A high-octane memoir of unflappable determination from an X-Games and Paralympics champion When "Monster" Mike Schultz won snowboarding gold in Pyeongchang, South Korea, it was the culmination of a decade of reinvention, in every sense of the word. Ten years earlier he'd lain bleeding on the side of a mountain after a devastating snowmobile accident. Now he stood tall on the Paralympic podium, supported by a prosthetic knee and foot of his own creation.Driven to Ride chronicles Schultz's improbable journey following a lifesaving amputation. From a place of debilitating pain and depression, he tapped into the same sense of adventure that had once taken him to the top of competitive snowmobile racing and followed it to the pinnacle of an entirely new sport: adaptive snowboarding. As he launched himself into the world of adaptive sports, Schultz's ambition was only tempered by his need for better equipment—prostheses that could withstand the vibrations of a motocross bike or the impact of rough terrain. His obsessive tinkering, without any formal engineering background, has presented yet another new path designing innovative prostheses for athletes and wounded military veterans.Inspiring and thrilling in equal measure, this is a singular story of uncommon strength, ingenuity, and seizing golden opportunities.
Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to: Build rapport and trust from the first contactCreate conversations with prospects, referral sources, and clients using the telephone, email, and mailUncover the real need behind client challengesMake the case for improved business impact and return on investment (ROI) for your prospectsUnderstand and communicate your value propositionApply the 16 principles of influence in salesOvercome and prevent all types of objections, including moneyCraft profitable solutions and close the deal The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.
A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry. The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviewsAuthors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional ServicesWill be widely promoted via multiple online routes and direct mail marketing Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
"Virtual Selling more than fulfills my high expectations. It is research-based, sound, practical, and nuanced. Another example of why the team at RAIN Group are the leading thinkers in the world of sales strategy and training." -Charles H. Green, Author, The Trusted AdvisorFrom bestselling authors of Rainmaking Conversations and Insight Selling.Do you want to connect with buyers and win more sales in the new world of virtual selling?Do you want to learn how to develop strong relationships with buyers virtually, lead masterful virtual sales conversations, and become a top performing seller in this new environment?Recent world events have flipped sales on its head and driven unprecedented levels of virtual interaction. As a result, sellers are faced with more challenges than ever before.You can't sell the same way you did pre-2020. If you do, you won't achieve the same results. You need to adapt. Pivot. And change almost everything you did previously. If you want to thrive in sales today, it will require that you transition to the new world of selling remotely...take the "new norm" by storm.Change isn't easy.Whether you've been in sales for years or you're just starting out, learning how to sell virtually can feel intimidating.From the best-selling authors of Rainmaking Conversations and Insight Selling, this book helps sellers to navigate these uncharted waters.With practical advice, virtual selling techniques you can apply immediately, and the latest groundbreaking research, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely will take you step-by-step through everything you need to do from mastering the medium to sharpening your virtual selling skills. You will discover how to overcome virtual selling challenges and reach your sales goals without face-to-face meetings.You will learn: The #1 thing virtual sellers needs to focus on to achieve higher win rates4 key areas of virtual selling that, when mastered, will differentiate you from the competition How consultative selling has changed and how sellers must adapt4 principles of rapport and 20 questions for building rapport onlineHow to run the most effective virtual sales meetingsVirtual selling best practices for mastering the medium, including meeting mechanics, setup, and technologyHow to uncover aspirations and afflictions and lead a virtual needs discovery 17 common business factors affecting financial impact and how to build a strong ROI case 5 keys to delivering a powerful convincing story onlineHow to collaborate with buyers online and virtual meeting tools you can leverageKeys to growing existing accounts with virtual value labs9 Habits of Extreme Productivity to overcome distractions and boost your sales productivity How to deliver powerful virtual sales presentations Surprising research on what factors most influence buyers' decisions and how virtual sellers stack upHow to capture buyer attention and maintain high levels of engagement throughout virtual sales meetingsPlus, gain access to exclusive guides, checklists, templates, and more to help you succeed in today's new sales environment.
When their five-year-old son fought for his life, business leaders Erica and Mike Schultz learned a new way to live, work, and succeed—discovering how to achieve extreme productivity with heart and purpose. Ari Schultz was an extraordinary baby, beginning life in a pitched battle against heart disease. The same year, his parents launched their business, and they had to keep it going strong, even while living full-time at the hospital for months on end. For the next five years, Erica and Mike Schultz learned how to balance the demands of their jobs, commuting to the hospital, and spending time with their growing family—along the way, noting the tricks and techniques that allowed them to get work done, even while living in the cardiac ICU and later through heartbreaking loss. After reflection and recovery, Mike and Erica codified their method of coping and working, and set out to study the work habits of extremely productive people. They discovered what extremely productive people do differently than everyone else, and went on to create The Productivity Code—a new approach to productivity that has helped tens of thousands of people manage their time for greatest effectiveness, fulfillment, and happiness.
"Death of the Church is intended to provoke, although we have been careful to be accurate and responsible in our statement of the issues. We will have failed if you only yawn. You may not like what we say, but you must at least acknowledge the issues, for they are very real. The institutional church in America will look very different twenty-five years from now. Indeed, several denominations may no longer exist. We are sure that there will be hundreds of local congregations that won't. The forces reshaping our culture are too many and too strong. We see signs of social fragmentation and collapse everywhere. But we also believe deeply in the hope of the Gospel and the security of the church. Both will survive. But how the church universal is expressed in and through the churches in America will look very different. This is the issue we write about." -- From the Introduction
Mike the Tiger-the only live tiger mascot in the United States-is an iconic presence on LSU's campus. From his tiger sanctuary next to Tiger Stadium, he draws a steady stream of fans, adults and children alike. In this new book about LSU's favorite tiger, Mike's former veterinarian David G. Baker reflects on his decades of caring for three of the live mascots, beginning with Mike V in 1996. Baker gives fascinating behind-the-scenes glimpses of the tigers as he recounts episodes such as Mike VI's cancer diagnosis, treatment, and death, and the search for Mike VII. He gives details about the tiger's daily care and routine, provides answers to commonly asked questions about the mascot program, and discusses Mike's popular social media presence. He also delves into new traditions, such as the creation of "meat art" for Mike to devour before home football games and the overnight holding of graduation rings in the night house with Mike. In addition to Baker's own text, Mike: The Tigers of LSU includes remembrances from many of the tiger's veterinary student caretakers over the years, who reveal how caring for Mike the Tiger impacted their lives. Loaded with more than one hundred new and historical photos, Mike is sure to please the most avid fans of LSU's mascot.
One of Canada’s most dynamic prime ministers, Lester B. Pearson lived a life which took him from a childhood in rural Ontario to the apex of international politics. The first volume of his memoirs follows him from his youth as the son of a Methodist preacher to his decision to enter politics in 1948. In this volume of Mike, Pearson recalls his university years at the University of Toronto and St. John’s College, Oxford, his military service in the First World War, and his return to the University of Toronto in 1923 to teach history and, in his spare time, coach football and hockey. In 1928, Pearson joined the Department of External Affairs, rapidly rising through the ranks to become ambassador to the United States by 1945. Mike captures Pearson’s intellect, his sense of humour, and his humanity, offering a charming look at the youth of a great statesman. This new edition features a foreword by Pearson cabinet minister and former prime minister Jean Chrétien.
One of Canada’s most dynamic prime ministers, Lester B. Pearson lived a life which took him from a childhood in rural Ontario to the apex of international politics. In the second volume of his memoirs, he provides a first-person account of the busy and challenging decade that followed his entry into politics in 1948. This volume, completed after Pearson’s death under the supervision of his son Geoffrey, recounts his involvement in Canadian politics and diplomacy as a MP and Secretary of State for External Affairs during the early years of the Cold War. It offers his perspective on issues such as the formation of NATO, Canada’s involvement in the Korean War, and the diplomacy that ended the Suez Crisis and earned Pearson the Nobel Peace Prize in 1957. Two appendices, taken from his diaries, show him hard at work at the United Nations during the Korean crisis. Mike captures Pearson’s intellect, his sense of humour, and his humanity, offering an inside look at the moments that shaped the twentieth century. This new edition features a foreword by Pearson cabinet minister and former prime minister Jean Chrétien.
One of Canada’s most dynamic prime ministers, Lester B. Pearson lived a life which took him from a childhood in rural Ontario to the apex of international politics. This third and final volume of his memoirs follows him from his years of triumph as a Canadian diplomat to his retirement from politics and the passing of the Liberal torch to Pierre Elliott Trudeau. Completed after Pearson’s death under the supervision of his son Geoffrey, this volume of Mike covers Pearson’s election as leader of the Liberal Party, his years in opposition to the Diefenbaker government, and his achievements as prime minister: a list that included the establishment of the Canada Pension Plan, universal medicare, the Auto Pact, and a new Canadian flag. Mike captures Pearson’s intellect, his sense of humour, and his humanity, offering an inside look at the decisions that shaped Canada in the twentieth century. This new edition features a foreword by Pearson cabinet minister and former prime minister Jean Chrétien.
