What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

"Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training." —Charles H. Green, Author, The Trusted AdvisorFrom bestselling authors of Rainmaking Conversations and Insight Selling.Do you want to connect with buyers and win more sales in the new world of virtu...

Ari Schultz was an extraordinary baby, beginning life in a pitched battle against heart disease. The same year, his parents launched their business, and they had to keep it going strong. For the next five years, Erica and Mike Schultz learned how to balance the demands of their jobs, commuting to the hospital, and spending time with their growing family—along the way, noting the tricks and techniques that allowed them to get work done, even while living in the cardiac ICU and later through...

A high-octane memoir of unflappable determination from an X-Games and Paralympics champion.When "Monster" Mike Schultz won snowboarding gold in Pyeongchang, South Korea, it was the culmination of a decade of reinvention, in every sense of the word. Ten years earlier he'd lain bleeding on the side of a mountain after a devastating snowmobile accident. Now he stood tall on the Paralympic podium, supported by a prosthetic knee and foot of his own creation.Dr...

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sale...

A proven approach to revenue-generating marketing and client developmentProfessional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a...

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sale...

“Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training.” —Charles H. Green, Author, The Trusted AdvisorFrom bestselling authors of Rainmaking Conversations and Insight Selling.You can’t sell the same way you did pre-2020. If you do, you won’t achieve the same results. You need to adapt. Pivot. And change...

Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. Based on insight from firms that succeed and the science of how clients buy, it's the perfect book for consultants, attorneys, accountants, engineers, and other professional service providers. The book covers five key areas that are critical for firms that want to grow their revenues and themselves-creating a marketing and growth strategy;...

Originally built in 1844 and rebuilt in 1907 after being gutted by fire during the 1903 water riots, the Red House has been the seat of Trinidad and Tobago’s parliament for over one hundred years. As a result of archaeological discoveries made in the basement of the Red House in March–April 2013, the Office of the Parliament of the Republic of Trinidad and Tobago hired Basil A. Reid and his archaeological crew of local and international scholars to undertake a detailed study of the site fr...

Sign of the Times and ConcreteIn Sign of the Times Bettys friend Carols c ARToons arent too popular in the school paper, but when Betty gets her to draw a sign for her bake sale, Carol may get a second chance at drawing a crowd! Then, in Concrete, Bettys traumatized when she hears her and Archies initials in the cement are about to be covered up! What ultimate gesture of his affection can Archie make to re-cement his love for Betty?

Das Filmhörspiel zum KinofilmWährend sich der zwölfjährige Häuptlingssohn Winnetou selbst bereits als großer Krieger sieht, ist sein Vater Intschu-tschuna der Meinung, sein Sohn muss erst noch lernen, sein hitziges Gemüt zu zügeln und Verantwortung für andere zu übernehmen. Winnetou ergreift die Chance, sich seinem Vater gegenüber zu beweisen, als das Ausbleiben der Büffel seinen Stamm existenziell bedroht. Dazu muss er sich mit dem Waisenjungen Tom arrangieren und ...