Über uns

À propos de nous

Open Access

Karriere

Carrière

Aboverträge Kündigen

Résiliation d’abonnement

Vertrag widerrufen

Résiliation de contrat 

Datenschutz

Protection des données

Impressum

Mentions légales

Barrierefreiheit

Accessibilité

Zahlung und Lieferung

Paiement et livraison

Libra

Was ist Libra?

C'est quoi Libra ?

Kostenlos testen

Tester gratuitement

LEXIA

LEXIA Arbeitsrecht

Was ist LEXIA?

C'est quoi LEXIA ?

LEXIA Familienrecht

Zeitschriften

Revues

recht

Pflegerecht

ZBJV

forumpoenale

ZStrR

Anwaltsrevue

Revue de l'avocat

RSAS

FamPra.ch

ASYL

Life Science Recht

BlAR

Sachbuch

Livres spécialisés

LOKI

Semaphor

Fokusthemen

Focus

Thema

Recht studieren

Arbeitsrecht

Droit du travail

Studium

Études

Familienrecht

Droit de la famille

Sozialversicherungsrecht

Droit des assurances sociales

Strafrecht

Droit pénal

Aktienrecht

Droit des sociétés anonymes

Persönlichkeitsrecht

Droit de la personnalité

Publikationen

Publications

Literatur

Digitales Angebot

Bücher

Livres

Buchreihen

Collections

Onlinemodule LEXIA

Modules en ligne LEXIA

recht.ch

Studienliteratur

Littérature pour les études

Swisslex

Dienstleistungen

Services

Dienstleistungen für

Corporate Books

Publishing Lösungen

Aktuelles

Geschäftskunden

Professionnels

Corporate Publishing

Content solutions

Buchhandlungen

Librairies

Veranstaltungen

Événements

Presse

Dozierende

Enseignants

Studierende

Étudiants

Inserierende

Annonceurs

Newsletter

Blog

Autorinnen/Autoren

Auteurs

Unsere Schreibenden

Hilfe

Unsere Autorinnen und Autoren

Liste

Autorenlounge

Espace des auteurs

Bei uns publizieren

Publier chez nous

Open Access Policy

Verlag

Éditions

Themen

Mehr wissen

Mitarbeitende

Collaborateurs

Geschichte

Histoire

Unser Magazin

Notre magazine

Vision und Mission

Vision et mission

Partner

Partenaires

Unternehmenskultur

Culture d'entreprise

Kontakt

Contact

Shop

Schweizer Recht

Ausländisches Recht

Über unseren Shop

Neuerscheinungen

Nouveautés

Sortiment & Suche

Catalogue & Recherche

Vorankündigungen

À paraître

Nach Rechtsgebiet

Par domaine juridique

Kommentare

Commentaires

Gesamtkatalog

Catalogue complet

Fachkatalog Recht

Catalogue de droit

Cómo levantar un equipo de ventas desmotivado en 15 días

Melo D: Cómo levantar un equipo de
ventas desmotivado en 15 días

Build a repeatable capability to create customer value propositions that win in AI-accelerated B2B markets.Creating Customer Value Propositions With AI is a practical guide for senior commercial leaders, sales directors, key account managers and product leaders who need to develop differentiated offers, align cross-functional teams and turn customer insight into measurable revenue growth. Written by Cranfield Visiting Fellows Richard Brooks, Sue Holt and Mark Davies, this book introduces the Offer Development &amp; Innovation (ODI) framework, a three-phase system covering customer needs analysis, offer ideation and customer value proposition development. It shows how AI can support each phase by strengthening analysis, coaching teams and accelerating the work required to build offers customers understand and act on. Moving beyond prompt engineering, this book helps leaders use AI as a strategic partner in complex B2B environments. It equips you to: - Diagnose root-cause customer needs - Build cross-functional offer processes - Quantify value in customer language - Apply AI across ODI stages Shift toward value-based growth Featuring real-world examples from Pfizer, Siemens, ThermoFisher, Grant Thornton, Zoetis and Nylacast, Creating Customer Value Propositions With AI demonstrates how organizations can create unique customer value repeatedly, systematically and faster than the competition.Themes include: customer value propositions, B2B sales strategy, AI for business, offer innovation, value-based selling, commercial transformation

How to Build an Offer that Outsmarts the Competition

Creating Customer Value Propositions With AI

How to Challenge Assumptions, Reframe Problems, and Win the Sale

Provoke Selling

The Partner Paradox: From Brilliant Technician to Strategic Client Partner Promotion to partner changes the rules. The work that earned the title is still valuable, but it is no longer the whole job. Technical mastery becomes table stakes. What clients value most is harder to learn on the fly: partners who understand their business, help them see around corners, and make every interaction a good use of their time. Wendy L. Bernero spent more than thirty years at the highest levels of legal marketing and strategy, including as Chief Marketing Officer at Baker McKenzie, Paul Weiss, and Fried Frank. In The Partner Paradox, she distills that experience into a fast-moving parable about a newly promoted litigation partner with seven business days to figure out what “value” really means to a major client’s CEO and general counsel. Readers will discover: <ul> <li>Why technical excellence is the price of admission, not the whole job</li> <li>How the Diagnose-Deploy-Design method turns client understanding into measurable business value</li> <li>How to lead high-stakes value conversations with CEOs and general counsel</li> <li>Why your marketing and business development colleagues are growth partners, not order-takers</li> </ul> Written for emerging partners, practice leaders, and the marketing and business development professionals who support them, The Partner Paradox shows lawyers how to shift from selling technical skills to solving business problems.

What High-Performing Lawyers Do Differently

The Partner Paradox

Revenue Physics: The System Behind Inevitable B2B Tech Vendor Growth in the Enterprise AI Era: The Definitive Handbook for Boards & Operators

Tradd Street Press

"Meat Retailing" is a comprehensive and practical guide dedicated to the business, management, and technical operations of a professional meat market. Written during a transformative period in the food industry, this work offers a meticulous examination of the skills required to successfully navigate the retail meat trade. From the principles of selecting and processing high-quality cuts to the nuances of customer service and salesmanship, the text provides a foundational look at the merchant's craft.The book delves into critical aspects of the trade, including inventory control, pricing strategies, and the vital role of modern refrigeration and sanitation standards in the early 20th century. It emphasizes the importance of effective store layout and display techniques designed to maximize efficiency and appeal to the consumer. Arnold C. Schueren provides readers with an expert perspective on the economic realities and operational challenges faced by meat retailers of the era.Whether viewed as a historical study of commerce or a detailed manual of butcher shop management, "Meat Retailing" remains a significant record of the professional standards that shaped the modern food retail landscape. It is an essential resource for historians of industry, culinary professionals, and anyone interested in the evolution of the marketplace.This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work was reproduced from the original artifact, and remains as true to the original work as possible. Therefore, you may see the original copyright references, library stamps (as most of these works have been housed in our most important libraries around the world), and other notations in the work.This work is in the public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work.As a reproduction of a historical artifact, this work may contain missing or blurred pages, poor pictures, errant marks, etc. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.

Meat Retailing

Independently published

Deals rarely die when the CRM says they do.They weaken earlier.Meetings continue. Stakeholders remain engaged. The opportunity stays in the pipeline. Yet ownership becomes less clear, unresolved questions begin to reopen, timelines extend, and the customer's ability to reach a decision slowly deteriorates.By the time the forecast changes, the underlying deal may have been losing momentum for weeks.The Quiet Death of Deals examines what happens during that period and how commercial leaders can recognize the change earlier.At the center of the book is Commercial Entropy: the tendency of complex opportunities to lose decision momentum when ownership weakens, uncertainty persists, and delay becomes easier than resolution.The book develops four connected management concepts: Ownership Density examines whether responsibility for reaching a decision is connected to people with sufficient reason, influence, and ability to act.Decision Compression focuses on whether the uncertainty separating the customer from a decision is actually becoming smaller.Operational Tension addresses what management should do when momentum weakens and passive observation is no longer enough.Commercial Entropy provides the wider lens for understanding why apparently healthy opportunities can gradually become less capable of reaching resolution.These ideas are translated into practical management through the Momentum Audit and the 30-Day Reset, helping leaders reassess opportunities, focus intervention, and keep commercial judgment connected to current evidence.This is not another sales methodology and it does not replace qualification, CRM, or forecasting systems. It addresses the management problem underneath them: whether the commercial assessment still reflects the actual condition of the customer decision.Written for commercial leaders, sales executives, CROs, and senior managers responsible for complex B2B revenue, The Quiet Death of Deals is about recognizing deterioration earlier, intervening with greater precision, and building a revenue system in which accurate assessment is easier to maintain than unsupported optimism.

Leadership, Momentum and the Discipline Behind Revenue

THE QUIET DEATH OF DEALS

In The New Rules of Closing Sales Deals: How Global Winners Influence Decisions, Dominate Markets and Win Premium Customers in the AI Economy, readers discover a powerful modern business strategy playbook built for founders, CEOs, sales leaders, consultants, entrepreneurs, startups, and ambitious professionals competing in today's fast-moving global economy. This high-impact business book reveals why traditional sales methods, outdated negotiation tactics, and relationship-driven selling no longer work in an AI-driven world shaped by attention scarcity, digital competition, executive decision fatigue, and collapsing customer trust. Through sharp commercial insights, strategic communication frameworks, premium positioning psychology, AI-era influence tactics, modern buyer behavior analysis, authority-building strategies, high-ticket sales approaches, executive persuasion techniques, and real-world global business scenarios, the book equips readers to control strategic conversations, shape market perception, build commercial authority, accelerate decision-making, win premium clients, and create lasting competitive advantage. Blending sales psychology, leadership, influence, negotiation, branding, business growth, and future-ready execution into one globally relevant guide, this book delivers actionable systems for dominating markets, increasing pricing power, attracting high-value customers, and becoming commercially impossible to ignore in the modern AI economy.

The New Rules of Closing Sales Deals

Blending expert insights with real-world trends, 'Marketing' gives students the skills to understand, adapt, and succeed in today's fast-changing marketing environment. Marketing theory is brought to life through a range of contemporary examples, market insights and practitioner insights, featuring companies and well-known industry names such as Roche (South Africa), Google (US), KN Logistics (France), and Fjällräven (Sweden), and covering key trends and discourse relating to AI, social media and digital influences in marketing.

Marketing

Walk into any listing appointment with a defensible price using The 5-Step CMA Method - built for real estate agents who need to price a home in 10 minutes, not pass an appraisal exam. A step-by-step framework (Read → Pull → Adjust → Range → Present) that takes you from "what's it worth?" to a signed listing agreement.<ul><li>"The adjustment method in Chapter 4 is exactly what I needed - I used to guess on condition adjustments, and now I have a framework I actually trust." - Jennifer M., San Jose</li><li>"I built my first real CMA while reading this on my lunch break and used it at a listing appointment that same evening - walked out with a signed agreement." - David L., Florida</li><li>"The one-page comp report template alone is worth the price - I print it for every seller meeting and it makes me look like I have been doing this for 20 years." - Pankaj S., New Jersey</li></ul>Most CMA guides are 300-page textbooks written for appraisers and investors - not for the agent who needs to price a listing before Thursday. This is not one of those books. The CMA Quick Start for Real Estate Agents walks you through building a complete comparative market analysis in 15 minutes, step by step, using the same process top listing agents use before every seller presentation. ━━━━━━━━━━━━━━━━━━━━━━ WHAT'S INSIDE: - Chapter 1: Why pricing is the skill that wins (or loses) every listing appointment - Chapter 2: How to read your subject property - the 6 data points that matter - Chapter 3: How to pull the right comps from MLS sold data - and reject the wrong ones - Chapter 4: The 60-second adjustment method for condition, upgrades, and location - Chapter 5: Why a price range beats a single number - and how to map your comps - Chapter 6: How to present your CMA to a seller with confidence - Chapter 7: The one-page comp report template you will reuse on every listing ━━━━━━━━━━━━━━━━━━━━━━ What makes this different from the 300-page CMA textbooks? - 30 pages - read it on your lunch break, use it at your evening appointment - Written for practicing agents, not appraisers or investors - One real CMA built from scratch by the last chapter - not a textbook exercise - A reusable one-page comp report template included &gt;7 chapters. 1 complete CMA. 15 minutes. Ready for your next listing appointment. Whether you are a new agent building your first comparative market analysis or an experienced agent who wants a faster pricing strategy, this step-by-step home valuation guide gives you a practical CMA framework you can use today.

How to Price a Listing in 10 Minutes - Pull Comps, Make Adjustments & Defend Your Number with Confidence

10 min. CMA for Real Estate Agents - Starter Guide

You did not start freelancing to spend your evenings chasing invoices, rewriting the same proposal for the tenth time, and watching clients go quiet on projects that used to close easily.The freelance market is shifting. The category of work that used to justify your rates is compressing. A junior with AI tools is producing work that looks, on the surface, comparable to yours. The freelancers who understand what is happening and build the right systems now will be two years ahead of those who wait.AI for Freelancers is the practical guide for the independent professional who is ready to stop doing everything manually and start operating as a one-person agency with an AI team. Not theory. Not hype. The specific frameworks that change your working hours, your income, and your positioning in the next ninety days. This is what you'll learn from this book: <ul><li>Cut your admin to near zero with five automation workflows that handle invoicing, onboarding, inbox, and follow-ups without you touching them</li><li>Produce three times more client work in the same hours using the AI production stack built specifically for freelance professionals</li><li>Find and close better clients with a four-step outreach system that approaches prospects with genuine research instead of generic templates</li><li>Protect your rates as AI makes everyone faster, and learn why the freelancers who lower their prices are making a strategic error that compounds against them</li><li>Future-proof your career with the honest picture of AGI, ASI, and why your expertise, judgment, and client relationships become more valuable as AI becomes more capable</li></ul>---Chapter Nine alone, covering the pricing trap that quietly destroys freelance careers when AI makes you faster, the data privacy rules that have no exceptions, and the disclosure approach that builds client trust rather than eroding it, is not found in any other AI guide. Neither is the GEO chapter on being findable when clients ask AI for recommendations. Nor the ten ready-to-use prompt templates built for the situations freelancers face most often.No technical background required. Free tools. Real results. Start today.Open Chapter One. The one-person agency starts now. ----* To see all my other books on AI, please click on my Author Name (Martin Grant) and check out all the books of the 'AI for Everyone '-series.

Automate Your Admin, Find More Clients, and 5x Your Income!

AI for Freelancers

Build The Business

Pimp D (Prime Investor Moving Properties) Book 4

"Solo le di seguimiento..." &gt;La mayoría no vende poco por falta de clientes. &gt;Este no es un libro de técnicas. &gt;Aquí no vas a aprender a convencer. &gt;El juego cambia cuando dejas de necesitar el "sí". Cuando el silencio ya no te incomoda. &gt;A través de ejemplos directos, situaciones incómodas y observaciones que probablemente ya viviste (pero no habías visto así), este libro muestra el patrón que separa al vendedor que persigue... del que atrae. No es más información. &gt;Porque el cliente no elige al que más habla. &gt;Pero tranquilo... seguro el siguiente mensaje sí lo convence.

No Persigue. El Cliente Elige

El Vendedor Perfecto

Cómo levantar un equipo de ventas desmotivado en 15 días

Weitere Titel zum Thema