Why ABM?: Policy Issues in the Missile Defense Controversy focuses on the problems of invention and deployment of defenses against anti-ballistic missiles (ABM). The book first discusses early, present, and future missile defense systems, including the efficiency of missile defense and the use of missiles in penetration aids and tactics. The deployment of ballistic missile defense (BMD) is explained. The text takes a look at the missile defense systems of the Soviet Union and their participation in the arms race. The reactions of the Soviet Union on the use of BMD and positions of Soviets and Americans on arms race issues are underscored. The selection reviews the implications of missile defense on Europe. Concerns include arms control and the prospects of European settlement; impact on the future of NATO; and attitude toward China. The possible effects of ABM on non-proliferation are also discussed. The text also takes a look at strategic arms control and stability. This topic includes effects on diplomatic relationships and debates on the use and deployment of missiles in defense strategies. The book is a vital source of reference for readers interested in international security, particularly the use of missiles in defense systems.
Instant Bestseller on Amazon in Marketing and Sales! FACT: Less than ONE percent of all leads become customers. As a business, how can you break that trend and achieve client fidelity? In this book we reveal the secrets behind the framework that will sell and retain your customers. Did you know that less than one percent of all leads become customers? It is a true and shocking stat, but there is a way to stop the waste and flip this around. In this highly anticipated book, we reveal the secrets behind our signature TEAM - Target, Engage, Activate, and Measure - framework to transform your approach to market, increase sales, and retain your ideal customers. Account-Based Marketing (ABM) is the new B2B. It's time to challenge the status quo of B2B Marketing and Sales, and transition to what the business arena already expects as the updated B2B model. A transformation like this can only happen through an account-based approach that unites marketing, sales, and customer success teams (go-to-market teams) as #OneTeam. In summary, the TEAM framework coupled with the account-based approach enables your company to focus on the target accounts, engage them in a meaningful way, activate the sales team with top tier accounts proactively, and finally measure success based on business outcomes over vanity metrics. It's time to take the lead and transition your business to ABM. The process is simple when you have the right book - ABM is B2B. What are you waiting for?
The purpose of this book is to examine the birth of bilateral strategic arms control between the United States and the Soviet Union during the Johnson Administration, from 1964 to 1969. It is about the time and the place of the birth of bilateral strategic arms control as it came about in the United States through the efforts of President Lyndon Johnson and Secretary of Defense Robert McNamara in the 1960s. This is the time of the birth of what quickly came to be known as SALT, or the Strategic Arms Limitation Talks. This inquiry firstly considers whether the move towards bilateral strategic arms control was institutional or personal. It then looks for the motivating factors: both theoretical and substantive. As few things have only a single cause, it is likely that we shall find that the birth of strategic arms control was influenced by both nuclear weapons employment theory, and by a substantive incident or reality such as the ever increasing number and sophistication of nuclear weaponry. Lastly, we must look for an immediate precipitating factor, such as the move towards deployment of a potentially destabilizing ABM system by both the USA and USSR. Therefore, it must be borne in mind when examining the people and their theories, the institutions, the prevailing realities, and major precipitating factors, that they all come together to form the basis for the birth of bilateral strategic arms control. This book shall therefore strive to reveal the extent of personal input; the objective basis for that personal commitment; and examine the major precipitating factors, namely Anti-Ballistic Missiles (ABM), and to a lesser extent, Multiple Independently Targeted Re-Entry Vehicles (MIRV). Although barely discussed at the time, the MIRV would turn out to be a major arms control problem: far greater than the hotly contested ABM system which spurred so many debates. The unique aspect of this research is that other writers have concentrated almost totally on the people and events surrounding the Nixon Administration when studying SALT. While it is true that the talks did not get underway during the Johnson years, this study will show that all of the theoretical and preparatory work was done in the Johnson years, and conclude by showing that many of the same people appear in the Nixon years. Without the input of McNamara and his team, there would have been no movement on strategic arms control until possibly the 1970s. To add to the historical value of the work, I have included in the annexes complete texts of the initial arms control proposal which the US team was to present to the Soviet Union in the autumn of 1968. In addition, presented here for the very first time are the full instructions to the negotiating team and the initial presentation paper to be read by the team leader on the opening day of the talks. When this final material is tied in with the history of the push for the talks, the story is indeed exciting and meaningful. For the first time we are presented with the almost complete picture of the formulation of an arms control proposal. There is of course a fluke of history which brought this all to light. As the Johnson material was never directly used in the formal SALT talks, it was not subject to the same stringent security classifications as those of Nixon, Ford, Carter, Reagan, Bush and Clinton materials. Therefore the documents started to be declassified in the late 1980s, with the bulk coming to light in 1991 through 1994. Here then is the story of the origins of strategic arms control.
Grow your account list with an effective account-based marketing strategy Buyers have changed the B2B marketing game. Account-Based Marketing For Dummies is here to give you the tools to transform your current approach to find, reach, and engage with your potential customers on their terms to meet their ever-changing demands. Packed with expert tips and step-by-step instructions, this book shows you how to analyze current data to identify the accounts with the biggest ROI opportunities and execute effective, account-specific techniques that get results. This practical guide takes the intimidation out of account-based marketing in today's highly digitized world. You'll be armed with the knowledge you need to increase your reach in real time, giving you greater exposure to other decision-makers and influencers within an account. You'll discover how, through a combination of marketing technology and online advertising, your messages can be displayed where and when your customers already engage online. Align your sales and marketing teams for greater success in your ABM efforts Analyze data to identify key accounts Target your messages for real-time interaction Integrate your campaign with marketing automation software If you're a member of a sales or marketing team already using a CRM tool who's looking to increase your reach, Account-Based Marketing For Dummies has you covered! "Account-Based Marketing For Dummies clears away the confusion surrounding this much-hyped topic. It offers simple, direct explanations of what account-based marketing is, why it's important, and how to do it. Any business marketing professional will benefit from a look at this book." —David Raab, Founder at Raab Associates "If you're reading this book and just getting started with ABM, welcome to the future of what b-to-b marketing can be: insight-led, technology-enabled and, above all, customer focused. Our clients are delighted with the business impact they deliver using account-based marketing, and you will be, too." —Megan Heuer, Vice President and Group Director, SiriusDecisions "Like a Hollywood agent, marketing's job is to get sales the 'audition,' not the part. Account-based marketing is the key to maximizing the number of the 'right' auditions for your sales team, and Account-Based Marketing For Dummies explains how." —Joe Chernov, VP of Marketing at InsightSquared "Ever-advancing marketing technology is enabling a new generation of sales and marketing strategies to thrive, changing the playing field for companies of all sizes. This modern wave of account-based marketing has tremendous potential to improve your business, and Sangram Vajre is an insightful and enthusiastic guide to show you how." —Scott Brinker, Author of Hacking Marketing "Account-based marketing is shifting how businesses use customer insights to capture more upmarket revenue. This book teaches a new wave of data-driven marketers how to embrace an enlightened quality-vs-quantity approach and execute a scalable ABM strategy that delivers real results." —Sean Zinsmeister, Senior Director of Product Marketing, Infer "The book may be titled '...for dummies', but ABM is proving to be a smart approach for B2B marketers charged with generating sales pipeline and acquiring and delighting customers. Use this book to help you get started and advance your account-based marketing strategies and tactics that will thrill your sales colleagues, executive team and customers alike." —Scott Vaughan, CMO, Integrate
The academic field of Peace Studies emerged during the Cold War to address the nature and sources of interstate and internal conflict and methods to prevent it and deal with its consequences.
“Rock Solid ABM Bible,” - Charles Cantu, founder of Rest Digital “TCG Will be the Next Acronym on Every Marketers Lips,” - Bob Abrahamson, chief marketing officer, pCare “This book is very well written and full of actionable insight. I especially appreciate the many free tools offered for download as part of the book purchase,” - Kelly McDermott, chief marketing officer, of Caregility “A fresh take on ABM. It’s the sort of book you can come back to frequently for how-to’s and ideas,” - Drew Neisser, Founder of CMO Huddles and award-winning author If you have read or considered great books like ABM is B2B by Sangram Vajre or A Practitioner’s Guide to Account-based Marketing by Bev Burgess, you will enjoy this fresh and up-to-date take on ABM. Adam and Ben speak with hundreds of sales and marketing leaders every year. Several recurring issues come up: How to get started with ABM, how to win and grow a more profitable customer base and how to turn marketing into a competitive advantage. This book will answer these questions about ABM and propose a new, more holistic model for making your sales and marketing more effective. ABM is part of the answer and is emerging as the way to acquire new and more profitable customers. In addition, a relatively new concept has emerged called “account-based experience” (ABX) that addresses how to cross-sell, upsell, and convert customers into evangelists. This book proposes a new more efficient model that combines ABM, ABX, and other account-based strategies. We call it… Total Customer Growth Total Customer Growth is a system involving sales, marketing, and customer success to find, engage, convert, and grow profitable customers for life. It is a holistic approach to building a sustainable, long-term business model. We wrote this book as a comprehensive practical guide to ABM, ABX, and Total Customer Growth. The book includes how-to guides, strategic rationales, examples, and references to online resources to help in your journey. The book is divided into four parts: Part 1 - Strategic Foundations of Total Customer Growth Chapter 1 Why ABM Is Transforming B2B Sales and Marketing Chapter 2 The Total Customer Growth Framework Chapter 3 Starting with Intent Chapter 4 Targeting Chapter 5 The Buyer Journey Chapter 6 ABM Campaign Strategies and Personalization Chapter 7 Engagement and Content Planning Part 2 - Putting ABM into Action Chapter 8 The ABM Technology Platform Chapter 9 SDRs: ABM’s Secret Weapon Chapter 10 Measurement Matters Part 3 - ABM to ABX Chapter 11 Envisioning ABX and Total Customer Growth Chapter 12 Account Insight-Driven Growth Chapter 13 Turning Customers into Positive Influencers Part 4 - Get Moving. Get Scaling. Chapter 14 Think/Crawl/Walk/Run Chapter 15 Scaling and Evolving Chapter 16 Being Agile Chapter 17 The Total Customer Growth Organization
Throughout the Cold War, people worldwide feared that the U.S. and Soviet governments could not prevent a nuclear showdown. Citizens from both East-bloc and Western countries, among them prominent scientists and physicians, formed networks to promote ideas and policies that would lessen this danger. Two of their organizations—the Pugwash movement and the International Physicians for the Prevention of Nuclear War—won Nobel Peace Prizes. Still, many observers believe that their influence was negligible and that the Reagan administration deserves sole credit for ending the Cold War. The first book to explore the impact these activists had on the Soviet side of the Iron Curtain, Unarmed Forces demonstrates the importance of their efforts on behalf of arms control and disarmament.Matthew Evangelista examines the work of transnational peace movements throughout the Khrushchev, Brezhnev, and Gorbachev eras and into the first years of Boris Yeltsin's leadership. Drawing on extensive research in Russian archives and on interviews with Russian and Western activists and policymakers, he investigates the sources of Soviet policy on nuclear testing, strategic defense, and conventional forces. Evangelista concludes that transnational actors at times played a crucial role in influencing Soviet policy—specifically in encouraging moderate as opposed to hard-line responses—for they supplied both information and ideas to that closed society. Evangelista's findings challenge widely accepted views about the peaceful resolution of the Cold War. By revealing the connection between a state's domestic structure and its susceptibility to the influence of transnational groups, Unarmed Forces will also stimulate thinking about the broader issue of how government policy is shaped.
No Forms. No Spam. No Cold Calls. is a rallying cry for a new generation of sales and marketing leaders who are ready to ditch the traditional strategies, tactics, and technologies that are no longer working to deliver breakthrough results.Every organization wants to predictably grow revenue. The challenge facing sellers and marketers today is that B2B buyers have taken control of the buying journey, making it nearly impossible for business leaders to accurately predict anything, especially revenue growth.Prospects are being bombarded from all sides with forms, emails, and annoying phone calls as they try to research our solutions. So what do they do? They protect themselves by researching anonymously and not revealing themselves to us until their decision is made. That means that as sellers and marketers, we've lost our opportunity to influence the buying journey-that is, if we're still clinging to the traditional lead-based tools and strategies that we're used to. It's time for a new paradigm.Pioneering CMO Latané Conant delivers a step-by-step guide that will transform the way you think about marketing and selling in the modern age. Often challenging but never dull, No Forms. No Spam. No Cold Calls. delivers uncomfortable truths about the status quo-starting with Latané's first breakthrough that our old-school tactics not only treat our future customers like dirt, they also encourage the anonymous buying we're trying to combat. This book challenges sales and marketing leaders to engage customers the right way if you want to achieve predictable revenue growth.Latané lays out exactly how to enable your sales and marketing teams to take pride in the customer experience and finally align on how to put your prospects at the center of everything you do. In doing that, you'll learn to uncover customer demand, prioritize which accounts to work, engage the entire customer buying team, and measure real success. With this customer-first approach, you'll be able to confidently take down the forms, stop sending bulk emails, and quit making cold calls-and achieve breakthrough results.
To fully understand not only the past, but also the trajectories, of human societies, we need a more dynamic view of human social systems. Agent-based modeling (ABM), which can create fine-scale models of behavior over time and space, may reveal important, general patterns of human activity. Agent-Based Modeling for Archaeology is the first ABM textbook designed for researchers studying the human past. Appropriate for scholars from archaeology, the digital humanities, and other social sciences, this book offers novices and more experienced ABM researchers a modular approach to learning ABM and using it effectively. Readers will find the necessary background, discussion of modeling techniques and traps, references, and algorithms to use ABM in their own work. They will also find engaging examples of how other scholars have applied ABM, ranging from the study of the intercontinental migration pathways of early hominins, to the weather–crop–population cycles of the American Southwest, to the trade networks of Ancient Rome. This textbook provides the foundations needed to simulate the complexity of past human societies, offering researchers a richer understanding of the past—and likely future—of our species.
