Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

An analysis of the hierarchical tensions witnessed by the Hippolytan literature in early third century Rome, in a period critical both for the development of Church Order and embryonic Trinitarian orthodoxy. Tertullian's relationship with Callistus is re-assessed.

Using extensive records from federal district courts, national archives, the U.S. Sentencing Commission, and the Administrative Office of U.S. Courts, Brent Smith examines the activities of persons investigated for acts of terrorism during the 1980s. He traces the lives of the men and women who turned to terrorism in America, the goals that motivated their behavior, and the crimes they committed. In addition, the book provides detailed information regarding how shifts in federal priorities led to the capture and subsequent conviction of most of these offenders, as well as the severity with which these men and women were punished.

The status of the United States as a world power, and the nature of power itself, are at a historic turning point. It is essential that we understand and adapt to the new security environment in which we find ourselves. Two of the most respected figures in American foreign policy are Zbigniew Brzezinski and Brent Scowcroft -- both former National Security Advisors under markedly different administrations. In America and the World they dissect, in spontaneous and unscripted conversations moderated by David Ignatius, the most significant foreign policy challenges facing the U.S.: the Middle East, Russia, China, Europe, the Developing World, the changing nature of power in a globalized world, and what Brzezinski has called the "global political awakening." While one author is a Republican and the other a Democrat, they broadly agree on the need to adapt to a new international environment. Where they disagree, their exchanges are always both deeply informed and provocative. America and the World will define the center of responsible opinion on American foreign policy at a time when the nation's decisions could determine how long it remains a superpower.

Professor Brent s book is a superb and much-needed text in the field of health care evaluation. The economic approaches for appraisal of health care programs are presented with greater clarity than any other available text. A comprehensive review of cost-minimization, cost-effectiveness analysis, cost utility analysis, and cost benefit analysis is given in a simple and yet very insightful manner that pointedly demonstrates their fundamental principles, methodological requirements, and common linkages for evaluation research. The book skilfully merges theory and application of the economic analyses of health care, combining the latest literature with adroit illustrations of required methodologies and easily understandable examples that inform the reader of how empirical evaluation research should be conducted. Major evaluation concerns about the appropriateness of discounting health benefits, the appropriate discount (interest) rate, and intangible benefits and costs are critically appraised. Not only is the criterion of economic efficiency of health care programs explored directly and with lucidity, but the important social question of the equity of health interventions is also assessed straightforwardly. Students of health care as well as health policy analysts and administrators are provided with a considerable solid foundation for undertaking evaluation of complex health care issues. In short, Professor Brent has even made the economics of health care evaluation accessible to non-economists in the health care field. Paul L. Solano, University of Delaware, US Cost benefit analysis is the only method of economic evaluation which can effectively indicate whether a health care treatment or intervention is worthwhile. This book attempts to build a bridge between cost benefit analysis, as developed by economists, and the health care evaluation literature which relies on other evaluation approaches such as cost-minimization, cost-effectiveness analysis and cost utility analysis. Robert Brent explains the many different ways in which these other valuation techniques can be converted into cost benefit analysis and examines both the traditional (human capital) and modern (willingness to pay) approaches. Case studies are used throughout to explain and illustrate the various methodologies being examined. The author follows an applied economics approach, in which methods and ideas are evaluated according to practicability and not according to their theoretical purity. Ultimately, he resolves a number of disputes and makes some new, but subtle, contributions by reinterpreting, correcting and extending existing work. The book covers the topic in an accessible manner, from the foundations to the frontiers of the field, and clearly explains all the necessary economic principles along the way. Cost Benefit Analysis and Health Care Evaluations will be invaluable to students and researchers of economics, public policy and health care policy, as well as policymakers and health care practitioners. It can also be used as a comprehensive introductory text by anyone with an interest in cost benefit analysis.

The Sixth Sense: Its Cultivation and Use is a thought-provoking work by Charles Henry Brent, an influential figure in spiritual and philosophical circles at the turn of the 20th century. In this insightful book, Brent explores the concept of the sixth sense, beyond the traditional five senses, delving into the realms of intuition, perception, and spiritual awareness. Brent argues that the sixth sense is an innate faculty that can be cultivated through mindfulness and self-reflection. He emphasizes the importance of being attuned to one's inner self and the subtleties of the world around us. The book provides practical guidance on how to enhance this sense, encouraging readers to develop a greater awareness of their intuitions and spiritual insights. Through a blend of philosophical reflections and practical exercises, Brent examines the psychological dimensions of human consciousness and the potential for deeper understanding of life experiences. The work touches on themes of self-discovery, personal growth, and the interconnectedness of all beings, urging individuals to harness their sixth sense to navigate life's challenges with greater clarity and purpose. The Sixth Sense: Its Cultivation and Use serves as both a philosophical treatise and a self-help guide, inviting readers to explore the depths of their perceptions and expanding their awareness of the unseen forces that shape their realities. This seminal work contributes to discussions about the nature of human consciousness and the profound possibilities that lie within each individual.

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.

The incredible return to the New York Times bestselling world of the Night Angel, where master assassin Kylar Stern embarks on a new adventure as the High King Logan Gyre calls on him to save his kingdom and the hope of peace. "Weeks has been showing other fantasy authors how it's done for over fifteen years." — Peter V. Brett, author of The Desert Prince "Weeks is a giant of the genre." — Nicholas Eames, author of Kings of the Wyld After the war that cost him so much, Kylar Stern is broken and alone. He's determined not to kill again, but an impending amnesty will pardon the one murderer he can't let walk free. He promises himself this is the last time. One last hit to tie up the loose ends of his old, lost life. But Kylar's best — and maybe only — friend, the High King Logan Gyre, needs him. To protect a fragile peace, Logan’s new kingdom, and the king’s twin sons, he needs Kylar to secure a powerful magical artifact that was unearthed during the war. With rumors that a ka'kari may be found, adversaries both old and new are on the hunt. And if Kylar has learned anything, it’s that ancient magics are better left in the hands of those he can trust. If he does the job right, he won’t need to kill at all. This isn’t an assassination — it’s a heist. But some jobs are too hard for an easy conscience, and some enemies are so powerful the only answer lies in the shadows. "Weeks writes in an inescapably engaging style. Breathlessly high stakes, terrible missteps, and unexpected revelations keep the story humming along at a breakneck pace." — Andrea Stewart, author of The Bone Shard Daughter For more from Brent Weeks, check out: The Ka'kari Codex The Night Angel Trilogy The Way of Shadows Shadow's Edge Beyond the Shadows The Kylar Chronicles Night Angel Nemesis The Night Angel Trilogy: 10th Anniversary EditionNight Angel: The Complete Trilogy (omnibus) Perfect Shadow: A Night Angel Novella The Way of Shadows: The Graphic Novel Lightbringer The Black Prism The Blinding Knife The Broken Eye The Blood Mirror The Burning White

Psychology has been captured by an assumption that is almost totally unrecognized. This assumption—the linearity of time—unduly restricts theory and therapy, yet this restriction is so common, so customary, that it is often completely ignored. This book traces the influence of this assumption and reveals the many overlooked "anomalies" to its dominance. Slife describes the many findings and explanations that are incompatible with linear time in several psychological specialties. He contends that these unnoticed anomalies point to alternative conceptions of time that offer innovative ideas for psychological explanation and treatment.

How many countless working hours have you spent on projects, proposals, paperwork, and meetings that felt useless or were ignored or dismissed? Hard work is not the same as real work. Half of the work we do consumes valuable time without strengthening the short- or long-term survival of the organization. In a word, it's fake. Not only does fake work drain a company's resources without improving its bottom line, it steals conviction, care, and positive morale from employees, and adds the burden of high turnover, communication breakdowns, and cultural patterns of poor productivity. But how can you turn fake work into real work? Internationally renowned business consultants Brent D. Peterson and Gaylan W. Nielson explain how to identify needlessly time-consuming and sometimes difficult tasks (which aren't always as easy to spot as they seem) and shift your focus toward rewarding work that will achieve results. With more than twenty years of experience, Peterson and Nielson have successfully helped corporations, government agencies, nonprofits, schools, and community groups increase their productivity and retain talented employees by understanding and using their skills on things that actually matter. They illustrate their advice with stories about real world employees who have been trapped by fake work. Fake Work offers solutions that will change the way you view work, including how to recognize fake work and how to get out of it, how (and what) to communicate with your colleagues to eliminate fake work, how to recognize and counteract the personality traits that encourage fake work, and how to close the gap between your company's strategies and the work that needs to be done to reach the results critical to your and your company's survival.