Fanatical Military Recruiting

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Fanatical Military Recruiting

Jeb Blount
Fanatical Military Recruiting Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 271 pages
File Size : 40,5 Mb
Release : 2019-03-05
Category : Business & Economics
ISBN : 9781119473626

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Fanatical Military Recruiting by Jeb Blount Pdf

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.

Fanatical Military Recruiting

Jeb Blount
Fanatical Military Recruiting Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 336 pages
File Size : 44,7 Mb
Release : 2019-03-05
Category : Business & Economics
ISBN : 9781119473633

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Fanatical Military Recruiting by Jeb Blount Pdf

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.

Fanatical Prospecting

Jeb Blount
Fanatical Prospecting Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 311 pages
File Size : 41,9 Mb
Release : 2015-09-29
Category : Business & Economics
ISBN : 9781119144762

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Fanatical Prospecting by Jeb Blount Pdf

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold 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!

People Follow You

Jeb Blount
People Follow You Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 199 pages
File Size : 44,5 Mb
Release : 2011-11-15
Category : Business & Economics
ISBN : 9781118094013

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People Follow You by Jeb Blount Pdf

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.

The Aladdin Factor

Jack Canfield,Mark Victor Hansen
The Aladdin Factor Book PDF

Author : Jack Canfield,Mark Victor Hansen
Publisher : Penguin
Page : 304 pages
File Size : 40,7 Mb
Release : 1995-10-01
Category : Self-Help
ISBN : 9781101666357

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The Aladdin Factor by Jack Canfield,Mark Victor Hansen Pdf

Learn how to get everything you want with this motivational book from the #1 New York Times bestselling authors of the Chicken Soup for the Soul series. Anything is possible...if you dare to ask! Personal happiness. Creative fulfillment. Professional success. Freedom from fear—and a new promise of joy that's yours for the asking. We have the ability at our fingertips to achieve these things. It's the Aladdin Factor: the magical wellspring of confidence, desire—and the willingness to ask—that allows us to make wishes come true. Now bestselling motivational authors Jack Canfield and Mark Victor Hansen introduce us to the Aladdin Factor—and help us put it into effect in our own lives. The Aladdin Factor helps us by pinpointing the major stumbling blocks to asking—and teaching simple techniques to overcome them. With inspirational stories about people who have succeeded by asking for what they want, this book shows us how to turn our lives around—no matter what kind of obstacles we face. And with this knowledge, we can reap the riches of a truly well-lived life—a treasure that comes not from an enchanted lamp, but from the heart.

Objections

Jeb Blount
Objections Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 249 pages
File Size : 45,8 Mb
Release : 2018-06-13
Category : Business & Economics
ISBN : 9781119477389

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Objections by Jeb Blount Pdf

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.

People Buy You

Jeb Blount
People Buy You Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 214 pages
File Size : 44,6 Mb
Release : 2010-06-21
Category : Business & Economics
ISBN : 9780470599112

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People Buy You by Jeb Blount Pdf

The ultimate guide to relationships, influence and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy? You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures. If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You. Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU. This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover: Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.

People Love You

Jeb Blount
People Love You Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 199 pages
File Size : 55,5 Mb
Release : 2013-02-04
Category : Business & Economics
ISBN : 9781118433249

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People Love You by Jeb Blount Pdf

What you experience is what you remember. The more emotional the experience, the deeper it is branded into your memory. Experience has a massive impact on buying decisions. Every touch point, every time you or someone in your company engages a customer, it creates an experience - something they remember. When they have a negative experience, they tend to vote with their feet (and their wallets) and head straight to your competitors. When customers have positive emotional experiences, it anchors them to your brand, your product or service, and ultimately to you. In the twenty-first century, competitive advantages derived from unique products are services are short-lived because competitors are able to quickly and easily duplicate or match your offering. Likewise a focus on customer satisfaction and loyalty will no longer give you the competitive edge. Delivering a legendary customer experience has emerged as the single most important competitive advantage for companies across all industries. In People Love You you’ll learn the real secrets of customer experience including: 7 Essential Principles of Customer Engagement 5 Levers for Creating a Legendary Customer Experience The Secret to Bridging the Experience Gap How to Leverage the Pull Strategy to become a Trusted Advisor 2 Most Important Rules for Dealing with Pissed-off Customers In a hypercompetitive, global marketplace protecting your company’s customer base, the lifeblood of your business, must become your number one priority. The rubber hits the road with account managers, project managers, sales professionals, and customer service professionals—the people most connected to customers—who are on the frontlines of customer experience. They build unique and enduring emotional connections with customers that creating long-term revenue and profit streams. In People Love You, human relationship guru, Jeb Blount, gives you a powerful playbook for interacting with customers in a way that creates deep, enduring, visceral connections that withstand relentless economic and competitive assaults.

Military Recruiting

Captain August T. Murray
Military Recruiting Book PDF

Author : Captain August T. Murray
Publisher : AuthorHouse
Page : 152 pages
File Size : 55,7 Mb
Release : 2005-06-30
Category : History
ISBN : 9781463499112

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Military Recruiting by Captain August T. Murray Pdf

Wanting to escape the noise, crowds and ever rising crime of Manhattan, Jonathan Myers and Charlie Burtrarn fulfill a long time dream and purchase Lambda Lodge and Resort, a quiet, secluded resort nestled on Mt. Nebo in the Poconos. Little did they know their peaceful refuge would soon be the scene of a gruesome murder. As New Year's Eve approaches and they put together final plans for this special celebration they receive disturbing news, a string of murders from Colorado to Ohio have been linked to a man now suspected to be in Pittsburgh and traveling east. Being in a remote location, Jonathan and Charlie feel they and their 300+ guests are safe. They have no way of knowing that one of their guests is bringing terror and murder with him. As the celebration begins, Jonathan and Charlie become aware of his presence, but a raging blizzard prevents local and state police from coming to their aid. January 1,2000 begins with the staff of Lambda Lodge working together with the recently arrived State Police team to devise a plan to flush out the wanted criminal. An unexpected revelation finally leads police to their quarry and the end to his cross-country rampage of death.

Virtual Selling

Jeb Blount
Virtual Selling Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 407 pages
File Size : 53,5 Mb
Release : 2020-07-28
Category : Business & Economics
ISBN : 9781119742715

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Virtual Selling by Jeb Blount Pdf

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.

Sales EQ

Jeb Blount
Sales EQ Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 327 pages
File Size : 54,7 Mb
Release : 2017-03-20
Category : Business & Economics
ISBN : 9781119312574

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Sales EQ by Jeb Blount Pdf

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 tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

We Were One

Patrick K. O'Donnell
We Were One Book PDF

Author : Patrick K. O'Donnell
Publisher : Da Capo Press
Page : 194 pages
File Size : 43,5 Mb
Release : 2007-10-30
Category : History
ISBN : 9780306815935

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We Were One by Patrick K. O'Donnell Pdf

A riveting first-hand account of the fierce battle for Fallujah during the Iraq War and the Marines who fought there--a story of brotherhood and sacrifice in a platoon of heroes Five months after being deployed to Iraq, Lima Company's 1st Platoon, 3rd Battalion, 1st Marine Regiment, found itself in Fallujah, embroiled in some of the most intense house-to-house, hand-to-hand urban combat since World War II. In the city's bloody streets, they came face-to-face with the enemy-radical insurgents high on adrenaline, fighting to a martyr's death, and suicide bombers approaching from every corner. Award-winning author and historian Patrick O'Donnell stood shoulder to shoulder with this modern band of brothers as they marched and fought through the streets of Fallujah, and he stayed with them as the casualties mounted.

Understanding Terror Networks

Marc Sageman
Understanding Terror Networks Book PDF

Author : Marc Sageman
Publisher : University of Pennsylvania Press
Page : 233 pages
File Size : 43,7 Mb
Release : 2011-09-21
Category : Political Science
ISBN : 9780812206791

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Understanding Terror Networks by Marc Sageman Pdf

For decades, a new type of terrorism has been quietly gathering ranks in the world. America's ability to remain oblivious to these new movements ended on September 11, 2001. The Islamist fanatics in the global Salafi jihad (the violent, revivalist social movement of which al Qaeda is a part) target the West, but their operations mercilessly slaughter thousands of people of all races and religions throughout the world. Marc Sageman challenges conventional wisdom about terrorism, observing that the key to mounting an effective defense against future attacks is a thorough understanding of the networks that allow these new terrorists to proliferate. Based on intensive study of biographical data on 172 participants in the jihad, Understanding Terror Networks gives us the first social explanation of the global wave of activity. Sageman traces its roots in Egypt, gestation in Afghanistan during the Soviet-Afghan war, exile in the Sudan, and growth of branches worldwide, including detailed accounts of life within the Hamburg and Montreal cells that planned attacks on the United States. U.S. government strategies to combat the jihad are based on the traditional reasons an individual was thought to turn to terrorism: poverty, trauma, madness, and ignorance. Sageman refutes all these notions, showing that, for the vast majority of the mujahedin, social bonds predated ideological commitment, and it was these social networks that inspired alienated young Muslims to join the jihad. These men, isolated from the rest of society, were transformed into fanatics yearning for martyrdom and eager to kill. The tight bonds of family and friendship, paradoxically enhanced by the tenuous links between the cell groups (making it difficult for authorities to trace connections), contributed to the jihad movement's flexibility and longevity. And although Sageman's systematic analysis highlights the crucial role the networks played in the terrorists' success, he states unequivocally that the level of commitment and choice to embrace violence were entirely their own. Understanding Terror Networks combines Sageman's scrutiny of sources, personal acquaintance with Islamic fundamentalists, deep appreciation of history, and effective application of network theory, modeling, and forensic psychology. Sageman's unique research allows him to go beyond available academic studies, which are light on facts, and journalistic narratives, which are devoid of theory. The result is a profound contribution to our understanding of the perpetrators of 9/11 that has practical implications for the war on terror.

INKED

Jeb Blount
INKED Book PDF

Author : Jeb Blount
Publisher : John Wiley & Sons
Page : 343 pages
File Size : 54,5 Mb
Release : 2020-01-15
Category : Business & Economics
ISBN : 9781119540519

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INKED by Jeb Blount Pdf

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.

Legionary: The Roman Soldier's (Unofficial) Manual

Philip Matyszak
Legionary The Roman Soldier s Unofficial Manual Book PDF

Author : Philip Matyszak
Publisher : Thames & Hudson
Page : 208 pages
File Size : 54,6 Mb
Release : 2009-06-29
Category : History
ISBN : 9780500771747

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Legionary: The Roman Soldier's (Unofficial) Manual by Philip Matyszak Pdf

An insider's guide: how to join the Roman legions, wield a gladius, storm cities, and conquer the world Your emperor needs you for the Roman army! The year is AD 100 and Rome stands supreme and unconquerable from the desert sands of Mesopotamia to the misty highlands of Caledonia. Yet the might of Rome rests completely on the armored shoulders of the legionaries who hold back the barbarian hordes and push forward the frontiers of empire. This carefully researched yet entertainingly nonacademic book tells you how to join the Roman legions, the best places to serve, and how to keep your armor from getting rusty. Learn to march under the eagles of Rome, from training, campaigns, and battle to the glory of a Roman Triumph and retirement with a pension plan. Every aspect of army life is discussed, from drill to diet, with handy tips on topics such as how to select the best boots or how to avoid being skewered by enemy spears. Combining the latest archaeological discoveries with the written records of those who actually saw the Roman legions in action, this book provides a vivid picture of what it meant to be a Roman legionary.