John Wiley & Sons Inc. strana 3 z 4

The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power more information, more at stake, and more control over the sales process than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to challenge, teach, help, give insight, or sell value. And a relentless onslaught of me-too competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling Sales EQ to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You ll learn: * How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no * How to master 7 People Principles that will give you the power to influence anyone to do almost anything * How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle * How to Flip the Buyer Script to gain complete control of the sales conversation * How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged * How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections * How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling * How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process * How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers * And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

The long-awaited follow-up to Making Thinking Visible, provides new thinking routines, original research, and unique global case studies Visible Thinking-a research-based approach developed at Harvard's Project Zero - prompts and promotes students' thinking. This approach has been shown to positively impact student engagement, learning, and development as thinkers. Visible Thinking involves using thinking routines, documentation, and effective questioning and listening techniques to enhance learning and collaboration in any learning environment. The Power of Making Thinking Visible explains how educators can effectively use thinking routines and other tools to engage and empower students as learners and transform classrooms into places of deep learning. Building on the success of the bestselling Making Thinking Visible, this highly-anticipated new book expands the work of the original by providing 18 new thinking routines based on new research and work with teachers and students around the world. Original content explains how to use thinking routines to maximum effect in the classroom, engage students exploration of big ideas, link thinking routines to formative assessment, and more. Providing new research, new global case studies, and new practices, this book: Focuses on the power that thinking routines can bring to learning Provides practical insights on using thinking routines to facilitate student engagement Highlights the most effective techniques for using thinking routines in the classroom Identifies the skillsets and mindsets needed to truly make thinking visible Features actionable classroom strategies that can be applied across grade levels and content areas Written by researchers from Harvard's Project Zero, The Power of Making Thinking Visible: Using Routines to Engage and Empower Learners is an indispensable resource for K-12 educators and curriculum designers, higher education instructional designers and educators, and professional learning course developers.

A Companion to Museum Studies captures the multidisciplinary approach to the study of the development, roles, and significance of museums in contemporary society. * Collects first-rate original essays by leading figures from a range of disciplines and theoretical stances, including anthropology, art history, history, literature, sociology, cultural studies, and museum studies * Examines the complexity of the museum from cultural, political, curatorial, historical and representational perspectives * Covers traditional subjects, such as space, display, buildings, objects and collecting, and more contemporary challenges such as visiting, commerce, community and experimental exhibition forms

How do today's most successful tech companies Amazon, Google, Facebook, Netflix, Tesla design, develop, and deploy the products that have earned the love of literally billions of people around the world? Perhaps surprisingly, they do it very differently than most tech companies. In INSPIRED, technology product management thought leader Marty Cagan provides readers with a master class in how to structure and staff a vibrant and successful product organization, and how to discover and deliver technology products that your customers will love and that will work for your business. With sections on assembling the right people and skillsets, discovering the right product, embracing an effective yet lightweight process, and creating a strong product culture, readers can take the information they learn and immediately leverage it within their own organizations dramatically improving their own product efforts. Whether you're an early stage startup working to get to product/market fit, or a growth-stage company working to scale your product organization, or a large, long-established company trying to regain your ability to consistently deliver new value for your customers, INSPIRED will take you and your product organization to a new level of customer engagement, consistent innovation, and business success. Filled with the author's own personal stories and profiles of some of today's most-successful product managers and technology-powered product companies, including Adobe, Apple, BBC, Google, Microsoft, and Netflix INSPIRED will show you how to turn up the dial of your own product efforts, creating technology products your customers love. The first edition of INSPIRED, published ten years ago, established itself as the primary reference for technology product managers, and can be found on the shelves of nearly every successful technology product company worldwide. This thoroughly updated second edition shares the same objective of being the most valuable resource for technology product managers, yet it is completely new sharing the latest practices and techniques of today's most-successful tech product companies, and the men and women behind every great product.

Finally a go-to guide to creating and publishing the kind of content that will make your business thrive. Everybody Writes is a go-to guide to attracting and retaining customers through stellar online communication, because in our content-driven world, every one of us is, in fact, a writer. If you have a web site, you are a publisher. If you are on social media, you are in marketing. And that means that we are all relying on our words to carry our marketing messages. We are all writers. Yeah, but who cares about writing anymore? In a time-challenged world dominated by short and snappy, by click-bait headlines and Twitter streams and Instagram feeds and gifs and video and Snapchat and YOLO and LOL and #tbt...does the idea of focusing on writing seem pedantic and ordinary? Actually, writing matters more now, not less. Our online words are our currency; they tell our customers who we are. Our writing can make us look smart or it can make us look stupid. It can make us seem fun, or warm, or competent, or trustworthy. But it can also make us seem humdrum or discombobulated or flat-out boring. That means you've got to choose words well, and write with economy and the style and honest empathy for your customers. And it means you put a new value on an often-overlooked skill in content marketing: How to write, and how to tell a true story really, really well. That's true whether you're writing a listicle or the words on a Slideshare deck or the words you're reading right here, right now...And so being able to communicate well in writing isn't just nice; it's necessity. And it's also the oft-overlooked cornerstone of nearly all our content marketing. In Everybody Writes, top marketing veteran Ann Handley gives expert guidance and insight into the process and strategy of content creation, production and publishing, with actionable how-to advice designed to get results. These lessons and rules apply across all of your online assets like web pages, home page, landing pages, blogs, email, marketing offers, and on Facebook, Twitter, LinkedIn, and other social media. Ann deconstructs the strategy and delivers a practical approach to create ridiculously compelling and competent content. It's designed to be the go-to guide for anyone creating or publishing any kind of online content whether you're a big brand or you're small and solo. Sections include: * How to write better. (Or, for "adult-onset writers": How to hate writing less.) * Easy grammar and usage rules tailored for business in a fun, memorable way. (Enough to keep you looking sharp, but not too much to overwhelm you.) * Giving your audience the gift of your true story, told well. Empathy and humanity and inspiration are key here, so the book covers that, too.

What is it about the top tech product companies such as Amazon, Apple, Google, Netflix and Tesla that enables their record of consistent innovation? Most people think it's because these companies are somehow able to find and attract a level of talent that makes this innovation possible. But the real advantage these companies have is not so much who they hire, but rather how they enable their people to work together to solve hard problems and create extraordinary products. As legendary Silicon Valley coach--and coach to the founders of several of today's leading tech companies--Bill Campbell said, "Leadership is about recognizing that there's a greatness in everyone, and your job is to create an environment where that greatness can emerge." The goal of EMPOWERED is to provide you, as a leader of product management, product design, or engineering, with everything you'll need to create just such an environment. As partners at The Silicon Valley Product Group, Marty Cagan and Chris Jones have long worked to reveal the best practices of the most consistently innovative companies in the world. A natural companion to the bestseller INSPIRED, EMPOWERED tackles head-on the reason why most companies fail to truly leverage the potential of their people to innovate: product leadership.

This newly updated edition covers a wide range of topics relevant to fungal biology, appealing to academia and industry Fungi are extremely important microorganisms in relation to human and animal wellbeing, the environment, and in industry. The latest edition of the highly successful Fungi: Biology and Applications teaches the basic information required to understand the place of fungi in the world while adding three new chapters that take the study of fungi to the next level. Due to the number of recent developments in fungal biology, expert author Kevin Kavanagh found it necessary to not only update the book as a whole, but to also provide new chapters covering Fungi as Food, Fungi and the Immune Response, and Fungi in the Environment. Proteomics and genomics are revolutionizing our understanding of fungi and their interaction with the environment and/or the host. Antifungal drug resistance is emerging as a major problem in the treatment of fungal infections. New fungal pathogens of plants are emerging as problems in temperate parts of the world due to the effect of climate change. Fungi: Biology and Applications, Third Edition offers in-depth chapter coverage of these new developments and more-ultimately exposing readers to a wider range of topics than any other existing book on the subject. Includes three new chapters, which widen the scope of fungi biology for readers Takes account of recent developments in a wide range of areas including proteomics and genomics, antifungal drug resistance, medical mycology, physiology, genetics, and plant pathology Provides extra reading at the end of each chapter to facilitate the learning process Fungi: Biology and Applications is designed for undergraduate students, researchers, and those working with fungi for the first time (postgraduates, industrial scientists).

Become a process improvement star with Lean Six Sigma! Thinking Lean? Not in terms of weight loss, but operational efficiency? Then you can get into the Lean mindset with Lean Six Sigma For Dummies. A popular process improvement strategy used in many corporations, Lean Six Sigma exemplifies eliminating waste and optimizing flow at an operational level. With the strategies outlined in this book, you'll have your projects, team, and maybe even your organization running at peak efficiency. Written by two experts that have been teaching Lean Six Sigma for over 20 years, Lean Six Sigma For Dummies explains the jargon surrounding this organizational practice, outlines the key principles of both Lean thinking and the Six Sigma process, and breaks it all down into easy-to-follow steps. Use Lean Six Sigma to develop a culture of continuous improvement Complete repetitive tasks through robotic process automation Assess how well your company and employees adapt to Lean Six Sigma Discover tips on how to implement Lean Six Sigma every day Find best practices to sustain ongoing improvements

Fabricated tells the story of 3D printers, humble manufacturing machines that are bursting out of the factory and into schools, kitchens, hospitals, even onto the fashion catwalk. Fabricated describes our emerging world of printable products, where people design and 3D print their own creations as easily as they edit an online document. A 3D printer transforms digital information into a physical object by carrying out instructions from an electronic design file, or 'blueprint.' Guided by a design file, a 3D printer lays down layer after layer of a raw material to 'print' out an object. That's not the whole story, however. The magic happens when you plug a 3D printer into today s mind-boggling digital technologies. Add to that the Internet, tiny, low cost electronic circuitry, radical advances in materials science and biotech and voila! The result is an explosion of technological and social innovation. Fabricated takes the reader onto a rich and fulfilling journey that explores how 3D printing is poised to impact nearly every part of our lives. Aimed at people who enjoy books on business strategy, popular science and novel technology, Fabricated will provide readers with practical and imaginative insights to the question 'how will this technology change my life?' Based on hundreds of hours of research and dozens of interviews with experts from a broad range of industries, Fabricated offers readers an informative, engaging and fast-paced introduction to 3D printing now and in the future.

A fully updated guide to the increasingly prevalent use of molecular data in ecological studies Molecular ecology is concerned with how molecular biology and population genetics may help us to better understand aspects of ecology and evolution including local adaptation, dispersal across landscapes, phylogeography, behavioral ecology, and conservation biology. As the technology driving genetic science has advanced, so too has this fast-moving and innovative discipline, providing important insights into virtually all taxonomic groups. This third edition of Molecular Ecology takes account of the breakthroughs achieved in recent years to give readers a thorough and up-to-date account of the field as it is today. New topics covered in this book include next-generation sequencing, metabarcoding, environmental DNA (eDNA) assays, and epigenetics. As one of molecular ecology's leading figures, author Joanna Freeland also provides those new to the area with a full grounding in its fundamental concepts and principles. This important text: Is presented in an accessible, user-friendly manner Offers a comprehensive introduction to molecular ecology Has been revised to reflect the field's most recent studies and research developments Includes new chapters covering topics such as landscape genetics, metabarcoding, and community genetics Rich in insights that will benefit anyone interested in the ecology and evolution of natural populations, Molecular Ecology is an ideal guide for all students and professionals who wish to learn more about this exciting field.

Offering a concise, illustrated summary of biochemistry and its relevance to clinical medicine, Medical Biochemistry at a Glance is intended for students of medicine and the biomedical sciences such as nutrition, biochemistry, sports science, medical laboratory sciences, physiotherapy, pharmacy, physiology, pharmacology, genetics and veterinary science. It also provides a succinct review and reference for medical practitioners and biomedical scientists who need quickly to refresh their knowledge of medical biochemistry. The book is designed as a revision guide for students preparing for examinations and contains topics that have been identified as 'high-yield' facts for the United States Medical Licensing Examination (USMLE), Step 1. This third edition:* Has been thoroughly revised and updated and is now in full colour throughout* Is written by the author of the hugely successful Metabolism at a Glance (ISBN 9781405107167)* Features updated and improved clinical correlates* Expands its coverage with a new section on Molecular Biology

You have great investment ideas. If you turn them into highly profitable portfolios, this book is for you. Advanced Portfolio Management: A Quant's Guide for Fundamental Investors is for fundamental equity analysts and portfolio managers, present, and future. Whatever stage you are at in your career, you have valuable investment ideas but always need knowledge to turn them into money. This book will introduce you to a framework for portfolio construction and risk management that is grounded in sound theory and tested by successful fundamental portfolio managers. The emphasis is on theory relevant to fundamental portfolio managers that works in practice, enabling you to convert ideas into a strategy portfolio that is both profitable and resilient. Intuition always comes first, and this book helps to lay out simple but effective "rules of thumb" that require little effort to implement and understand. At the same time, the book shows how to implement sophisticated techniques in order to meet the challenges a successful investor faces as his or her strategy grows in size and complexity. Advanced Portfolio Management also contains more advanced material and a quantitative appendix, which benefit quantitative researchers who are members of fundamental teams. You will learn how to: Separate stock-specific return drivers from the investment environment's return drivers Understand current investment themes Size your cash positions based on Your investment ideas Understand your performance Measure and decompose risk Hedge the risk you don't want Use diversification to your advantage Manage losses and control tail risk Set your leverage Author Giuseppe A. Paleologo has consulted, collaborated, taught, and drank strong wine with some of the best stock-pickers in the world; he has traded tens of billions of dollars hedging and optimizing their books and has helped them navigate through big drawdowns and even bigger recoveries. Whether or not you have access to risk models or advanced mathematical background, you will benefit from the techniques and the insights contained in the book-and won't find them covered anywhere else.

First published in 1996, The Eyes of the Skin has become a classic of architectural theory. For every new intake of students studying Pallasmaa s classic text, The Eyes of the Skin provides a totally fresh understanding of architecture and a new set of insights. This third edition is intended to meet students desire for a further understanding of the context of Pallasmaa s thinking by providing a new essay by architectural author and educator Peter MacKeith. This text combines both a biographical portrait of Pallasmaa and an outline of his architectural thinking. The new edition will includes a new preface by the internationally renowned architect Steven Holl and a revised introduction by Pallasmaa himself.

A hands-on field guide to consistently creating page-turning content that your audience loves. (And that delivers real results.) In the newly revised and updated edition of Everybody Writes, marketer and author Ann Handley improves on her Wall Street Journal bestselling book that's helped hundreds of thousands become better, more confident writers. In this brand-new edition, she delivers all the practical, how-to advice and insight you need for the process and strategy of content creation, production, and publishing. This new edition also includes: All-new examples, tools, resources Updated step-by-step writing framework Added and expanded chapters that reflect the evolution of content marketing (and evolution of Ann's thinking about what works today) The same witty and practical how-to approach How to attract and retain customers with stellar online communication How to choose your words well, sparingly, and with honest empathy for your customers Best practices and ideas for crafting credible, trustworthy content "Things Marketers Write": The fundamentals of 19 specific kinds of content that marketers like you write Inspiration. Confidence. Fun. In this book, you'll discover: Content marketing has evolved. Yet writing matters more than ever. In this new edition of Everybody Writes, you'll find the strategies, techniques, tips, and tools you'll need to refine, upgrade, and (most of all) inspire your own best content marketing.

Popular guide to options pricing and position sizing for quant traders In this second edition of this bestselling book, Sinclair offers a quantitative model for measuring volatility in order to gain an edge in everyday option trading endeavors. With an accessible, straightforward approach, he guides traders through the basics of option pricing, volatility measurement, hedging, money management, and trade evaluation. This new edition includes new chapters on the dynamics of realized and implied volatilities, trading the variance premium and using options to trade special situations in equity markets. Filled with volatility models including brand new option trades for quant traders Options trader Euan Sinclair specializes in the design and implementation of quantitative trading strategies Volatility Trading, Second Edition + Website outlines strategies for defining a true edge in the market using options to trade volatility profitably.

Full-length practice tests covering all CISSP domains for the ultimate exam prep The (ISC)2 CISSP Official Practice Tests is a major resource for (ISC)2 Certified Information Systems Security Professional (CISSP) candidates, providing 1300 unique practice questions. The first part of the book provides 100 questions per domain. You also have access to four unique 125-question practice exams to help you master the material. As the only official practice tests endorsed by (ISC)2, this book gives you the advantage of full and complete preparation. These practice tests align with the 2021 version of the exam to ensure up-to-date preparation, and are designed to cover what you will see on exam day. Coverage includes: Security and Risk Management, Asset Security, Security Architecture and Engineering, Communication and Network Security, Identity and Access Management (IAM), Security Assessment and Testing, Security Operations, and Software Development Security. The CISSP credential signifies a body of knowledge and a set of guaranteed skills that put you in demand in the marketplace. This book is your ticket to achieving this prestigious certification, by helping you test what you know against what you need to know. Test your knowledge of the 2021 exam domains Identify areas in need of further study Gauge your progress throughout your exam preparation Practice test taking with Sybex’s online test environment containing the questions from the book The CISSP exam is refreshed every few years to ensure that candidates are up-to-date on the latest security topics and trends. Currently-aligned preparation resources are critical, and periodic practice tests are one of the best ways to truly measure your level of understanding.