Michael T. Bosworth's Books

42 Rules to Increase Sales Effectiveness

By: Michael Griego

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42 Rules to Increase Sales Effectiveness

By: Michael Griego

If you are a professional salesperson, sales manager or director, VP of sales, CEO, any role in marketing, or anyone supporting selling efforts, this book is for you. It will teach you updated tools, language and tactics of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules. These rules have been road tested over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts, from high-tech enterprise sales to non-technology sales. Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book, 42 Rules to Increase Sales Effectiveness (2nd Edition), upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams. In '42 Rules to Increase Sales Effectiveness (2nd Edition), ' you will learn: The Effective Sales Perspective The Effective Sales Process The effective Salesperson Effective Territory Management Effective Sales Communication The Effective Sales Meeting Effective Sales Closing This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It's a great read for any professional to confirm that their own "salesmanship" is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.

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130

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Happy About

Published Date

ISBN 10

1607730332

ISBN 13

9781607730330

CustomerCentric Selling

By: Michael T. Bosworth,John R. Holland

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CustomerCentric Selling

By: Michael T. Bosworth,John R. Holland

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.

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Page Count

274

Publisher

McGraw Hill Professional

Published Date

ISBN 10

0071501975

ISBN 13

9780071501972

The Spectacle of Intimacy

A Public Life for the Victorian Family

By: Karen Chase,Michael Levenson

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The Spectacle of Intimacy

A Public Life for the Victorian Family

By: Karen Chase,Michael Levenson

Love of home life, the intimate moments a family peacefully enjoyed in seclusion, had long been considered a hallmark of English character even before the Victorian era. But the Victorians attached unprecedented importance to domesticity, romanticizing the family in every medium from novels to government reports, to the point where actual families felt anxious and the public developed a fierce appetite for scandal. Here Karen Chase and Michael Levenson explore how intimacy became a spectacle and how this paradox energized Victorian culture between 1835 and 1865. They tell a story of a society continually perfecting the forms of private pleasure and yet forever finding its secrets exposed to view. The friction between the two conditions sparks insightful discussions of authority and sentiment, empire and middle-class politics. The book recovers neglected episodes of this mid-century drama: the adultery trial of Caroline Norton and the Prime Minister, Lord Melbourne; the Bedchamber Crisis of the young Queen Victoria; the Bloomer craze of the 1850s; and Robert Kerr's influential treatise, celebrating the ideal of the English Gentleman's House. The literary representation of household life--in Dickens, Tennyson, Ellis, and Oliphant, among others--is placed in relation to such public spectacles as the Deceased Wife's Sister Bill of 1848, the controversy over divorce in the years 1854-1857, and the triumphant return of Florence Nightingale from the Crimea. These colorful incidents create a telling new portrait of Victorian family life, one that demands a fundamental rethinking of the relation between public and private spheres.

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Page Count

263

Publisher

Princeton University Press

Published Date

ISBN 10

1400831121

ISBN 13

9781400831128

Microsoft CRM For Dummies

By: Joel Scott,Michael DeLisa

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Microsoft CRM For Dummies

By: Joel Scott,Michael DeLisa

Microsoft CRM, das sind die heiss ersehnten Customer Relationship Management (CRM) Software Anwendungen von Microsoft, die jetzt demnächst auf den Markt kommen und die insbesondere auf den Bedarf kleiner und mittelständischer Unternehmen zugeschnitten sind. "Microsoft CRM For Dummies" ist ein praktischer Leitfaden, der Anfänger und fortgeschrittene Anfänger mit dem Leistungsumfang und der Nutzung dieser CRM Software vertraut macht. Das Buch geht ausführlich auf die wichtigsten Features von Microsoft CRM ein, wie z.B. integrierte Vertriebs- und Servicemodule, Funktionen für das Lead- und Verkaufschancenmanagement, komplette Kontakthistorie, automatisches Ereignismeldungssystem, leistungsfähige Wissensdatenbank sowie spezielle Reporting Tools für die genaue Umsatzplanung und die Auswertung der Geschäftsaktivitäten. Die Vorteile von Microsoft CRM liegen klar auf der Hand: Mit dieser neuen Software können Sie effektiver verkaufen, alle Aktivitäten zentral an einem Ort verwalten, potentielle Interessenten effizient ermitteln und zu Kunden machen, schneller informationsbasierte Entscheidungen treffen, durchgängigen Service anbieten und vieles andere mehr. Darüber hinaus ist Microsoft CRM schnell einzuführen, leicht anzupassen und einfach zu bedienen. Autor Joel Scott gilt international als Experte für erfolgreiches CRM im Bereich mittelständischer Unternehmen. Er ist President und Chef-Trainer der Computer Control Corporation, einem Unternehmen, das sich auf den Vertrieb von CRM Software und entsprechenden Schulungen spezialisiert hat. Ein Band aus der beliebten 'For Dummies'-Reihe.

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Page Count

386

Publisher

John Wiley & Sons

Published Date

ISBN 10

0764544896

ISBN 13

9780764544897

From Trocchi to Trainspotting - Scottish Critical Theory Since 1960

By: Michael Gardiner

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From Trocchi to Trainspotting - Scottish Critical Theory Since 1960

By: Michael Gardiner

This book charts the course of Scottish Critical Theory since the 1960s. It provocatively argues that 'French' critical-theoretical ideas have developed in tandem with Scottish writing during this period. Its themes can be read as a breakdown in Scottish Enlightenment thinking after empire - precisely the process which permitted the rise of 'theory'.The book places within a wider theoretical context writers such as Muriel Spark, Edwin Morgan, Ian Hamilton Finlay, James Kelman, Alexander Trocchi, Janice Galloway, Alan Warner and Irvine Welsh, as well as more recent work by Alan Riach and Pat Kane, who can be seen to take the 'post-Enlightenment' narrative forward. In doing so, it draws on the work of the Scottish thinkers John Macmurray and R.D. Laing as well as the continental philosophers Gilles Deleuze and Paul Virilio.

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208

Publisher

Edinburgh University Press

Published Date

ISBN 10

0748627111

ISBN 13

9780748627110

British-Ottoman Relations, 1661-1807

Commerce and Diplomatic Practice in Eighteenth-century Istanbul

By: Michael Talbot

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British-Ottoman Relations, 1661-1807

Commerce and Diplomatic Practice in Eighteenth-century Istanbul

By: Michael Talbot

The British Embassy in Istanbul was unique among other diplomatic missions in the long eighteenth century in being financed by a private commercial monopoly, the Levant Company. In this detailed study, Michael Talbot shows how the intimate relation between commercial interest and diplomatic practice played out across the period, from the arrival of an ambassador from the restored British crown in 1661 to the sudden evacuation of his successor and the outbreak of the first Ottoman War in 1807. Using a rich variety of sources in English, Ottoman Turkish and Italian, some of them never before examined, including legal documents, financial ledgers and first-hand accounts from participants, he reconstructs the detail of diplomatic practice in rituals of gift-giving and hospitality within the Ottoman court; examines the at times very different meanings that they held for the British and Ottoman participants; and traces the ways in which the declining fortunes of the Levant company directly affected the ability of the embassy to perform effectively within Ottoman conventions, at a time when rising levels of British violence in and around the Ottoman realm marked the journey towards British imperialism in the region. MICHAEL TALBOT is Lecturer in History at the University of Greenwich.

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272

Publisher

Boydell & Brewer

Published Date

ISBN 10

1783272023

ISBN 13

9781783272020

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

By: Michael Bosworth,Ben Zoldan,Michael T. Bosworth

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What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

By: Michael Bosworth,Ben Zoldan,Michael T. Bosworth

Build better relationships and Sell More Effectively With a Powerful SALES STORY “Throughout our careers, we have been trained to ask diagnostic questions, deliver value props, and conduct ROI studies. It usually doesn’t work; best case, we can argue with the customer about numbers—purely a left brain exercise, which turns buyers off. This book explains a better way.” —John Burke, Group Vice President, Oracle Corporation “Forget music, a great story has charm to soothe the savage beast and win over the most challenging customer. And one of the best guides in crafting it, feeling it, and telling it is What Great Salespeople Do. A must-read for anyone seeking to influence another human being.” —Mark Goulston, M.D., author of the #1 international bestseller Just Listen: Discover the Secret to Getting Through to Absolutely Anyone “Good salespeople tell stories that inform prospects; great salespeople tell stories that persuade prospects. This book reveals what salespeople need to do to become persuasive story sellers.” —Gerhard Gschwandtner, publisher of Selling Power “This book breaks the paradigm. It really works miracles!” —David R. Hibbard, President, Dialexis Inc™ “What Great Salespeople Do humanizes the sales process.” —Kevin Popovic, founder, Ideahaus® “Mike and Ben have translated what therapists have known for years into a business solution—utilizing and developing one’s Emotional Intelligence to engage and lessen the defenses of others. What Great Salespeople Do is a step-by-step manual on how to use compelling storytelling to masterfully engage others and make their organizations great.” —Christine Miles, M.S., Psychological Services, Executive Coach, Miles Consulting LLC About the Book: This groundbreaking book offers extraordinary insight into the greatest mystery in sales: how the very best salespeople consistently and successfully influence change in others, inspiring their customers to say yes. Top-performing salespeople have always had a knack for forging connections and building relationships with buyers. Until now, this has been considered an innate talent. What Great Salespeople Do challenges some of the most widely accepted paradigms in selling in order to prove that influencing change in buyers is a skill that anyone can learn. The creator of Solution Selling and CustomerCentric Selling, Michael Bosworth, along with veteran sales executive Ben Zoldan, synthesize discoveries in neuroscience, psychology, sociology, anthropology, and other disciplines, combining it all into a field-tested framework—helping you break down barriers, build trust, forge meaningful relationships, and win more customers. This book teaches you how to: Relax a buyer’s skepticism while activating the part of his or her brain where trust is formed and connections are forged Use the power of story to influence buyers to change Make your ideas, beliefs, and experiences “storiable” using a proven story structure Build a personal inventory of stories to use throughout your sales cycle Tell your stories with authenticity and real passion Use empathic listening to get others to reveal themselves Incorporate storytelling and empathic listening to achieve collaborative conversations with buyers Breakthroughs in neuroscience have determined that people don’t make decisions solely on the basis of logic; in fact, emotions play the dominant role in most decision-making processes. What Great Salespeople Do gives you the tools and techniques to influence change and win more sales.

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Page Count

257

Publisher

McGraw Hill Professional

Published Date

ISBN 10

0071769714

ISBN 13

9780071769716

Pharmacotherapy: A Pathophysiologic Approach, Eleventh Edition

By: Joseph T. DiPiro,Gary C. Yee,L. Michael Posey

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Pharmacotherapy: A Pathophysiologic Approach, Eleventh Edition

By: Joseph T. DiPiro,Gary C. Yee,L. Michael Posey

Publisher's Note: Products purchased from Third Party sellers are not guaranteed by the publisher for quality, authenticity, or access to any online entitlements included with the product. 25+ additional chapters available online! The classic guide to driving optimal patient outcomes using evidence-based medication therapies—updated with the latest advances and guidelines Presented in full color, Pharmacotherapy: A Pathophysiologic Approach, 11th Edition helps you deliver the highest-quality patient care through evidence-based medication therapy derived from sound pharmacotherapeutic principles. It takes you beyond drug indications and dosages, showing how to properly select, administer, and monitor drugs—everything you need to provide safe, effective drug therapy across all therapeutic categories. With all-new monitoring tables and authoritative content from 300 expert contributors, this new edition has been fully updated to reflect the latest evidence-based information and recommendations. You’ll find Key Concepts at the beginning of each chapter, Clinical Presentation tables that summarize disease signs and symptoms, and Clinical Controversies boxes that examine the complicated issues faced by students and clinicians in providing drug therapy. Why Pharmacotherapy: A Pathophysiologic Approach is perfect for students, pharmacists, and other healthcare providers: • All chapters provide the most current, reliable, and relevant information available. • Key concepts kick off every chapter. • Clinical Presentation Tables summarize disease signs and symptoms. • The majority of sections include personalized pharmacotherapy content. • Clinical Controversies Boxes clarify the most complex drug therapy issues you’ll face. • Diagnostic flow diagrams, treatment algorithms, dosing recommendations, and monitoring approaches have been updated in full color to distinguish treatment pathways. • Most disease-oriented chapters are enhanced by updated evidence-based treatment guidelines, which often include ratings of the level of evidence to support key therapeutic approaches. • Instructors who adopt this text are eligible for a PowerPoint presentation of all images and answers to Self-Assessment Questions! The most trusted guide of its kind for decades, Pharmacotherapy: A Pathophysiologic Approach is the go-to text for students and practitioners seeking clear, objective coverage of core pathophysiologic and therapeutic elements.

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2672

Publisher

McGraw Hill Professional

Published Date

ISBN 10

1260116824

ISBN 13

9781260116823

Pharmacotherapy: A Pathophysiologic Approach, Tenth Edition

By: Joseph T. DiPiro,Robert L. Talbert,Gary C. Yee,Gary R. Matzke,Barbara G. Wells,L. Michael Posey

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Pharmacotherapy: A Pathophysiologic Approach, Tenth Edition

By: Joseph T. DiPiro,Robert L. Talbert,Gary C. Yee,Gary R. Matzke,Barbara G. Wells,L. Michael Posey

The most comprehensive text available on the use of evidence-based medication therapies for optimal patient outcomes – updated with the latest breakthroughs and guidelines A Doody's Core Title for 2019! Pharmacotherapy: A Pathophysiologic Approach is written to help you advance the quality of patient care through evidence-based medication therapy derived from sound pharmacotherapeutic principles. The scope of this trusted classic goes beyond drug indications and dosages to include the initial selection, proper administration, and monitoring of drugs. You will find everything you need to provide safe, effective drug therapy across the full range of therapeutic categories. Presented in full-color, the Tenth Edition is enriched by more than 300 expert contributors, and every chapter has been updated to reflect the latest in evidence-based information and recommendations. This sweeping updates include tables, charts, algorithms, and practice guidelines. This edition is also enhanced by a timely all-new chapter on Travel Health. Here’s why this is the perfect learning tool for students, patient-focused pharmacists, and other health care providers: • All chapters have been updated to provide the most current, reliable, and relevant information possible • Key Concepts at the beginning of each chapter • Clinical Presentation Tables summarize disease signs and symptoms • Clinical Controversies Boxes examine the complicated issues faced by students and clinicians in providing drug therapy • Color coded diagnostic flow diagram, treatment algorithms, dosing recommendations, and monitoring approaches clearly distinguish treatment pathways • Most disease-oriented chapters include updated evidence-based treatment guidelines that often include ratings of the level of evidence to support the key therapeutic approaches Edition after trusted edition, Pharmacotherapy: A Pathophysiologic Approach has been unmatched in its ability to clearly and impartially impart core pathophysiological and therapeutic elements that students and practitioners must be familiar with.

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Page Count

2509

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McGraw Hill Professional

Published Date

ISBN 10

1259587495

ISBN 13

9781259587498

Book's by Michael T. Bosworth

42 Rules to Increase Sales Effectiveness

42 Rules to Increase Sales Effectiveness

CustomerCentric Selling

CustomerCentric Selling

The Spectacle of Intimacy

The Spectacle of Intimacy

Microsoft CRM For Dummies

Microsoft CRM For Dummies

From Trocchi to Trainspotting - Scottish Critical Theory Since 1960

From Trocchi to Trainspotting - Scottish Critical Theory Since 1960

British-Ottoman Relations, 1661-1807

British-Ottoman Relations, 1661-1807

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story

Pharmacotherapy: A Pathophysiologic Approach, Eleventh Edition

Pharmacotherapy: A Pathophysiologic Approach, Eleventh Edition

Pharmacotherapy: A Pathophysiologic Approach, Tenth Edition

Pharmacotherapy: A Pathophysiologic Approach, Tenth Edition

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