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Notes on contributors -- Preface / Susan Krauss Whitbourne and Martin J. Sliwinski -- Foundations -- Theoretical perspectives : a biopsychosocial approach to positive aging / Elliot M. Friedman and Carol D. Ryff -- Demography of aging: behavioral and social implications / Susan Krauss Whitbourne and Stacey B. Whitbourne -- Late life : a venue for studying the mechanisms by which contextual factors influence individual development / Denis Gerstorf and Nilam Ram -- Methodological issues in research on adult development and aging / Scott M. Hofer, Philippe Rast, and Andrea M. Piccinin -- Physical changes and health -- Physical exercise and health / Leslie I. Katzel and Gregory M. Steinbrenner -- Behavioral stability and change in health across the adult life cycle / Ilene C. Siegler and Adam Davey -- Cognition -- Processing speed / Judith Dirk and Florian Schmiedek -- Working memory / David P. McCabe and Vanessa M. Loaiza -- Memory and aging / Brent J. Small, Kerri S. Rawson, Sarah Eisel, and Cathy L. McEvoy -- Everyday cognition / Jason C. Allaire -- Personality -- Personality development in adulthood / Nicky J. Newton and Abigail J. Stewart -- Socioemotional perspectives on adult development / Jennifer Tehan Stanley and Derek M. Isaacowitz -- Personality and aging: cognitive perspectives and processes / Eileen Kranz Graham and Margie E. Lachman -- Abnormal aging -- Affective disorders and age: the view through a developmental lens / Jennifer R. Piazza and Susan Turk Charles -- Alzheimer?s disease and other dementias / Joshua R. Steinerman and Richard B. Lipton -- Personality disorders in later life / Daniel L. Segal, Richard Zweig, and Victor Molinari -- Assessment of older adults / Christine E. Gould, Barry A. Edelstein, and Lindsay A. Gerolimatos -- Social processes -- Self-regulation and social cognition in adulthood : the gyroscope of personality / Cory Bolkan and Karen Hooker -- Partners and friends in adulthood / Rosemary Blieszner and Karen A. Roberto -- Intergenerational relationships and aging / Kira S. Birditt and Elvina Wardjiman -- Retirement : an adult development perspective / Mo Wang -- Well-being and creativity -- Effects of remaining time for psychological well-being and cognition / Boo Johansson and Anne Ingeborg Berg -- Successful aging / Colin A. Depp, Ipsit V. Vahia, and Dilip V. Jeste -- Creative productivity and aging : an age decrement : or not? / Dean Keith Simonton -- Author index -- Subject index

"True, the concept of Britain dates back to Roman times, but it was James I that founded Britain in the modern sense. With his accession to the throne in 1603 for the first time Scotland, England, Wales and Ireland were united - with James bestowing on himself the title of 'King of Great Britain'. Before this time, Scots and Irishmen may have served in the English Army as mercenaries, but it was known as an English Army - but now the King's (or British) flag flew over the castles and forts throughout the land. The army raised by Charles I in 1625 for his war against Spain -and subsequently, with France - is most famous for its failure. However, it is one of the best-documented armies of the early 17th century. Using archival and archaeological evidence, the first half of the book covers the lives of the officers and men serving in the army at this time - as well as the women who accompanied them. The author discusses the origins of officers and why they decided to serve in the army - and how the men from England, Scotland and Ireland were recruited (as well as how they were clothed and what they ate; the medical care; and the tactics used by the army at this time). It also covers the hidden faction of tailors, armorers and merchants who helped to put the army into the field. The second half of the book covers not only the expeditions to Cadiz, the Isle de Rhe and the siege of La Rochelle, but also their effect on an England who feared a Spanish (and later a French) invasion. Also covered are the campaigns of Count Ernest von Mansfeldt's and Sir Charles Morgan's armies at this time, which fought at Breda, Dessau Bridge and against the forces of the Holy Roman Empire. The final chapter looks at what became of the soldiers and their widows once the army had been disbanded - therefore, the book will be essential reading for anyone interested in Early Modern History, including the English Civil War and the Thirty Years War." --Publisher description

"When women succeed, we all win. Breaking Through explores the mentoring relationship, and unravels its effects on women, businesses, society, and the economy. In 2010, author Martine Liautaud founded the Women Business Mentoring Initiative (WBMI) to support women entrepreneurs with the targeted advice and personalized guidance that can only come from a mentor. In late 2015, she set up the Women Initiative Foundation to broaden her action in favor of women in the business world. This book encapsulates the WBMI mission and other similar experiences inside international and US corporations, showing how mentoring and sponsorship can take many forms—and how each form benefits women in business. Through evidence-based narratives, you'll learn what real women have gained from both sides of the dynamic, and why they credit mentoring with the strength of their business success. These stories show how mentoring yields increased efficiency, improved financials, more effective management, increased innovation, a broader talent pool, and increased revenues, and how helping women succeed in business leads to increased philanthropy and improves community sustainability. Gender equality has made huge strides in the US and Western Europe, but this progress is only apparent in the junior levels of the workplace. This book shows how mentoring women entrepreneurs and women managers provides the key that opens the door to the new economy. Understand why mentoring is key to women's economic advancement Learn how mentoring yields tangible benefits beyond the workplace Delve into the experiences of real mentor/mentee pairs Consider the effectiveness of various types of mentoring Despite the increasing opportunities for women in business, statistics and pervading stereotypes suggest that true gender equality is still far on the horizon. Mentoring and sponsorship can be tremendously helpful to women looking to achieve great things—the wisdom of experience is a powerful asset in business strategy and decision-making, and the mentor/mentee relationship benefits everyone. Breaking Through makes a compelling case for the effectiveness of mentoring, with real women's stories of success"--

Introduction -- Overview of communication challenges and best-practice analyses -- Preparing for effective communications during disasters : lessons from a world health organization quality improvement project / Laura N. Medford-Davis and G. Bobby Kapur -- Information dissemination analysis of different media towards the application for disaster pre-warning / Nan Zhang, Hong Huang, Boni Su, Jinlong Zhao, and Bo Zhang -- The effectiveness of disaster risk communication : a systematic review of intervention studies / Declan T. Bradley, Marie McFarland, and Mike Clarke -- Near-real-time analysis of publicly communicated disaster response information / Trevor Girard, Friedemann Wenzel, Bijan Khazai, Tina Kunz-Plapp, James E. Daniell, and Susan A. Brink -- The internet and social media -- The future of social media use during emergencies in australia : insights from the 2014 australian and new zealand disaster and emergency management conference social media workshop / Olga Anikeeva, Malinda Steenkamp, and Paul Arbon -- Resilient disaster network based on software defined cognitive wireless network technology / Goshi Sato, Noriki Uchida, and Yoshitaka Shibata -- Web 2.0 and internet social networking : a new tool for disaster management? lessons from taiwan / Cheng-Min Huang, Edward Chan, and Adnan A. Hyder -- Mobile phones and other technology -- Global health and natural disaster alerts : preparing mobile phones to endure the unthinkable / Wladimir J. Alonso, Cynthia Schuck-Paim, and Ghassem R. Asrar -- What it takes to get passed on : message content, style, and structure as predictors of retransmission in the boston marathon bombing response / Jeannette Sutton, C. Ben Gibson, Emma S. Spiro, Cedar League, Sean M. Fitzhugh, and Carter T. Butts -- Understanding the challenges to effective communication -- Leveraging public health nurses for disaster risk communication in fukushima city: a qualitative analysis of nurses' written records of parenting counseling and peer discussions / Aya Goto, Rima E. Rudd, Alden .Y Lai, Kazuki Yoshida, Yuu Suzuki, Donald D. Halstead, Hiromi Yoshida-Komiya, and Michael R. Reich -- Communication, perception, and behaviour during a natural disaster involving a "do not drink" and -- A subsequent "boil water" notice : a postal questionnaire study / Gabriella Rundblad, Olivia Knapton, and Paul R. Hunter -- Author notes -- Index

Acknowledgment and how to cite -- List of contributors -- Introduction -- Overview of food production and supply chains -- Current trends in green technologies in food production and processing / Joyce I. Boye and Yves Arcand -- Design of sustainable supply chains for the agrifood sector : a holistic research framework / E. Iakovou, D. Vlachos, Ch. Achillas, and F. Anastasiadis -- Dairy industry -- An appraisal of carbon footprint of milk from commercial grass-based dairy farms in ireland according to a certified life cycle assessment methodology / Donal O'Brien, Padraig Brennan, James Humphreys, Eimear Ruane, and Laurence Shalloo -- Evaluation of industrial dairy waste (milk dust powder) for acetone-butanol-ethanol production by solventogenic clostridium species / Victor Ujor, Ashok Kumar Bharathidasan, Katrina Cornish -- And thaddeus chukwuemeka ezeji -- Life cycle assessment of cheese and whey production in the usa / Daesoo Kim, Greg Thoma, Darin Nutter, Franco Milani, Rick Ulrich, and Greg Norris -- Meat industry -- A comparison of the greenhouse gas emissions from the sheep industry with beef production in canada / James A. Dyer, Xavier P. C. Vergé, Raymond L. Desjardins, and Devon E. Worth -- Coffee and tea industries -- Tensions between firm size and sustainability goals : fair trade coffee in the united states / Philip H. Howard and Daniel Jaffee -- Conventional to ecological : tea plantation soil management in panchagarh district of bangladesh / Jakia Sultana, Md. Noor-E-Alam Siddique, Md. Kamaruzzaman, and Md. Abdul Halim -- Food and beverage waste products -- Energetic analysis of meat processing industry waste / Cosmin Marculescu, Gabriela Ionescu, Simona Ciuta, and Constantin Stan -- Laboratory scale anaerobic sequencing batch reactor for treatment of stillage from fruit distillation / Elena Cristina Rada, Marco Ragazzi, and Vincenzo Torretta -- Food processing and packaging -- Integrated production and treatment biotech-process for sustainable management of food processing -- Waste streams / Bo Jin -- Concluding implications -- Are the dietary guidelines for meat, fat, fruit and vegetable consumption appropriate for environmental sustainability? : a review of the literature / Christian John Reynolds, Jonathan David Buckley, Philip Weinstein, and John Boland -- Author notes -- Index

Go inside the trend that spawned a multi-billion dollar industry for the top five percent Sweat Equity goes inside the multibillion dollar trend toward endurance sports and fitness to discover who's driving it, who's paying for it, and who's profiting. Bloomberg's Jason Kelly, author of The New Tycoons, profiles the participants, entrepreneurs, and investors at the center of this movement, exploring this phenomenon in which a surge of people--led by the most affluent--are becoming increasingly obsessed with looking and feeling better. Through in-depth looks inside companies and events from New York Road Runners to Tough Mudder and Ironman, Kelly profiles the companies and people aiming to meet the demands of these consumers, and the traits and strategies that made them so successful. In a modern world filled with anxiety, pressure, and competition, people are spending more time and money than ever before to soothe their minds and tone their bodies, sometimes pushing themselves to the most extreme limits. Even as obesity rates hit an all-time high, the most financially successful among us are collectively spending billions each year on apparel, gear, and entry fees. Sweat Equity charts the rise of the movement, through the eyes of competitors and the companies that serve them. Through conversations with businesspeople, many driven by their own fitness obsessions, and first-hand accounts of the sports themselves, Kelly delves into how the movement is taking shape. Understand the social science, physics, and economics of our desire to pursue activities like endurance sports and yoga Get to know the endurance business's target demographics Learn how distance running--once a fringe hobby--became a multibillion dollar enterprise fueled by private equity Understand how different generations pursue fitness and how fast-growing companies sell to them The opportunity to run, swim, and crawl in the mud is resonating with more and more of us, as sports once considered extreme become mainstream. As Baby Boomers seek to stay fit and Millennials search for meaning in a hyperconnected world, the demand for the race bib is outstripping supply, even as the cost to participate escalates. Sweat Equity, through the stories of men and women inside the most influential races and companies, goes to the heart of the movement where mind, body, and big money collide.

"For readers of The Innovator's Dilemma comes an incisive new approach to one of the key questions of our time--how to thrive rather than be destroyed by digital transformation--from Harvard Business School Professor of Strategy Bharat Anand. Companies everywhere face two major challenges today: getting noticed and getting paid. To confront these obstacles, Bharat Anand examines a range of businesses around the world, from Chinese Internet giant Tencent to Scandinavian digital trailblazer Schibsted, from The New York Times to The Economist, and from talent management to the future of education. Drawing on these stories and on the latest research in economics, strategy, and marketing, this refreshingly engaging book reveals important lessons, smashes celebrated myths, and reorients strategy. Companies that now flourish are finding that the connections they foster are more important than the content they create. Success comes not from making the best content but from recognizing how content enables customers' connectivity; it comes not from protecting the value of content at all costs but from unearthing related opportunities close by; and it comes not from mimicking competitors' best practices but from seeing choices as part of a connected whole. Digital change means that everyone today can reach and interact with others directly: We are all in the content business. But that comes with risks that Bharat Anand teaches us how to recognize and navigate. Filled with conversations with key players and in-depth dispatches from the frontlines of digital change, The Content Trap is an essential new playbook for navigating the turbulent waters in which we find ourselves. Advance praise for The Content Trap "As Bharat Anand shows in this eminently readable book, connections are now more important than content. His insights will bring you several steps closer to understanding the digital revolution and how you can avoid its many perils."--Daniel H. Pink,New York Timesbestsellingauthor ofDriveandTo Sell Is Human "A very smart book--creators, ignore this at your peril. This revolution has been twenty years in the making, and Bharat Anand makes the past (and the future) a lot more clear."--Seth Godin, New York Times bestselling author of Meatball Sundae and Linchpin"--

"This best-selling textbook meets the needs of students who will be directly or indirectly involved in the activities of merchandising and buying at the retail level. Mathematics for Retail Buying explains the essential concepts, practices, procedures, calculations, and interpretations of figures that relate to producing profitable retail buying and selling operations. This edition introduces a new co-author and a thoroughly updated approach that incorporates actual retail scenarios and concepts that are relevant to the fashion industry today. The book has been reorganized to begin with an introduction to profitability, and includes more linear chapter titling to make the book easy to use and navigate. The chapter on dollar planning and control has been expanded to include more coverage of six month planning process and assortment planning. The new edition integrates current retail business metrics and a range of sample data sets for student practice. An additional section in each chapter explains how the next chapter builds on the previous, and cumulative problems connect each chapter concept. More than 250 practice problems and 20 case studies apply industry concepts and terminology in realistic merchandising situations. A companion website contains all practice problems from the text, plus brand new case studies and allows hands-on practice computing retail buying functions and setting up formulas in spreadsheet format.New to This Edition: - Reorganized Units I and VI reflect the order of prior editions and open the textbook with the discussion of "merchandising for profit" and profit and loss concepts - Retitled "Units" to "Chapters" to make the book more user-friendly - Updates problems in all units and case studies for currency and relevancy to the industry today, including at least 25% new practice problems and 50% new case studies - Expanded chapter on "Dollar Planning and Control" to include more on sales planning and comprehensive coverage of the six month planning process and assortment planning - Explains how retailers do this in today's world, not only for brick and mortar but for omni-channel, including a sampling of problems from all retail sectors should be included - Includes criteria necessary for determining when to take markdowns in that chapterPLEASE NOTE: Purchasing or renting this ISBN does not include access to the STUDIO resources that accompany this text. To receive free access to the STUDIO content with new copies of this ...

""At 50, I began to know who I was. It was like waking up to myself." - Maya Angelou We've all seen the ads on TV and in magazines-"50 is the new 30!" or "60 is the new 40!" A nice sentiment to be sure, but Jo Ann Jenkins, CEO of AARP and author of Disrupt Aging, disagrees. 50 is 50 and she, for one, likes the look of it. People 50-plus today face distinct challenges and have different goals than people in their 30s and 40s. They're at a different place in their lives and are motivated by different things. They see the world through a lens that is shaped by the ups and downs of life, by the wisdom gained from those experiences, and by the comfort that comes from having a better understanding of who they are as individuals and what they want from life. We are living decades longer than our grandparents-how will we spend those years? Disrupt Aging sets out to change the current conversation about what it means to get older. In it, Jenkins chronicles her own journey, as well as those of others who are making their mark as disrupters, to show readers how we can all be active, financially unburdened, and happy as we get older. It's an engaging narrative that touches on all the important issues facing people 50+ today, from caregiving and mindful living to building age-friendly communities and attaining financial freedom. Jenkins also tackles the new myths about aging, including: We Are All Living Longer: Today's economic and cultural forces benefit some but not all, and we need to change that; The Baby Boomers are a Drag on the Economy: The Boomers are consumers, spending $4.6 trillion annually on goods and services--we just have to learn how to best reach them Aging is a Problem to be Solved: Aging is not a problem any more than living is-it's a part of the human experience, and our job is to get the absolute most out of it. This is a book for all the makers and doers who have a desire to continue exploring their possibilities, to celebrate discovery over decline, and to seek out opportunities to live the best life. Our ability to live longer, healthier lives is one of mankind's greatest accomplishments. It's time we treat it as such, and this book will show readers how. "--

Machine generated contents note: About the author -- About the contributors Introduction -- What is a digital strategy? -- What's the story of this book? -- How to get the most from this book 01 What is digital marketing? -- A history of digital marketing -- The 4 Ps of marketing -- Porter's five forces -- Brand or perceptual positioning map -- Customer lifetime value -- Segmentation -- Boston Consulting Group matrix -- Summary -- Further reading -- References 02 Aligning with your business strategy -- Customer centricity -- Business model -- Global strategy -- Brand -- Vision -- Culture -- Research and insight -- KPIs -- Summary -- Further reading -- References 03 Barriers and considerations -- Technology -- Skills -- Budget and resources -- Business priorities -- Regulation -- Summary -- Further reading -- References 04 Planning -- The planning process -- The phased approach -- Goals -- Objectives and strategies -- Action plans -- Controls -- People -- Budgeting and forecasting -- Summary -- Further reading 05 Search engine optimization -- A history of SEO -- Researching your SEO strategy -- Technical SEO -- Site structure -- Content -- Mobile -- Location -- Penalties -- Organizational structure and SEO -- Summary -- Further reading -- References 06 Paid search -- An introduction to paid search -- Setting up a campaign -- Measurement and optimization -- Advanced paid search -- Managing paid search campaigns - humans versus robots -- Summary -- Further reading 07 Display -- A brief history -- Programmatic advertising -- Types and formats of display advertising -- Ad servers and technological delivery -- Types of display campaign -- Planning and targeting display campaigns -- Display campaign measurement and attribution modelling -- Summary -- Further reading -- References 08 Social media -- History of social media -- Should I or shouldn't I? -- Customer service and reputation management -- The SEO angle -- Where to start? -- Types of social media -- Content -- Social advertising -- Measurement -- Summary -- References 09 User experience and transformation -- User experience (UX) -- Digital transformation -- Summary -- Further reading -- References 10 CRM and retention -- Defining CRM and retention -- Contact strategy -- Cross-selling and up-selling -- Predictive analytics -- CRM systems -- Social CRM (SCRM) -- Loyalty -- Summary -- Further reading -- References 11 True personalization -- What is personalization? -- Defining true personalization -- User-defined personalization -- Behavioural personalization -- Tactical personalization -- Single customer view -- Summary -- Further reading -- References 12 Customer service -- Customer service principles -- Channels -- Social customer service -- Measurement -- Summary -- Further reading -- References 13 Content strategy -- What is content marketing? -- What is content? -- What content types should you use? -- Why content marketing? -- People and process for creating content -- Distribution -- Measuring the value of content -- International content -- Audit checklist -- Summary -- Further reading -- References 14 Analytics and reporting -- The data landscape -- The reliability of data-based decisions -- What are analytics? -- Tools and technology -- Attribution modelling -- Reporting -- Summary -- Further reading -- References 15 Presenting your strategy -- Decision making -- Budget -- Key channel benefits -- How channels interact -- Website -- Further considerations -- Structuring your proposal -- Advocacy -- Summary -- Further reading -- References Bringing it all together -- Index

"The first Muslim woman to receive the Nobel Peace Prize, Shirin Ebadi has inspired millions around the globe through her work as a human rights lawyer defending women and children against a brutal regime in Iran. Now Ebadi tells her story of courage and defiance in the face of a government out to destroy her, her family, and her mission: to bring justice to the people and the country she loves. For years the Islamic Republic tried to intimidate Ebadi, but after Mahmoud Ahmadinejad rose to power in 2005, the censorship and persecution intensified. The government wiretapped Ebadi's phones, bugged her law firm, sent spies to follow her, harassed her colleagues, detained her daughter, and arrested her sister on trumped-up charges. It shut down her lectures, fired up mobs to attack her home, seized her offices, and nailed a death threat to her front door. Despite finding herself living under circumstances reminiscent of a spy novel, nothing could keep Ebadi from speaking out and standing up for human dignity. But it was not until she received a phone call from her distraught husband--and he made a shocking confession that would all but destroy her family--that she realized what the intelligence apparatus was capable of to silence its critics. The Iranian government would end up taking everything from Shirin Ebadi--her marriage, friends, and colleagues, her home, her legal career, even her Nobel Prize--but the one thing it could never steal was her spirit to fight for justice and a better future. This is the amazing, at times harrowing, simply astonishing story of a woman who would never give up, no matter the risks. Just as her words and deeds have inspired a nation, Until We Are Free will inspire you to find the courage to stand up for your beliefs; advance praise for Until We Are Free: "Shirin Ebadi is quite simply the most vital voice for freedom and human rights in Iran"--Reza Aslan, author of No god but God and Zealot : The Life and Times of Jesus of Nazareth; "A riveting account of a brave, lonely struggle. Reads like a police thriller, its drama heightened by Ebadi's determination to keep up the quotidian aspects of her family life"--The Washington Post Book World; "A must-read. may be the most important book you could read this year"--Seattle Post-Intelligencer; "As a testament to how a single, inspired voice can rise above the cacophony. The book should be required reading"--The Nation; "Some of her admirers in Iran call her a woman of steel. Sure, ...

The quinquennial Nuclear Non-Proliferation Treaty (NPT) Review Conference represents a highly important event from the perspective of the EU Common Foreign and Security Policy (CFSP). Though not a party to the treaty itself, the EU has made a consistent effort since the 1990s to coordinate the positions of its member states and achieve higher visibility in the NPT review process. The aim of this article is to examine the role of the EU in the 2015 NPT Review Conference deliberations. Drawing on on-site observations, statements and in-depth research interviews, it argues that the recent institutional changes notwithstanding, the influence of the EU as a distinct actor in the NPT context remains very limited, and the EU's common position is in bigger disarray than ever before. This year's Review Conference demonstrated the widening rift between the member states, in particular in the area of nuclear disarmament and the related issues. The inability to maintain a coherent common position limits the EU 'actorness' and impedes its striving for relevance in the NPT forums. The dynamics outlined in this article further highlight the limits of the EU CFSP in security matters in which the national positions of individual member states are as divergent as in the case of nuclear disarmament. (International Affairs (Oxford) / SWP)

Machine generated contents note: Preface: Systematizing Success Lessons from the world's fastest growing companies PART 1: NAIL A NICHE Chapter 1: "NICHE" DOESN'T MEAN SMALL ARE YOU SURE YOU'RE READY TO GROW FASTER? HOW TO KNOW IF YOU'VE NAILED A NICHE ACHIEVE WORLD DOMINATION ONE NICHE AT A TIME THE ARC OF ATTENTION Chapter 2: SIGNS OF SLOGGING ARE YOU A NICE-TO-HAVE? BIG COMPANIES SUFFER TOO WHERE AARON WENT WRONG YOUR CURRENT STRENGTH CAN BE A FUTURE WEAKNESS Chapter 3: HOW TO NAIL IT WHERE CAN YOU BE A BIG FISH IN A SMALL POND? WORK THROUGH THE NICHE MATRIX HOW AVANOO NAILED IT JASON'S 20-INTERVIEW RULE Chapter 4: YOUR PITCH IF YOU WERE A RADIO STATION, WOULD ANYONE TUNE IN? ELEVATOR PITCHES ARE ALWAYS FRUSTRATING THEY DON'T CARE ABOUT "YOU": 3 SIMPLE QUESTIONS PART TWO: CREATE PREDICTABLE PIPELINE INTRODUCTION: LEAD GENERATION ABSOLVES MANY SINS Chapter 5: SEEDS - CUSTOMER SUCCESS HOW TO GROW SEEDS PREDICTABLY CASE STUDY: HOW GILD DROPPED MONTHLY CHURN FROM 4% TO 1% CASE STUDY: CUSTOMER SERVICE EXCELLENCE AT TOPCON Chapter 6: NETS - INBOUND MARKETING THE FORCING FUNCTION YOUR MARKETING LEADER NEEDS: A "LEAD COMMIT" CORPORATE MARKETING VS. DEMAND GENERATION CASE STUDY: ZENEFITS FROM $1 MILLION TO $100 MILLION IN TWO YEARS INBOUND MARKETING: A 4-POINT PRIMER HEROIC MARKETING: WHEN YOU HAVE NO MONEY AND LITTLE TIME Chapter 7: SPEARS - OUTBOUND PROSPECTING WHERE OUTBOUND WORKS BEST - AND WHERE IT FAILS OUTBOUND LESSONS LEARNED SINCE PREDICTABLE REVENUE WAS PUBLISHED CASE STUDY: ZENEFITS' OUTBOUND LESSONS ACQUIA: OUTBOUND'S ROLE IN A $100 MILLION TRAJECTORY GUIDESPARK: FROM ZERO TO $10 MILLION WITH OUTBOUND TAPSTREAM: STARTING FROM SCRATCH CHAPTER X: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE CHAPTER 8: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE PART 3: MAKE SALES SCALABLE Chapter 9: LEARN FROM OUR MISTAKES GROWTH CREATES MORE PROBLEMS THAN IT SOLVES -BUT THEY ARE BETTER PROBLEMS JASON'S TOP 12 MISTAKES IN BUILDING SALES TEAMS ADVICE FROM THE VP SALES BEHIND LINKEDIN AND ECHOSIGN Chapter 10: SPECIALIZATION: YOUR #1 SALES MULTIPLIER WHY SALESPEOPLE SHOULDN'T PROSPECT CASE STUDY: HOW CLIO RESTRUCTURED SALES IN 3 MONTHS CAN YOU BE TOO SMALL, OR TOO BIG, TO SPECIALIZE? SPECIALIZATION: TWO COMMON OBJECTIONS SPECIALIZATION SNAPSHOT AT ACQUIA CHAPTER 11: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO CHAPTER 12: HIRING BEST PRACTICES FOR SALES SIMPLE HIRING TRICKS WHEN DOING SOMETHING NEW, START WITH TWO THE $100M HUBSPOT SALES MACHINE: RECRUITING AND COACHING ESSENTIALS CASE STUDY: HOW TO CUT DOWN ON WASTED INTERVIEWING TIME CHAPTER 13: SCALING THE SALES TEAM IF YOU'RE CHURNING MORE THAN 10% OF YOUR SALESPEOPLE, THEY AREN'T THE PROBLEM ZENEFITS CASE STUDY: SCALING SALES FROM 2 TO 350 REPS PUT NON-SALES LEADERS ON VARIABLE COMP PLANS, TOO TRUTH = MONEY PIPELINE DEFICIT DISORDER ARE YOUR ENTERPRISE DEALS TAKING FOREVER? FIVE KEY SALES METRICS (WITH A TWIST) Chapter 14: FOR STARTUPS ONLY EVERY TECH PRODUCT SHOULD HAVE A SERVICE OPTION WHAT JASON INVESTS IN + DO YOU NEED TO RAISE MONEY TO SCALE? WHAT THE HEADCOUNT OF A 100-PERSON SAAS COMPANY LOOKS LIKE PART 4: DOUBLE YOUR DEALSIZE Painful Truth: It's hard to build a big business out of small deals. Chapter 15: DEALSIZE MATH WHAT JASON LEARNED: YOU NEED 50 MILLION USERS TO MAKE FREEMIUM WORK SMALL DEALS GET YOU STARTED, BIG DEALS DRIVE GROWTH CHAPTER 16: NOT TOO BIG, NOT TOO SMALL When you can't turn small deals into big ones IF YOU HAVE CUSTOMERS OF ALL SIZES Chapter 17: GOING UPMARKET IF YOU DON'T WANT SALESPEOPLE ADD ANOTHER TOP PRICING TIER PRICING IS ALWAYS A PAIN GOING FORTUNE 1000: BY MARK CRANNEY PART 5: Do The Time Chapter 18: EMBRACE FRUSTRATION ARE YOU SURE YOU'RE READY FOR THIS? EVERYONE HAS A YEAR OF HELL COMFORT IS THE ENEMY OF GROWTH REACHING ESCAPE VELOCITY Chapter 19: SUCCESS ISN'T A STRAIGHT LINE THE ANXIETY ECONOMY & ENTREPRENEUR DEPRESSION MARK SUSTER'S QUESTION: "SHOULD YOU LEARN OR EARN?" WHEN A STRAIGHT LINE ISN'T THE SHORTEST PATH TO SUCCESS CHANGE YOUR WORLD, NOT THE WORLD PART 6: EMBRACE EMPLOYEE OWNERSHIP Chapter 20: A REALITY CHECK DEAR EXECUTIVES (FROM EMPLOYEE) DEAR EMPLOYEE (FROM EXECUTIVES) PS: "DEAR SENIOR EXECUTIVES, DON'T GET LEFT BEHIND" (FROM CEO AND BOARD) ARE YOUR PEOPLE RENTING, OR OWNING? Chapter 21: FOR EXECUTIVES: CREATE FUNCTIONAL OWNERSHIP A SIMPLE SURVEY "NO SURPRISES" FUNCTIONAL OWNERSHIP CASE STUDY: HOW STRUGGLING TEAM TURNED INTO A SELF-MANAGING SUCCESS To Turn Things Around Chapter 22: TAKING OWNERSHIP TO THE NEXT LEVEL FINANCIAL OWNERSHIP MOVE PEOPLE AROUND THE 4 TYPES OF EMPLOYEES PART 7: DEFINE YOUR DESTINY Chapter 23: ARE YOU ABDICATING YOUR OPPORTUNITY? YOUR OPPORTUNITY IS BIGGER THAN YOU REALIZE HOW TO EXPAND YOUR OPPORTUNITY AT WORK YOU NEED SOME HUMDRUM PASSIONS YOUR COMPANY ISN'T YOUR MOMMY OR DADDY BACK TO FORCING FUNCTIONS: HOW TO MOTIVATE YOURSELF TO DO THINGS YOU DON'T FEEL LIKE DOING SALES IS A LIFE SKILL SALES IS A MULTI-STEP PROCESS Chapter 24: COMBINING MONEY AND MEANING MEANING GONE WRONG WHAT'S YOUR UNIQUE GENIUS? IGNORING REAL LIFE DOESN'T MAKE IT GO AWAY AARON: HOW THE HELL DO YOU JUGGLE 9+ KIDS AND WORK?