Jumat, 13 Januari 2012

[Z997.Ebook] Ebook Download Handbuch Venture Capital. Von der Innovation zum Börsengang., by Wolfgang Weitnauer

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Handbuch Venture Capital. Von der Innovation zum Börsengang., by Wolfgang Weitnauer

  • Sales Rank: #17606212 in Books
  • Published on: 2001-01-01
  • Original language: German
  • Binding: Hardcover

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[N884.Ebook] Fee Download The Amazon Way: 14 Leadership Principles Behind the World's Most Disruptive Company, by John Rossman

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The Amazon Way: 14 Leadership Principles Behind the World's Most Disruptive Company, by John Rossman

Revised second edition in September, 2016

Interested in innovating and creating a customer focused culture like Amazon? In The Amazon Way, Rossman introduces readers to the unique corporate culture of the world’s largest Internet retailer, with a focus on the fourteen leadership principles that have guided and shaped its decisions and its distinctive leadership culture -- as only an insider could do.

Peppered with humorous and enlightening firsthand anecdotes from the author’s career at Amazon, this revealing business guide is also filled with the valuable lessons that have served Jeff Bezos’s “everything store” so well—providing expert advice for aspiring entrepreneurs, CEOs, and investors alike.

In just twenty years, Amazon.com has gone from a start-up internet bookseller to a global company revolutionizing and disrupting multiple industries, including retail, publishing, logistics, devices, apparel, and cloud computing.

But what is at the heart of Amazon.com’s rise to success? Is it the tens of millions of items in stock, the company’s technological prowess, or the many customer service innovations like “one-click”?

As a leader at Amazon who had a front-row seat during its formative years, John Rossman understands the iconic company better than most. From the launch of Amazon’s third-party seller program to their foray into enterprise services, he witnessed it all—the amazing successes, the little-known failures, and the experiments whose outcomes are still in doubt.

  • Sales Rank: #26946 in Books
  • Published on: 2014-05-09
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.00" h x .39" w x 5.25" l, .41 pounds
  • Binding: Paperback
  • 170 pages

From Kirkus Reviews

Succinct, engaging and crafted from a high-level viewpoint; a rare open-kimono look at how one of the world’s most innovative companies executes its vision.

 

A former Amazon executive offers an insider’s perspective on the company’s guiding principles. Amazon has had its share of coverage, including Brad Stone’s The Everything Store: Jeff Bezos and the Age of Amazon(2013). But this lean book cuts a different way. Rossman, an executive at Amazon who left to become a managing director at a consulting firm, weaves his own war stories around Amazon’s 14 leadership principles. While these principles are no secret, Rossman brings them to life with insightful commentary of his own. Each chapter begins with a salient “Leaders at Amazon…” statement, e.g., “Leaders at Amazon focus on the key outputs for their business and deliver them with the right quality and in a timely fashion. Despite setbacks, they rise to the occasion and never settle.” Rossman then offers observations and anecdotes illuminating the corresponding idea. For example, in Chapter 1, “Obsess Over the Customer,” he discusses Amazon’s three customer desires, which the company considers “its holy trinity”—price, selection and availability. Instead of generalities, however, Rossman shares specific insider details that make each principle more dramatic. He relates one instance when Amazon was told by Apple that the company couldn’t deliver 4,000 iPods in time for Christmas. “We were not the kind of company that ruined people’s Christmas because of a lack of availability—not under any circumstances,” writes Rossman, so Amazon purchased the iPods at retail and had them shipped to their warehouseto be repackaged and delivered to customers.  So too is Rossman’s characterization of Jeff Bezos, who comes across as a remarkably driven, if irascible, leader. As for the iPods, Bezos agreed but quipped, “I hope you’ll get in touch with Apple and try to get our money back from the bastards.”

About the Author

John Rossman is a former Amazon.com executive and tells this story as only an insider could. He is a sought after Amazon analyst by media ranging from CNBC to the New York Times. He develops and implements innovative business models, technology strategies, and operations improvement for Fortune 500 companies in industry sectors ranging from high tech, to philanthropy to retail. He currently works as a managing director for Alvarez & Marsal, a global, professional services firm that delivers performance improvement, turnaround management, and business advisory services.

Prior to A&M, John served as director of enterprise services at Amazon.com, where he developed the Merchants @ program, a B2B network that enables millions of sellers to offer products through Amazon, which now is over 40 percent of all orders. He also ran the relationships with enterprise clients like Target.com, Toys “R” Us, Sears.ca, Marks and Spencer, and the NBA.

Most helpful customer reviews

18 of 19 people found the following review helpful.
Good if you don't have time for "The Everything Store"
By Reid Wegner
It's a handy, compact package of Bezos-think, but if you already read Brad Stone's "The Everything Store," this is basically just the Cliff's Notes version. If you haven't read that one and don't have time to, this will give you the management takeaways without the biography and corporate history.

2 of 2 people found the following review helpful.
Smooth and Interesting Read. Truly enjoyed reading The Amazon Way.
By Amazon Customer
The Amazon Way was a smooth and interesting read, and I could relate to the principles and examples presented throughout the book.

As a retired Marine, I could relate to what The Amazon Way said about having a “Bias for Action” and “Diving Deep” to get at root causes to understand issues and put into place mechanisms to simplify processes and drive results. The value-added benefit of reading The Amazon Way is that it provides insights and practical examples on going “one step further” - designing the data capturing mechanisms and metrics that will demonstrate actuals and identify the weak spots that need to be addressed and improved upon in order to keep an organization moving forward with confidence and productivity.

I would recommend The Amazon Way to military personnel – both active and those who have left the service, as a vehicle by which to understand how the leadership, management, and war fighting skills acquired while serving in the armed forces can be applied to the private sector.

Additionally, I would recommend that The Amazon Way be read as a book study by an organization, military or private sector, in order to get folks into a mindset that will drive innovation, force an “open kimono” approach to addressing issues, and most importantly, driving results in ways not previously thought possible.

The Amazon Way informs how the collective genius of an organization can be tapped into and utilized to achieve results.

Great book. Laminate and take to the field.

0 of 0 people found the following review helpful.
A good, solid read based on the Amazon way
By griggsrf
Good insights from a former member of Amazon's "inner cirlce" who clearly states the importance of a business needn't solid, well-defined principles that are executed every day to meet the ultimate business goals.

Really a good lay down of how competitive and driven the Amazon culture is and why - for that company - it works very well. Most any leader should identify directly with the majority of Amazon's principles and would be wise to adapt them to his/her own business.

Absolutely recommended.

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Rabu, 11 Januari 2012

[J451.Ebook] Ebook Download Deliciously Ella: 100+ Easy, Healthy, and Delicious Plant-Based, Gluten-Free Recipes, by Ella Woodward

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Deliciously Ella: 100+ Easy, Healthy, and Delicious Plant-Based, Gluten-Free Recipes, by Ella Woodward

From the founder of the wildly popular food blog Deliciously Ella, 120 plant-based, dairy-free, and gluten-free recipes with gorgeous, full-color photographs that capture the amazing things we can do with natural ingredients.

In 2011, nineteen-year-old Ella Woodward was diagnosed with a rare illness that left her bed-ridden, in chronic pain, and plagued by heart palpitations and headaches. When conventional medicine failed her, Ella decided to change her diet. She gave up meat, gluten, dairy, sugar, and anything processed—and the effects were immediate: her symptoms disappeared, her energy returned, and she was able to go off all her medication. A self-confessed sweet tooth, Ella taught herself how to make delicious, plant-based meals that delight the palette and improve overall well-being.

Deliciously Ella is an essential, how-to guide to clean, plant-based eating, taking you through the best ingredients and methods for preparing easy, exciting meals. This is not a diet—it’s about creating a new mindset that embraces fantastic food. From sweet potato brownies to silky chocolate mousse and roasted butternut squash risotto and homemade fries and ketchup, Ella shares 100 brand-new recipes and twenty classics in her signature, elegant style. Packed with vivid photos and simple, foolproof instructions, Deliciously Ella provides a foundation for a pure, unprocessed, unrefined diet, so you can look and feel better while enjoying great food.

  • Sales Rank: #28213 in Books
  • Published on: 2015-11-17
  • Released on: 2015-11-17
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.13" h x .90" w x 6.75" l, .0 pounds
  • Binding: Hardcover
  • 256 pages

Amazon.com Review
Featured Recipes from Deliciously Ella Download the recipe for Sweet Potato Wedges Download the recipe for Warm Winter Salad Download the recipe for Raw Brownies

Review
"Ella Woodward is deliciously magnificent! Her recipes are out of this world, and her wellness philosophy is life-changing. I adore this scrumptious cookbook and am so grateful for Ella's inspiring work." (Kris Carr, New York Times bestselling author of "Crazy Sexy Diet")

"[Ella's] blog has become cult reading for anyone looking for simple and delicious food that's healthy but not preachy." (Grazia Daily)

"Ella's Instagram is packed full of vibrant coloured dishes with heaps of fresh vegetables, as well as lots of great ideas for smoothies and healthy breakfasts." (Red magazine)

"Ella is an example of a blogger who is going stellar." (The London Times)

"Ella's debut cookbook is a must-read. With a feast of over 100 brand-new recipes, from energizing breakfasts to sweet treats... your new and natural food journey starts here. As well as working with whole foods and ingredients that your body will love, Ella tells the story of why she started eating this way. One of a kind." (Heat Magazine)

"A healthy and delicious cookbook." (Self)

"[Readers] will devour this accessible and inventive compilation." (Publishers Weekly)

About the Author
Ella Woodward is all about embracing healthy living. Ella’s debut cookbook, Deliciously Ella, is the bestselling debut cookbook ever in the UK and her app has been a bestseller for the last year. Ella’s blog gets over six million hits a month and she has nearly 500,000 Instagram followers. Her philosophy is all about showing that healthy living is fun and enjoyable; it’s not about deprivation or starvation.

Most helpful customer reviews

116 of 119 people found the following review helpful.
good for inspiration not so good for recipes.
By matt
I have already reviewed this cookbook, but I have now made just about every recipe. I have some helpful hints! When Ella calls for buckwheat, it is the light buckwheat, not the Bob's red mill variety. My children laughed for quite sometime when instructed to " take out ( the buckwheat focaccia ) when golden brown". It was mud brown to begin with. So it is going to lighten in the oven? ;). Most of the recipes work with half the recommended dates. The girl has a serious sweet tooth. The quinoa pizza crust , almond chia bites ( with less dates),spicy roasted chickpeas, berry scones with coconut cream , quinoa fritters, sweet potato brownies, zucchini noodles with alvocado pesto, lentil bolognese, all work pretty close to directions. The majority of the recipes in the book do not. From poor seasoning ( 3 tbsp dried herbs in bread.:( to bland and fall apart ( oat bars) it's a very frustrating cookbook. Most of the recipes are done better on other blogs. i was also disappointed in recipes for date purée ( dates and cinnamon... actually it is much better with lemon juice and vanilla powder) , Nutella, roasted veg, baked apples, hummus, polenta, quinoa ....snore. I wish she would have added a little creativity to them if added. As is, I use it primarily as ideas to create my own recipes, which is not a bad thing. Inspiration is worth a few dollars! Overall, I applaud her simple cooking style and primarily healthy ingredients. I hope that her next book has more recipe testers so that I can have more success with it.

74 of 78 people found the following review helpful.
Great ,simple, and tasty plant based recipes. I wish the layout was easier to navigate but delicious nonetheless!
By Zen*Yogi*Girl
There are a handful of food / lifestyle blogs I follow and the Deliciously Ella Blog is one of my favorites! As a brief back-story, the author, Ella Woodward was diagnosed with a rare condition called Postural Tachycardia Syndrome at the age of 19 which left her bed ridden, exhausted, with heart palpitations and when no relief was found through convention medications; she looked to changing her diet to be a whole food, plants based diet which did indeed alleviate her symptoms.

The good:

The great thing about all this is Ella is self taught, so, if like me you are not the world's best cook - no worries as these recipes are largely uncomplicated and easy to follow. You do not need to go wild and buy a bunch of kitchen gadgets though honestly a good blender and good processor do lend well to many of these recipes. Also a lot of her recipes use basic foods that are easily found, and though there are some ingredients the average cook may not have in their pantry (Nutritional Yeast, Maca, Cacao, Baobab powder to name but a few ) there are often substitution or the ability to omit such ingredients. The beginning of the book features a pretty comprehensive guide to building your pantry as well as a guide to the properties of many of these ingredients; and this follows through in each section.

Though I have tried many of her recipes from the blog., it was great to finally have her recipes accessible in one spot. The book is organized into sections that highlight the ingredients : Grains, nuts and seeds, beans and legumes, vegetables , fruit followed by a smoothie / juice section and a guide to her eating mantra along with resources. I also liked the fact that she added personalization to the book detailing her story at the beginning .

There were a lot of new recipes here that I had not previously seen on the blog ; so I was happy to get so many new recipe ideas. That said, I spotted several dishes I have made in the past such as the Chia breakfast pudding, the coconut porridge (which is delicious and great pre workout) the spicy roasted chickpeas and the raw brownies. All were simple and tasted great! The steps are simple and minimal and do not require precise cooking skills; and its really easy to follow.

The bad:

The only issue I have found consistently with the recipes, is sometimes they lack seasoning or a depth in taste. This could be due to the fact that she is not a professional chef or it could be a Brit thing...I am British and growing up there found beyond curries (which oddly British people enjoy very spicy and bold) people tend to hold back on seasoning and spice. This came through in many of the things I have made such as the cannellini soup and the black bean chili which was too obscured in taste by tomato paste ; and I found myself having to add more of the given seasonings, or add different types of spice / herb to give it any flavor at all. So far my husband has not been impressed with any dish so if you have someone with a bold palette you might want to taste carefully before you serve and adjust seasoning to taste.

The other thing to note is this dish is rather dessert /snack heavy but missing balance with enough main dishes that contain a protein element. For example chick peas, potato wedges or cucumber rolls are sides or snacks but not really a main dish; there are a lot of breakfast choices, or sweet snacks along with smoothies, sides, dips etc . I personally really liked the mix of recipes but it's worth nothing to top heavy sweet element if you are looking for more in the way of savory or main dishes.

Finally for those that like their cookbooks traditional: Breakfast then lunch, dinner and snacks, you might struggle with this as with the recipes being sorted by ingredient type there is little rhyme or reason what to expect , for example turmeric fritters and risotto are followed by porridge which is then followed by scones and cookies . It is honestly a little hard to follow and hence my reason for 4 stars not 5 .

That said, as a fan of the blog, I am excited to finally have this cookbook. Like her blog, the pictures are stunning and plentiful ; and there are a lot of new recipes in here I am excited to try! From a home cook to the home cook makes these recipes attainable for us all , bringing healthy, sometimes, raw, always plant based, recipes to the masses; and yes as a parent, I can attest to the fact that the kids will enjoy many of these recipes too and with their simplicity, can even join in making them! A great book, just wish it was a tad more organized!

12 of 13 people found the following review helpful.
I really would not want to waste pricey ingredients on her recipes
By Amazon Customer
Disappointing results
I have owned this cookbook for several months and tried a couple of recipes. After the disastrous results, I really would not want to waste pricey ingredients on her recipes. However,there still is one recipe that my family and I are enjoying.

The recipes are hard to navigate as the contents are separated into "Grains", "Nuts and Seeds", "Beans and Legumes", "Vegetables","fruit", "Smoothies and Juices".

We enjoy:Brazil Nut and Arugula Pesto Pasta

We think they are okay: Granola Bars,Superfood Crackers

We wont make it again (big disaster): Buckwheat Focaccia, Blueberry Muffins

The personal story at the beginning of the book is very inspiring. The layout is beautiful. Not a lot of pictures and some are so small and hard to compare to the result. The recipes I have tried so far are all large enough to serve a party. Not sure if I will ever try her recipes since when it is not working, I couldnt even "tough through " by not wasting good ingredients she recommends.

See all 186 customer reviews...

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Minggu, 08 Januari 2012

[W635.Ebook] Download PDF Google AdWords For Dummies, by Howie Jacobson, Kristie McDonald

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The fun and friendly guide on getting the most value out of your AdWords campaigns, now updated!

Google AdWords is a unique tool that allows you to set your own budget and create ads and choose keywords that are specifically related to your business. This handy guide walks you through the newest tips, tricks, and techniques for maximizing your AdWords campaign. Presenting coverage that is nearly entirely rewritten or revised, this practical guide adds chapters on topics such as ad extensions, feeds for e-commerce, mobile advertising, advanced ad writing, and the new Google display network. In addition, the author provides updates that reflect helpful new best practices.

  • Boasts approximately 85 percent updated or new content
  • Updates popular topics such as experiments, ad extensions, feeds for e-commerce, mobile advertising, advanced ad writing, and more
  • Incorporates changes to the AdWords interfaces
  • Shares best practices in split testing, opt-in landing page structure, and ad group structure
  • Reviews new, free tools included in AdWords as well as new and improved third-party tools

With this handy reference by your side, you'll discover the best way to make a Google AdWords campaign to work for you!

  • Sales Rank: #190228 in Books
  • Brand: Brand: For Dummies
  • Published on: 2011-12-06
  • Ingredients: Example Ingredients
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.30" h x .85" w x 7.40" l, 1.40 pounds
  • Binding: Paperback
  • 432 pages
Features
  • Used Book in Good Condition

From the Back Cover

Learn how to build and manage AdWords campaigns that pay off for your business!

Google AdWords can be a complex topic, which is exactly why you need this book. Here you'll find it divided into manageable chunks, showing what you need to consider before you start, how to structure your campaign and ad groups, tips for creating landing pages that grab visitors, advice on campaign management, and ways to maximize your results.

  • Get started — learn to set up your account, use the AdWords Dashboard, plan your campaign, and write magnetic ads

  • Be direct — take advantage of the AdWords direct-marketing approach to generate leads, make new sales, and test your website and marketing efforts

  • Crunch the numbers — explore the tools in the AdWords interface that help you analyze your campaign and determine what's working best

  • Soft landings — see what goes into a perfect landing page and how to please Google's reviewers

  • Send in the clones — boost your results by cloning your campaigns

Open the book and find:

  • The two types of online marketing

  • Hints for reading the mind of your market

  • Why split testing pays off

  • How to measure your results

  • Tips on tracking conversions

  • Who may show up on your landing page

  • Ways to make your ads more effective

  • Ten common mistakes you can avoid

Learn to:

  • Use the new free tools includedin AdWords

  • Work with the new interface and use Website Optimizer

  • Create ads and landing pages that captivate visitors

  • Manage your account with AdWords Editor

About the Author

Howie Jacobson is an Internet marketing strategist who specializes in helping clients succeed with Google AdWords. Joel McDonald is a Google AdWords consultant and popular conference speaker. Kristie McDonald is a Google AdWords Certified Professional and a strategic marketing consultant. Howie, Joel and Kristie are partners at the online marketing firm Vitruvian, found at www.VitruvianWay.com.

Most helpful customer reviews

28 of 30 people found the following review helpful.
Modest, Humorous & Thorough
By Perry Marshall
A few years ago at an airport, I got a call from Howie Jacobson. "Hey Perry, the people who publish the 'Dummies' books asked me to write an AdWords book and I said yes. Um, I hope that's okay."

I'd taught him AdWords early on, and he didn't wanna tick me off by competing with my own books.

"No problem, Howie. I just want to make sure all the people in the AdWords cartel are my friends."

Howie is a very good friend of mine and I'm proud of him and his book. I also know his co-authors, Joel and Kristie. The three of them run the online marketing firm Vitruvian. Allow me to tell you about Howie's book.

The first thing I like about this book is the cartoons. AdWords has gone from being a glamorous "bright shiny object" for make-money-fast types (deservedly so) to being quite a complex undertaking for large accounts.

The result is that about half the AdWords books and courses out there are dreadfully boring. They read like computer manuals. It's a shame to do that to AdWords because it's a game for people who understand people, just as much as it's a game for people who do spreadsheets. Howie's occasional humor is appreciated. You might want to use some humor in your AdWords career, as well.

And unless you want to drill down into your AdWords campaigns with Excel pivot tables and mind-numbing detail, this book contains all the basic information you need to build a large and successful campaign.

My favorite chapter is The Ten (or so) Top AdWords Mistakes. Success in AdWords is largely about having layers of refinement that most other advertisers don't bother with. This tells you what the 10 most important layers are. If you already spend significant dinero on AdWords and want an instant improvement, this chapter will pay for your book a dozen times over.

And the case studies in the following chapter highlight different dimensions of thinking that you need to solve different kinds of problems. The advantage Howie & company have over most people is, they've worked in dozens of different industries, where click behavior varies widely from one to another. This chapter is bound to show you something you'd never notice on your own.

One last thing: Howie's modesty - to the point of checking in with me before he went and wrote the first edition of this book - tells you something about him. He under-promises, over delivers, and treats readers, vendors and customers with respect.

When you're laying down your cash to grow a business, that's a big deal. Howie respects your dollar and that's what makes him a worthy teacher.

Excellent job, Howie. A top pick.

26 of 28 people found the following review helpful.
Way Beyond AdWords!!!
By JackieBiz
This book should be read not only by people trying to learn about AdWords but also by those interested in narrowing down their market niches. I have spent hundreds of dollars in marketing materials, I hold an MBA degree but I must humbly admit this is the first time I actually understand my market niche down to the color of their socks.

It is amazing what you can do today with Google Tools and their readily available information, but it takes a book like this to learn and understand this powerful source of information and Howie Jacobson does an incredible job at communicating it.

24 of 29 people found the following review helpful.
Outstanding reference
By ChrisMHorner
Alright, well I actually have bought the book so here it goes:

This book will walk you through EVERYTHING. It'll tell you how to research your market, do the initial setup, and of course manage an entire campaign. Better yet, he gives you tips on what to do once you get someone to look at your site to increase the chance of them following through with your offer. I cannot recommend this book highly enough if you want to get serious about running Adwords campaigns.

And the icing on the cake? There's a certificate included for $25 in Adwords credits to get you started - more than what you'll pay for the book here on Amazon. How can you go wrong?

See all 58 customer reviews...

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Sabtu, 07 Januari 2012

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Jumat, 06 Januari 2012

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The demonstration or presentation of complex products like technology or medical devices is like leading a person over a treacherous ravine. Throughout a demo or presentation, your prospect wants to run back to the relative safety of their existing world. This book will help you comfortably lead your prospect to your solution and make you the best demonstrator and presenter in your field!Tactics that you will find useful include: 

  • Identifying and avoiding Demo Crimes 
  • Winning demo techniques like "Tell-Show-Tell" 
  • Building a value case for your solution 
  • Managing your audience and reading their personalities 
  • Creating winning themes 
  • Performing differentiating Web demos and presentations 
  • Conducting high value Discoveries 
  • Managing your room environment 
  • Winning teamwork techniques 
We are an idea company that has built a deep set of actionable techniques and strategies derived from years of working with the most innovative and successful companies in the world. Our clients include Microsoft, SAP, Oracle, IBM, Getinge and many others. We adapted the ideas in this book based upon training thousands of highly paid, highly experienced professional demonstrators and presenters in every region of the world thus making it globally applicable and effective. We understand that the very best ideas are judged by their impact, and our clients validate the impact of our concepts through increased sales effectiveness every day. Don't miss out on this opportunity to truly differentiate your products and services.

  • Sales Rank: #51290 in Books
  • Brand: Brand: Demonstrating To WIN
  • Published on: 2011-07-20
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.50" h x .78" w x 5.50" l, .88 pounds
  • Binding: Paperback
  • 342 pages
Features
  • Used Book in Good Condition

Review
"The absolute gold standard text for preparing and executing compelling product demonstrations...bar none." - Russell Pike, Group Vice President, Oracle Corporation

"Bob is among the most influential people ever to influence B2B sales. This book will have a greater impact on your customer interactions and help you win more deals than any other you will ever read!" 
Gavin Style, Managing Director, Global Head of Sales for Asset Management, SunGard 

From the Author
The difference between winning and losing a highly competitive deal is very narrow.  Statistically it is proven to be 2% or less.  This book is all about the tactics and strategies you need to consistently win those competitive deals.  There is no complexity involved!  You will be able to apply these winning tactics the moment you close the cover of the book.  Give it a try and visit us at 2WinGlobal.com if you want to learn more.  Bob Riefstahl

From the Back Cover
Bob is considered an expert by other sales and demonstration professionals because of his dedication to research and analysis of every aspect of complex solution demonstrations. He spent 20 years selling, presenting and demonstrating technology before founding 2WIN! Global.  Bob's firm 2WIN! Global is headquartered in Colorado Springs, Colorado, U.S.A.                                                                          "The absolute gold standard text for preparing and executing compelling product demonstrations...bar none." - Russell Pike, Group Vice President, Oracle Corporation

"Bob is among the most influential people ever to influence B2B sales. This book will have a greater impact on your customer interactions and help you win more deals than any other you will ever read!" 
Gavin Style, Managing Director, Global Head of Sales for Asset Management, SunGard 

Most helpful customer reviews

2 of 2 people found the following review helpful.
Three Stars
By Mr. Ricketts
The class is great. The book is long winded.

1 of 2 people found the following review helpful.
A must read for professionals engaged in complex sales
By Eric
My perspective on this book comes from two dimensions; reading it and living it. I read the original book a number of years ago and have implemented Riefstahl's tactics and strategies with my own global teams with great success. I have also hired his firm to formally train and implement their methods with my teams and it has resulted in substantial improvements in our win rates. This new version of the book takes those ideas, modernizes them and takes them to an entirely new level. The truth is, there are no other books on the market that encompass what Riefstahl has done with this book.

Demo Crimes - These are the mistakes that people make when performing demos and Riefstahl is spot-on! He's not condescending in his description of the crimes but rather connecting. Not only does he talk about the mistake, he discusses what results you can expect when committing the demo crime and how to avoid the crime. I've seen some imitators come forward since his original book but none of them come close to Riefstahl's ability to get you moving in the right direction.

Discovery - I have led global teams at some of the largest software companies in the world (you know the names) and the disciplines needed to enforce discovery are finally taking place due to the impact that Riefstahl's firms (2WIN! Global) has had on the global software market. To perform any type of complex product demo without some form of discovery is absurd and Riefstahl does an excellent job of analyzing the different types of discoveries that take place today. Whether your discovery takes the shape of a telephone call, brief meeting or, in-depth multiple meetings, you will get ideas that will uncover exactly what you need to present, demo and discuss.

Demos - At the end of the day, that's why you're considering buying this book right? There is gold in this book for strategies and tactics for winning demos. For example, Riefstahl introduces the reader to the tactic of tell-show-tell whenever you demonstrate a feature in your software. As basic as that might sound, it's brilliant. Tell them what you are about to show them (and he offers a variety of ways of doing that), show them only what you told them you were going to show them and tell them what they saw in the form of a benefit! He discusses how a demo should be opened, why sometimes it makes sense to start a demo with what you believe your prospect will see as the most valuable feature whereas other times you hurt yourself by doing that. Whether your product presentation is 30 minutes or 3 days this book will give you ideas that will make you better.

Web Demos - I list this a separate category because let's face it, web demos are different! Regardless of your web demo/presentation platform (Webex, Adobe, GoToMeeting, etc.) Riefstahl provides strategies and tactics for leveraging this technology to the point of differentiation. How many web presentations have you seen that are so boring that you find yourself checking e-mail mid-way through? No longer!

Teamwork - For anyone who has team demos or presentations, you will now have a strategies and tactics that will have the prospect wondering why they would buy from anyone else. Riefstahl provides tactics you can immediately put to use across your team that are easy to implement and immediately impactful.

Bottom line? If you demonstrate or present any type of complex product, whether it is software or anything else, buy the book and act on Riefstahl's tactics and strategies. It will help you win more business.

0 of 0 people found the following review helpful.
The Demo they WILL remember
By Rob F
A MUST read for EVERY SE. You will learn tips and tricks that really make a difference. And when your rep doesn't (or can't) do any discovery for a demo, you will at least know what to ask before you begin to differentiate you from the competition and BE REMEMBERED!

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Rabu, 04 Januari 2012

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Management Consultancy, by Joe O'Mahoney

Management Consultancy provides a comprehensive introduction to the consulting industry, presenting a theoretical underpinning and outlining how to carry out management consultancy, as well as providing guidance on entering the industry.

This insightful text equips students with the information and skills necessary to become a successful management consultant and enables them to gain a greater understanding of how the industry works, as well as the nature of the job itself. Students are encouraged to discuss and debate issues in order to develop critical analysis skills, and the inclusion of practitioner insights throughout the text ensures that there are ample opportunities for understanding how the theory may or may not transfer through to practice.

The book is accompanied by an online resource centre providing additional resources for both students and lecturers.

  • Sales Rank: #3247015 in Books
  • Published on: 2010-04-19
  • Original language: English
  • Number of items: 1
  • Dimensions: 7.40" h x .90" w x 9.60" l, 2.03 pounds
  • Binding: Paperback
  • 410 pages

About the Author

Joe O'Mahoney is Lecturer in Organization Studies at Cardiff University Business School. Prior to this he was Lecturer in Organization and Technology at Lancaster University. Joe has held a number of positions in industry including the role of Senior Business Consultant at 3G Mobile where he was involved with the start up of the company. Joe was also Director and Co-founder of Stay Mobile, Technology Ltd, a company that develops and leases a product for recharging mobile phones in public places. Joe's areas of expertise are change management and consultancy, including innovation and entrepreneurship, cultural change, new product development, and systems design.

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