This is a book that addresses counterproductive behaviors in sales and the means by which to identify them and overcome them. It details a five step process that will increase the probability of realizing a sale based on the customer's real needs.

This is a book that addresses counterproductive behaviors in sales and the means by which to identify them and overcome them. It details a five step process that will increase the probability of realizing a sale based on the customer's real needs.

The lifeblood of your business is a constant flow of new accounts. . .no matter how much repeat business you get from loyal customers. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results. In New Sales. Simplified., you will learn how to: Identify a strategic list of genuine prospects Draft a compelling, customer focused “sales story” Perfect the proactive telephone call to get face to face with more prospects Use email, voicemail, and social media to your advantage Prepare for and structure a winning sales call Make time in your calendar for business development activities New Sales. Simplified. is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust. This book will help you choose the right targets and build a winning plan to pursue them. Named by Hubpot as a Top 20 Sales Book of All Time, this easy-to-follow guide will remove the mystery surrounding prospecting and have you ramping up for new business.

Enthusiasm in “going paleo” continues to grow as more people embrace the diet our ancestors thrived on. However, choosing paleo is more than just a diet—it’s a lifestyle. And this is more than just a cookbook. In The Paleo Journey, Simone McGrath will teach you about various lifestyle components, such as the hard facts about the diet, what’s taboo, and what’s up for debate. It highlights the many benefits of the paleo lifestyle and addresses exercise, dining out, and stress factors, to name a few. There are more than eighty original recipes, including: • Spinach and ’shroom soufflé • Coconut crab cakes • Pistachio pork • Spicy roasted veggie chips • Caramel crunch bites • And so many more! Also contained in this book is a fourteen-day eating plan as well as many tasty and nutritious sections on breakfast, lunch, dinner, salads, sides, desserts as well as snacks and smoothies. It’s a complete go-to guide for anyone interested in the paleo lifestyle. Skyhorse Publishing, along with our Good Books and Arcade imprints, is proud to publish a broad range of cookbooks, including books on juicing, grilling, baking, frying, home brewing and winemaking, slow cookers, and cast iron cooking. We’ve been successful with books on gluten-free cooking, vegetarian and vegan cooking, paleo, raw foods, and more. Our list includes French cooking, Swedish cooking, Austrian and German cooking, Cajun cooking, as well as books on jerky, canning and preserving, peanut butter, meatballs, oil and vinegar, bone broth, and more. While not every title we publish becomes a New York Times bestseller or a national bestseller, we are committed to books on subjects that are sometimes overlooked and to authors whose work might not otherwise find a home.

Set in the early eighteen hundreds in the wild desert wilderness of New Mexico Territory, Journey follows the lives of three distinctly different characters whose destinies are one: Journey, a fiercely independent, sixteen-year-old of mysterious origins; Reuben Moon, the stoic half Mexican, half Apache hunter who raises her; and Esau Burdock, a brutal, pragmatic, and wealthy slave trader. The story opens on a November night in 1833, the sky on fire with meteors, each character alone, experiencing the storm. The narrative then delves into their individual histories. But Journey, Reuben, and Esau’s stories soon collide in the summer of 1834 when Esau holds a rendezvous of horse racing and trading. Despite being only sixteen, and a girl at that, Journey joins the race. She doesn’t win, but she’s caught the attention of Esau. A year later, a mountain lion is terrorizing the area and Esau comes across Journey and Reuben in the desert as he hunts for it. Journey has tamed a wild colt. The lion had killed its mother then attacked the colt, but Journey rescues it and nurses it back to health. Esau claims the colt is his by the law of the land. Journey refuses to give him up and so Esau threatens to hang her on the spot. Instead, they make a deal: Journey can work at Esau’s stables for six months to earn the horse. And so she does. All the while the mountain lion continues to kill and Esau broods. He is a successful man, but he is a lonely one too, haunted by the death of his first slave and lover, Livy, and by their daughter Lilly Rose, both of whom betrayed him and are now dead. The story comes to a fever pitch when Esau spots a necklace Journey has worn her whole life, given to her by her mother, a necklace once worn by Esau’s dead daughter, Lily Rose. From there, the story races to an end, as Esau, Journey, and Reuben are tested in ways they never dreamed imaginable. Brimming with action and panoramic in scope, in Journey Foreman provides a breathtaking narrative with a heroine you’ll never forget.

“While floating down on the ice-floe, in the midst of dirt and darkness, hungry and cold… I wondered at myself that I could have learned, in a few short months, to have eaten such things, and submitted to such practices, as but few civilized persons have ever been called to endure.” In June of 1871, navigator George E. Tyson and the Polaris sailed forth from New York to pursue an American dream—to be the first expedition to explore the icy waters of the North Pole. Led by Captain Hall, veteran Arctic explorer, and funded with a $50,000 grant from the U.S. Congress, it seemed the Polaris would not fail. But the voyage was doomed from the start: impassable ice-floes, a crew that couldn’t get along, and eventually the poisoning and untimely death of Captain Hall. Finally, as winter approached, Tyson and half the crew found themselves stranded on the Arctic ice, incapable of reconnecting with their ship. They would not be rescued for six months. Through Tyson’s detailed notes and a journal written upon the ice, Journey to the Arctic tells the harrowing tale of survival, slow starvation, and of men turned wild in frigid climes. This definitive edition includes original engravings of the explorers and their findings, charts and maps of their journey, and a new introduction by famed adventure essayist and Arctic exploration expert Peter Stark.

With a career record of 420-273 and an MSU mark of 340-220 Jud Heathcote has more than stood the test of time and at retirement was the fifth-winningest coach in the Big Ten History. He directed the Spartan program to the 1979 NCAA Championship, three Big Ten titles, and seven of the Spartans' 20-win seasons.

In an era when segregation thrived and Jim Crow reigned supreme, adventurer Matthew A. Henson defied racial stereotypes. During his teenage years, Henson sailed on vessels that journeyed across the globe, and it is those experiences that caught the attention of famed arctic explorer Matthew Peary. Operating as Peary’s “first man” on six expeditions that spanned over a quarter of century, Henson was an essential member of all of Peary’s most famous expeditions. His unparalleled skills as a craftsman and his mastery of the dialects of native Northern peoples, Henson was indispensable to the success of these missions. Of all voyages which Henson and Peary undertook, none is more groundbreaking then their 1909 journey to Greenland, and onto the previously impenetrable North Pole. Together with a small team of four native Intuits, Henson and Peary became the first team to ever reach the geographic North Pole, forever cementing their place as two of the greatest Arctic explorers of all time. In 1937, the Explorer’s Club honored that achievement, inducting Henson as their first ever African-American member. In 1912, Henson chronicled his recollections of this historic journey in a memoir originally entitled A Negro Explorer at the North Pole. Now reissued as First to the North Pole, this edition of Henson’s memoir features a new foreword by Explorer Club president Ted Janulis, emphasizing the importance of Henson’s historic achievements. Skyhorse Publishing, along with our Arcade, Good Books, Sports Publishing, and Yucca imprints, is proud to publish a broad range of biographies, autobiographies, and memoirs. Our list includes biographies on well-known historical figures like Benjamin Franklin, Nelson Mandela, and Alexander Graham Bell, as well as villains from history, such as Heinrich Himmler, John Wayne Gacy, and O. J. Simpson. We have also published survivor stories of World War II, memoirs about overcoming adversity, first-hand tales of adventure, and much more. While not every title we publish becomes a New York Times bestseller or a national bestseller, we are committed to books on subjects that are sometimes overlooked and to authors whose work might not otherwise find a home.

“And I tell you, if you have the desire for knowledge and the power to give it physical expression, go out and explore,” wrote Apsley Cherry-Garrard in the opening chapters of his now classic exploration narrative, The Worst Journey in the World. The incredible tale that he tells is of the fated last voyage of Captain Robert Scott and his crew to the outermost reaches of the South Pole on the Terra Nova. Chronicling the journey of the Terra Nova from England in 1910 to New Zealand in 1913, The Worst Journey in the World vividly describes the entirety of Scott’s harrowing and tragic final expedition. Driven by a lust to investigate the untold scientific knowledge contained within the South Pole, these courageous pioneers embarked on a journey into previously unexplored territory, subjecting themselves to the ultimate physical and mental limits as they traveled the massive expanses of the icy tundra. Cherry-Garrard was a key member of the Terra Nova crew that, in addition to the desire to uncover scientific data, desperately sought to be the first Europeans to reach the South Pole. But the expedition was thwarted at every turn by punishing weather, extreme bad luck, and the intense physical and mental decline of the crew on the final stages of their journey. Confronted by the shattering knowledge that rival explorer Roald Amundsen had reached the South Pole only a few weeks before them, Scott’s team then had to negotiate the last stage of their voyage, a doomed attempt which has no equal in peril, disaster, and tragedy. Skyhorse Publishing, as well as our Arcade imprint, are proud to publish a broad range of books for readers interested in history--books about World War II, the Third Reich, Hitler and his henchmen, the JFK assassination, conspiracies, the American Civil War, the American Revolution, gladiators, Vikings, ancient Rome, medieval times, the old West, and much more. While not every title we publish becomes a New York Times bestseller or a national bestseller, we are committed to books on subjects that are sometimes overlooked and to authors whose work might not otherwise find a home.