Tim Young – författare

Align your selling methods with theirbuying habits for a win-win relationship!

“The digital age has dramatically changed the selling profession.John Holland and Tim Young will bring you up to date on their newrules for a customer-centric approach.”—Al Ries, bestselling coauthor, War in the Boardroom

Since its founding in 2002, CustomerCentric Selling, one of the world’s leadingsales training firms, has dramatically changedhow selling is viewed—from simply promotinga product to empowering customers toachieve goals or solve problems through the useof offerings.

Today, buyers don’t want salespeople tellingthem what they want or need; they’ve alreadygone online and informed themselves—whichmakes the job of selling more difficult than ever.

So how do you reestablish the relevance youpreviously took for granted? How, in the worldof Web 2.0, can you develop long-term relationshipswith customers and maintain yourcompetitive advantage? You must stop focusingsquarely on the selling cycle—and pay closerattention to the buying cycle. In other words,learn how customers want to buy and align yourselling techniques accordingly.

In Rethinking the Sales Cycle, two leaders fromCustomerCentric Selling provide the latestresearch into the buying cycle. They present astep-by-step model that helps you seize marketshare and hold it by understanding the five stagesof the buying cycle. Learn how to:

When it comes to the buying cycle, today’s customerswant control. You can give it to themwhen you have a selling strategy aligned withtheir behavior. It’s the best and perhaps only wayto succeed in today’s ultra-competitive world.

Rethinking the Sales Cycle gives you unprecedentedinsight into the mindset, emotions, andbehaviors of buyers. Armed with this information,you will find the solutions you need to leadyour organization to new heights of success.

Align your selling methods with their buying habits for a win-win relationship!

“The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.”—Al Ries, bestselling coauthor, War in the Boardroom

Since its founding in 2002, CustomerCentric Selling, one of the world’s leading sales training firms, has dramatically changed how selling is viewed—from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings.

Today, buyers don’t want salespeople telling them what they want or need; they’ve already gone online and informed themselves—which makes the job of selling more difficult than ever.

So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle—and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly.

In Rethinking the Sales Cycle, two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to:

When it comes to the buying cycle, today’s customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It’s the best and perhaps only way to succeed in today’s ultra-competitive world.

Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.

Widely regarded as the leading authority on voyage charters, this book is the most comprehensive and intellectually-rigorous analysis of the area, is regularly cited in court and by arbitrators, and is the go-to guide for drafting and disputing charterparty contracts.

Voyage Charters provides the reader with a clause-by-clause analysis of the two major charterparty forms: the Gencon standard charterparty contract and the Asbatankvoy form. It also delivers thorough treatment of COGSA and the Hague and Hague-Visby Rules, a comparative analysis of English and United States law, and a detailed section on arbitration awards.

This book is an indispensable, practical guide for both contentious and non-contentious shipping law practitioners, and postgraduate students studying this area of law.

Widely regarded as the leading authority on voyage charters, this book is the most comprehensive and intellectually-rigorous analysis of the area, is regularly cited in court and by arbitrators, and is the go-to guide for drafting and disputing charterparty contracts.

Voyage Charters provides the reader with a clause-by-clause analysis of the two major charterparty forms: the Gencon standard charterparty contract and the Asbatankvoy form. It also delivers thorough treatment of COGSA and the Hague and Hague-Visby Rules, a comparative analysis of English and United States law, and a detailed section on arbitration awards.

This book is an indispensable, practical guide for both contentious and non-contentious shipping law practitioners, and postgraduate students studying this area of law.

Cardiovascular and metabolic diseases remain the number one cause of death in developed countries and their prevalence is increasing rapidly in developing nations. This book brings together the recent information on these disorders and the links that exist between them in order to provide a complete picture of drug discovery for these conditions. The main three sections comprehensively discuss obesity, hypertension and cardiovascular disease, and diabetes in turn, following an introduction to the molecular links between them. The final chapter provides perspectives on future directions of the field. Chapters are contributed by leaders in the field from academia and industry and cover biomarkers, risk factors, gene-environment interactions, therapies and the various types of animal models that have been used to study each disease. Case studies describing the implementation of animal models in drug development further enhance the book’s usefulness as a comprehensive guide to this important therapeutic area.Providing a full picture of the various types of animal models that have been used to study obesity, hypertension, and insulin resistance with recent case studies, this book provides a valuable resource for medicinal chemists and clinicians working in these disease areas.

Cardiovascular and metabolic diseases remain the number one cause of death in developed countries and their prevalence is increasing rapidly in developing nations. This book brings together the recent information on these disorders and the links that exist between them in order to provide a complete picture of drug discovery for these conditions. The main three sections comprehensively discuss obesity, hypertension and cardiovascular disease, and diabetes in turn, following an introduction to the molecular links between them. The final chapter provides perspectives on future directions of the field. Chapters are contributed by leaders in the field from academia and industry and cover biomarkers, risk factors, gene-environment interactions, therapies and the various types of animal models that have been used to study each disease. Case studies describing the implementation of animal models in drug development further enhance the book’s usefulness as a comprehensive guide to this important therapeutic area.Providing a full picture of the various types of animal models that have been used to study obesity, hypertension, and insulin resistance with recent case studies, this book provides a valuable resource for medicinal chemists and clinicians working in these disease areas.