This book will show you how anyone can be persuaded to do anything. Geoff Burch has written a book that will change almost everything you ever believed about business and selling. Combining the quick wit of a stand up comedian with the serious thoughtfulness of a psychoanalyst, he explains the value and power of persuasion – a verbal martial art that, if used correctly will always give you the outcome you desire in your business dealings. Resist ...
A groundbreaking guide to forging trusting, mutually beneficial B2B relationships Companies that have entered into B2B alliances may simultaneously be one and another's customers, suppliers, allies, and competitors. But in today's turbo-charged e-environment, how do companies take full advantage of the many benefits of B2B alliances while avoiding the obvious dangers of allowing potential competitors intimate access to their value chains? In thi ...
If you specialize in complex sales, the business-to-business transactions that involve multiple decisions made by multiple people from multiple perspectives, this is the book for you! It presents The Prime Process—a diagnostic, customer-centered approach that clearly sets you apart from your competition and positions you with respect and credibility as a valued and trusted advisor. If the stakes are high and you’re expected to win, this book wil ...
Praise for Exceptional Selling «Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace.» —Guenter Lauber, Vice President, Siemens Energy & Automation, Inc., EA Systems «Exceptional Selling may be one of the most important books written on sales and marketi ...
How Service Orientation Will Change Your Business «The real value of this book is that it makes SOA and Web services, which are critical and business-transforming, crystal-clear to the layman, both business and IT leaders. The book stays focused on the real-world issues facing business and government institutions today. In an industry full of experts of many stripes, Ron and Jason are the real thing: savvy, experienced, and realistic. They have ...
A behind-the-scenes look at the most lucrative discipline within biotechnology Bioinformatics represents a new area of opportunity for investors and industry participants. Companies are spending billions on the potentially lucrative products that will come from bioinformatics. This book looks at what companies like Merck, Glaxo SmithKline Beecham, and Celera, and hospitals are doing to maneuver themselves to leadership positions in this area. Fi ...
The buzz about The ebay Phenomenon «David Bunnell's portrayal of eBay paints a picture of one of the most daring, fanatically innovative, customer-centric companies on the planet. It demonstrates how a small, driven group of people can listen to customers and reinvent the world-inspiring!» —David Siegel, author, Futurize Your Enterprise «Read The eBay Phenomenon if you want the inside account of how this innovative company became one of the deca ...
With Managing IT as a Business you'll get practical advice on how to unleash the full potential of this critical function so that companies can derive maximum benefit. It offers a proven plan for bridging the gap between CEOs and CIOs that has, until now, impeded their ability to work together in order to craft objectives, establish budget guidelines, and develop metrics for measuring IT value and success. In short, with this book as a guide, bu ...
The essential guide to e-business security for managers and IT professionals Securing E-Business Systems provides business managers and executives with an overview of the components of an effective e-business infrastructure, the areas of greatest risk, and best practices safeguards. It outlines a security strategy that allows the identification of new vulnerabilities, assists in rapid safeguard deployment, and provides for continuous safeguard e ...
