There is an emerging art and science of customer value management that is proving its worth inincreased market share and shareholder value for the companies that practice it. Customer value management is about: choosing value (determining what customers really value and developing your value proposition ) delivering value (making sure business processes are aligned with value proposition) communicating value (educating the market on your value proposition)The concepts of customer value management and the practical tools that have been developed to support them are the subject of this book.
Special Features: · Best-in-class data mining techniques for solving critical problems in all areas of business· Explains how to pick the right data mining techniques for specific problems· Shows how to perform analysis and evaluate results· Features real-world examples from across various industry sectors· Companion Web site with updates on data mining products and service providers About The Book: Companies have invested in building data warehouses to capture vast amounts of customer information. The payoff comes with mining or getting access to the data within this information gold mine to make better business decisions. Readers and reviewers loved Berry and Linoff's first book, Data Mining Techniques, because the authors so clearly illustrate practical techniques with real benefits for improved marketing and sales. Mastering Data Mining takes off from there-assuming readers know the basic techniques covered in the first book, the authors focus on how to best apply these techniques to real business cases. They start with simple applications and work up to the most powerful and sophisticated examples over the course of about 20 cases. (Ralph Kimball used this same approach in his highly successful Data Warehouse Toolkit). As with their first book, Mastering Data Mining is sufficiently technical for database analysts, but is accessible to technically savvy business and marketing managers. It should also appeal to a new breed of database marketing managers.
Grazing management might seem simple: just put livestock in a pasture and let them eat their fill. However, as Sarah Flack explains in The Art and Science of Grazing, the pasture/livestock relationship is incredibly complex. If a farmer doesn't pay close attention to how the animals are grazing, the resulting poorly managed grazing system can be harmful to the health of the livestock, pasture plants, and soils. Well-managed pastures can instead create healthier animals, a diverse and resilient pasture ecosystem, and other benefits. Flack delves deeply below the surface of "let the cows eat grass," demonstrating that grazing management is a sophisticated science that requires mastery of plant and animal physiology, animal behavior, and ecology. She also shows readers that applying grazing management science on a working farm is an art form that calls on grass farmers to be careful observers, excellent planners and record-keepers, skillful interpreters of their observations, and creative troubleshooters. The Art and Science of Grazing will allow farmers to gain a solid understanding of the key principles of grazing management so they can both design and manage successful grazing systems. The book's unique approach presents information first from the perspective of pasture plants, and then from the livestock perspective--helping farmers understand both plant and animal needs before setting up a grazing system. This book is an essential guide for ruminant farmers who want to be able to create grazing systems that meet the needs of their livestock, pasture plants, soils, and the larger ecosystem. The book discusses all the practical details that are critical for sustained success: how to set up a new system or improve existing systems; acreage calculations; paddock layout; fence and drinking water access; lanes and other grazing infrastructure; managing livestock movement and flow; soil fertility; seeding and reseeding pastures; and more. The author includes descriptions of real grazing systems working well on dairy, beef, goat, and sheep farms in different regions of North America. The book covers pasture requirements specific to organic farming, but will be of use to both organic and non-organic farms.
(Technical Reference). More than simply the book of the award-winning DVD set, Art & Science of Sound Recording, the Book takes legendary engineer, producer, and artist Alan Parsons' approaches to sound recording to the next level. In book form, Parsons has the space to include more technical background information, more detailed diagrams, plus a complete set of course notes on each of the 24 topics, from "The Brief History of Recording" to the now-classic "Dealing with Disasters." Written with the DVD's coproducer, musician, and author Julian Colbeck, ASSR, the Book offers readers a classic "big picture" view of modern recording technology in conjunction with an almost encyclopedic list of specific techniques, processes, and equipment. For all its heft and authority authored by a man trained at London's famed Abbey Road studios in the 1970s ASSR, the Book is also written in plain English and is packed with priceless anecdotes from Alan Parsons' own career working with the Beatles, Pink Floyd, and countless others. Not just informative, but also highly entertaining and inspirational, ASSR, the Book is the perfect platform on which to build expertise in the art and science of sound recording.
Everyone in business is involved in strategy, either formulating it or implementing it. Using case studies and examples of what leading companies are doing, this textbook presents the latest ideas from the world's four top business schools.
The Art & Science of Project Management. This is the third edition, which is updated for the PMBOK 6th edition. Master project management with this book from authors experienced in practice, teaching, and research. You will learn: the foundations of Project Management, explained with dozens of examples; what works and what doesn't; and how the latest research applies to your project. This Third Edition: Covers Projects and their Environment; Programs, Portfolios, and Project Selection; and the Project Manager. This third edition: covers the essential Technical, Behavioral, Business and Strategic Skills; includes a new section on Agile Project Management; includes the case of a mobile app following the scrum framework; and includes several worked projects and a visual tutorial for Microsoft Project(R).
This special edition contains the three Agile Chapters from The Art and Science of Project Management. This is the third edition, The Art & Science of Project Management. This is the third edition, which is updated for the PMBOK 6th edition. Master project management with this book from authors experienced in practice, teaching, and research. You will learn: the foundations of Project Management, explained with dozens of examples; what works and what doesn't; and how the latest research applies to your project. This Third Edition: Covers Projects and their Environment; Programs, Portfolios, and Project Selection; and the Project Manager. This third edition: covers the essential Technical, Behavioral, Business and Strategic Skills; includes a new section on Agile Project Management; includes the case of a mobile app following the scrum framework; and includes several worked projects and a visual tutorial for Microsoft Project(R).
Stop chasing hot trends and start driving real growth It's Not Rocket Science blasts through the trends and false promises permeating the business world to help you and your company get back to basics and get things done. Why doggedly pursue the "next big thing" when the most effective drivers of growth are right under your nose? This book asserts that you've already heard, been taught, and know well the key fundamentals that spell business success, and presents a compelling, four strategy blueprint for returning your business culture and strategies to a rock solid foundation of execution excellence. Each chapter opens with The Challenge, which outlines a current condition that exists due to a departure from common sense behaviors, and tasks you with following the appropriate execution principles to get your business on the right track. After a thorough explanation of "what" and "why," each chapter gives you the actionable "how" so you can implement these valuable steps and master the art of execution in your organization. Shifting sands do not make for a sustainable structure. If your organization is to be robust and strong enough to weather any storm, the strength must come from the very core; the ability for each member of your team to execute daily and effectively towards your organization's most compelling goals. Frankly, the last things most organizations need is another goal they'll miss because they can't execute well. This book reminds you of the four timeless execution methods and strategies that have proven themselves over centuries, and shows you how they are implemented in today's business environment. Get the leaders right Get the culture right Get the people right Get the process right Today's flash in the pan may be superficially intriguing, but is it really that much different from yesterday's "hot tip"? Fundamentals are fundamental for a reason, and It's Not Rocket Science is the common sense guide to putting away flavor-of-the-month toys and getting down to business.
The Art and Science of Analyzing Software Data provides valuable information on analysis techniques often used to derive insight from software data. This book shares best practices in the field generated by leading data scientists, collected from their experience training software engineering students and practitioners to master data science. The book covers topics such as the analysis of security data, code reviews, app stores, log files, and user telemetry, among others. It covers a wide variety of techniques such as co-change analysis, text analysis, topic analysis, and concept analysis, as well as advanced topics such as release planning and generation of source code comments. It includes stories from the trenches from expert data scientists illustrating how to apply data analysis in industry and open source, present results to stakeholders, and drive decisions. - Presents best practices, hints, and tips to analyze data and apply tools in data science projects - Presents research methods and case studies that have emerged over the past few years to further understanding of software data - Shares stories from the trenches of successful data science initiatives in industry
There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.
