Creating Positive User Experiences Through Technology - Paul Kenny
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This document discusses key insights and strategies for building value in sales. It outlines three insights: that value exists only in the mind of the buyer, few purchasing decisions are rational, and perceptions of value are driven by many different factors. It then discusses five key battles in sales: first impression, insight and understanding, air time, credibility, and relationship and rapport. Finally, it outlines five sales super powers or habits that can help create value: understanding value, dialogue, sharing stories, asking for commitment, and managing resistance.
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For more information, Please see websites below:
`
Organic Edible Schoolyards & Gardening with Children
http://scribd.com/doc/239851214
`
Double Food Production from your School Garden with Organic Tech
http://scribd.com/doc/239851079
`
Free School Gardening Art Posters
http://scribd.com/doc/239851159`
`
Increase Food Production with Companion Planting in your School Garden
http://scribd.com/doc/239851159
`
Healthy Foods Dramatically Improves Student Academic Success
http://scribd.com/doc/239851348
`
City Chickens for your Organic School Garden
http://scribd.com/doc/239850440
`
Simple Square Foot Gardening for Schools - Teacher Guide
http://scribd.com/doc/239851110
Forskningskommunikasjon i tradisjonelle og sosiale medier universitetet i sta...
Kan det tenkes at kontakt med mediene og omtale i sosiale medier kan få flere til å lese forskningsartikler? Kanskje til og med styrke din anerkjennelse som forsker?
Inspirasjonsforedrag 16. september 2016 i Forum for forskning ved Universitetet i Stavanger.
Workshop Agile userchecks
Waarom werken sommige ontwerpen wel en anderen niet? Wordt onze propositie wel begrepen? Sluit de tone-of-voice wel aan bij onze gebruikers? Hoe zorgen we ervoor dat mensen de toptaken op onze site beter kunnen volbrengen?
Dat is een greep in de vragen die je kunt behandelen door te testen. In onze workshop 'Agile Userchecks' gingen we in op de usercheck-methodiek, en wanneer je deze gebruikt.
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Welcome and MAX Keynotes - Dave Sobel and Alistair Forbes
Welcome and MAX Keynotes - Dave Sobel and Alistair Forbes
Maximise Your Reputation in the Marketplace Jason King
Maximise Your Reputation in the Marketplace Jason King
Consolidating your Services Portfolio with GFI MAX - Jason Parsons and Steve ...
Consolidating your Services Portfolio with GFI MAX - Jason Parsons and Steve ...
Managed Services in 2014: Pricing and Positioning - Dave Sobel
Managed Services in 2014: Pricing and Positioning - Dave Sobel
Delivering Security with the MAX RemoteManagement Platform - Paul Fenwick
Delivering Security with the MAX RemoteManagement Platform - Paul Fenwick
Scripting and Automation within the MAX Platform Ernest Byrd
Scripting and Automation within the MAX Platform Ernest Byrd
Lessons from the Trenches Selling and Marketing Best Practices Terry Hedden
Lessons from the Trenches Selling and Marketing Best Practices Terry Hedden
Lessons from the Worlds Top 5 MSPs MAX2014 - Gordon Tan
Lessons from the Worlds Top 5 MSPs MAX2014 - Gordon Tan
Getting from $400k to $4m - the Four Biggest Operational Challenges - Gordan Tan
Getting from $400k to $4m - the Four Biggest Operational Challenges - Gordan Tan
5 Critical Steps for Selling Managed Services - Adam Harris
5 Critical Steps for Selling Managed Services - Adam Harris
Max Backup Roadmap and Strategy Presentation - Eric Harless
Max Backup Roadmap and Strategy Presentation - Eric Harless
How we turned Office 365 from a threat to an opportunity- Dan Scott
How we turned Office 365 from a threat to an opportunity- Dan Scott
Scripting and Automation within the MAX Platform - Mark Petrie
Scripting and Automation within the MAX Platform - Mark Petrie
7 reasons your backups should go to the cloud - Nick Cavalancia
7 reasons your backups should go to the cloud - Nick Cavalancia
The Mysterious Case of the Vanishing Cloud - Seth Robinson
The Mysterious Case of the Vanishing Cloud - Seth Robinson
Recently uploaded
Measures in SQL (SIGMOD 2024, Santiago, Chile)
SQL has attained widespread adoption, but Business Intelligence tools still use their own higher level languages based upon a multidimensional paradigm. Composable calculations are what is missing from SQL, and we propose a new kind of column, called a measure, that attaches a calculation to a table. Like regular tables, tables with measures are composable and closed when used in queries.
SQL-with-measures has the power, conciseness and reusability of multidimensional languages but retains SQL semantics. Measure invocations can be expanded in place to simple, clear SQL.
To define the evaluation semantics for measures, we introduce context-sensitive expressions (a way to evaluate multidimensional expressions that is consistent with existing SQL semantics), a concept called evaluation context, and several operations for setting and modifying the evaluation context.
A talk at SIGMOD, June 9–15, 2024, Santiago, Chile
Authors: Julian Hyde (Google) and John Fremlin (Google)
https://doi.org/10.1145/3626246.3653374
UI5con 2024 - Keynote: Latest News about UI5 and it’s Ecosystem
Learn about the latest innovations in and around OpenUI5/SAPUI5: UI5 Tooling, UI5 linter, UI5 Web Components, Web Components Integration, UI5 2.x, UI5 GenAI.
Recording:
https://www.youtube.com/live/MSdGLG2zLy8?si=INxBHTqkwHhxV5Ta&t=0
Top Benefits of Using Salesforce Healthcare CRM for Patient Management.pdf
Salesforce Healthcare CRM, implemented by VALiNTRY360, revolutionizes patient management by enhancing patient engagement, streamlining administrative processes, and improving care coordination. Its advanced analytics, robust security, and seamless integration with telehealth services ensure that healthcare providers can deliver personalized, efficient, and secure patient care. By automating routine tasks and providing actionable insights, Salesforce Healthcare CRM enables healthcare providers to focus on delivering high-quality care, leading to better patient outcomes and higher satisfaction. VALiNTRY360's expertise ensures a tailored solution that meets the unique needs of any healthcare practice, from small clinics to large hospital systems.
For more info visit us https://valintry360.com/solutions/health-life-sciences
E-Invoicing Implementation: A Step-by-Step Guide for Saudi Arabian Companies
Explore the seamless transition to e-invoicing with this comprehensive guide tailored for Saudi Arabian businesses. Navigate the process effortlessly with step-by-step instructions designed to streamline implementation and enhance efficiency.
Oracle Database 19c New Features for DBAs and Developers.pptx
Oracle Database 19c New Features for DBAs and Developers. This video you can watch from my youtube channel at https://youtu.be/m-F-mZA3MkU
zOS Mainframe JES2-JES3 JCL-JECL Differences
Document which explains the difference between Jes2 and Jes3
Using Xen Hypervisor for Functional Safety
An update on making Xen hypervisor functionally safe and enhancing its usage in automotive and industrial use cases
UI5con 2024 - Boost Your Development Experience with UI5 Tooling Extensions
The UI5 tooling is the development and build tooling of UI5. It is built in a modular and extensible way so that it can be easily extended by your needs. This session will showcase various tooling extensions which can boost your development experience by far so that you can really work offline, transpile your code in your project to use even newer versions of EcmaScript (than 2022 which is supported right now by the UI5 tooling), consume any npm package of your choice in your project, using different kind of proxies, and even stitching UI5 projects during development together to mimic your target environment.
Everything You Need to Know About X-Sign: The eSign Functionality of XfilesPr...
Wondering how X-Sign gained popularity in a quick time span? This eSign functionality of XfilesPro DocuPrime has many advancements to offer for Salesforce users. Explore them now!
316895207-SAP-Oil-and-Gas-Downstream-Training.pptx
316895207-SAP-Oil-and-Gas-Downstream-Training.pptx
Requirement Traceability in Xen Functional Safety
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WWDC 2024 Keynote Review: For CocoaCoders Austin
Overview of WWDC 2024 Keynote Address.
Covers: Apple Intelligence, iOS18, macOS Sequoia, iPadOS, watchOS, visionOS, and Apple TV+.
Understandable dialogue on Apple TV+
On-device app controlling AI.
Access to ChatGPT with a guest appearance by Chief Data Thief Sam Altman!
App Locking! iPhone Mirroring! And a Calculator!!
What next after learning python programming basics
What next after learning python programming basics
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How to write a program in any programming language
在线购买加拿大英属哥伦比亚大学毕业证本科学位证书原版一模一样
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Using Query Store in Azure PostgreSQL to Understand Query Performance
Microsoft has added an excellent new extension in PostgreSQL on their Azure Platform. This session, presented at Posette 2024, covers what Query Store is and the types of information you can get out of it.
Enums On Steroids - let's look at sealed classes !
These are slides for my session"Enums On Steroids - let's look at sealed classes !" - delivered among others, on Devoxx UK 2024 conference
Unveiling the Advantages of Agile Software Development.pdf
Learn about Agile Software Development's advantages. Simplify your workflow to spur quicker innovation. Jump right in! We have also discussed the advantages.
Modelling Up - DDDEurope 2024 - Amsterdam
What to do when you have a perfect model for your software but you are constrained by an imperfect business model?
This talk explores the challenges of bringing modelling rigour to the business and strategy levels, and talking to your non-technical counterparts in the process.
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UI5con 2024 - Keynote: Latest News about UI5 and it’s Ecosystem
UI5con 2024 - Keynote: Latest News about UI5 and it’s Ecosystem
Top Benefits of Using Salesforce Healthcare CRM for Patient Management.pdf
Top Benefits of Using Salesforce Healthcare CRM for Patient Management.pdf
E-Invoicing Implementation: A Step-by-Step Guide for Saudi Arabian Companies
E-Invoicing Implementation: A Step-by-Step Guide for Saudi Arabian Companies
Oracle Database 19c New Features for DBAs and Developers.pptx
Oracle Database 19c New Features for DBAs and Developers.pptx
UI5con 2024 - Boost Your Development Experience with UI5 Tooling Extensions
UI5con 2024 - Boost Your Development Experience with UI5 Tooling Extensions
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Everything You Need to Know About X-Sign: The eSign Functionality of XfilesPr...
316895207-SAP-Oil-and-Gas-Downstream-Training.pptx
316895207-SAP-Oil-and-Gas-Downstream-Training.pptx
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What next after learning python programming basics
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How to write a program in any programming language
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Using Query Store in Azure PostgreSQL to Understand Query Performance
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Enums On Steroids - let's look at sealed classes !
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Unveiling the Advantages of Agile Software Development.pdf
Creating Positive User Experiences Through Technology - Paul Kenny
- 1. Building value through Marginal Gains Paul Kenny
- 2. The life of a Sales Coach
- 3. Why we Win/Lose Sales
- 5. Zone Of Uncomfortable Debate
- 11. Three insights • All value exists only in the mind of the buyer • Few (if any) purchasing decisions are rational • Our perceptions of value are driven by many different factors
- 13. 5 Key Battles
- 14. First Impression
- 16. Air Time
- 17. Credibility
- 20. Habits That Matter Understand “Value” Dialogue Share Stories Ask For Commitment Manage Resistance
- 21. Creative Empathy The ability to appreciate and anticipate what a customer might value and to find a way of creating value early in the sales process
- 22. Dialogue The ability to build a detailed understanding of the need behind the need
- 23. Engaging Stories The ability to communicate our capabilities in a meaningful, relevant and memorable way
- 24. Gaining Commitment Our ability to build value by getting the client to make continuous commitments to address their needs.
- 25. Managing Resistance The ability to add value by addressing inevitable concerns worries and doubts in a credible way
- 26. Finally Never underestimate the value created by a thoughtful and well executed sales process.
Editor's Notes
- developed sales, management and personal development training programmes for companies in Europe, North America, Africa and Asia. providing coaching and L&D design, organising conferences and doing a spot of investing in interesting projects. Selected because of his insight into the market and the business of software.
- The study of critical conversations i.e. sales conversations
- Three difficulties Sales is a big word….describes the result and sometimes the process but not the nuance of the conversation.
- These Questions are provided to give you a framework for discussion Winning business is always about beating the competition, (which may just be the status quo) The good news is you only have to win it by a nose
- Value The Job that the product does not features and benefits Dialogue = Unselfish Questioning