Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation. Discusses a key step in this process—the politics of selling—showing how to establish the right relationships with people who are powerful enough to give the salesper...

The unauthorized biography of John Elway, Hall of Fame Quarterback, two-time Super Bowl Champion, now President of Football Operations and General Manager of the Denver Broncos.John Elway's historic moments are known by two-word phrases. He was at the center of the wildest play in college football history, simply known as "The Play." Before he signed a pro contract, there was "The Trade." His NFL career included "The Drive" and "The Fumble," and, of course, "The He...

A legendary NBA player shares his remarkable story, infused with hard-earned wisdom about the journey to self-mastery from a life at the highest level of professional sportsChris Bosh, NBA Hall of Famer, eleven-time All-Star, two-time NBA champion, Olympic gold medalist, and the league’s Global Ambassador, had his playing days cut short at their prime by a freak medical condition. His extraordinary career ended “in a doctor’s office in the middle of the afternoon.”...

This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key.It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's...

The definitive story of Amazon.com, one of the most successful companies in the world, and of its driven, brilliant founder, Jeff Bezos.Amazon.com started off delivering books through the mail. But its visionary founder, Jeff Bezos, wasn't content with being a bookseller. He wanted Amazon to become the everything store, offering limitless selection and seductive convenience at disruptively low prices. To do so, he developed a corporate culture of relentless ambitio...

NEW YORK TIMES BESTSELLER • The extraordinary true story of the World War II air, land, and sea campaign that brought the U.S. Navy to the apex of its strength and marked the rise of the United States as a global superpower, from the acclaimed author of The Last Stand of the Tin Can Sailors—with original maps and more than 120 dramatic photographs“A masterful, fresh account of the latter days of the war in the Pacific . . . Hornfischer off...

This New York Times bestseller is a “masterful” (The Washington Post), “juicy tour of the company [Jeff] Bezos built” (The New York Times Book Review), revealing the most important business story of our time by the bestselling author of The Everything Store.Almost ten years ago, Bloomberg journalist Brad Stone captured the rise of Amazon in his bestseller The Everything Store. Since then, Amazon has expanded exp...

This classic history of America's high-stakes quest to dominate the skies is "a gripping technothriller in which the technology is real" (New York Times Book Review).From the development of the U-2 to the Stealth fighter, Skunk Works is the true story of America's most secret and successful aerospace operation. As recounted by Ben Rich, the operation's brilliant boss for nearly two decades, the chronicle of Lockheed's legendary Skunk Works is a dr...

From its launch in 1920 until its demise in 1951, the magazine Black Mask published pulp crime fiction. The first hard-boiled detective stories appeared on its pages. Dashiell Hammett and Raymond Chandler, Erle Stanley Gardner and John D. MacDonald got their start in Black Mask. The urban crime stories that appeared in Black Mask helped to shape American culture. Modern computer games, films, and television are rooted in the fiction popularized by “the seminal an...

At the height of the Cold War, JFK risked committing the greatest crime in human history: starting a nuclear war. Horrified by the specter of nuclear annihilation, Kennedy gradually turned away from his long-held Cold Warrior beliefs and toward a policy of lasting peace. But to the military and intelligence agencies in the United States, who were committed to winning the Cold War at any cost, Kennedy's change of heart was a direct threat to their power and influence. Once these dark "Unspe...

How children think is one of the most enduring mysteries—anddifficulties—encountered by parents. In an effort to raise our children smarter, happier, stronger, and better, parents will try almostanything, from vitamins to toys to DVDs. But how can we tell marketing from real science? And what really goes through your kid's growing mind—as an infant, in school, and during adolescence?Neuroscientists Sandra Aamodt and Sam Wang (who is also a parent) explain the facets a...

A powerful orthodoxy in the study of the brain has taken hold inrecent years: Since physical laws govern the physical world and our own brains are part of that world, physical laws therefore govern ourbehavior and even our conscious selves. Free will is meaningless, goesthe mantra; we live in a "determined" world.Not so, argues the renowned neuroscientist Michael S. Gazzaniga in this thoughtful, provocative book based on his Gifford Lectures—one of the foremost...