In our increasingly digitized and fast-paced world, human relationships are often strained--sales relationships even more so. Today's buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers.
In "Human To Human Selling," sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the "Age of Business Reformation," "Human To Human Selling" presents a step-by-step process for building symbiotic relationships with buyers--connections that are both mutually rewarding and emotionally fulfilling and lead to the "right-fit" customer. "Human To Human Selling"
-Provides a fresh perspective on sales and customer relationship management
-Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher
-Provides practical techniques for strategic selling
The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.

In our increasingly digitized and fast-paced world, human relationships are often strained--sales relationships even more so. Today's buyers are better informed, more sophisticated, and more transactional. As a result, sales professionals must navigate new challenges as they seek to develop meaningful relationships with these sometimes elusive buyers.
In "Human To Human Selling," sales strategist Adrian Davis details how sales professionals and the people who manage them can increase sales performance while developing strategic relationships with their customers. Bringing sales professionals out of the Industrial Age adversarial model of sales into the "Age of Business Reformation," "Human To Human Selling" presents a step-by-step process for building symbiotic relationships with buyers--connections that are both mutually rewarding and emotionally fulfilling and lead to the "right-fit" customer. "Human To Human Selling"
-Provides a fresh perspective on sales and customer relationship management
-Bridges the gap between sales techniques and corporate strategy, enabling salespeople to sell higher
-Provides practical techniques for strategic selling
The results will speak for themselves: sales professionals that are a strategic asset to their buyers as well as their employers.

The 'ShipCraft' series provides in-depth information about building and modifying model kits of famous warship types. Lavishly illustrated, each book takes the modeller through a brief history of the subject, highlighting differences between ships and changes in their appearance over their careers. This includes paint schemes and camouflage, featuring colour profiles and highly detailed line drawings and scale plans. The modelling section reviews the strengths and weaknesses of available kits, lists commercial accessory sets for super-detailing of the subjects, and provides hints on modifying and improving the basic kit. This is followed by an extensive photographic gallery of selected high-quality models in a variety of scales, and the book concludes with a section on research references - books, monographs, large-scale plans and relevant websites. This is the first of two volumes covering Royal Navy 6-inch cruisers of the 1930s and later, this one devoted to three related designs armed with twin mountings. This group includes some of the most celebrated ships of the Second World War, like Ajax, Achilles, Penelope and the Australian Sydney. The next volume will feature the later classes armed with the triple 6-inch mounting - the 'Towns', 'Colonies' and their derivatives. With its unparalleled level of visual information - paint schemes, models, line drawings and photographs - this book is simply the best reference for any modelmaker setting out to build one of these famous cruisers.

The man who inspired millions with his television shows and his bestselling book, "Live Your Dreams", returns with more great advice on overcoming life's obstacles. Imbued with Brown's optimism and enthusiasm, this book is an irresistible addition to the popular self-help market.

The 'ShipCraft' series provides in-depth information about building and modifying model kits of famous warship types. Lavishly illustrated, each book takes the modeller through a brief history of the subject class, highlighting differences between sister-ships and changes in their appearance over their careers. This includes paint schemes and camouflage, featuring colour profiles and highly-detailed line drawings and scale plans. The modelling section reviews the strengths and weaknesses of available kits, lists commercial accessory sets for super-detailing of the ships, and provides hints on modifying and improving the basic kit. This is followed by an extensive photographic gallery of selected high-quality models in a variety of scales, and the book concludes with a section on research references - books, monographs, large-scale plans and relevant websites. This volume includes all the features of the regular series but the extent has been doubled to include far more detailed drawings of a class of ship that was built in huge numbers and in many variations. Mainstay of the Atlantic battle against the U-boats, Flower class corvettes were used by the British, Canadian, French and US Navies.

The ShipCraft' series provides in-depth information about building and modifying model kits of famous warship types. Lavishly illustrated, each book takes the modeller through a brief history of the subject, highlighting differences between ships and changes in their appearance over their careers. This includes paint schemes and camouflage, featuring colour profiles and highly detailed line drawings and scale plans. The modelling section reviews the strengths and weaknesses of available kits, lists commercial accessory sets for super-detailing of the subjects, and provides hints on modifying and improving the basic kit. This is followed by an extensive photographic gallery of selected high-quality models in a variety of scales, and the book concludes with a section on research references - books, monographs, large-scale plans and relevant websites. This volume covers the many variations of Royal Navy wartime escort destroyers, both the purpose-built Hunt' class and the conversions from older fleet destroyers. The Hunts' were built in four groups (Types I to IV), while the old V&W' classes were modified to Long Range Escort, Short Range Escort and Wair' (anti-aircraft) variants. Also included are the fifty ex-US flush-deckers' that became the Town' class. With its unparalleled level of visual information - paint schemes, models, line drawings and photographs - this book is simply the best reference for any modelmaker setting out to build any of these numerous escort types.

The 'ShipCraft' series provides in-depth information about building and modifying model kits of famous warship types. Lavishly illustrated, each book takes the modeller through a brief history of the subject, highlighting differences between ships and changes in their appearance over their careers. This includes paint schemes and camouflage, featuring colour profiles and highly detailed line drawings and scale plans. The modelling section reviews the strengths and weaknesses of available kits, lists commercial accessory sets for super-detailing of the subjects, and provides hints on modifying and improving the basic kit. This is followed by an extensive photographic gallery of selected high-quality models in a variety of scales, and the book concludes with a section on research references - books, monographs, large-scale plans and relevant websites. This volume covers the majority of British wartime escort classes, from the inter-war ASW and minesweeping sloops that culminated in the superb Black Swan class, to the wartime designs that were originally known as 'twin-screw corvettes' but were eventually classed as frigates - the 'River' class, and their derivatives of the 'Loch/Bay' classes that were modified for prefabricated construction. Also included are the American-built destroyer escorts which became RN 'Captains' class frigates and the earlier ex-US Coast Guard cutters that were listed as sloops. With its unparalleled level of visual information - paint schemes, models, line drawings and photographs - this book is simply the best reference for any modelmaker setting out to build any of these numerous escort types.

Here is Les Brown's personal formula for success and happiness -- positively charged thoughts, guidance, examples, plus an Action Planner to help you focus your thoughts on specific goals...and achieve them all. The answers are all here in this astonishing book -- with one simple, powerful message: We may not always be able to control what is put in our path, but we can always control what we are...and what we will become.

The self-propelled or locomotive torpedo was probably the greatest game-changer in the history of naval warfare. For the first time the largest warship could be sunk by a weapon carried by the smallest, and most navies were quick to see the potential. Although the 19th-century Royal Navy had a reputation for technological conservatism, it was an early adopter' of the torpedo and was instrumental in the development of the small fast craft that became the delivery system of choice, the steam torpedo boat. Britain's most important contribution to torpedo warfare, however, was the invention of its antidote, the torpedo boat destroyer, or destroyer' as it came to be called. This often-told story has overshadowed the earlier but no less significant history of the torpedo boat itself in the Royal Navy, an injustice set to right by this new book. Torpedoes were derived from earlier underwater explosive devices - mines, spar and towed torpedoes, and the like - so the first chapter briefly reviews their history before moving on to Robert Whitehead's revolutionary invention that made the self-propelled torpedo a practical weapon. The Admiralty was so impressed it purchased the rights to Whitehead's device, and thereafter the Royal Navy made much of the early running in torpedo boat design. In this they were greatly assisted by existing boatbuilders like Thornycroft and Yarrow who already specialised in small fast craft. The core of this book is a detailed developmental history of British torpedo craft, from the early experiments like Vesuvius and Polyphemus, through the 1st Class TBs to the so-called Coastal Destroyers of the early 20th century. There are also separate chapters on 2nd Class boats, on Torpedo Gunboats and on the Torpedo Depot Ships' Hecla and Vulcan. The book concludes with a number of appendices devoted to background issues like quick-firing guns and reports on performance of the boats in various circumstances. As it fills a surprising gap in the technical history of British warships, this book will be welcomed by naval enthusiasts, modelmakers and historians.

The 'ShipCraft' series provides in-depth information about building and modifying model kits of famous warship types. Lavishly illustrated, each book takes the modeller through a brief history of the subject class, highlighting differences between sister-ships and changes in their appearance over their careers. This includes paint schemes and camouflage, featuring colour profiles and highly-detailed line drawings and scale plans. The modelling section reviews the strengths and weaknesses of available kits, lists commercial accessory sets for super-detailing of the ships, and provides hints on modifying and improving the basic kit. This is followed by an extensive photographic gallery of selected high-quality models in a variety of scales, and the book concludes with a section on research references - books, monographs, large-scale plans and relevant websites.This volume covers the British 10,000-ton 'Treaty Cruisers', thirteen of which were built to three slightly varying designs between the wars. With three funnels and a high freeboard, they were impressive ships, and all enjoyed very active wartime careers - three were involved in the Bismarck action and another with the sinking of the Scharnhorst.