The Jolt Effect
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The Jolt Effect
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Author : Matthew Dixon
language : en
Publisher: Penguin
Release Date : 2022-09-20
The Jolt Effect written by Matthew Dixon and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09-20 with Business & Economics categories.
From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
The Physics Of Encounter
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Author : Roderick H. Boes
language : en
Publisher: Trafford Publishing
Release Date : 2009-05-15
The Physics Of Encounter written by Roderick H. Boes and has been published by Trafford Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-05-15 with Body, Mind & Spirit categories.
The Physics of Encounter suggests explanations for paranormal phenomena. It describes the hidden force that generates consciousness and enables our mind to influence physical events. The proposed conceptual model shows that mind and matter are two sides of the same coin and introduces new interpretations of pivotal concepts into the public debate about science and religion. Written for readers of all backgrounds, the book illuminates the controversial views regarding the nature of our universe. Could our minds be imbedded in a field of cosmic consciousness? Was our universe created "from nothing" or is it a pulsating reality, expanding and collapsing? The book examines the issue of consciousness in the light of recently developed theories of vacum fluctuations and oscillating strings. It describes how "entanglements" with a hidden force give rise to such baffling phenomena as Near-Death-Experiences, UFOs, and backward causation. Last not least the book examines fears that have recently resurfaced in the media: could our entire earth be pulled into a black hole? Could the simulation of a big bang in an immensely powerful particle accelerator, like the one at the atomic research lab CERN near Geneva, create such a fateful event? As you read this, the earth is still circling around the sun. The book provides a framework for a rational discussion of fascinating and by no means trivial phenomena.
The 1977 Economic Report Of The President
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Author : United States. Congress. Joint Economic Committee
language : en
Publisher:
Release Date : 1977
The 1977 Economic Report Of The President written by United States. Congress. Joint Economic Committee and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1977 with United States categories.
Economic Report Of The President
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Author : United States. Congress. Joint Economic Committee
language : en
Publisher:
Release Date : 1976
Economic Report Of The President written by United States. Congress. Joint Economic Committee and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1976 with United States categories.
Official Gazette Of The United States Patent And Trademark Office
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Author :
language : en
Publisher:
Release Date : 1979
Official Gazette Of The United States Patent And Trademark Office written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1979 with Patents categories.
Towards Advanced Data Analysis By Combining Soft Computing And Statistics
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Author : Christian Borgelt
language : en
Publisher: Springer
Release Date : 2012-08-29
Towards Advanced Data Analysis By Combining Soft Computing And Statistics written by Christian Borgelt and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-08-29 with Technology & Engineering categories.
Soft computing, as an engineering science, and statistics, as a classical branch of mathematics, emphasize different aspects of data analysis. Soft computing focuses on obtaining working solutions quickly, accepting approximations and unconventional approaches. Its strength lies in its flexibility to create models that suit the needs arising in applications. In addition, it emphasizes the need for intuitive and interpretable models, which are tolerant to imprecision and uncertainty. Statistics is more rigorous and focuses on establishing objective conclusions based on experimental data by analyzing the possible situations and their (relative) likelihood. It emphasizes the need for mathematical methods and tools to assess solutions and guarantee performance. Combining the two fields enhances the robustness and generalizability of data analysis methods, while preserving the flexibility to solve real-world problems efficiently and intuitively.
Flight Surgeon S Manual
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Author : United States. Department of the Air Force
language : en
Publisher:
Release Date : 1962
Flight Surgeon S Manual written by United States. Department of the Air Force and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1962 with Aviation medicine categories.
The Activator Advantage
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Author : Matthew Dixon
language : en
Publisher: Harvard Business Press
Release Date : 2025-05-20
The Activator Advantage written by Matthew Dixon and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2025-05-20 with Business & Economics categories.
A proven approach used by today's best professional service partners to win, retain, and grow client relationships. There is a growing problem in the professional services industry that is often acknowledged but rarely discussed: clients—even long-standing ones for whom firms have consistently delivered unquestioned value—are much less loyal to those firms and partners than they once were. This dramatic shift in client behavior has rendered traditional approaches to business development not only ineffective but counterproductive. But top performers have figured out a radical new approach that is redefining what it means to be a rainmaker in today's professional services market. Drawing on a comprehensive, quantitative study of nearly three thousand partners—spanning law, accounting, consulting, investment banking, executive search, and public relations—The Activator Advantage identifies five types of partners found across the professional services landscape and shows how only one of them—the Activator—drives consistent growth. Activators deeply embed business development habits into their daily workflow, aggressively leverage their internal and external networks, and proactively deliver both business and personal value to clients—all of which not only helps shield them from the vagaries of modern client buying behavior but also lays the groundwork for more loyal, longer-lasting relationships. Packed with eye-opening data, counterintuitive insights, and robust case examples, The Activator Advantage provides the road map for any professional services partner or firm leader looking to chart a path to greater client engagement, internal collaboration, and firm profitability in the new era of fading client loyalty.
Ligament Reconstructions
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Author : L'hocine Yahia
language : en
Publisher: World Scientific
Release Date : 2021-04-12
Ligament Reconstructions written by L'hocine Yahia and has been published by World Scientific this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-04-12 with Medical categories.
The ACL or anterior cruciate ligament is the most important ligament in the knee. When it is completely torn, it can lead to instability or buckling of the knee. There are several options to choose from when selecting a graft for ACL reconstruction such as using autografts including patellar tendon, hamstring tendon, and quadriceps tendon, and allografts (also known as donor tissue or cadaver tissue). Artificial ligaments are also discussed since they are still used in Europe and Asia. This book summarizes the pros and cons of each graft option in detail.
The Fiction Editor The Novel And The Novelist
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Author : Thomas McCormack
language : en
Publisher: Paul Dry Books
Release Date : 2006
The Fiction Editor The Novel And The Novelist written by Thomas McCormack and has been published by Paul Dry Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Biography & Autobiography categories.
"Lucid, thoughtful...writers and teachers will learn much from it...Belongs wherever Strunk and White’s The Elements of Style finds frequent use.”--Booklist "Writers will actually learn things here.”--Los Angeles Times "Perfect for teachers, critics and general readers.”--Library Journal "Required reading for all those who care about good fiction."--Kirkus Reviews Drawing upon twenty-eight years of experience as the CEO and editorial director of St. Martin’s Press, Thomas McCormack gives practical guidance about how to plan, write, and revise a novel. A standard reference for editors since its first publication in 1988, The Fiction Editor has also become popular with writers because McCormack’s advice is constructive at every step of the creative process. From individual word choice right up to the overarching effect of the work as a whole, he details how to structure the novel, choose the characters, drive the story, diagnose narrative ailments, and find and apply specific remedies. In this revised second edition, McCormack takes advantage of almost two decades of additional experience to clarify and expand on what he has learned. "Written in an amiable tone, often using examples, hypothetical writing scenarios, or dialogue-style discourse between industry professionals to clarify its points, The Fiction Editor, the Novel, and the Novelist is a superb handbook for fiction writers but especially recommended for prospective and professional fiction editors."--Midwest Book Review Thomas McCormack edited authors as diverse as James Herriot (All Creatures Great and Small) and Thomas Harris (The Silence of the Lambs). He was awarded LMP's Lifetime Achievement Award and the AAP's Curtis Benjamin Award for Creative Publishing. For two years, he wrote "The Cheerful Skeptic" column in Publishers Weekly.