LEADER 06672nam 2200649 450 001 9910465540803321 005 20200520144314.0 010 $a1-119-28165-2 035 $a(CKB)3710000000685631 035 $a(EBL)4529029 035 $a(SSID)ssj0001674266 035 $a(PQKBManifestationID)16472775 035 $a(PQKBTitleCode)TC0001674266 035 $a(PQKBWorkID)14952645 035 $a(PQKB)11282189 035 $a(MiAaPQ)EBC4529029 035 $a(CaSebORM)9781119281641 035 $a(Au-PeEL)EBL4529029 035 $a(CaPaEBR)ebr11212782 035 $a(CaONFJC)MIL924564 035 $a(OCoLC)950909901 035 $a(EXLCZ)993710000000685631 100 $a20160601h20162016 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aHacking sales $ethe ultimate playbook and tool guide to building a high velocity sales machine /$fMax Altschuler 205 $a1st edition 210 1$aHoboken, New Jersey :$cWiley,$d2016. 210 4$d©2016 215 $a1 online resource (163 p.) 300 $aDescription based upon print version of record. 311 $a1-119-28164-4 320 $aIncludes bibliographical references and index. 327 $aHacking Sales: The Ultimate Playbook and Tool Guide to Building a High-Velocity Sales Machine; Contents; Author's Note; Introduction; Why Sales, Why Now?; Who This Book Is For; Where This Book Fits In; What This Book Is Not; Chapter 1: Developing Your Sales Stack; Where Do I Start?; Qualifying Leads; What's Your Sales Stack?; Chapter 2: List Building: Part 1: Finding and Defining Your Ideal Customer Profile; Easy, Nontechnical Web Scraping; Import.io; Deeper Insights into Your Competitors' Customers; Datanyze; BuiltWith; Targeting Key Executives, Influencers, and High-Potential Buyers 327 $aFollowerwonkLittle Bird; Chapter 3: List Building: Part 2: Defining Your Total Addressable Market (TAM); Enrich Your Customers; Tier 1: Sales Cycle, Average Contract Value (ACV), Win Rate; Tier 2: Industry (and Vertical), Employee Size, Growth Score, Location, and Technology Stack; Tier 3: Company Specific Data; Meet Your Future Customers; Step 1: Map Your Customer Data; Step 2: Identify the Early Adopters and Mainstream (see Geoffrey Moore's Crossing the Chasm); Step 3: Validate the Size and Scope; Make It Actionable; Step 1: Confirm the Variables 327 $aStep 2: Create Custom Fields within the CRM SystemStep 3: Mapping the Fields to Reports in Salesforce; Refine and Optimize the Entire Process; Company Databases; CrunchBase and AngelList; Owler; Mattermark; Socedo; Chapter 4: List Building: Part 3: Getting in the Door; Top-Down and Bottom-Up Targeting; Top-Down Targeting; Bottom-Up Targeting; LinkedIn Sales Navigator; Node.io; DataFox; Growbots; Spiderbook; RainKing; Lean on Your Industry Allies; SellerCrowd; Using Twitter to Generate Warm Leads; Socedo; Chapter 5: Uncovering Contact Information; Remove Duplicates Early On; Toofr; ZoomInfo 327 $aProspect.ioPulling Contact Information Directly from LinkedIn; SalesLoft; Capture (by RingLead); E-mail Verification and Enrichment; BriteVerify; Clearbit; Chapter 6: Lead Research; Trigger Event, Alerts, and Researching; InsideView; FunnelFire; DiscoverOrg; LinkedIn Advanced Settings and Sales Navigator; Predictive Sales and Web Signaling; Infer; Compile; Use Your Network; Conspire; Getting Information on Your Individual Prospect; Chapter 7: Segmenting; Where to Start Segmenting; But What about Whales?; Chapter 8: Outbound E-Mailing and Messaging; A/B Testing and Optimizing E-mails 327 $aDetermining Your Perfect CadenceThe Services That Power Outbound Sales; Cadence (from SalesLoft); Outreach.io; ToutApp; Yesware; SalesforceIQ; Cirrus Insight; PersistIQ; LiveHive; Sidekick (from HubSpot); Sales and Customer Success; Sendbloom; Quick Tips on Messaging Psychology; 1. Pay Close Attention to the Words You Use; 2. Keep It Short, and Dumb It Down; 3. Don't Be Afraid to Challenge People; 4. Sell to the Individual, Then the Employee, Then the Company; Chapter 9: Sales Outsourcing; Preparing to Hire Virtual Assistants; Hiring Virtual Assistants; Upwork; TaskUs 327 $aStrictly Sales Development Support 330 $aStay 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. 606 $aSales management 606 $aSelling 608 $aElectronic books. 615 0$aSales management. 615 0$aSelling. 676 $a658.8/1 700 $aAltschuler$b Max$f1987-$0919540 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910465540803321 996 $aHacking sales$92062413 997 $aUNINA LEADER 09844 am 2202449 n 450 001 9910495840203321 005 20170602 010 $a2-271-11912-X 024 7 $a10.4000/books.editionscnrs.10226 035 $a(CKB)4100000000883742 035 $a(FrMaCLE)OB-editionscnrs-10226 035 $a(oapen)https://directory.doabooks.org/handle/20.500.12854/84790 035 $a(PPN)220897603 035 $a(EXLCZ)994100000000883742 100 $a20171019j|||||||| ||| 0 101 0 $afre 135 $auu||||||m|||| 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 12$aL'alimentation à découvert /$fCatherine Esnouf, Jean Fioramonti, Bruno Laurioux 210 $aParis $cCNRS Éditions$d2017 215 $a1 online resource (324 p.) 225 1 $aÀ découvert 311 $a2-271-08300-1 330 $aL'alimentation suscite aujourd'hui de multiples interrogations. Cet ouvrage se propose d'en faire le tour en exposant le plus simplement et le plus complètement possible l'état des connaissances scientifiques. Quels sont les déterminants du comportement alimentaire ? Comment les comportements alimentaires évoluent-ils au cours d'une vie ? Quels en sont les marqueurs culturels ? Les évolutions historiques ? Comment fabrique-t-on, et a-t-on fabriqué au cours de l'histoire, les aliments ? Comment les conserve-t-on ? Comment gérer les ressources ? Quels sont les différents systèmes alimentaires ? Qu'en est-il aujourd'hui des questions de famine ? Quelles relations entretiennent la nutrition et la santé ? Comment gérer les risques alimentaires dans des filières industrialisées ? Quel encadrement juridique pour l'alimentation ? Quels liens entre l'alimentation, l'environnement et l'occupation du territoire ? C'est à toutes ces questions, et à bien d'autres, que répond cet ouvrage, en 127 chapitres. L'alimentation exige la pluridisciplinarité, aussi les auteurs rassemblés viennent-ils de communautés aussi diverses que les sciences humaines et sociales, les sciences biologiques et médicales, les sciences des aliments, et les sciences environnementales. Un panorama complet pour tout comprendre aux enjeux de l'alimentation au xxie siècle. 606 $aHistory & Philosophy Of Science 606 $aalimentation 606 $anutrition 606 $apolitique 606 $aécologie 606 $aagriculture 610 $aalimentation 610 $anutrition 610 $apolitique 610 $aécologie 610 $aagriculture 615 4$aHistory & Philosophy Of Science 615 4$aalimentation 615 4$anutrition 615 4$apolitique 615 4$aécologie 615 4$aagriculture 700 $aAbecassis$b Joël$01299623 701 $aAndreoletti$b Olivier$01299624 701 $aAnseeuw$b Ward$01299625 701 $aAntchouey$b Anne-Marie$01299626 701 $aAnton$b Marc$01299627 701 $aAnzalone$b Guilhem$01276021 701 $aAubin$b Joël$01299628 701 $aAxelos$b Monique$01299629 701 $aBahuchet$b Serge$01299630 701 $aBarberger-Gateau$b Pascale$01299631 701 $aBazoche$b Pascale$01299632 701 $aBerdagué$b Jean-Louis$01299633 701 $aBergé$b Jean-Pascal$01299634 701 $aBianquis$b Isabelle$01283345 701 $aBoëtsch$b Gilles$0247945 701 $aBorel$b Patrick$01299635 701 $aBougnoux$b Philippe$01299636 701 $aBraesco$b Véronique$01299637 701 $aBresson$b Jean-Louis$01299638 701 $aBricas$b Nicolas$01075678 701 $aBrunel$b Sylvie$0252436 701 $aBurnod$b Perrine$01299639 701 $aButault$b Jean-Pierre$01299640 701 $aCardon$b Philippe$01299641 701 $aCarpentier$b Brigitte$01299642 701 $aCasabianca$b François$0419101 701 $aCazes-Valette$b Geneviève$01299643 701 $aCerf$b Olivier$01299644 701 $aCerf-Bensussan$b Nadine$01299645 701 $aChagnon$b Marie-Christine$01299646 701 $aChauvet$b Michel$034923 701 $aCherbut$b Christine$01299647 701 $aChiffoleau$b Yuna$0276752 701 $aCocaul-André$b Magali$01299648 701 $aColonna$b Paul$0802332 701 $aCombris$b Pierre$01299649 701 $aCorbeau$b Jean-Pierre$0560145 701 $aCouet$b Charles$01299650 701 $aCoxam$b Véronique$01299651 701 $aCravedi$b Jean-Pierre$01299652 701 $aDallongeville$b Jean$01299653 701 $aDarmaun$b Dominique$01299654 701 $aDarmon$b Nicole$01299655 701 $aDelahaye$b François$01299656 701 $aDelamaire$b Corinne$01299657 701 $aDelzenne$b Nathalie$01299658 701 $aDenery-Papini$b Sandra$01299659 701 $aDerens-Bertheau$b Evelyne$01299660 701 $aDessaux$b Pierre-Antoine$01299661 701 $aDuclos$b Martine$01299662 701 $aDupont$b Christophe$0106187 701 $aDupuy$b Anne$01283348 701 $aEngel$b Erwan$01299663 701 $aEsnouf$b Catherine$01299664 701 $aÉtienne$b Monique$0354670 701 $aEtiévant$b Patrick$01299665 701 $aFeller$b Laurent$0223453 701 $aFerrières$b Madeleine$0773876 701 $aFerry$b Monique$01299666 701 $aFioramonti$b Jean$01299667 701 $aFischler$b Claude$0707395 701 $aForslund$b Agneta$01299668 701 $aFournier$b Stéphane$01299669 701 $aFournier$b Tristan$01251604 701 $aFreedman$b Paul$0505937 701 $aFumey$b Gilles$0330336 701 $aGaigné$b Carl$01299670 701 $aGalan$b Pilar$01299671 701 $aGarric$b Gilles$01299672 701 $aGautier$b Alban$0916683 701 $aGohin$b Alexandre$01299673 701 $aGojard$b Séverine$01299674 701 $aGontard$b Nathalie$01299675 701 $aGuichard$b Elisabeth$0311051 701 $aGuillou$b Marion$01064616 701 $aGuyomard$b Hervé$089331 701 $aHello$b Simon Le$01299676 701 $aHercberg$b Serge$01299677 701 $aHess$b Philipp$01299678 701 $aHoullier$b François$01299679 701 $aHuyghe$b Christian$01075824 701 $aHyman$b Mary$01299680 701 $aJeuffroy$b Marie-Hélène$01299681 701 $aJunien$b Claudine$01299682 701 $aKesse-Guyot$b Emmanuelle$01299683 701 $aLafforgue$b Laurence$01299684 701 $aLaguerre$b Onrawee$01299685 701 $aLahlou$b Saadi$0685160 701 $aLaisney$b Céline$01299686 701 $aLaporte$b Cyrille$01299687 701 $aLaurioux$b Bruno$0443641 701 $aLecerf$b Jean-Michel$01299688 701 $aLéonil$b Joëlle$01299689 701 $aLepiller$b Olivier$01075677 701 $aLe Bihan$b Geneviève$01299690 701 $aLe Bras$b Hervé$01299691 701 $aLortal$b Sylvie$01299692 701 $aMaire$b Bernard$01276017 701 $aMalbert$b Charles-Henri$01299693 701 $aMargaritis$b Irène$01299694 701 $aMartin$b Ambroise$01075976 701 $aMartin$b Sarah$0955748 701 $aMasson$b Estelle$01299695 701 $aMercier$b Thierry$01299696 701 $aMeurillon$b Maïa$01299697 701 $aMeynard$b Jean-Marc$01299698 701 $aMeyzie$b Philippe$01290123 701 $aMoalla$b Mehdi$01299699 701 $aMognard$b Élise$01299700 701 $aMollard$b Amédée$0250128 701 $aMoneret-Vautrin$b Denise-Anne$01299701 701 $aNadeau$b Robin$0473863 701 $aNicklaus$b Sophie$01299702 701 $aNizard$b Sophie$01299703 701 $aOppert$b Jean-Michel$01299704 701 $aOssipow$b Laurence$01240854 701 $aOswald$b Isabelle$01299705 701 $aPascal$b Gérard$01296753 701 $aPénicaud$b Luc$01208783 701 $aPeyraud$b Jean-Louis$01299706 701 $aPinton$b Philippe$01299707 701 $aPolitzer$b Nathalie$01299708 701 $aPortha$b Bernard$01299709 701 $aPoulain$b Jean-Pierre$0476248 701 $aPriymenko$b Nathalie$01299710 701 $aRaffi$b Rémy$01299711 701 $aRastoin$b Jean-Louis$0506122 701 $aRaude$b Jocelyn$01299712 701 $aReboud$b Xavier$01299713 701 $aRedlingshöfer$b Barbara$01299714 701 $aRenard$b Catherine$01299715 701 $aRéquillart$b Vincent$0245967 701 $aRicroch$b Agnès$01299716 701 $aRigal$b Natalie$01299717 701 $aRuffieux$b Bernard$01298199 701 $aSanders$b Pascal$01299718 701 $aSans$b Pierre$01299719 701 $aSchaal$b Benoist$01197050 701 $aSerra Mallol$b Christophe$01299720 701 $aSoler$b Louis-Georges$01291342 701 $aSoussana$b Jean-François$01165627 701 $aTaché$b Jocelyne$01299721 701 $aTappy$b Luc$01299722 701 $aTayeb$b Jean$01299723 701 $aTibère$b Laurence$01291344 701 $aTreyer$b Sébastien$01129702 701 $aTrystram$b Gilles$01299724 701 $aValceschini$b Egizio$089381 701 $avan der Werf$b Hayo$01299725 701 $aVerger$b Philippe$01299726 701 $aVergnet$b Claude$01299727 701 $aVialles$b Noëlie$01231220 701 $aViguié$b Catherine$01299728 701 $aWalrand$b Stéphane$01299729 701 $aWeill$b François-Xavier$01299730 701 $aWilliot$b Jean-Pierre$0140281 701 $aEsnouf$b Catherine$01299664 701 $aFioramonti$b Jean$01299667 701 $aLaurioux$b Bruno$0443641 801 0$bFR-FrMaCLE 906 $aBOOK 912 $a9910495840203321 996 $aL'alimentation à découvert$93025242 997 $aUNINA