The Transparency Sale
The Transparency Sale

Author: Todd Caponi

Publisher: IdeaPress Publishing

Published: 2020-06-02

Total Pages: 0

ISBN-13: 9781646870226

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The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.

The Transparent Sales Leader
The Transparent Sales Leader

Author: Todd Caponi

Publisher: Ideapress Publishing

Published: 2022-07-05

Total Pages: 290

ISBN-13: 9781646871117

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The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to implement framework for today's sales leaders. Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand and- implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board. Hitting a revenue target is not the job, it's the outcome. The inspiration of your team is only "coin operated" if you're doing it wrong. In the end, you'll see the holes before they form. You'll stop chasing, andstart growing.

Transparency in Global Change
Transparency in Global Change

Author: Burkart Holzner

Publisher: University of Pittsburgh Pre

Published: 2010-06-15

Total Pages: 412

ISBN-13: 9780822972877

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Transparency in Global Change examines the quest for information exchange in an increasingly international, open society. Recent transformations in governments and cultures have brought about a surge in the pursuit of knowledge in areas of law, trade, professions, investment, education, and medical practice—among others. Technological advancements in communications, led by the United States, and public access to information fuel the phenomenon of transparency. This rise in transparency parallels a diminution of secrecy—though, as Burkart and Leslie Holzner point out, secrecy continues to exist on many levels. Based on current events and historical references in literature and the social sciences, Transparency in Global Change focuses on the turning points of information cultures, such as scandals, that lead to pressure for transparency. Moreover, the Holzners illuminate byproducts of transparency—debate, insight, and impetus for change, as transparency exposes the moral corruptions of dictatorship, empire, and inequity.

Transparency
Transparency

Author: Rachel Adams

Publisher: Routledge

Published: 2020-01-14

Total Pages: 140

ISBN-13: 1000036340

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This book critiques the contemporary recourse to transparency in law and policy. This is, ostensibly, the information age. At the heart of the societal shift toward digitalisation is the call for transparency and the liberalisation of information and data. Yet, with the recent rise of concerns such as 'fake news', post-truth and misinformation, where the policy responses to all these phenomena has been a petition for even greater transparency, it becomes imperative to critically reflect on what this dominant idea means, whom it serves, and what the effects are of its power. In response, this book provides the first sustained critique of the concept of transparency in law and policy. It offers a concise overview of transparency in law and policy around the world, and critiques how this concept works discursively to delimit other forms of governance, other ways of knowing and other realities. It draws on the work of Michel Foucault on discourse, archaeology and genealogy, together with later Foucaultian scholars, including Gayatri Chakravorty Spivak and Judith Butler, as a theoretical framework for challenging and thinking anew the history and understanding of what has become one of the most popular buzzwords of 21st century law and governance. At the intersection of law and governance, this book will be of considerable interest to those working in these fields; but also to those engaged in other interdisciplinary areas, including society and technology, the digital humanities, technology laws and policy, global law and policy, as well as the surveillance society.

Transparent Design in Higher Education Teaching and Leadership
Transparent Design in Higher Education Teaching and Leadership

Author: Mary-Ann Winkelmes

Publisher: Taylor & Francis

Published: 2023-07-03

Total Pages: 233

ISBN-13: 100097832X

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This book offers a comprehensive guide to the Transparency in Learning and Teaching (TILT) framework that has convincingly demonstrated that implementation increases retention and improved outcomes for all students. Its premise is simple: to make learning processes explicit and equitably accessible for all students. Transparent instruction involves faculty/student discussion about several important aspects of academic work before students undertake that work, making explicit the purpose of the work, the knowledge that will be gained and its utility in students’ lives beyond college; explaining the tasks involved, the expected criteria, and providing multiple examples of real-world work applications of the specific academic discipline. The simple change of making objective and methods explicit – that faculty recognize as consistent with their teaching goals – creates substantial benefits for students and demonstrably increases such predictors of college students’ success as academic confidence, sense of belonging in college, self-awareness of skill development, and persistence. This guide presents a brief history of TILT, summarizes both past and current research on its impact on learning, and describes the three-part Transparency Framework (of purposes, tasks and criteria). The three sections of the book in turn demonstrate why and how transparent instruction works suggesting strategies for instructors who wish to adopt it; describing how educational developers and teaching centers have adopted the Framework; and concluding with examples of how several institutions have used the Framework to connect the daily work of faculty with the learning goals that departments, programs and institutions aim to demonstrate.

Conversations That Sell
Conversations That Sell

Author: Nancy Bleeke

Publisher: AMACOM Div American Mgmt Assn

Published: 2013

Total Pages: 242

ISBN-13: 0814431801

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Winner of the Top Sales World Magazine's 2013 Top Sales Marketing Book Award, Gold Medal

Way of the Wolf
Way of the Wolf

Author: Jordan Belfort

Publisher: Simon and Schuster

Published: 2017-09-26

Total Pages: 256

ISBN-13: 1501164295

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Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives you access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan’s $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers—regardless of age, education, or skill level—to be a master sales person, negotiator, closer, entrepreneur, or speaker.

Glassy Disordered Systems
Glassy Disordered Systems

Author: Michael I. Klinger

Publisher: World Scientific

Published: 2013

Total Pages: 339

ISBN-13: 9814407488

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The present book describes the fundamental features of glassy disordered systems at high temperatures (close to the liquid-to-glass transition) and for the first time in a book, the universal anomalous properties of glasses at low energies (i.e. temperatures/frequencies lower than the Debye values) are depicted. Several important theoretical models for both the glass formation and the universal anomalous properties of glasses are described and analyzed. The origin and main features of soft atomic-motion modes and their excitations, as well as their role in the anomalous properties, are considered in detail. It is shown particularly that the soft-mode model gives rise to a consistent description of the anomalous properties. Additional manifestations of the soft modes in glassy phenomena are described. Other models of the anomalous glassy properties can be considered as limit cases of the soft-mode model for either very low or moderately low temperatures/frequencies.

The Challenger Sale
The Challenger Sale

Author: Matthew Dixon

Publisher: Penguin

Published: 2011-11-10

Total Pages: 242

ISBN-13: 1101545895

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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Transparency, Public Relations and the Mass Media
Transparency, Public Relations and the Mass Media

Author: Katerina Tsetsura

Publisher: Taylor & Francis

Published: 2017-01-12

Total Pages: 115

ISBN-13: 1351743953

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This book is about media transparency and good-faith attempts of honesty by both the sources and the gate-keepers of news and other information that the mass media present as being unbiased. Specifically, this book provides a theoretical framework for understanding media transparency and its antithesis--media opacity--by analyzing extensive empirical data that the authors have collected from more than 60 countries throughout the world. The practice of purposeful media opacity, which exists to greater or lesser extents worldwide, is a powerful hidden influencer of the ostensibly impartial media gate-keepers whose publicly perceived role is to present news and other information based on these gate-keepers’ perception of this information’s truthfulness. Empirical data that the authors have collected globally illustrate the extent of media opacity practices worldwide and note its pervasiveness in specific regions and countries. The authors examine, from multiple perspectives, the complex question of whether media opacity should be categorically condemned as being universally inappropriate and unethical or whether it should be accepted—or at least tolerated—in some situations and environments.