Bøker utgitt av John Wiley & Sons Inc

And just like that, everything changed . . .A global pandemic. Panic. Social distancing. Working from home.In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling.To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers.Overnight, virtual selling became the new normal. Now, it is here to stay.Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction.Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle.Virtual Sellingis the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you:* How to leverage human psychology to gain more influence on video calls* The seven technical elements of impactful video sales calls* The five human elements of highly effective video sales calls* How to overcome your fear of the camera and always be video ready* How to deliver engaging and impactful virtual demos and presentations* Powerful video messaging strategies for engaging hard to reach stakeholders* The Four-Step Video Prospecting Framework* The Five-Step Telephone Prospecting Framework* The LDA Method for handling telephone prospecting objections* Advanced email prospecting strategies and frameworks* How to leverage text messaging for prospecting and down pipeline communication* The law of familiarity and how it takes the friction out of virtual selling* The 5C's of Social Selling* Why it is imperative to become proficient with reactive and proactive chat* Strategies for direct messaging - the "Swiss Army Knife" of virtual selling* How to leverage a blended virtual/physical selling approach to close deals fasterAs you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar.Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

Understand why you feel and act the way you do Psychology For Dummies is a fun, user-friendly guide to the basics of human behavior and mental processes. In plain English and using lots of everyday examples psychologist Dr.

This guide helps those diagnosed as Borderline get to the root of their disease, develop strategies for breaking the destructive cycle, and ultimately learn to live well. Also loaded with information to help spouses, parents, and other loved ones understand and accept the disease, and to support their suffering loved ones.

A clear, concise overview of all major biological concepts and terms, and a study guide for any introductory biology class.

Gain the skills to maximize your photography investmentAdding a Nikon D780 to your collection means you're ready to get professional results from your photography. Don't start shooting photos without first gathering the tips and tricks needed to get those high-end results. Long time pro photographer Doug Sahlin shares his deep knowledge of photography principals and shows how to apply them using a Nikon D780. Get quick answers to your "what does this button do" questions before diving into how to gain full control of exposure using this pro-level camera.Inside...* Explore the Nikon D780 body* Get to know the settings options* See results from auto modes* Take control of exposure* Look into lens options* Add a flash to the mix* Apply your skills for better results

The definitive playbook for driving impact as a middle managerLeading from the Middle: A Playbook for Managers to Influence Up, Down, and Across the Organization delivers an insightful and practical guide for the backbone of an organization: those who have a boss and are a boss and must lead from the messy middle. Accomplished author and former P&G executive Scott Mautz walks readers through the unique challenges facing these managers, and the mindset and skillset necessary for managing up and down and influencing what happens across the organization.You'll learn the winning mindset of the best middle managers, how to develop the most important skills necessary for managing from the middle, how to create your personal Middle Action Plan (MAP), and effectively influence:* Up the chain of command, to your boss and those above them* Down, to your direct reports and teams who report to you* Laterally, to peers and teams you have no formal authority overAnyone in an organization who reports to someone and has someone reporting to them must lead from the middle. They are the most important group in an organization and have a unique opportunity to drive impact. Leading from the Middle explains how.

"A digital arts book for kids!"--Page 4 of cover.

Your fully updated guide to search engine optimization Packed with tips, tricks, and secrets, SEO For Dummies shows you how to create and maintain a website that ranks at the top of search engines and drives high-volume traffic.

The industry favorite Linux guide, updated for Red Hat Enterprise Linux 7 and the cloud Linux Bible, 9th Edition is the ultimate hands-on Linux user guide, whether you're a true beginner or a more advanced user navigating recent changes.

Microbiology is the study of life itself, down to the smallest particle Microbiology is a fascinating field that explores life down to the tiniest level. Did you know that your body contains more bacteria cells than human cells? It's true.

A two-book set for web designers and front-end developers This two-book set combines the titles HTML & CSS: Designing and Building Web Sites and JavaScript & jQuery: Interactive Front-End Development.

Learn to easily build gadgets, gizmos, robots, and more using Arduino Written by Arduino expert Jeremy Blum, this unique book uses the popular Arduino microcontroller platform as an instrument to teach you about topics in electrical engineering, programming, and human-computer interaction.

The updated easy-to-learn reference for rough carpentry and framing Complete Book of Framing, Second Edition is an updated, easy-to-learn guide to rough carpentry and framing written by an expert with more than thirty years of framing experience.

"This book introduces complex concepts of interior design -- from defining interior space, elements and vocabulary of interior design to explaining interior environmental systems -- through his inimitable approach using words and drawings"--

Learn to play bass guitar quickly and easily with this guide and bonus interactive CD!The bass guitar is utilized in almost every single genre of music-rock, classical, jazz, metal, funk, and country just to name a few. Bass Guitar Exercises For Dummies provides bassists an opportunity to dabble with all these styles and more.

Learn how to get your precise horoscope, decipher astrological symbols, and benefit from the phases of the moon with Astrology for Dummies, Second Edition. You'll learn how to construct your birth chart, interpret its component parts, and use that information to gain insight into yourself and others.

Kevin Mitnick, the world's most celebrated hacker, now devotes his life to helping businesses and governments combat data thieves, cybervandals, and other malicious computer intruders. In The Art of Intrusion, Mitnick offers hair-raising stories of real-life computer break-ins, and shows how the victims could have prevented them.

The comprehensive go-to guide for building keyboard skillsBeing able to play a tune on the piano can bring you a lifetime of sheer aesthetic pleasure?and put you in serious demand at parties! Whatever your motivation for tinkling the ivories, the latest edition of Piano & Keyboard All-In-One For Dummies gives you the essentials you need both to build your playing skills and expand your knowledge of music theory, from deciding what keyboard suits you best to musing on the science of what makes music so emotionally compelling.This indispensable resource combines the best of Piano For Dummies, Keyboard For Dummies, Music Theory For Dummies, and Piano Exercises For Dummies and includes practice strategies, as well as access to streaming and downloadable audio to help guide your progress. In addition to becoming acquainted with the latest in music theory, you?ll learn to develop your sight-reading skills and performance techniques ?until you can reproduce pieces flawlessly on request!* Choose and care for your keyboard* Practice until perfect* Compose your own songs* Hook up to speakers, computers, and moreLearning to play the keys is a never-ending journey of new discoveries and joy, and there?s no better companion on your voyage than this friendly, erudite, and comprehensive guide. P.S. If you think this book seems familiar, you?re probably right. The Dummies team updated the cover and design to give the book a fresh feel, but the content is the same as the previous release of Piano and Keyboard AIO For Dummies (9781118837429). The book you see here shouldn?t be considered a new or updated product. But if you?re in the mood to learn something new, check out some of our other books. We?re always writing about new topics!

The must-have guide for getting sh*t done! " . . . .I live in a world where I have multiple choices of things to do every day, and sometimes the choices are so overwhelming that I do nothing. I admit it. On the other hand, I wrote this book, and you didn't. And then the obvious question is: if you have a list of 10 things to do, what do you actually do first? Answer is always THE MOST IMPORTANT THING (not the most urgent thing). I tend to focus on the panic deadline. When the panic is completed, I then have a bit of peace. In order to Get Sh*t Done, there must be intervals of peace. My fight--your fight: is for time and against time. Twenty-four hours--that's what you and I have in common. USE of time is how we differ. In these pages you will discover the BEST ways to invest your time into productive and profitable actions--have a blast, and feel GREAT about your achievements."--Jeffrey Gitomer Written for those who finds it hard to Get Sh*t Done, this book is designed to have a profound, life-changing effect on anyone who wants to adopt and implement the elements of greater productivity. New York Times bestselling author Jeffrey Gitomer explains why we are so often stymied by procrastination and reveals the strategies to achieve and profit more.

Incident response is critical for the active defense of any network, and incident responders need up-to-date, immediately applicable techniques with which to engage the adversary. Applied Incident Response details effective ways to respond to advanced attacks against local and remote network resources, providing proven response techniques and a framework through which to apply them. As a starting point for new incident handlers, or as a technical reference for hardened IR veterans, this book details the latest techniques for responding to threats against your network, including:* Preparing your environment for effective incident response* Leveraging MITRE ATT&CK and threat intelligence for active network defense* Local and remote triage of systems using PowerShell, WMIC, and open-source tools* Acquiring RAM and disk images locally and remotely* Analyzing RAM with Volatility and Rekall* Deep-dive forensic analysis of system drives using open-source or commercial tools* Leveraging Security Onion and Elastic Stack for network security monitoring* Techniques for log analysis and aggregating high-value logs* Static and dynamic analysis of malware with YARA rules, FLARE VM, and Cuckoo Sandbox* Detecting and responding to lateral movement techniques, including pass-the-hash, pass-the-ticket, Kerberoasting, malicious use of PowerShell, and many more* Effective threat hunting techniques* Adversary emulation with Atomic Red Team* Improving preventive and detective controls

Have you ever felt stuck with methods, tools and skills that do not match the increasing complexity you are part of? Would you like to work in new ways that strengthen thinking, communication and collaboration?Visual Collaboration introduces a new and innovative way of working and collaborating that will help you successfully manage complexity for yourself, your team, and your entire organization.The method of this book unlocks any team?s ability to collaborate in complex projects and processes. By using a systematic and proven approach to drawing and visualizing.Visual Collaboration is a unique visual business book that will enable you to develop visual languages to fit any scenario, create engaging and powerful questions to assist your visual process design and turn a white canvas into a visual template that can improve any meeting, project, or process.The core of the book - a practical and easy-to-follow method - THE FIVE BUILDING BLOCKS will most likely become your preferred way of working. The method is supported by plentiful examples, 4-color drawing, chapter summaries, and clearly defined learning objectives. Enjoyable and powerful, this book will help you:* Use visualization as a tool to explore opportunities and challenges* Translate complex concepts into easy-to-understand actions* Engage employees and team members with effective strategic processes* Incorporate drawing into your strategic organizational toolbox to strengthen communication and collaboration* Develop and apply powerful visual literacy skillsThe authors, internationally-recognized experts in strategy communication and visual facilitation, have helped incorporate visual collaboration into more than 500 organizations such as LEGO, IKEA, the Red Cross, the United Nations, and many others. This book is the must-have resource for you to follow their example.

Michael Bloomberg rose from middle-class Medford, Massachusetts to become a pioneer of the computer age, mayor of New York, one of the world's most generous philanthropists, and one of America's most respected--and fearless--voices on gun violence, climate change, public health, and other issues. And it all happened after he got fired at the age of 39.This is his story, told in his own words and in his own candid style.After working his way through college and graduating from Harvard Business School, Bloomberg landed on the bottom rung of a Wall Street firm and worked his way up to partner. But in 1981, he was forced out of the firm. With an idea for computerizing financial data, Bloomberg started his own company. And, since personal computers barely existed, he built his own. Specially designed for Wall Street traders and analysts, the Bloomberg Terminal revolutionized the world of finance. Under Bloomberg's leadership, his company grew rapidly, playing David to the Goliaths of finance and media--and making Bloomberg one of the world's wealthiest men.Bloomberg by Bloomberg offers an intimate look at the creative mind and driven personality behind the Bloomberg brand. He describes in vivid detail his early Wall Street career, both the victories and frustrations, including a personal account of what it was like to be fired and given $10 million on the same day.He combines personal stories with penetrating insights into business and technology, while also offering lessons from his unique approach to management. There is no one in business or politics quite like him--or who has had more success in both areas.

Harden the human firewall against the most current threatsSocial Engineering: The Science of Human Hacking reveals the craftier side of the hacker's repertoire--why hack into something when you could just ask for access? Undetectable by firewalls and antivirus software, social engineering relies on human fault to gain access to sensitive spaces; in this book, renowned expert Christopher Hadnagy explains the most commonly-used techniques that fool even the most robust security personnel, and shows you how these techniques have been used in the past. The way that we make decisions as humans affects everything from our emotions to our security. Hackers, since the beginning of time, have figured out ways to exploit that decision making process and get you to take an action not in your best interest. This new Second Edition has been updated with the most current methods used by sharing stories, examples, and scientific study behind how those decisions are exploited.Networks and systems can be hacked, but they can also be protected; when the "system" in question is a human being, there is no software to fall back on, no hardware upgrade, no code that can lock information down indefinitely. Human nature and emotion is the secret weapon of the malicious social engineering, and this book shows you how to recognize, predict, and prevent this type of manipulation by taking you inside the social engineer's bag of tricks.* Examine the most common social engineering tricks used to gain access* Discover which popular techniques generally don't work in the real world* Examine how our understanding of the science behind emotions and decisions can be used by social engineers* Learn how social engineering factors into some of the biggest recent headlines* Learn how to use these skills as a professional social engineer and secure your company* Adopt effective counter-measures to keep hackers at bayBy working from the social engineer's playbook, you gain the advantage of foresight that can help you protect yourself and others from even their best efforts. Social Engineering gives you the inside information you need to mount an unshakeable defense.

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession.Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES.Objections don't care or consider:* Who you are* What you sell* How you sell* If you are new to sales or a veteran* If your sales cycle is long or short - complex or transactionalFor as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs.Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount's Objections is a comprehensive and contemporary guide that engages your heart and mind.In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what's really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections.What you won't find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers' resistance.Instead, you'll learn a new psychology for turning-around objections and proven techniques that work with today's more informed, in control, and skeptical buyers. Inside the pages of Objections, you'll gain deep insight into:* How to get past the natural human fear of NO and become rejection proof* The science of resistance and why buyers throw out objections* Human influence frameworks that turn you into a master persuader* The key to avoiding embarrassing red herrings that derail sales calls* How to leverage the "Magical Quarter of a Second" to instantly gain control of your emotions when you get hit with difficult objections* Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation* How to easily skip past reflex responses on cold calls and when prospecting* How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle* The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale* Rapid Negotiation techniques that deliver better terms and higher pricesAs you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Update your thinking and avoid complacency with the 12 week yearAre you ready to change your life? This hands-on template for implementing advice from the game-changing book The 12 Week Year is a study guide that makes it easy for anyone to apply the 12 week year to their own lives. Instead of getting bogged down in annualized thinking that produces pitfalls and saps productivity, follow along with this guide to redefine your "year" to be just 12 weeks long. By doing so, you'll avoid complacency, begin to focus on what matters most, create better clarity, and develop a sense of urgency so that "now" is always the right time to act.Applicable to business growth, career goals, and life in general, the 12 week plan will help you improve in any--or every--area. By closing the "knowing-doing gap," you'll discover how to execute on what you already know and greatly expand the boundaries of your capabilities. Learn to:* Create your personal and business visions with step-by-step tips* Develop your own 12 week plan by applying what you know to what you do* Put over 10 years of field-tested content, exercises, and templates to work for you* Build a 12 week commitment and apply the system to your own life and businessTake back your life, improve your thinking, and advance your business or career by implementing real-world, hands-on methods in The 12 Week Year Study Guide.

"Mesmerizing & fascinating. " The Seattle Post-Intelligencer "The Freakonomics of big data. " Stein Kretsinger, founding executive of Advertising.

Research Shows Organizations That Focus on Employee Experience Far Outperform Those That Don'tRecently a new type of organization has emerged, one that focuses on employee experiences as a way to drive innovation, increase customer satisfaction, find and hire the best people, make work more engaging, and improve overall performance. The Employee Experience Advantage is the first book of its kind to tackle this emerging topic that is becoming the #1 priority for business leaders around the world. Although everyone talks about employee experience nobody has really been able to explain concretely what it is and how to go about designing for it...until now.How can organizations truly create a place where employees want to show up to work versus need to show up to work? For decades the business world has focused on measuring employee engagement meanwhile global engagement scores remain at an all time low despite all the surveys and institutes that been springing up tackle this problem. Clearly something is not working. Employee engagement has become the short-term adrenaline shot that organizations turn to when they need to increase their engagement scores. Instead, we have to focus on designing employee experiences which is the long term organizational design that leads to engaged employees. This is the only long-term solution. Organizations have been stuck focusing on the cause instead of the effect. The cause is employee experience; the effect is an engaged workforce.Backed by an extensive research project that looked at over 150 studies and articles, featured extensive interviews with over 150 executives, and analyzed over 250 global organizations, this book clearly breaks down the three environments that make up every single employee experience at every organization around the world and how to design for them. These are the cultural, technological, and physical environments. This book explores the attributes that organizations need to focus on in each one of these environments to create COOL spaces, ACE technology, and a CELEBRATED culture. Featuring exclusive case studies, unique frameworks, and never before seen research, The Employee Experience Advantage guides readers on a journey of creating a place where people actually want to show up to work.Readers will learn:* The trends shaping employee experience* How to evaluate their own employee experience using the Employee Experience Score* What the world's leading organizations are doing around employee experience* How to design for technology, culture, and physical spaces* The role people analytics place in employee experience* Frameworks for how to actually create employee experiences* The role of the gig economy* The future of employee experience* Nine types of organizations that focus on employee experience* And much more!There is no question that engaged employees perform better, aspire higher, and achieve more, but you can't create employee engagement without designing employee experiences first. It's time to rethink your strategy and implement a real-world framework that focuses on how to create an organization where people want to show up to work. The Employee Experience Advantage shows you how to do just that.

The definitive reference book with real-world solutions you won't find anywhere else The Big Book of Dashboards presents a comprehensive reference for those tasked with building or overseeing the development of business dashboards.

The definitive guide to private equity for investors and finance professionals.