Sales Leadership Made Simple is for the manager who was promoted because they could sell and is now figuring out how to lead. The skills that made you a great salesperson — personal drive, closing instinct, individual performance — are exactly the skills that will make you a poor manager if you do not make the shift. Your number is not your number anymore. Your team's number is your number. Most sales managers were never taught how to manage. They were taught how to sell, and then given a ...

Selling Made Simple is for the salesperson who knows something isn't working but can't pinpoint what. Somewhere between learning the techniques and making the calls, the human part gets buried. The instinct you were born with — to listen, to ask, to care about the outcome — gets replaced by scripts, objections lists, and the pressure to hit a number. This book is not about technique. It is about getting back to what works. Built around the five stages every buyer moves through before they ...

An inspiring self-portrait of a world-renowned African American vocal artistThis is a fascinating account of a gifted woman's coming of age and rise to success at a time when black classical musicians faced barriers at every turn. Shirley Verrett possessed a talent and ambition so dazzling she could not be denied?and she became one of the most celebrated artists of her time. I Never Walked Alone draws the reader into the world of this graceful, fiery artist, dramatically telling the...

With so many superb trails in the New York City area, planning a hike can be a frustrating endeavor. Which one for an all-day outing? Where can I take my dog? Which are suitable for young children? With this newly revised and updated edition of 60 Hikes Within 60 Miles: New York City all of those questions will be answered. From secluded woods and sun-struck seashores, to lowland swamps and rock-strewn mountain tops, these hikes showcase Paleolithic rock shelters, ruins from the R...

While Active Learning Classrooms, or ALCs, offer rich new environments for learning, they present many new challenges to faculty because, among other things, they eliminate the room’s central focal point and disrupt the conventional seating plan to which faculty and students have become accustomed.The importance of learning how to use these classrooms well and to capitalize on their special features is paramount. The potential they represent can be realized only when they facilitate improv...

Asia-Pacific in the New World Order critically explores the notion that a distinctive regional power bloc is developing linking countries bordering the Pacific, with East Asia at its core. This student-friendly volume sheds light on the complex interplay between global, regional and national forces which have transformed the Asia-Pacific area into one of the most vibrant and economically successful regions in the world. Historical narratives alongside geopolitical and geoeconomic ...

One last Christmas dinner. That's what Greg promises himself as he sets out the feast on his mother's grave. One last festive meal to honor the legacy of abuse, addiction, and trauma that she left her children.There was a time when Greg and his brother Joey thought they would grow up to be the good guys. No way they would end up like their mother. But now Greg drinks alone at her grave, completely estranged from his own family, without even a brother to console him. Joey didn't sur...

A clear, friendly, and truly complete handbook to learning how to listen to opera, whether on the radio, on recordings, or live at the opera house.If you've decided that the time has finally come to learn about opera and discover for yourself what it is about opera that sends your normally reserved friends into states of ecstatic abandon, this is the book for you.Opera 101 is recognized as the standard text in English for anyone who wants to become...

This is the long-awaited update on the bestselling book that offers a practical, accessible reference manual for faculty in any discipline. This new edition contains up-to-date information on technology as well as expanding on the ideas and strategies presented in the first edition. It includes more than sixty-one chapters designed to improve the teaching of beginning, mid-career, or senior faculty members. The topics cover both traditional tasks of teaching as well as broader concerns, su...

In the first full-scale life of the mostimportant composer-lyricist at work in musical theatre today, Meryle Secrest, the biographer of Frank Lloyd Wright and Leonard Bernstein, draws on her extended conversations with Stephen Sondheim as well as on her interviews with his friends, family, collaborators, and lovers to bring us not only the artist--as a master ofmodernist compositional style--but also the private man.Beginning with his early childhood on New York's pros...

This is the first book to provide a comprehensive overview of the social and technological context from which eHealth applications have arisen, the psychological principles on which they are based, and the key development and evaluation issues relevant to their successful intervention.Integrating how eHealth applications can be used for both mental and physical health issues, it presents a complete guide to what eHealth means in theory, as well as how it can be used in practice. In...

A beautifully illustrated, totally engrossing celebration of the piano, and the composers and performers who have made it their own.With honed sensitivity and unquestioned expertise, Stuart Isacoff—pianist, critic, teacher, and author of Temperament: How Music Became a Battleground for the Great Minds of Western Civilization—unfolds the ongoing history and evolution of the piano and all its myriad wonders: how its very sound provides the basis for emotional expression and ...