VIR-TAN-ZA (vûr-TAHN-z?) n. [neologism, a newly coined term] 1. A condition, state, or attitude of truth, financial success, and customer loyalty among business-to-business sales professionals. 2. Courage in the face of adverse business cycles or uncommon challenges. 3. Commitment to the highest degree of preparedness in business dealings resulting in outstanding professional and personal achievement. 4. A process for creating exceptional solutions to sales challenges, exceeding a customer's expectations. [From Latin vir, "strength, heroic courage," veritas, "truth," and bonus, "a great good, a superior benefit, a bonanza."]

VIR-TAN-ZA (vr-TAHN-z) n. [neologism, a newly coined term] 1. A condition, state, or attitude of truth, financial success, and customer loyalty among business-to-business sales professionals. 2. Courage in the face of adverse business cycles or uncommon challenges. 3. Commitment to the highest degree of preparedness in business dealings resulting in outstanding professional and personal achievement. 4. A process for creating exceptional solutions to sales challenges, exceeding a customers expectations. [From Latin vir, strength, heroic courage, veritas, truth, and bonus, a great good, a superior benefit, a bonanza.]

People have commented that Customer Delight sounds like a tasty treat, and indeed this book hits a sweet spot when it comes to business literature. Great care has been taken to ensure this book is engaging, informative and useful to those who run companies. Customer Delight yields gems of insight into the psychology of business success as well as practical advice on business strategy. It is a must-have for every market leader in an age of increasing competition and elevated customer expectations. The author, Alain Guillemain, is Principal Strategist at inexure, a strategy advisory firm catering to market leaders. He works closely with executives and company directors to set strategic goals and deliver outcomes. Alain's expertise spans financial services, mining services, real estate, recruitment, education, information technology, web and multimedia. Alain holds an MBA from the University of Newcastle and a Master of Commerce from Deakin University.

Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Advances in Geo-Spatial Information Science presents recent advances regarding fundamental issues of geo-spatial information science (space and time, spatial analysis, uncertainty modeling and geo-visualization), and new scientific and technological research initiatives for geo-spatial information science (such as spatial data mining, mobile data modeling, and location-based services). The book contains selected and revised papers presented at the joint International Conference on Theory, Data Handling and Modelling in GeoSpatial Information Science (Hong Kong, 26–28 May 2010), and brings together three related international academic communities: spatial information science, spatial data handling, and modeling geographic systems. Advances in Geo-Spatial Information Science will be of interest for academics and professionals interested in spatial information science, spatial data handling, and modeling of geographic systems.

After the first issue of PRE/TEXT appeared in 1981, a colleague told Victor Vitanza, the creator, editor and publisher of the journal, how disgusted she was by it, how unreadable it was, how devoted to self-aggrandizement-and how much she enjoyed two articles in it. Devoted to exploring and expanding the field of rhetoric and composition by publishing articles considered “inappropriate” by other journals in the field, PRE/TEXT has, from its inception, made people angry. Yet it has survived, and thrived. This collection of essays pays tribute to the first ten years of the journal, and each reprinted article is paired with a short comment by the author. Also included is Victor Vitanza's retrospective history of the journal and prospectives for the future.

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.