LEADER 04256nam 22008053u 450 001 9910463872703321 005 20210114090100.0 010 $a1-4422-2950-0 035 $a(CKB)2670000000546775 035 $a(EBL)1647459 035 $a(SSID)ssj0001132476 035 $a(PQKBManifestationID)11735692 035 $a(PQKBTitleCode)TC0001132476 035 $a(PQKBWorkID)11147955 035 $a(PQKB)10369594 035 $a(MiAaPQ)EBC1647459 035 $a(EXLCZ)992670000000546775 100 $a20140324d2014|||| u|| | 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aLatin America's Radical Left$b[electronic resource] $eChallenges and Complexities of Political Power in the Twenty-first Century 210 $aLanham $cRowman & Littlefield Publishers$d2014 215 $a1 online resource (307 p.) 225 1 $aLatin American Perspectives in the Classroom 300 $aDescription based upon print version of record. 311 $a1-4422-2948-9 327 $aContents; Foreword; Preface; Introduction; I: Theoretical, Historical, and International Background; 1 The Radical Left's Turbulent Transitions; 2 Brief Hypotheses on the State, Democracy, and Revolution in Latin America Today; 3 Institutional Conflict and the Bolivarian Revolution; II: The Twenty-First-Century Radical Left in Power in Venezuela, Bolivia, and Ecuador; 4 Social and Political Diversity and the Democratic Road to Change in Venezuela; 5 "Bad Left Government" versus "Good Left Social Movements"?; 6 Rafael Correa and Social Movements in Ecuador 327 $aIII: Influences of the Twenty-First-Century Radical Left in Nicaragua, El Salvador, and Cuba7 The Twenty-First-Century Road to Socialism in El Salvador and Nicaragua; 8 Cuba's New Socialism; IV: Economy, Society, and Media; 9 The Political Economy of Social Production Companies in Venezuela; 10 Constituent Moments, Constitutional Processes; 11 The Good, the Bad, and the Benevolent Interventionist; 12 Concluding Observations; Index; About the Contributors 330 $aThis timely book explores the unique challenges facing the left in Latin America today. The contributors offer clear and comprehensive assessments of the difficult conditions and conflicting forces that have brought to power the current leftist regimes in Latin American and the Caribbean and are shaping their development. With its balanced and thorough assessment, this study will provide readers with a deep and nuanced understanding of the complexity of the political, economic, and sociocultural reality of contemporary Latin America and the Caribbean. 410 0$aLatin American Perspectives in the Classroom 606 $aLatin America -- Politics and government -- 21st century 606 $aLatin America -- Social conditions -- 21st century 606 $aNew Left -- Latin America 606 $aPower (Social sciences) -- Latin America 606 $aRadicalism -- Latin America 606 $aSocial movements -- Latin America 606 $aRadicalism$zLatin America 606 $aNew Left$zLatin America 606 $aPower (Social sciences)$zLatin America 606 $aSocial movements$zLatin America 606 $aSociology & Social History$2HILCC 606 $aSocial Sciences$2HILCC 606 $aSocial Conditions$2HILCC 608 $aElectronic books. 615 4$aLatin America -- Politics and government -- 21st century. 615 4$aLatin America -- Social conditions -- 21st century. 615 4$aNew Left -- Latin America. 615 4$aPower (Social sciences) -- Latin America. 615 4$aRadicalism -- Latin America. 615 4$aSocial movements -- Latin America. 615 0$aRadicalism 615 0$aNew Left 615 0$aPower (Social sciences) 615 0$aSocial movements 615 7$aSociology & Social History 615 7$aSocial Sciences 615 7$aSocial Conditions 676 $a320.53 700 $aEllner$b Steve$0752109 702 $aEllner$b Steve 801 0$bAU-PeEL 801 1$bAU-PeEL 801 2$bAU-PeEL 906 $aBOOK 912 $a9910463872703321 996 $aLatin America's Radical Left$92070534 997 $aUNINA LEADER 07229nam 2200697 450 001 9910830219803321 005 20170918163841.0 010 $a1-119-14476-0 010 $a1-119-14477-9 035 $a(CKB)3710000000484026 035 $a(EBL)4524112 035 $a(SSID)ssj0001552790 035 $a(PQKBManifestationID)16170910 035 $a(PQKBTitleCode)TC0001552790 035 $a(PQKBWorkID)13210209 035 $a(PQKB)10956314 035 $a(PQKBManifestationID)15490489 035 $a(PQKBWorkID)13730628 035 $a(PQKB)23433548 035 $a(MiAaPQ)EBC4524112 035 $a(DLC) 2015027909 035 $a(CaSebORM)9781119144755 035 $a(EXLCZ)993710000000484026 100 $a20150713h20152015 uy| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aFanatical prospecting $ethe ultimate guide for starting sales conversations and filling the pipeline by leveraging social selling, telephone, email, and cold calling /$fJeb Blount 205 $a1st edition 210 1$aHoboken, New Jersey :$cJohn Wiley & Sons, Inc.,$d[2015] 210 4$dİ2015 215 $a1 online resource (240 p.) 300 $aDescription based upon print version of record. 311 $a1-119-14475-2 311 $a1-119-17630-1 320 $aIncludes bibliographical references and index. 327 $aPraise for Fanatical Prospecting; Title Page; Copyright; Dedication; Foreword; Special Note: Free Prospecting Resources; Chapter 1: The Case for Prospecting; The Real Secret to Sustained Sales Success; In Search of the Easy Button; Stop Wishing That Things Were Easier and Start Working to Become Better; Chapter 2: Seven Mindsets of Fanatical Prospectors; Success Leaves Clues; Chapter 3: To Cold Call or Not to Cold Call?; The Fine Art of Interrupting; Stop Seeking the Easy Way Out and Start Interrupting and Engaging; Just Afraid to Make the Call-Not Cold Call 327 $aChapter 4: Adopt a Balanced Prospecting MethodologyThe Fallacy of Putting All Your Eggs in One Basket; Avoid the Lunacy of One Size Fits All; Chapter 5: The More You Prospect, the Luckier You Get; The Universal Law of Need; The 30-Day Rule; The Law of Replacement; The Anatomy of a Sales Slump; The First Rule of Sales Slumps; Chapter 6: Know Your Numbers: Managing Your Ratios; Elite Athletes Know Their Numbers; You Cannot Be Delusional and Successful at the Same Time; Chapter 7: The Three Ps That Are Holding You Back; Procrastination; Perfectionism; Paralysis from Analysis; Disrupting the 3Ps 327 $aChapter 8: Time: The Great Equalizer of Sales24; Adopt a CEO Mindset; Protect the Golden Hours; The Fine Art of Delegation; Blocking Your Time Will Transform Your Career; Horstman's Corollary; Stick to Your Guns; Concentrate Your Power; Beware of the Ding; What Lurks in Your Inbox Can and Will Derail Your Sales Day; Leverage the Platinum Hours; Measure Your Worth; Chapter 9: The Four Objectives of Prospecting; Prospecting Is a Contact Sport; Set an Appointment; Gather Information and Qualify; Define the Strike Zone; Close the Sale; Build Familiarity 327 $aChapter 10: Leveraging the Prospecting PyramidWalk Like an Egyptian: Managing the Prospecting Pyramid; Powerful Lists Get Powerful Results; Chapter 11: Own Your Database: Why the CRM Is Your Most Important Sales Tool; Own It Like a CEO; A Trash Can or a Gold Mine; Chapter 12: The Law of Familiarity; Prospecting Lubrication; The Five Levers of Familiarity; Chapter 13: Social Selling; Social Selling Is Not a Panacea; The Social Selling Challenge; Social Selling Is Not Selling; Choosing the Right Social Channels; Five Objectives of Social Prospecting; Personal Branding; Building Familiarity 327 $aInbound Prospecting Through Insight and EducationLeveraging Insight and Education to Power Up Strategic Prospecting; Trigger-Event and Buying-Cycle Awareness; Research and Information Gathering; Outbound Prospecting; The Five Cs of Social Selling; Social Media Prospecting Tools; Social Prospecting + Outbound Prospecting = A Powerful Combination; Chapter 14: Message Matters; What You Say and How You Say It; Enthusiasm and Confidence; What You Say; WIIFM-The Power of Because; Bridging to the Because; The Secret to Crafting Powerful Bridges; Ask For What You Want; Assume You'll Get What You Want 327 $aShut Up 330 $aDitch the failed sales tactics, fill your pipeline, and crush your number Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development?prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You'll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C's of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You'll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good! 606 $aSelling 606 $aBusiness referrals 606 $aCustomer relations 615 0$aSelling. 615 0$aBusiness referrals. 615 0$aCustomer relations. 676 $a658.8/72 700 $aBlount$b Jeb$01658979 702 $aWeinberg$b Mike 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910830219803321 996 $aFanatical prospecting$94021181 997 $aUNINA