Learn the strategies of the top 1% of enterprise salespeople - with a foreword by John Waples, former business editor, The Sunday Times.This book is about how to sell differently. It shows you how to view your client as someone you sell with, rather than someone you sell to, during your sales campaigns. It teaches you how to build your clients into champions who will work with you to get your solution adopted by their company. Champion Building was created by modelling the techniques used by the world's most successful salespeople in the digital age: salespeople who consistently earned high six- or seven-figure incomes, because they learned how to build champions in their accounts. Champion Building takes the techniques these expert sellers use and distils them into a set of easily digestible tools that can be used in this virtual age of selling to catapult you into the top 1% of salespeople in the world. Richly illustrated and written in a highly personal style, Champion Building reveals a step-by-step sales system that will teach you how to: 1. Start your sales campaigns at the very top of your client's business - in their executive suite.2. Get your solution selected more often by learning how to nail your sales pitch, whether in person or online.3. Turn prospects into champions by becoming an expert in the art and science of strategic influence.4. Crack the ultimate sales formula.5. Close more deals by mastering win-win negotiations.6 .Get into 'the zone' by understanding the outer and the inner game of selling.7. Harness the ultimate achievement formula.8. Regularly achieve over 200% of target.Champion Building shows you how to master the inner and the outer game of selling so that you accelerate your sales success and transform yourself from a good salesperson into a great one.Bob Skeens, the author of Champion Building - enterprise selling in the digital age, started his sales career working for a small UK tech company ... for no salary. When he left the company two years later, he was earning more than the CEO. Bob then joined a number of US tech start-ups that specialised in selling to brands in the UK and across Europe. He went on to win many Presidents Club awards and earned more than a million dollars a year on multiple occasions. More importantly, the people around Bob, who were also using the strategies that Bob was using, were also making hundreds of thousands of dollars per year. Bob was regularly asked by his employers, such as Salesforce and MicroStrategy, to teach his techniques to his colleagues. Finally, the time came for Bob to hang up his boots. He distilled the methods he and his colleagues had used into the Champion Building methodology, and now runs workshops and provides coaching to leading technology companies.

A fun-filled game plan to help boys of upper elementary and middle-school age build trust, respect, and peer connections, Building Champions covers the topics boys most want and need to become better friends, classmates, and citizens. Numerous hands-on and interactive experiences maintain group members' interest and allow them to practice targeted skills while learning. Each lesson after the first includes three teaching options to address the needs of different types of groups. Eight group lessons cover the following topics:Introduction to Building ChampionsBreaking a Sweat (Goal Setting)In the Huddle (Integrity and Respect)Hands In (Relationships)Game Time (Leadership and Teamwork)Sitting on the Bench (Self-Control)The Last Play (Confidence)Shake Hands, Game Over (Being a Good Sport) A CD included with the book provides reproducible items, including lesson "exit slips," student handouts, and program organization and progress tracking forms.

Coach Shanahan knows about achieving bid goals. In three years, he has transformed to Denver Broncos from a "mediocre", "aging" frannchise into the most feared powerhouse in the league, with back-to-back Super Bowl victories in 1998 and 1999 to prove it. Now, in "Think Like a Champion"m Shanahan opens his playbook to show tghe X's and O's of winning, a detailed game plan to help you storm the field of life with foolproof strategies, confidence, and the indomitable will to win. From preparation and scarifice to competition and leadership, his practices of success are simple yet challenging. Everything in Mike Shanahan's life has prepared him to write this powerful book. Armed with his innovative vision, you can improve your chances on Game Day-or any day of the week.

The celebrated coach shares his philosophy of football, profiles players he has coached, and recounts key moments in his career

BUILDING OF A CHAMPION HOW I BECAME A CHAMPION IN LIFE THE AVIS BROWN - RILEY STORY It is not the adversity that you face, but how you face the adversity, that defines you as a person and builds character. I think what Avis Brown and her family have done throughout their careers in the Golf world is nothing short of amazing. Avis is a wonderful player and teacher, and readily offers her experience to helping others learn this game. That passion is so important to the growth of golf and we need more golf professionals like her going into the future. Byron Casper International PGA (lifetime member) (Son of Hall of Fame Golf Legend, Billy Casper) An extraordinary journey by an ordinary person, it will bring tears to eyes and laughter to your soul. Our society place tremendous emphasis on "Winning" and "Losing," so much so that we often forget to celebrate the valuable life experiences that are gained. In the pages of this fascinating journey, Avis shares her trademark 3D's (Determination, Dedication and Desire) that empowered her to become a Golf Champion. Little did she know that the lessons learned would one day save her life and help to reach the inter-personal rewards that life has to offer.

This book takes a close look at systems and rhetorics of silencing in sports training. Using the case study of the Larry Nassar abuse scandal at Michigan State University and within USA Gymnastics, the book explores multifaceted problems of speaking, silencing, and listening in youth and college athletic organizations, investigating the cultures of abuse and discursive practices that silence victims while protecting abusers. The author foregrounds the victims’ voices through an analysis of victim impact statements and victim interviews, while examining other textual artifacts to understand the institutional behaviors and actions both before and after the case caught public attention. Exploring the issue far beyond the single organization, the author discusses the norms, values, ideologies, and expected behaviors of youth and college sports programs as institutions to help describe “rhetorical cultures of champion-building.” This innovative study offers new perspectives that will interest students and scholars of sport communication, rhetoric, organizational communication, criminology, and feminist theory.

The riveting quest to construct the machine that would take on the world’s greatest human chess player—told by the man who built it On May 11, 1997, millions worldwide heard news of a stunning victory, as a machine defeated the defending world chess champion, Garry Kasparov. Behind Deep Blue tells the inside story of the quest to create the mother of all chess machines and what happened at the two historic Deep Blue vs. Kasparov matches. Feng-hsiung Hsu, the system architect of Deep Blue, reveals how a modest student project started at Carnegie Mellon in 1985 led to the production of a multimillion-dollar supercomputer. Hsu discusses the setbacks, tensions, and rivalries in the race to develop the ultimate chess machine, and the wild controversies that culminated in the final triumph over the world's greatest human player. With a new foreword by Jon Kleinberg and a new preface from the author, Behind Deep Blue offers a remarkable look at one of the most famous advances in artificial intelligence, and the brilliant toolmaker who invented it.