Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales. The book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers.
Technology Sales Organization Strategy: Key Trends and Performance Metrics
Advanced Sales Cycle Strategy: Control the Complex Technology Sale
Sales Call Strategy: Strategically Structure Meetings to Differentiate Yourself in Face-to-face Customer Meetings
New Account Penetration Strategy: Language-based Tactics to Secure Initial Customer Meetings
Personal Communication Strategy: How to Say the Right Words at the Right Time to Convince Customers to Buy
Easy-to-read Format: Extensive Examples, Illustrations, and Practical Case Studies
Readers will find advice on how to win over C-level I.T. executives and senior business leaders across the organization. Discover how I.T. organizational structure impacts company decision making. Determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. Learn to conduct persuasive sales calls using sales linguistics, the study of how the customer's mind uses and interprets language.
The best salespeople are those "Heavy Hitters" who are able to use human nature, language, and intuition to build trusting relationships with customers and persuade them to buy. Based on his proven and effective sales program, author Steve Martin's Heavy Hitter Selling explains how you too can achieve and maintain that high level of sales success. Using real-world case studies, examples, and exercises, Martin provides the psychological, physical, and language-based tactics you need to turn yourself into a Heavy Hitter.
Inside, you'll find proven guidance and expert tips on:Understanding how people think and communicate Finding the right words at the right time Predicting a customer's behavior and influencing his thoughts Building customer rapport and understanding their motivations Persuading both the customer's rational mind and his emotional subconscious side
"Like other sales books published recently, this one stresses the importance of human behavior. But unlike the others, it puts an emphasis on language. Salespeople could well benefit by exploring scientific models of language. Practical exercises make the book useful for everyone."
—Harvard Business School Review
"This well-written, insightful book will give you ideas and strategies you can use to influence and persuade customers in any market."
—Brian Tracy, author, Million Dollar Habits
"Traditional selling focuses on product, price, and competition and misses the most important reason people buy-people and emotion. Heavy Hitter Selling offers a different perspective that is valuable in understanding how to win."
—Jay Fulcher, President and COO, Agile Software
"Heavy Hitter Selling is different-[a book that] will help you make lots of money."
—Gerald D. Cohen, CEO, Information Builders, Inc.
"Steve Martin takes a much-needed look at how successful executives read verbal and nonverbal messages, which allows them to quickly understand the subtext of their customers' minds. The best part is that the author shares effective strategies that put more fun into selling and more money into salespeople's pockets."
—Gerhard Gschwandtner Founder and Publisher, Selling Power magazine
"Steve Martin's interesting examination of great leaders in history and the parallels he draws between waging a war and waging a sales campaign should be required reading for enterprise salespeople."
—Jay Fulcher, Chief Executive Officer, Agile Software
"This powerful book provides real-world strategies you can use to increase sales immediately!"
—Brian Tracy, President, Brian Tracy International, author, Getting Rich Your Own Way
"Heavy Hitter Sales Wisdom goes beyond the traditional description of sales cycles to the heart of selling. It's about the emotional connection with the customer, but also the attack and destruction of the competition."
—Olivier Helleboid, Vice President, Software Operations, Hewlett-Packard
"Heavy Hitter Sales Wisdom provides field sales generals and sales soldiers with tons of strategy, persuasion techniques, and common-sense approaches to winning the hearts and minds of prospects. This book will add new weapons to your arsenal."
—Tim Kelliher, Senior Vice President, Sales, DHL Global Mail
From comics to video games to contemporary fine art, the beautiful, wide-eyed-girl look of shoujo manga has infiltrated pop culture, and no artist's work today better exemplifies this trend than Camilla D'Errico's. In her first instructional guide, D'Errico reveals techniques for creating her emotive yet playful manga characters, with lessons on drawing basic body construction, capturing action, and creating animals, chibis, and mascots. Plus, she gives readers a behind-the-scenes look at her character design process, pointers on creating their own comics, and prompts for finishing her drawings.
Pop Manga is both a celebration of creativity and an indespensible guide that is sure to appeal to manga diehards and aspiring artists alike.
In the mid-seventies, Steve Martin exploded onto the comedy scene. By 1978 he was the biggest concert draw in the history of stand-up. In 1981 he quit forever. This book is, in his own words, the story of “why I did stand-up and why I walked away.”
Emmy and Grammy Award–winner, author of the acclaimed New York Times bestsellers Shopgirl and The Pleasure of My Company, and a regular contributor to The New Yorker, Martin has always been a writer. His memoir of his years in stand-up is candid, spectacularly amusing, and beautifully written.
At age ten Martin started his career at Disneyland, selling guidebooks in the newly opened theme park. In the decade that followed, he worked in the Disney magic shop and the Bird Cage Theatre at Knott’s Berry Farm, performing his first magic/comedy act a dozen times a week. The story of these years, during which he practiced and honed his craft, is moving and revelatory. The dedication to excellence and innovation is formed at an astonishingly early age and never wavers or wanes.
Martin illuminates the sacrifice, discipline, and originality that made him an icon and informs his work to this day. To be this good, to perform so frequently, was isolating and lonely. It took Martin decades to reconnect with his parents and sister, and he tells that story with great tenderness. Martin also paints a portrait of his times—the era of free love and protests against the war in Vietnam, the heady irreverence of The Smothers Brothers Comedy Hour in the late sixties, and the transformative new voice of Saturday Night Live in the seventies.
Throughout the text, Martin has placed photographs, many never seen before. Born Standing Up is a superb testament to the sheer tenacity, focus, and daring of one of the greatest and most iconoclastic comedians of all time.
"Standup is the hardest material in the world to write for someone else; it's like trying to condense 10 years of experience into 20 minutes of new material.," Martin says. But commenting on his fiction writing, he says. "I think you have to be able to find as a writer that state where you don't know what you're going to say or what the character is going to say or who the characters are. That's the biggest thrill of all. When you start to trust that subconscious thing and you don't censor yourself--just remember you can always throw it away--that's when the good stuff comes out."
The selected materials consist not only of pieces focused primarily on Martin's writings, but also broader profiles and conversations that help explain Martin's development as a writer within the larger context of his many other accomplishments, talents, and performance skills.
Charlotte has always really wanted a pet, so when her parents present her with one for her birthday she expects a cat, dog, or maybe a bird. Instead, she receives a rock. Rocks can't cuddle, fetch, or even help her eat her vegetables, but that doesn’t stop Charlotte from loving her rock as if he were real. If only he could love her back...or can he?
‘It was the start of the third lap of the 2010 Senior TT, the last race of the fortnight. The last chance to get a TT win for another year, and I was pushing hard.
Ballagarey. The kind of corner that makes me continue road racing. A proper man’s corner. You go through the right-hander at something like 170mph, leant right over, eyes fixed as far down the road as I can see.
But this time something happened. This time the front end tucked ...’
Guy Martin, international road-racing legend, maverick star of the Isle of Man TT, truck mechanic and TV presenter, lives on the edge, addicted to speed, thoroughly exhilarated by danger.
In this book we’ll get inside his head as he stares death in the face, and risks his life in search of the next high.
We’ll discover what it feels like to survive a 170mph fireball at the TT in 2010, and come back to do it all again. He’ll sweep us up in a gritty sort of glory as he slogs it out for a place on the podium, but we’ll also see him struggle with the flipside of fame.
We’ll meet his friends and foes, his family, his teammates and bosses and we’ll discover what motivates him, and where his strengths and weaknesses lie.
For the first time, here is the full story in Guy’s own words. From the boy who learned to prep bikes with his dad, to the spirited team mechanic, paying his way by collecting beer glasses in pubs, to the young racer at the start of his first race and the buzz he’s been chasing ever since.
This thrilling autobiography is an intense and dramatic ride.
Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction. Based on more than sixty years of research into the psychology of persuasion, Yes! reveals fifty simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too.
Cowritten by the world’s most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader.
Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom.
Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.
Mirabelle is the "shopgirl" of the title, a young woman, beautiful in a wallflowerish kind of way, who works behind the glove counter at Neiman Marcus "selling things that nobody buys anymore . . ."
Slightly lost, slightly off-kilter, very shy, Mirabelle charms because of all that she is not: not glamorous, not aggressive, not self-aggrandizing. Still there is something about her that is irresistible.
Mirabelle captures the attention of Ray Porter, a wealthy businessman almost twice her age. As they tentatively embark on a relationship, they both struggle to decipher the language of love--with consequences that are both comic and heartbreaking. Filled with the kind of witty, discerning observations that have brought Steve Martin critical success, Shopgirl is a work of disarming tenderness.
Steve Martin's uncanny ability to pack 140 characters with humor and wit has defined what it means to be a celebrity in today's world of social media. With over 8 million followers on Twitter (a number growing by the day), Martin's tweets have been covered by personal blogs, major news outlets, and everything in between.
Funny illustrations complement Martin's insights on everything from celebrity culture to jury duty to Twitter itself. Perfect, light reading for your hectic commute, busy waiting rooms, or a lazy Sunday afternoon, this collection will delight avid followers and offline fans alike.
The 2-Hour Job Search shows job-seekers how to work smarter (and faster) to secure first interviews. Through a prescriptive approach, Dalton explains how to wade through the Internet’s sea of information and create a job-search system that relies on mainstream technology such as Excel, Google, LinkedIn, and alumni databases to create a list of target employers, contact them, and then secure an interview—with only two hours of effort. Avoiding vague tips like “leverage your contacts,” Dalton tells job-hunters exactly what to do and how to do it. This empowering book focuses on the critical middle phase of the job search and helps readers bring organization to what is all too often an ineffectual and frustrating process.
If you browse through the interviews with some of the most successful people on Earth, you’ll find one common piece of advice shared by virtually all of them:
They never give up on their big goals.
Research shows that grit is a better predictor for success than any other factor. The ability to keep going despite setbacks is more important than your IQ, character or other external factors like your upbringing or surroundings.
But what does it really mean to “never give up”? What exactly is grit? How do you persevere when faced with larger than life difficulties? How do you keep going when you’re at the brink of exhaustion and all your hard work hasn’t been rewarded yet?
I wrote this book to explore the subject of persistence from a more scientific point of view than cliché self-help sayings. I want to share with you how exactly to stick to your goals according to peak performers and science – not vague motivational advice that assumes we have unlimited strength once we’re motivated enough.
Here are just a couple of things you will learn from the book:
- A crucial piece of advice you can learn from the first people who reached the South Pole. If you make the wrong choice, you’ll burn out – guaranteed.
- What famous American comic Jerry Seinfeld did in his early days of career to keep going. It’s a simple trick that provides huge results.
- What a study on top musicians, athletes, actors and chess players can teach you about achieving results and persistence. The elite performers practice much fewer hours than you believe.
- Five of the most common ways you lead yourself to self-sabotage. Usually, you’re not even aware of how many of your efforts go for naught simply because of the five things I discuss in this book.
- According to studies, this one trait is strongly associated with grit and persistence. Learn what it is and how to develop it in five different ways.
- Five focusing questions to keep going. Asking yourself these questions will help you boost your motivation when you’re at the brink of giving up.
- How listening to others whining makes a part of your brain shrink and affects your ability to persevere when faced with setbacks.
- Six bestselling authors and bloggers share their best techniques on how to keep going when you want to give up: Stephen Guise (author of “Mini Habits: Smaller Habits, Bigger Results”), Joel Runyon (blogger at ImpossibleHQ.com), Serena Star-Leonard (bestselling author of “How to Retire in 12 Months: Turning Passion into Profit”) Derek Doepker (bestselling author of “Why You’re Stuck”), Michal Stawicki (bestselling author of “Trickle-Down Mindset: The Missing Element In Your Personal Success”), and Hung Pham (bestselling author of “Break Through: 12 Powerful Steps to Destroy Your Mental Barriers and Achieve Success”).
There’s no reason why you should give up if you’re working on the right goal. Learn how to make sure you’ll reach your objectives. Scroll up and buy the book now.
For more free resources, sign up for my self-improvement newsletter:
How not to give up, persistence, grit, how to keep going, how to reach your goals, how to achieve goals, how to achieve success, how to be resilient, how to be strong, how to be tough, success mindset, success tips, psychology of success, success psychology, self-discipline, self-help books, personal development ebooks, personal development books, personal growth success, personal growth and inspiration
Daniel resides in his Santa Monica apartment, living much of his life as a bystander: He watches from his window as the world goes by, and his only relationships seem to be with people who barely know he exists. He passes the time idly filling out contest applications, counting ceiling tiles, and estimating the wattage of light bulbs.
It is through Daniel's growing attachment to Clarissa, and to Teddy, that he finally gains the courage to begin to engage the world outside, and in doing so, he discovers love, and life, in the most surprising places.
Filled with his trademark humor, tenderness, and out and out hilarious wordplay, The Pleasure of My Company is a tour de force sure to delight all of Steve Martin's fans.
A renowned authority on the secret world of opium recounts his descent into ruinous obsession with one of the world’s oldest and most seductive drugs, in this harrowing memoir of addiction and recovery.
A natural-born collector with a nose for exotic adventure, San Diego–born Steven Martin followed his bliss to Southeast Asia, where he found work as a freelance journalist. While researching an article about the vanishing culture of opium smoking, he was inspired to begin collecting rare nineteenth-century opium-smoking equipment. Over time, he amassed a valuable assortment of exquisite pipes, antique lamps, and other opium-related accessories—and began putting it all to use by smoking an extremely potent form of the drug called chandu. But what started out as recreational use grew into a thirty-pipe-a-day habit that consumed Martin’s every waking hour, left him incapable of work, and exacted a frightful physical and financial toll. In passages that will send a chill up the spine of anyone who has ever lived in the shadow of substance abuse, Martin chronicles his efforts to control and then conquer his addiction—from quitting cold turkey to taking “the cure” at a Buddhist monastery in the Thai countryside.
At once a powerful personal story and a fascinating historical survey, Opium Fiend brims with anecdotes and lore surrounding the drug that some have called the methamphetamine of the nineteenth-century. It recalls the heyday of opium smoking in the United States and Europe and takes us inside the befogged opium dens of China, Thailand, Vietnam, and Laos. The drug’s beguiling effects are described in vivid detail—as are the excruciating pains of withdrawal—and there are intoxicating tales of pipes shared with an eclectic collection of opium aficionados, from Dutch dilettantes to hard-core addicts to world-weary foreign correspondents.
A compelling tale of one man’s transformation from respected scholar to hapless drug slave, Opium Fiend puts us under opium’s spell alongside its protagonist, allowing contemporary readers to experience anew the insidious allure of a diabolical vice that the world has all but forgotten.
From the Hardcover edition.
Short takes the reader on a rich, hilarious, and occasionally heartbreaking ride through his life and times, from his early years in Toronto as a member of the fabled improvisational troupe Second City to the all-American comic big time of Saturday Night Live, and from memorable roles in such movies as ¡Three Amigos! and Father of the Bride to Broadway stardom in Fame Becomes Me and the Tony-winning Little Me.
He reveals how he created his most indelible comedic characters, among them the manic man-child Ed Grimley, the slimy corporate lawyer Nathan Thurm, and the bizarrely insensitive interviewer Jiminy Glick. Throughout, Short freely shares the spotlight with friends, colleagues, and collaborators, among them Steve Martin, Tom Hanks, Gilda Radner, Mel Brooks, Nora Ephron, Eugene Levy, Catherine O'Hara, Paul Shaffer, and David Letterman.
But there is another side to Short's life that he has long kept private. He lost his eldest brother and both parents by the time he turned twenty, and, more recently, he lost his wife of thirty years to cancer. In I Must Say, Short talks for the first time about the pain that these losses inflicted and the upbeat life philosophy that has kept him resilient and carried him through.
In the grand tradition of comedy legends, Martin Short offers a show-business memoir densely populated with boldface names and rife with retellable tales: a hugely entertaining yet surprisingly moving self-portrait that will keep you laughing—and crying—from the first page to the last.
He's been called brash, cocky, arrogant, pompous, egotistical, and hilarious, but, mostly, he's known as the Head Ball Coach, a self-ordained term introduced to the lexicon of football by none other than the man, himself, Steve Spurrier. He is the only coach who can claim to be the winningest coach at two different SEC schools, and the only person who has won both the Heisman Trophy as a player and a national championship as a coach. Or who has won a Heisman and coached a Heisman winner.
From the beginning, Spurrier didn't want to sound like other coaches, dress like other coaches, and, especially, coach like other coaches. As a controversial football pioneer, he ushered in a different style of leadership and play. Spurrier's press conferences were glorious -- he refused to lapse into coachspeak and was always entertaining, although he took his football very seriously. He was known for his fierce competitiveness, roaming up and down the sidelines, often throwing his signature visor to the ground in disgust. Now resigned from coaching at age 70 -- he doesn't like to say "retired" yet -- Spurrier has calmed down, but don't mistake that for a lack of fire. He can be just as feisty as the day he set foot on the East Tennessee dirt in Johnson City's Kiwanis Park, where he grew up to become one of the state's all-time greatest athletes, and went on to play for Florida where he launched one of sports history's all-time great careers.
In his memoir, Spurrier talks for the first time about the circumstances under which he unexpectedly became a coach and why he resigned at South Carolina. He explains his unique style, the difference between winners and losers, his relationship with the media, why he follows the wisdom of ancient philosophers and warriors, his affinity everything taught by John Wooden, and the reasons behind his relaxed regimen for living well. Spurrier, as always, speaks candidly, bringing together his thoughts about his words, actions, and achievements, while telling countless wonderful anecdotes.
From the Hardcover edition.
With this unprecedented promise, internationally esteemed psychologist Martin Seligman begins Flourish, his first book in ten years—and the first to present his dynamic new concept of what well-being really is. Traditionally, the goal of psychology has been to relieve human suffering, but the goal of the Positive Psychology movement, which Dr. Seligman has led for fifteen years, is different—it’s about actually raising the bar for the human condition.
Flourish builds on Dr. Seligman’s game-changing work on optimism, motivation, and character to show how to get the most out of life, unveiling an electrifying new theory of what makes a good life—for individuals, for communities, and for nations. In a fascinating evolution of thought and practice, Flourish refines what Positive Psychology is all about.
While certainly a part of well-being, happiness alone doesn’t give life meaning. Seligman now asks, What is it that enables you to cultivate your talents, to build deep, lasting relationships with others, to feel pleasure, and to contribute meaningfully to the world? In a word, what is it that allows you to flourish? “Well-being” takes the stage front and center, and Happiness (or Positive Emotion) becomes one of the five pillars of Positive Psychology, along with Engagement, Relationships, Meaning, and Accomplishment—or PERMA, the permanent building blocks for a life of profound fulfillment.
Thought-provoking in its implications for education, economics, therapy, medicine, and public policy—the very fabric of society—Flourish tells inspiring stories of Positive Psychology in action, including how the entire U.S. Army is now trained in emotional resilience; how innovative schools can educate for fulfillment in life and not just for workplace success; and how corporations can improve performance at the same time as they raise employee well-being.
With interactive exercises to help readers explore their own attitudes and aims, Flourish is a watershed in the understanding of happiness as well as a tool for getting the most out of life. On the cutting edge of a science that has changed millions of lives, Dr. Seligman now creates the ultimate extension and capstone of his bestselling classics, Authentic Happiness and Learned Optimism.
According to esteemed psychologist and bestselling author Martin Seligman, happiness is not the result of good genes or luck. Real, lasting happiness comes from focusing on one’s personal strengths rather than weaknesses—and working with them to improve all aspects of one’s life. Using practical exercises, brief tests, and a dynamic website program, Seligman shows readers how to identify their highest virtues and use them in ways they haven’t yet considered. Accessible and proven, Authentic Happiness is the most powerful work of popular psychology in years.
“In Malone, Berry has created a classic, complex hero.”—USA Today
THE BALKAN ESCAPE
Prequel to The Emperor’s Tomb
As a favor to enigmatic billionaire Henrik Thorvaldsen, Cassiopeia Vitt treks into Bulgaria’s Rila mountains in search of a buried stash of exceedingly rare artifacts from a bygone civilization: the ancient tomb of a Thracian king. But when her presence is discovered by a shadowy group of Russians secretly mining the area, she needs a way out. Whom can I trust? becomes the question, and her life depends on making the right decision.
THE DEVIL’S GOLD
Prequel to The Jefferson Key
For eight years he’s been plotting, waiting, scheming to kill Federal agents Christopher Combs and Cotton Malone, whom he blames for the loss of his career. But as rogue agent Jonathan Wyatt prepares for a final confrontation in a remote South American village, he makes a discovery that stretches back to the horrors of World War II, to the astounding secret of a child’s birth, to Martin Bormann and Eva Braun—and to a fortune in lost gold.
THE ADMIRAL’S MARK
Prequel to The Columbus Affair
Cotton Malone never cared for the shady dealings of his brother-in-law, Scott Brown. But after Scott dies while scuba diving, Malone heads to Haiti where he learns that, beneath the crystal clear waters, his brother-in-law had found the sunken wreckage of the Santa Maria, the fabled flagship of Christopher Columbus. Setting out to piece together what happened, Malone quickly realizes that he’s not the only man there with questions—and that he’ll have to fight just to get out of Haiti alive.
A thrilling collection of twenty-one original stories by an all-star list of contributors—including a new A Game of Thrones story by George R. R. Martin!
If you’re a fan of fiction that is more than just black and white, this latest story collection from #1 New York Times bestselling author George R. R. Martin and award-winning editor Gardner Dozois is filled with subtle shades of gray. Twenty-one all-original stories, by an all-star list of contributors, will delight and astonish you in equal measure with their cunning twists and dazzling reversals. And George R. R. Martin himself offers a brand-new A Game of Thrones tale chronicling one of the biggest rogues in the entire history of Ice and Fire.
Follow along with the likes of Gillian Flynn, Joe Abercrombie, Neil Gaiman, Patrick Rothfuss, Scott Lynch, Cherie Priest, Garth Nix, and Connie Willis, as well as other masters of literary sleight-of-hand, in this rogues gallery of stories that will plunder your heart—and yet leave you all the richer for it.
Featuring all-new stories by
Joe Abercrombie • Daniel Abraham • David W. Ball • Paul Cornell • Bradley Denton • Phyllis Eisenstein • Gillian Flynn • Neil Gaiman • Matthew Hughes • Joe R. Lansdale • Scott Lynch • Garth Nix • Cherie Priest • Patrick Rothfuss • Steven Saylor • Michael Swanwick • Lisa Tuttle • Carrie Vaughn • Walter Jon Williams • Connie Willis
And an Introduction by George R. R. Martin!
Praise for Rogues
“Not a single bad story in the bunch . . . The table of contents alone will make fans from all genre aisles salivate.”—Library Journal
From the Hardcover edition.
Hislop made his debut in 1979 on a bike paid for by his father, but when the latter died of a heart-attack, he embarked on a self-destructive quest that resulted in more crashed bikes and cars than he can remember. Three years later his brother Garry was killed racing at Silloth.
It looked as if he would never race again but while on holiday at the Isle of Man TT races in 1983, he was mesmerised by the sight of Joey Dunlop and he knew he had to try it.
He took to the roads immediately, amassing an amazing career record of 11 wins and was the first rider in history to lap the course at an average speed of over 120mph. Hizzy's TT victories over big name rivals like Joey Dunlop and Carl Fogarty made him a living legend beyond the confines of just the UK. He turned his back on the Isle of Man in 1994, claiming it was too fast and dangerous for modern superbikes.
However, he had already proved he was just as fast on purpose-built short circuits having won the British 250cc championship in 1990 and then went on to win the British Superbike (BSB) title in 1995 and 2002.
Defending a title is always difficult and made even harder when your current team doesn't give you a new contract. However, season 2003 started positively for Steve, inasmuch as he found a new team, but he was sacked half way through the season after a string of poor results on an uncompetitive bike. These events, however, paled into insignificance when Steve was killed in July 2003 when the helicopter he was flying crashed in a remote Scottish border region. His book is a fitting tribute to a motor racing legend.
The essays here explore a variety of postcontact identities, including indigenous Christians, "mission friendly" non-Christians, and ex-Christians, thereby exploring the shifting world of Native-white cultural and religious exchange. Rather than questioning the authenticity of Native Christian experiences, these scholars reveal how indigenous peoples negotiated change with regard to missions, missionaries, and Christianity. This collection challenges the pervasive stereotype of Native Americans as culturally static and ill-equipped to navigate the roiling currents associated with colonialism and missionization.
The contributors are Emma Anderson, Joanna Brooks, Steven W. Hackel, Tracy Neal Leavelle, Daniel Mandell, Joel W. Martin, Michael D. McNally, Mark A. Nicholas, Michelene Pesantubbee, David J. Silverman, Laura M. Stevens, Rachel Wheeler, Douglas L. Winiarski, and Hilary E. Wyss.
Eugene Sadler-Smith, a leading intuition researcher and educator in business and management, argues that human beings have one brain but two minds – analytical and intuitive. Management has overlooked the importance of intuition, and under-exploited the potential that the intuitive mind has to contribute in areas as diverse as decision making, creativity, team working, entrepreneurship, business ethics and leadership.
“The Intuitive Mind is a fascinating and practical book that will maximize your intuition and help you make better decisions today and predictions about tomorrow! Sigmund Freud and Carl Jung would most assuredly approve.”
Steve W. Martin, www.heavyhitterwisdom.com
Heavy Hitter Sales Psychology: How to Penetrate the C-Level Executive Suite and Convince Company Leaders to Buy
“Eugene Sadler-Smith gives needed attention to the intuitive way of thinking and reminds us that leadership is an art as well as a science.”
Cindi Fukami, Professor of Management, University of Denver, USA
“From one of our prominent ‘thinkers’ in the management education arena, we learn in The Intuitive Mind how to use our intuitive judgment to improve our managerial decision making.”
Joe Raelin, The Knowles Chair for Practice-Oriented Education, Northeastern University, USA
“This timely, well researched and accessible book takes intuition out of the shadows and provides practical guidance to solve thorny problems.”
Sebastian Bailey, Global Product Director, The Mind Gym
From #1 New York Times bestselling author George R. R. Martin comes the ultimate novel of revolution, rock ’n’ roll, and apocalyptic murder—a stunning work of fiction that portrays not just the end of an era, but the end of the world as we know it.
Onetime underground journalist Sandy Blair has come a long way from his radical roots in the ’60s—until something unexpectedly draws him back: the bizarre and brutal murder of a rock promoter who made millions with a band called the Nazgûl. Now, as Sandy sets out to investigate the crime, he finds himself drawn back into his own past—a magical mystery tour of the pent-up passions of his generation. For a new messiah has resurrected the Nazgûl and the mad new rhythm may be more than anyone bargained for—a requiem of demonism, mind control, and death, whose apocalyptic tune only Sandy may be able to change in time . . . before everyone follows the beat.
“The wilder aspects of the ’60s . . . roar back to life in this hallucinatory story by a master of chilling suspense.”—Publishers Weekly
“What a story, full of nostalgia and endless excitement. . . . It’s taut, tense, and moves like lightning.”—Tony Hillerman
“Daring . . . a knowing, wistful appraisal of . . . a crucial American generation.”—Chicago Sun-Times
“Moving . . . comic . . . eerie . . . really and truly a walk down memory lane.”—The Washington Post
From the Trade Paperback edition.
This unique book also discusses partial structure-functionality (bioactivities) relationships based on conformational studies. This comprehensive work can be used as a handbook to explore potential applications in foods, pharmaceuticals, and nutraceutical areas for commercial interests.Serves as a comprehensive review on extraction technologies, and as a practical guide for the purification and fractionation of bioactive polysaccharidesBrings step-by-step strategies for elucidating the fine structures and molecular characterizations of bioactive polysaccharidesIncludes detailed experimental design and methodologies for investigation bioactivities using both in-vitro and in-vivo protocolsClarifies how to extract, purify, and fractionate bioactive polysaccharides, also exploring health benefits Useful as a guide to explore the commercial potentials of bioactive polysaccharides as pharmaceuticals, medicine, and functional foods
Diane seems to have the perfect life. She is a wife, mother, and the owner of Happy People Read and Drink Coffee, a cozy literary café in Paris. But when she suddenly loses her husband and daughter in a car accident, the world as she knows it disappears.
One year later, Diane moves to a small town on the Irish coast, determined to heal by rebuilding her life alone-until she meets Edward, a handsome and moody photographer, and falls into a surprising and tumultuous romance.
But will it last when Diane leaves Ireland for good? At once heartbreaking and uplifting, Diane's story is deeply felt, reminding us that love remembered is love enduring.
"A heartbreaking story of love and loss that will twist readers up in knots...essential." -Library Journal
Seventeen-year-old Michael and his five-year-old brother, Patrick, have been battling monsters in the Game for weeks. In the rural mountains of West Virginia—armed with only their rifle and their love for each other—the brothers follow Instructions from the mysterious Game Master. They spend their days searching for survivors, their nights fighting endless hordes of "Bellows"—creatures that roam the dark, roaring for flesh. And at this Game, Michael and Patrick are very good. But the Game is changing. The Bellows are evolving. The Game Master is leading Michael and Patrick to other survivors—survivors who don't play by the rules. And the brothers will never be the same.
T. Michael Martin's debut novel is a transcendent thriller filled with electrifying action, searing emotional insight, and unexpected romance.
Diane needs to start over again. After returning from Ireland and turning the page on her stormy relationship with Edward, the brooding Irish photographer, she is determined to rebuild her life in Paris with help from her best friend Félix. She focuses solely on getting her literary café back on track-until she meets Olivier.
He is kind and thoughtful, and she may have a future with him...until she stumbles across her former love at a photography exhibit. What is Edward doing in Paris? Why didn't he reach out? Faced with a hail of questions, her old flame remains cold and unresponsive. Apparently, he, too, has moved on.
In order to put the past behind her, Diane must go back over her tracks. Ireland saved her before. Can she get answers there and find peace again?
In 1946, an alien virus that rewrites human DNA was accidentally unleashed in the skies over New York City. It killed ninety percent of those it infected. Nine percent of those who survived mutated into tragically deformed creatures. And one percent gained superpowers. The Wild Cards shared-universe series, created and edited since 1987 by New York Times #1 bestseller George R. R. Martin along with Melinda Snodgrass, is the tale of the history of the world since then—and of the heroes among that one percent.
Originally begun in 1986, long before George R. R. Martin became a household name among fantasy readers ("The American Tolkien" --Time magazine), the Wild Cards series earned a reputation among connoisseurs for its smart reimagining of the superhero idea. Now, with Inside Straight, the Wild Cards continuity jumps forward to a new generation of major characters, entirely accessible to Martin's hundreds of thousands of new readers, with all-original stories by Martin himself, along with Daniel Abraham, Michael Cassutt, and Stephen Leigh, among others.
At the Publisher's request, this title is being sold without Digital Rights Management Software (DRM) applied.
This certification gives IBM Storwize V7000 clients a fully supported, transparent technology that includes unmatched levels of performance and reliability. With the SANSlide protocol acceleration technology, it is now possible to replicate data across continents in a cost-efficient way, with little or no loss in performance. At the same time, bandwidth utilization can improve to over 95%, instead of the 1% - 5% normally achieved in long-distance IP networks.
This IBM RedpaperTM publication shows the steps required to implement this solution efficiently and speedily.
They started off as hysteria-inducing pop stars playing to audiences of screaming teenage fans and ended up as musical sages considered responsible for ushering in a new era.
The year that changed everything for the Beatles was 1966—the year of their last concert and their first album, Revolver, that was created to be listened to rather than performed. This was the year the Beatles risked their popularity by retiring from live performances, recording songs that explored alternative states of consciousness, experimenting with avant-garde ideas, and speaking their minds on issues of politics, war, and religion. It was the year their records were burned in America after John’s explosive claim that the group was "more popular than Jesus," the year they were hounded out of the Philippines for "snubbing" its First Lady, the year John met Yoko Ono, and the year Paul conceived the idea for Sgt. Pepper’s Lonely Hearts Club Band.
On the fiftieth anniversary of this seminal year, music journalist and Beatles expert Steve Turner slows down the action to investigate in detail the enormous changes that took place in the Beatles’ lives and work during 1966. He looks at the historical events that had an impact on the group, the music they made that in turn profoundly affected the culture around them, and the vision that allowed four young men from Liverpool to transform popular music and serve as pioneers for artists from Coldplay to David Bowie, Jay-Z to U2.
By talking to those close to the group and by drawing on his past interviews with key figures such as George Martin, Timothy Leary, and Ravi Shankar—and the Beatles themselves—Turner gives us the compelling, definitive account of the twelve months that contained everything the Beatles had been and anticipated everything they would still become.
If only the world would stop throwing her curveballs...
Silver bells, silver bells...
It’s Christmas time in Nashville, and all Savannah wants to unwrap on Christmas morning is Rafe Collier. Unfortunately, things don’t look so good. He’s back in town, but not alone: on his arm is a stunning brunette, just the kind of woman Savannah always suspected was his type.
When sixteen-year-old Alexandra Puckett—the daughter of Savannah’s late colleague Brenda Puckett—asks her help in figuring out a way to stop Maybelle Driscoll from marrying Alex’s father Steven, Savannah jumps on the chance. It’ll give her something to think about other than Rafe and the mysterious Carmen, and anyway, she doesn’t like Maybelle much herself.
Between investigating Maybelle’s past, helping her clients Aislynn and Kylie buy a house, and stalking Carmen and Rafe, she soon has her hands full. And that’s before someone starts gunning for her. Suddenly it’s not a question of unwrapping anything on Christmas morning anymore; it’s a question of whether she’ll even survive to see another Christmas.
Keywords: mystery, suspense, romance, interracial, female sleuth, cozy mystery, Southern, humor, series, Christmas
In the literary world, the debate around writing and commerce often begs us to take sides: either writers should be paid for everything they do or writers should just pay their dues and count themselves lucky to be published. You should never quit your day job, but your ultimate goal should be to quit your day job. It’s an endless, confusing, and often controversial conversation that, despite our bare-it-all culture, still remains taboo. In Scratch, Manjula Martin has gathered interviews and essays from established and rising authors to confront the age-old question: how do creative people make money?
As contributors including Jonathan Franzen, Cheryl Strayed, Roxane Gay, Nick Hornby, Susan Orlean, Alexander Chee, Daniel Jose Older, Jennifer Weiner, and Yiyun Li candidly and emotionally discuss money, MFA programs, teaching fellowships, finally getting published, and what success really means to them, Scratch honestly addresses the tensions between writing and money, work and life, literature and commerce. The result is an entertaining and inspiring book that helps readers and writers understand what it’s really like to make art in a world that runs on money—and why it matters. Essential reading for aspiring and experienced writers, and for anyone interested in the future of literature, Scratch is the perfect bookshelf companion to On Writing, Never Can Say Goodbye, and MFA vs. NYC.
NEW YORK TIMES BESTSELLER
By day he made thousands of dollars a minute. By night he spent it as fast as he could, on drugs, sex, and international globe-trotting. From the binge that sank a 170-foot motor yacht and ran up a $700,000 hotel tab, to the wife and kids waiting at home, and the fast-talking, hard-partying young stockbrokers who called him king and did his bidding, here, in his own inimitable words, is the story of the ill-fated genius they called . . .
THE WOLF OF WALL STREET
In the 1990s Jordan Belfort, former kingpin of the notorious investment firm Stratton Oakmont, became one of the most infamous names in American finance: a brilliant, conniving stock-chopper who led his merry mob on a wild ride out of the canyons of Wall Street and into a massive office on Long Island. Now, in this astounding and hilarious tell-all autobiography, Belfort narrates a story of greed, power, and excess that no one could invent.
Reputedly the prototype for the film Boiler Room, Stratton Oakmont turned microcap investing into a wickedly lucrative game as Belfort’s hyped-up, coked-out brokers browbeat clients into stock buys that were guaranteed to earn obscene profits—for the house. But an insatiable appetite for debauchery, questionable tactics, and a fateful partnership with a breakout shoe designer named Steve Madden would land Belfort on both sides of the law and into a harrowing darkness all his own.
From the stormy relationship Belfort shared with his model-wife as they ran a madcap household that included two young children, a full-time staff of twenty-two, a pair of bodyguards, and hidden cameras everywhere—even as the SEC and FBI zeroed in on them—to the unbridled hedonism of his office life, here is the extraordinary story of an ordinary guy who went from hustling Italian ices at sixteen to making hundreds of millions. Until it all came crashing down . . .
Praise for The Wolf of Wall Street
“Raw and frequently hilarious.”—The New York Times
“A rollicking tale of [Jordan Belfort’s] rise to riches as head of the infamous boiler room Stratton Oakmont . . . proof that there are indeed second acts in American lives.”—Forbes
“A cross between Tom Wolfe’s The Bonfire of the Vanities and Scorsese’s GoodFellas . . . Belfort has the Midas touch.”—The Sunday Times (London)
“Entertaining as pulp fiction, real as a federal indictment . . . a hell of a read.”—Kirkus Reviews
From the Hardcover edition.
In 2009, Simon Sinek started a movement to help people become more inspired at work, and in turn inspire their colleagues and customers. Since then, millions have been touched by the power of his ideas, including more than 28 million who’ve watched his TED Talk based on START WITH WHY -- the third most popular TED video of all time.
Sinek starts with a fundamental question: Why are some people and organizations more innovative, more influential, and more profitable than others? Why do some command greater loyalty from customers and employees alike? Even among the successful, why are so few able to repeat their success over and over?
People like Martin Luther King Jr., Steve Jobs, and the Wright Brothers had little in common, but they all started with WHY. They realized that people won't truly buy into a product, service, movement, or idea until they understand the WHY behind it.
START WITH WHY shows that the leaders who've had the greatest influence in the world all think, act, and communicate the same way -- and it's the opposite of what everyone else does. Sinek calls this powerful idea The Golden Circle, and it provides a framework upon which organizations can be built, movements can be led, and people can be inspired. And it all starts with WHY.
Featuring more than 100 delicious recipes (original and historic), plus a groundbreaking new approach to understanding rum, Smuggler’s Cove is the magnum opus of the contemporary tiki renaissance. Whether you’re looking for a new favorite cocktail, tips on how to trick out your home tiki grotto, help stocking your bar with great rums, or inspiration for your next tiki party, Smuggler’s Cove has everything you need to transform your world into a Polynesian Pop fantasia.
Make yourself a Mai Tai, put your favorite exotica record on the hi-fi, and prepare to lose yourself in the fantastical world of tiki, one of the most alluring—and often misunderstood—movements in American cultural history.
Martin Corona, a US citizen, fell into the outlaw life at twelve and worked for a crew run by the Arellano brothers, founders of the the Tijuana drug cartel that dominated the Southern California drug trade and much bloody gang warfare for decades. Corona's crew would cross into the United States from their luxurious hideout in Mexico, kill whoever needed to be killed north of the border, and return home in the afternoon. That work continued until the arrest of Javier Arellano-Félix in 2006 in a huge coordinated DEA operation. Martin Corona played a key role in the downfall of the cartel when he turned state's evidence. He confessed to multiple murders. Special Agent of the California Department of Justice Steve Duncan, who wrote the foreword, says Martin Corona is the only former cartel hit man he knows who is truly remorseful.
Martin's father was a US Marine. The family had many solid middle-class advantages, including the good fortune to be posted in Hawaii for a time during which a teenage Martin thought he might be able to turn away from the outlaw life of theft, drug dealing, gun play, and prostitution. He briefly quit drugs and held down a job, but a die had been cast. He soon returned to a gangbanging life he now deeply regrets.
How does someone become evil, a murderer who can kill without hesitation? This story is an insight into how it happened to one human being and how he now lives with himself. He is no longer a killer; he has asked for forgiveness; he has made a kind of peace for himself. He wrote letters to family members of his victims. Some of them not only wrote back but came to support him at his parole hearings. It is a cautionary tale, but also one that shows that evil doesn't have to be forever.
Here are the myths that have influenced so much of our cultural heritage. Such age-old stories as the tragic love of Orpheus and Eurydice or Demeter’s loss of her daughter, Persephone, resonate strongly with readers even today. In this book the rousing adventures of the heroes Herakles, Theseus, and Perseus are intertwined with the tragedies of immortal Prometheus and mortal Oedipus, the amorous escapades of Zeus, the trickery of Hermes, and the ecstasy of Dionysus. In-depth introductions to each section deepen your understanding of the myths—and heighten your reading pleasure.
Presented in simple yet elegant prose, these tales emerge in brilliant new life. From the creation battle of the gods and Titans to Odysseus’ return home from the Trojan War, this indispensable volume contains fifty-six legendary stories—handed down from generations past—that will continue to captivate readers for generations to come.