Book Description
For salespeople, prospecting is as important as it is difficult. For some, it's downright terrifying -- especially the cold calling. Knock Your Socks Off Prospecting shares the hard-won, in-the-trenches prospecting and cold-calling secrets of the most successful salespeople -- in the trademark, fun style of the best-selling Knock Your Socks Off series. This practical book gives sales people renewed energy for a critical (yet often dreaded) phase of the sales cycle. Knock Your Socks Off Prospecting shows how to approach prospecting more positively and productively, and how to maximize return on prospecting efforts. Features include:
* Practical, logical, and easy-to-use tools
* Step-by-step skill-building exercises
* A combination of research and "feet on the street" wisdom
* Real stories and lively anecdotes that prove the power of Knock Your Socks Off Prospecting
Salespeople will gain priceless insight on improving communications, identifying prospects, maximizing their time (the "Powerhour" approach), networking, and more. Destined to be another Knock Your Socks Off classic, this book reveals techniques that will make any sales professional's efforts more enjoyable -- and much more profitable.
Average customer rating:
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Call Me Pat: The Autobiography of the Man Howard Hughes Chose to Lead Hughes Aircraft
L. A. Hyland
Manufacturer: Donning Company Publishers
ProductGroup: Book
Binding: Hardcover
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The Passions of Howard Hughes
ASIN: 0898658713 |
Customer Reviews:
Inspiring business saga.......2004-08-13
Now that Martin Scorsese is releasing his long-planned biopic THE AVIATOR, the life oh Howard Hughes starring Leo di Caprio from TITANIC as Hughes, expect a new flood of interest in the mysterious relict and his weird ways, especially towards the end of his life. Expect parallel interest in CALL ME PAT, a title from about ten years ago newly re-issued to meet the boom in Hughes studies. Hyland was a Navy radioman and a brave sailor indeed, whose exploits in the service deserve even more expansion than they merit here. Funny how the patriotic among us get short shrift while the merely wealthy, like Hughes, garner all the attention. By the end of the 1950s, Hyland (charmingly called "Pat") had taken over the operations of Hughes Aircraft while his boss, HH, was battling it out on every front with his movie star wife, Jean Peters.
Until 1980 this remained Hyland's job, not only his vocation, but his avocation. Between him and Hughes a mysterious bond remained. Hughes had stepped away from the glamorous, Hepburn and Gardner and RKO life by the time Hyland became CEO oh Hughes Aircraft, and so this wonderful book will be a kind of sequel to the Scorsese effort, which insyead concentrates on the less dismal, exciting and earlier Hollywood years and features a cameo by Gwen Stefani of No Doubt as Jean Harlow, the tragic platinum blonde whom Hughes directed in HELLS ANGELS and sought to dominate elsewhere.
Product Description
What does it take to be a successful prospector What can we learn from history's most powerful personalities? Patrick Henry Hansen's Power Prospecting draws on some of history's most compelling moments-Aristotle's banishment from Plato's academy, Robert Bruce's victory at the battle of Bannockburn, mountain man John Colter's miraculous escape from the Blackfeet Indians, General George S. Patton's march on Berlin, and more. Beginning each chapter with a captivating historical event, Power Prospecting both informs and entertains. Using examples from the past to teach modern principles of prospecting, Mr. Hansen provides instruction of timeless value. -----
About the Author -
Patrick Henry Hansen is one of America's top business speakers, a best-selling author, radio talk show host, and foremost authority on sales methodology, presentation strategies, and sales-side negotiation. His firm, Patrick Henry & Associates, provides corporate trainings and conducts sales and marketing retreats for managers, directors, and executives. -----
Comments from Readers:
I HATE cold calling! What a senseless waste of time! That is what I used to say, until our group was trained by Patrick Henry Inc. I'm glad to have this book in my library. It teaches you how to put together the language of a cold call so you aren't getting hang ups in the first second. I have had five times the success after using the principals taught in this book! Stephen C. Kunzler -----
I gained a lot of useful information from reading this book. I learned to overcome negative responses and how to effectively ask questions to find customer's needs and pains. Mr. Hansen takes you step by step in helping you become a successful prospector. After reading this book my qualified leads tripled! Christopher A. Walker ----- Autographed Copy.
Customer Reviews:
Amazing...if only I had this 20 years ago!.......2007-04-20
This book is absolutely a "must" read for any sales professional or manager. Whether you want to improve your own results or those of your team or company. This book gives a path to Prospecting Nirvana. It is simple, yet very powerful and is brutally honest about why Prospecting is such a hige problem in the sales profession. With this book in hand a rookie or a veteran can see dramatic results. Can't wait to read the rest in the series!
Painless Prospecting.......2007-04-19
I HATE prospecting, but this book provides the most painless and effective approach that I have ever seen! Five stars.
Book Description
"Pastor. What a beautiful word. What a unique relationship it conveys.... Each time someone calls me pastor, I am awestruck.... It humbles me, but I am grateful. There is no higher privilege than being a pastor." So writes H. B. London, who once again joins with his frequent collaborator Neil Wiseman to encourage and inspire church leaders with their most passionate, stirring book to date. They Call Me Pastor is an unabashed celebration of the deeply felt bond between a pastor and the congregation he serves-a testimony to the love of God and the miracles it can work in the lives of a shepherd and his flock if only His love is shared and allowed to flourish.
Customer Reviews:
A Wonderful Addition To A Pastoral Library.......2006-10-23
My highest recommendation. If you are a pastor, then you know the joys of your calling from God, as well as the labor and trials that go along with it.
This book by Neil Wiseman, and H.B. London, will enrich your ministry, because it addresses many of the facets of serving the local church that you have probably already experienced.
Every pastor needs insight. This book delivers it in a big way. You will be blessed and encouraged, but most of all, you will find that others have gone down your road before you, and have provided a resource of experiences and good sound pastoral advice.
A must-have resource for all church leaders..........2001-01-12
If you want to greatly enhance the leadership of your church, place this book in their hands. With years of experience, personal stories, inciteful observations, and a conversational style, Wiseman and London Jr. present a book that addresses the highs and lows, elations and frustrations, and the certainties and doubts that each church leaders faces. They Call Me Pastor was a rich blessing for me, and I trust your personal life and ministry will reap the same reward.
Book Description
Call Me Now is basically a book of two halves, the first half is about excellence in B2B telephone based, market research, lead generation and appointment setting and the second half is about how it is possible to get more for less by outsourcing to low cost countries like India. The book's international best selling author, Jonathan Blain is an authority on unlocking human and business potential. He uses the example of a company who are achieving excellence to convey his message. Those familar with the book Fish, will recognise some similarities of approach. The book is both informative and thought provoking, and contains 40 amazing cartoons from Roy Nixon, one of the Uk's top cartoonists, which makes it a highly entertaining read too.
Average customer rating:
- A Diamond in the rough for the Journey of the Leader
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The Call to Lead
Andrew Harvey
Manufacturer: Cypress Publishing Group
ProductGroup: Book
Binding: Paperback
General
| Business & Investing
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Leadership
| Management & Leadership
| Business & Investing
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Management
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| Management & Leadership
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ASIN: 0894473263 |
Book Description
How ordinary people become extraordinary leaders
Andrew Harvey outlines the path to effective and productive leadership for anyone wishing to improve and excel. This book offers easily accessible advice on how to improve management skill for everyone from new manager to the seasoned executive. With new insights and tools to face everyday challenges, The Call to Lead will help leaders to:
Recognize strengths and weaknesses
Solidify visions and create mission statements
Hire and promote the right people
Develop open, effective communication that really works
Motivate and support employees to increase productivity
Avoid stress and anger and balance work with life
Differentiate between active management and micromangement
Delegate properly so as to optimize performance
Customer Reviews:
A Diamond in the rough for the Journey of the Leader.......2003-05-28
We know that people who have lived the experience are the best teachers... I suspect Andrew Harvey lives leadership. At the core of leadership is humility, the willingness to know oneself, and the passion to learn. It is a journey with no destination. Harvey pegs this within the first twenty-seven pages. I believe this work is the most pragmatic and inspiring work on leadership offered today. It should be read over and over and it needs to be on every leader's bookshelf. It would be best if the principles were every leader's mind and reflected in all of their transactional behaviors.
Oddly, I don't know if the novice would see the leadership wisdom collected in Andrew Harvey's work. It is a complete library on essential leadership thinking. It is sharp and concise. It is written with the passion of a leader. For those who are well read in leadership, you will recognize this immediately and the book could well be used for soul searching or daily meditation. For those searching for what leadership is... this is a road map. Get it.
Book Description
A true and remarkable account that takes you where few books dare to. On a cross-country hitchhiking trip during the seventies,the author meets a young long-haired boy whose tragic life would eventually leave a trail of havoc on hers.
Customer Reviews:
a true story.......2007-05-24
This was an important story. It was hard to read because of the horific nature of the abuse. I love to read testimonies about how the Lord changes peoples lives and how even if the circumstances of our lives seem unbearable, He never fails to holds us tight.
From fear to faith.......2007-04-15
Laughter Calls Me totally inspired me. Once I began the book I could not stop reading it. I read it from cover to cover in one sitting. Catherine Brown's testimony of perseverence and endurance in a seemingly hopeless situation encouraged me greatly. There are so many things in this life to be afraid of, especially as a parent for your children. I was afraid of all the scary things that could happen to my kids, but after finishing Laughter Calls Me, I was encouraged to leave all my fears with the God who made us and loves us better than anyone.
Laughter Calls Me is a testimony of the faithfulness of a great and mighty God and His ability to deliver from the clutches of the sickest of sins. Our loving Father carried and guided Catherine through the darkest of darkness. This testimony is even more proof that there is nothing too hard for the Lord. God can reach into the sickest sin and bring beauty from it. As you finish this book you will come away fearing nothing but rather you will stand in awe of the One who is able to save us from all sin - our own and the sin of others.
Laughter Calls Me will change your perspective and it will fix your gaze on the glory of the Lord! Read this book and see what great things He has done. He longs to do great things in your life too!
Out of tragedies come blessings.......2007-04-01
The horrors of what "Catherine" went through would lead a reader to think that the impact of all this on the rest of her life would have surely been tragic. And except for the interventon of the Lord I am sure that would have been so. But intervene He did and it is so obvious that she have allowed the Lord to do a mighty work of healing in her life. Instead of bitterness flowing from this, there is love and a passion for the purity of truth. There is grace and mercy in what she does now. There is a Scripture in Psalms- Mercy and truth have met together; righteousness and peace have kissed each other. That is perfect healing. The Lord has healed her wounds and that is why there is now so much fruit in her life. Oil cannot be released from a jar unless the jar has been "broken." Then the oil can flow and heal others. "Catherine" has told her story in all of its horrid details, sparing her reader nothing. She has been broken and she tells of it. But she has also been healed and that healing gives her readers hope and healing themselves.
From HIppie to Heroine.......2007-03-31
The author writes well and quickly pulls the reader into the story. And a remarkable story it is. She easily could have died of an overdose while living the free-wheeling hippie life. But due to God's hand on her, her life was spared even when she was pursued by evil. Few have walked where she has in saving her children from their pedophile, pornographic father. She became a responsible, loving mother, devoted Christian and found a good life after her long circuitous searching. Inspirational. Gives hope to any family who has a member they think is hopeless. This book is being studied by our daughter's church in Allentown. A magnificently inspiring testimony.
A Must Read Christian Book Exposing Pedophiles.......2006-11-30
I could not put down the book Laughter Calls Me by Catherine Brown, which is a pseudonym of Deborah Dombrowski. It was a powerful testament to the grace and love of our Lord Jesus Christ for each of us. Laughter Calls Me is a candid and riveting autobiography of Deborah Dombrowski's struggles to fill a void that only a personal relationship with Jesus Christ can fill.
Finally, a spiritual encounter with Our Lord Jesus Christ in a simple barn turned Deborah's life around. From there, God began to shape and mold her into what He wanted her to be. Though Deborah's journey wasn't a smooth one, it is one which should be an inspiration to anyone who is seeking the biblical God.
However, at this point the story is only half-over. Deborah marries a troubled young man named Tom and together they are blessed with four children. Sadly, these beautiful children were abused sexually not only by their bisexual father, but their grandparents as well. To say that this story opened my eyes to the secret sins passed down from one generation to another concerning child abuse is an understatement. It brought tears to my eyes to read of the suffering of children so young by the hands of those they loved. These innocent souls endured hardships that no one should ever have to live through and yet they survived. In the end, God heals and restores even the ability to forgive and move on.
Laughter Calls Me is a wake-up call to the lurid underground world of child pornography which continues to plague our children globally. According to studies, pedophiles are usually repeat offenders who seek to unite with other pedophiles in order to harm helpless children. Take the time to educate yourself on child pedophiles, so that you may save your child or someone else's from monsters with human faces. Laughter Calls Me by Catherine Brown [Deborah Dombrowski] is a perfect starting place.
Book Description
This essential resource shows how to effectively organize, implement, and evaluate health programs and projects. Managing Health Programs and Projects clearly defines and describes the work of managers in health programs and projects. The book explores the decision-making process, defines the process of communicating, probes the fundamentals of program planning, explains budgeting, covers staffing for programs and projects, and explains how leaders motivate participants in health programs and projects.
Download Description
This essential resource shows how to effectively organize, implement, and evaluate health programs and projects. Managing Health Programs and Projects clearly defines and describes the work of managers in health programs and projects. The book explores the decision-making process, defines the process of communicating, probes the fundamentals of program planning, explains budgeting, covers staffing for programs and projects, and explains how leaders motivate participants in health programs and projects.
Average customer rating:
- Convergence of two critical success factors
- Top-notch advice on planning a successful software project
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Managing Software Quality and Business Risk
Martyn A. Ould
Manufacturer: Wiley
ProductGroup: Book
Binding: Paperback
Management
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Software Development
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All Titles
| Qualifying Textbooks - Fall 2007
| Stores
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| Qualifying Textbooks - Fall 2007
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| Qualifying Textbooks - Fall 2007
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| Qualifying Textbooks - Fall 2007
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ASIN: 047199782X |
Book Description
How to manage quality up, and risk down. This invaluable guide to project planning and strategic decision making for software developers presents practical and realistic planning techniques to increase chances of a project delivering to time and budget. Offering clear explanations and real-world experiences, the key components of technical management are laid out as templates and checklists to assist managers with their project development. With thirty years of experience in software development, Martyn Ould provides:
* Proven strategies for a disciplined approach to project planning
* Steps to take in risks and uncertainties in the project
* Reliable methods for reducing risks to an acceptable level
* A quality planning process that is rooted in the technical requirements of the system
* Insight into monitoring and measuring project progress
* Real-world experience through case studies and examples
Customer Reviews:
Convergence of two critical success factors.......2004-06-18
This book is an update to the author's earlier work in the convergence of risk management and quality as keys to successful software development and delivery.
What makes this book worthwhile to software engineering managers, applications delivery teams, project managers and proposal teams is the seamless way Ould connects the dots between two critical functions - risk and quality. The material on risk identification, analysis and management reflect best practices. Moreover, it serves as a primer on risk management, which is clear, logically sequenced and contains no gaps or omissions. I especially like the way he thoroughly covers various process models related to software development lifecycles (including the V-model, DSDM, evolutionary and incremental delivery). The risk planning approach he proposes can be easily aligned to any of these models based on the chapter on Risk Planning.
Ould approaches quality as both a verification and validation activity, as well as a control function. This approach is suitable for project-oriented teams and organizations, and ties nicely into the risk approach set forth in the beginning of this book.
I like the resource management material that has been refined and carried over from his earlier book. The work breakdown structures are invaluable aids, and his advice on monitoring and controlling resources is realistic and workable.
A good deal of this book is slanted towards organizations that provide contracted services and development. This makes it ideal for scoping projects and building project plans from a provider perspective. However, this can be also used to great advantage by organizations who are seeking contracted development and issuing RFPs because they will gain a clear understanding of what to demand from a provider. It is also useful to internal development organizations since the risk and quality management principles so clearly described in this book are critical success factors in that environment as well.
Top-notch advice on planning a successful software project.......2000-05-25
In `Managing Software Quality and Business Risk' Martyn Ould travels further down the road on which he set out in his excellent 1990 book, `Strategies for Software Engineering'. His basic premise then, and here, is that successful and achievable plans for software development must be based on both the assessment of risk and the achievement of quality - and the activities that flow from addressing these two concerns. The author has advice for us both as managers and engineers in this very readable book. His arguments are based on sound principles and amplified with excellent real-life anecdotes and experiences that bear out his ideas. He puts you in the driving seat and stands quietly behind you, giving you clear, well-considered, and, above all, practical advice on how to plan your software project. If you enjoyed his first book, this one is definitely for you. If you haven't yet read him, then do so now! Slightly disappointingly, the book does not set out to help you run your project. We could well do with such sensible advice here as well. How about another book, Martyn?
Average customer rating:
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Critical Pathway Implementation Guide: A METHODOLOGY FOR MANAGING CRITICAL PATHWAYS
DEBORAH K. WALL
Manufacturer: BONUS BOOKS
ProductGroup: Book
Binding: Paperback
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ASIN: 0944496547 |
Book Description
This digital document is a journal article from Information & Management, published by Elsevier in . The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser.
Description:
The paper first examines some issues that hinder the effective management of, and decision-making on, quality software development process and products delivery by practitioners. It then generates a decision model for managing software development projects. The model uses four concepts: mappability, accountability, interoperability and controllability in decision-making which is assumed to be based on a set of indicators that link task status of the development process and its quality assessment to the responsible authorities. The quality of the tasks, and hence, of the deliverables is measured using four attributes: completeness, correctness, consistency and compliance. A web-based example implementation is then discussed. We thus show that the model is flexible, extensible and scalable. Implementation challenges and implications are then discussed.
Product Description
managing global software projects, distributed teams
Average customer rating:
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Managing Industrial Development Projects: A Project Management Approach (Vnr Project Management)
Adedeji Bodunde Badiru
Manufacturer: Van Nostrand Reinhold
ProductGroup: Book
Binding: Hardcover
Policy & Current Events
| Popular Economics
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Development & Growth
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Economic Policy & Development
| Economics
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Quality Control
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General
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ASIN: 0442010877 |
Book Description
Conventional public management techniques in industrial management projects are often insufficient because they cannot respond or adapt to the dynamism of modern and global markets. This guide shows how to overcome these problems by using project management techniques that expedite industrial development in regional, national, and global settings. Using real-world examples and a systems approach, the author provides a project management model that accounts for all critical interfaces in industrial development projects. He explores every aspect of project planning and organization, as well as cultural and human resource issues. Key areas discussed include how to:
- Schedule and control projects
- Conduct and evaluate project feasibility studies
- Select a project manager and staff the project
- Secure the best experts for various project functions
- Expedite transfer of industrial technology from developed to developing nations
Coverage of budgeting and cash-flow analysis promotes understanding of the cost aspects of projects. Readers are shown how to use the Critical Path Method and Program Evaluation and Review Techniques to streamline project scheduling. They also find out how to use learning curve analysis to evaluate project performance. Guidelines on managing multinational projects are supplemented with case studies that illustrate successful industrial development in different countries. Appendices list numerous research, industrial, and economic resources, as well as United Nations information sources. Managing Industrial Development Projects paves the way for successful outcomes in countries that need them most. It is a valuable reference for practitioners, public administrators, and national policy makers, as well as students in industrial engineering, industrial administration, engineering management, and public administration programs.
Average customer rating:
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Managing Innovative Projects
Alan Webb
Manufacturer: Chapman & Hall
ProductGroup: Book
Binding: Hardcover
General
| Business & Investing
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Management
| Management & Leadership
| Business & Investing
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Quality Control
| Management & Leadership
| Business & Investing
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General & Reference
| Technology
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ASIN: 0412554909 |
Book Description
Managing Innovative Projects is a comprehensive guide to the tools and techniques of contemporary project management. New methods are clearly explained in detail and illustrated with examples from industrial organisations in the United Kingdom and Europe. The text is appropriate for post-experience courses and in-company training, and will also appeal to undergraduate courses with a practical emphasis to their teaching.
Book Description
Make breakthroughs in project quality by combining project management with quality management - this books shows you how. Guiding you from project initiation through closure, the book provides a detailed stage-specific flowchart of activities correlated with appropriate tools to give you new power to meet customer expectations and institutionalize project quality.
Average customer rating:
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Managing projects.(Checklist 035) : An article from: Chartered Management Institute: Checklists: Operations and Quality
Manufacturer: Thomson Gale
ProductGroup: Book
Binding: Digital
General
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Management
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ASIN: B000ELLA7W
Release Date: 2006-02-13 |
Book Description
This digital document is an article from Chartered Management Institute: Checklists: Operations and Quality, published by Thomson Gale on October 1, 2005. The length of the article is 1688 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Managing projects.(Checklist 035)
Publication:
Chartered Management Institute: Checklists: Operations and Quality (Magazine/Journal)
Date: October 1, 2005
Publisher: Thomson Gale
Page: NA
Distributed by Thomson Gale
Books:
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- Linking Visions: Feminist Bioethics, Human Rights, and the Developing World (Studies in Social, Political, and Legal Philosophy)
- Maintenance Engineering Handbook
- Making Common Sense Common Practice, Third Edition: Models for Manufacturing Excellence
- Managing Change and Transition
- Managing Today! (2nd Edition)
- Manual De Psicologia Aplicada a LA Empresa
- Media and Ethics: Principles for Moral Decisions (The Wadsworth Communication Ethics Series)
- Mind, Self, and Society: From the Standpoint of a Social Behaviorist (Works of George Herbert Mead)
- More Heart Than Talent
Books Index
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