rise above the negativity, catch your wave, and take control of your life, career, mindset, and income.

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266

Publisher

John Wiley & Sons

Published Date

ISBN 10

1394162367

ISBN 13

9781394162369

Book's by Jeb Bush

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