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Paperback. Zustand: Good. Selling value to B2B buyers today can feel like trying to stop a freight train that's hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firm's needs, and how much the firm is willing to pay. This type of buyer does not want a salesperson to talk about features and deliver a series of open-ended questions that delivers no value. What this buyer wants is insight. But how does a salesperson deliver insight so that it challenges the customer's thinking without challenging the customer? That's the question that this book will answer. In Part One of this book, we will examine why Insight Selling will help you sell value and differentiate your product to empowered buyers. In Part Two, we will provide six reasons why Insight Scenarios(TM) trump verbal persuasion at delivering insight to your customers. These reasons are backed by solid research: eight neuroscience studies and 20 research footnotes.This research is then followed by social proof on how SAP, Microsoft & Oracle are doing it. Finally, in Part Three, we will show you how to create Insight Scenarios, so that you can not only arm your salespeople with insights, but so that you can also show them the most effective way to deliver them. Once you have created your own insight scenarios, your salespeople will be more effective in two ways: 1) They will be able to deliver insights without upsetting the buyer, and; 2) They will be able to let the customer take your product out for a virtual test drive, so customers will discover for themselves the unique value of your product.…

Hardback. Zustand: Very Good. Joyce Harris; Bohdan Petyhyrycz Jr. (illustrator).

Hardback. Zustand: Good. Joyce Harris; Bohdan Petyhyrycz Jr. (illustrator).

Hardback. Zustand: Fair. Joyce Harris; Bohdan Petyhyrycz Jr. (illustrator).

Hardback. Zustand: Good. Praise for The Night Before Christmas Series: Forget Dancer, Prancer, Comet, and Vixen. . . . Good Clement, wherever he is, will not be gnashing his teeth. -New York Times Book ReviewWhat happened next didn't seem to be real, 'Cause out of the sky cruised a red bookmobile!Up to the front steps flew his library ride, With a portrait of Shakespeare airbrushed on the side.Due to low staffing, a librarian must spend her Christmas Eve stacking the shelves at a library in desperate need of renovations. After the strain of a long night that has left her feeling like Bob Cratchit in A Christmas Carol, she is pleasantly surprised to see Santa and his six elves coming to her rescue in a red bookmobile.Santa charged through the door, and his black knee boots shone.He bowed as he asked, Need interlibrary loans?In this delightful retelling of Clement C. Moore's classic, Santa signs Newbery winners and starred Caldecotts and stocks the library shelves with Hawthorne, Steinbeck, Millay, and Hemingway. After reading to the children and drinking some hot chocolate, Santa puts his elves to work replacing the rugs, fixing leaks, and organizing gifts according to the Dewey decimal system. As he leaves, Santa pays overdue fees and booms, Do one more good deed. Have a real merry Christmas-teach someone to read. Jim Harris (illustrator).…

Hardback. Zustand: Fair. Praise for The Night Before Christmas Series: Forget Dancer, Prancer, Comet, and Vixen. . . . Good Clement, wherever he is, will not be gnashing his teeth. -New York Times Book ReviewWhat happened next didn't seem to be real, 'Cause out of the sky cruised a red bookmobile!Up to the front steps flew his library ride, With a portrait of Shakespeare airbrushed on the side.Due to low staffing, a librarian must spend her Christmas Eve stacking the shelves at a library in desperate need of renovations. After the strain of a long night that has left her feeling like Bob Cratchit in A Christmas Carol, she is pleasantly surprised to see Santa and his six elves coming to her rescue in a red bookmobile.Santa charged through the door, and his black knee boots shone.He bowed as he asked, Need interlibrary loans?In this delightful retelling of Clement C. Moore's classic, Santa signs Newbery winners and starred Caldecotts and stocks the library shelves with Hawthorne, Steinbeck, Millay, and Hemingway. After reading to the children and drinking some hot chocolate, Santa puts his elves to work replacing the rugs, fixing leaks, and organizing gifts according to the Dewey decimal system. As he leaves, Santa pays overdue fees and booms, Do one more good deed. Have a real merry Christmas-teach someone to read. Jim Harris (illustrator).…

Paperback. Zustand: Fair. first edition ?; First Printing. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way.

Hardcover. Zustand: Very Good. First Edition. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Fair. Reprint. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way.

Paperback. Zustand: Very Good. Revised, Updated. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. Reprint. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Hardcover. Zustand: Very Good. Edition Unstated. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. PAP/MAP. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. 1. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Fair. Now in paperback, the acclaimed nonfiction thriller that takes us behind the scenes and reveals what really happened in 1989 when 20,000 American soldiers invaded Panama, arrested that nation's leader, and hauled him back to Miami to stand trial for violations of American law -- violations committed in that ruler's own country. Tracing the secret investigation, the exciting four-year manhunt, and the bizarre incidents that shook U.S. foreign policy to its roots, Shooting the Moon is at once a page-turning story and a first-rate work of investigative journalism.-- One of the most outrageous true crime stories ever recorded.-- A fast-paced narrative that holds strong appeal for readers of military and legal thrillers.…

Paperback. Zustand: Very Good. Reprint. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. First Edition. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. Reprint. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Hardcover. Zustand: Very Good. First Edition. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting. Joyce Harris; Bohdan Petyhyrycz Jr. (illustrator). …

Paperback. Zustand: Fair. First Edition. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way.

Paperback. Zustand: Very Good. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Hardcover. Zustand: Very Good. With dust jacket. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. First Edition. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Very Good. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Fair. 3. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way.

Paperback. Zustand: Very Good. 21. It's a well-cared-for item that has seen limited use. The item may show minor signs of wear. All the text is legible, with all pages included. It may have slight markings and/or highlighting.

Paperback. Zustand: Fair. Volume 2. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way.

Hardcover. Zustand: Fair. 1. The item might be beaten up but readable. May contain markings or highlighting, as well as stains, bent corners, or any other major defect, but the text is not obscured in any way.

Paperback. Zustand: Good. The Inland Empirethe area east of Los Angeles and located primarily in San Bernardino and Riverside countiesis known as Southern California s big backyard. And with its mountain, foothill, valley, and desert recreational opportunities, it s a hiker s paradise. Afoot & Afield Inland Empire describes nearly 200 noteworthy hikes ranging from easy to very strenuous in this first comprehensive hiking guide to the length and breadth of Inland Empire. These hikes explore Southern California s three tallest mountains, the stark beauty of the high desert, including Joshua Tree National Park and Mojave National Preserve, as well as trails that wind through urban and regional parks. Each hike is shown on custom-created maps that also include GPS waypoints: the maps alone are worth the price of the book. …