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...

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 ...

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 ...

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...

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...

The fascinating personal story of one of the most celebrated talents in today’s music sceneThe star of the Metropolitan Opera's recent revival of Dvorak's Rusalka, soprano Renée Fleming brings a consummately beautiful voice, striking interpretive talents, and compelling artistry to bear on performances that have captivated audiences in opera houses and recital halls throughout the world. In The Inner Voice—a book that is the story of her own artistic devel...

Everything about opera is larger than life, but the bigger the art form, the bigger the potential for disaster. When things go wrong at the opera house, they really go wrong. No one has a greater or more intimate knowledge of such moments than Lotfi Mansouri. Over the course of a career that has spanned five decades, Mansouri has directed nearly 500 productions at major opera houses around the globe.Mansouri has gathered a collection of discrete vignettes that recount unforgettable...

This illustrated Travel Guide is designed for optimal navigation on eReaders and other electronic devices. It is indexed alphabetically and by category, making it easier to access individual articles. Articles feature information about attractions, landmarks, districts, transportation, cultural venues, dining, history and much more. Addresses, telephones, hours of operation and admissions information are included. The guide is complimented by clearly marked maps that are linked to city att...

Why a hiking book for Boomers? Because Boomers are a savvy lot and they know that one size does not fit all. While they may be up for adventure and eager to challenge themselves, they wisely want to know what they are getting into before taking the leap. Thats exactly what youll get in this lively and informative hiking book, appropriate for both novice and experienced hiker. Organized into five Boomer Rating categories according to the level of challenge, the 75 hikes of this book begin w...

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 ...