WorldCat Identities

Doerr, John E.

Overview
Works: 34 works in 76 publications in 4 languages and 1,081 library holdings
Genres: History  Rules 
Roles: Contributor, Composer
Classifications: HD9980.5, 658.85
Publication Timeline
Key
Publications about  John E Doerr Publications about John E Doerr
Publications by  John E Doerr Publications by John E Doerr
Most widely held works about John E Doerr
 
Most widely held works by John E Doerr
Professional services marketing : how the best firms build premier brands, thriving lead generation engines, and cultures of business development success by Mike Schultz ( Book )
23 editions published between 2009 and 2013 in English and held by 383 WorldCat member libraries worldwide
"Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry." -- from publisher's website
Rainmaking conversations : influence, persuade, and sell in any situation by Mike Schultz ( Book )
9 editions published between 2011 and 2013 in English and held by 289 WorldCat member libraries worldwide
"Master the conversations that can make or break everything in complex sales Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust. Rainmaking Conversations is the first book to offer a research-based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you'll make every client contact you have count towards developing sustainable sales success. Build rapport and trust from the first handshake Learn the 7 keys for leading successful business development conversations Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal Speed up the sales cycle Lead conversations that persuade and influence the prospect to choose you Rainmaking Conversations walks you through RAIN SellingSM-a world-class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance."--
Insight selling : surprising research on what sales winners do differently by Mike Schultz ( )
4 editions published in 2014 in English and held by 114 WorldCat member libraries worldwide
"What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller--the insight seller--is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read"--
Rainmaking conversations influence, persuade, and sell in any situation by Mike Schultz ( Recording )
8 editions published in 2011 in English and held by 52 WorldCat member libraries worldwide
"Master the conversations that can make or break everything in complex sales Every conversation presents opportunity to find new opportunities, win new customers, and increase sales. Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust. Rainmaking Conversations is the first book to offer a research-based selling approach that can help you master the art of the sales conversation. From start to finish of each conversation, you'll make every client contact you have count towards developing sustainable sales success. Build rapport and trust from the first handshake Learn the 7 keys for leading successful business development conversations Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal Speed up the sales cycle Lead conversations that persuade and influence the prospect to choose you Rainmaking Conversations walks you through RAIN SellingSM-a world-class sales methodology that has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance."--
Connecting the suits ( Visual )
1 edition published in 1998 in English and held by 47 WorldCat member libraries worldwide
Part two of a three-part series in which Bob Cringely, a self-proclaimed nerd and industry gossip columnist, leads viewers in an examination of the exciting industry known as the Internet. This episode deals with the advent of personal computers and the need to develop them into a network, and with the person who was the first to do that, Bob Metcalfe, founder of 3Com. Following shortly after a number of other companies, including Sun Systems, Novell, Microsoft, and Cisco entered the picture, and a volatile competitive market was created
Nerds 2.0.1 a brief history of the Internet ( Visual )
1 edition published in 1998 in English and held by 44 WorldCat member libraries worldwide
A three part series examining the ins and outs of one of the most volatile industries: the Internet. This first episode examines how the seeds of the Internet were planted by Sputnik. In a reaction to Russia's leap ahead in technology, the Pentagon developed a new agency called ARPA. ARPAnet was created to connect computer researchers at universities across the nation. In nine months flat, the technology was invented, built and installed
Nerds 2.0.1 a brief history of the Internet ( Visual )
1 edition published in 1998 in English and held by 41 WorldCat member libraries worldwide
A three part series examining the ins and outs of one of the most volatile industries: the Internet. In this final episode we visit Excite, a typical Silicon Valley entrepreneurial adventure. Then we unlock the making of the World Wide Web, created by Tim Berners-Lee in Geneva, who made "http://www" the star it is today. While the World Wide Web was making the Internet available to more people, it still wasn't a friendly experience. Netscape and Microsoft changed all that so the Internet has become a 24-hour a day medium where people can do business, chat and go shopping
A lamp in the dark the untold history of the Bible ( Visual )
1 edition published in 2009 in English and held by 23 WorldCat member libraries worldwide
A Lamp in the Dark is an exciting new documentary that unfolds the fascinating "untold" history of the Bible, revealing critical information often overlooked in modern histories. Enter into a world of saints and martyrs battling against spies, assassins and wolves in sheep's clothing. Throughout the Middle Ages, the Papal Inquisition forbade biblical translation, threatening imprisonment and death to those who disobeyed. Learn the stories of valiant warriors of the faith, such as John Wycliffe, William Tyndale, Martin Luther, the ancient Waldenses, Albigenses and others who hazarded their lives for the sake of sharing the Gospel light with a world drowning in darkness. Once the common people were able to read the Bible, the world was turned upside down through the Protestant Reformation. The Reformers subdued whole kingdoms by preaching the grace of God, and exposing the unbiblical doctrines of Rome. In response, the Vatican would launch a Counter Reformation to destroy the work of the Reformers, including the bibles they produced. - Publisher
The trees of the Kilauea-Mauna Loa section, Hawaii National Park by Samuel H Lamb ( Book )
1 edition published in 1936 in English and held by 12 WorldCat member libraries worldwide
San Juan Island National Historical Park : a proposal (Pig War National Monument) San Juan Island, Washington by United States ( Book )
1 edition published in 1964 in English and held by 8 WorldCat member libraries worldwide
Zero gravity : il venture capital per investire in Internet : dagli start-up agli IPO by Steve Harmon ( Book )
1 edition published in 2000 in Italian and held by 6 WorldCat member libraries worldwide
Where does the time go? by Maria Grasso ( Visual )
1 edition published in 1986 in English and held by 5 WorldCat member libraries worldwide
The film "presents the classic concepts of time management as they apply to supervisory personnel whose priorities change often, who have no office or office door to close, who have no one to delegate to, who have no secretary to answer their telephones, and who are responsible and accountable to just about everyone for just about everything."--Intro, film leader's guide
Tares among the wheat the untold history of the Bible continues ( Visual )
1 edition published in 2012 in English and held by 5 WorldCat member libraries worldwide
Tares Among the Wheat will likely challenge what most scholars believe about Bible history, and the origins of modern Textual Criticism. In the 19th century, a revolution in biblical scholarship was prompted by the publication of a never-before-seen manuscript called Codex Sinaiticus. The work was allegedly "discovered" by a German scholar named Constantine von Tischendorf, who declared it to be the oldest Bible ever found. Tischendorf said he found the work in a rubbish basket at an ancient monastery in Egypt. While many in the academic world did not fully believe his story. they were willing to accept his claims about the antiquity of the codex. Yet shortly after his discovery was published, a renowned Greek paleographer named Constantine Simonides came forward and declared that the manuscript was no ancient text at all, but had been created by him in 1840. The controversy surrounding these events is perhaps the most incredible untold chapter in Bible history." -- Container
Nerds 2.0.1 a brief history of the Internet ( Visual )
1 edition published in 1998 in English and held by 4 WorldCat member libraries worldwide
A three part series examining the ins and outs of one of the most volatile industries: the Internet. This second episode examines the advent of the PC and the need to connect them all to a network. But first someone had to figure out how to do it. That guy was Bob Metcalfe, founder of 3Com. As the market for networking evolved the battle began in earnest; 3Com, Sun, Novell, Cisco and Microsoft entered the market creating a civil war and billion-dollar partnerships
Deszcz pieniędzy : model RAIN czyli skuteczne rozmowy sprzedażowe by Mike Schultz ( Book )
1 edition published in 2012 in Polish and held by 2 WorldCat member libraries worldwide
Match racing : the tactics and rules of match race sailing for competitors, umpires, judges, and race committees by Bryan Willis ( Book )
2 editions published in 1993 in English and held by 2 WorldCat member libraries worldwide
Rainmaking conversations : influence, persuade, and sell in any situation by Mike Schultz ( )
1 edition published in 2011 in English and held by 2 WorldCat member libraries worldwide
Zhuan ye fu wu ying xiao : Shi jie ding ji fu wu xing gong si de cheng gong zhi dao by Mike Schultz ( Book )
1 edition published in 2010 in Chinese and held by 2 WorldCat member libraries worldwide
Outline of events in the history of the Modoc War by John E Doerr ( Book )
2 editions published in 1937 in English and held by 2 WorldCat member libraries worldwide
History of the emigrant trains that went through the South Emigrant Trail in northeastern California, massacres by the Modoc Indians, retaliation by the emigrants, attempts to move the Modocs to reservations, the war with Captain Jack and his treachery during a peace conference, and the capture and execution of Captain Jack and other Modoc leaders
 
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Audience level: 0.30 (from 0.00 for Zero gravi ... to 1.00 for Venture Ca ...)
Alternative Names
Doerr, John.
Languages
English (64)
Chinese (1)
Polish (1)
Italian (1)
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