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Award-winning sales coach Jeff Shore shows sales professionals how to apply buyer psychology to personalize follow-ups, serve customers—and seal the deal faster. What does a sales professional do when the customer says, “Not yet”? Companies have invested thousands and even millions of dollars in CRM technology over the past decade, but frontline salespeople and sales executives alike are still groping for solutions. The problem of drift—a common phenomenon in which a prospect simply forgets about the product offering and goes dark—is persistent and rampant. Technology doesn’t change behavior on its own. Behavior is changed by adopting better habits. The fact is 44 percent of salespeople give up after one follow-up attempt. That sad reality presents a genuine opportunity. In Follow Up and Close the Sale, Jeff Shore offers research-based insights into the customer’s buying journey to teach sales professionals how to: • Create and maintain Emotional Altitude for the customer • Leverage speed as an advantage • Personalize follow-up to fulfill customer needs and provide value • Overcome the mental barriers that make follow-up a difficult task • Select the right follow-up method • Stay in touch without annoying the prospect • “Wake up” tired leads Better yet, this results-oriented book will make the follow-up process, one often dreaded as a grueling chore, to be genuinely enjoyable. Effective follow-up is relationship-based, service-driven, and emotionally positive. It’s about rituals and routines, rhythms and the right attitude. It’s about not quitting when others give up. Follow-up is what separates the good from the great.
Energetic Processes in Follow-Up Electrical Control Systems deals systematically with the fundamental energetic problems of the harmonic regime in follow-up electrical control systems. This book discusses the energetics of control systems under no-load conditions; loading by a static torque proportional to velocity; and loading by the static torque of dry friction. The effect of loading on the dynamic characteristics of follow-up control systems and choice of rational design parameters are also covered in this text, including specific points in the theory and energetics of the harmonic regime in follow-up electrical control systems. This publication is a useful reference to students and individuals who intend to gain extensive knowledge on the follow-up electrical control systems.
Owing to the alterations in visceral anatomy, many endoscopists, and especially trainees, experience difficulties when performing endoscopic surveys or procedures in patients who have previously undergone surgery to the digestive tract. In this richly illustrated book, an expert in the field provides a detailed overview of endoscopic follow-up of gastrointestinal (esophageal, gastric, and colorectal) anastomosis. Both normal appearances and pathological conditions involving complications are fully covered. The methodology, timing, protocols, and role of diagnostic endoscopy are first discussed. Endoscopic treatments for the resolution of different clinical problems related to recurrences, stenoses, dehiscences, and fistulas are then evaluated step by step with the aid of high-quality images. Regardless of level of experience, endoscopists and gastroenterologists will find Endoscopic Follow-up of Digestive Anastomosis to be an invaluable source of information and aid to treatment in this important area, which too often receives insufficiently detailed attention.
The first guide to identifying and assessing changes following urologic surgery—with follow-up protocols What is the normal appearance of a kidney after radio frequency ablation of a tumor and what does a local recurrence look like? How does the urine flow down the ureters after a trans-uretero-ureterostomy? What is the normal appearance of the urinary tract after a cystoplasty? Most clinicians would be hard-pressed to provide answers to such fundamental questions concerning post-surgical anatomy and physiology, and equally challenged to find evidence-based information on the subject. Most of the literature in radiology and urologic surgery is orientated towards diagnosis and disease management. Although this often includes complications and outcomes, the clinician is often in the dark as to the anatomical and physiological changes that follow successful treatment—especially in cases involving conservative or reconstructive surgery. To rectify this, the editors invited colleagues to share insights gleaned during their careers. The results are contained in Radiology and Follow-up of Urologic Surgery. Extremely well-illustrated throughout with color photographs and line drawings, Radiology and Follow-up of Urologic Surgery: Features sections devoted to each of the organs of the genito-urinary tract with chapters covering the major diseases and operations that are used to treat them Focuses on the “new normal” following surgery with an emphasis on the identification of normal changes versus complications Covers the radiologic changes and biochemical and histological findings which are found following reconstructions Offers guidelines for clinical and radiological follow up after urological surgery in some key areas Radiology and Follow-up of Urologic Surgery is essential reading for surgical residents in urology, as well as radiology residents specializing in urology. It also belongs on the reference shelves of urologists, urological surgeons, obstetric/gynecologic surgeons, and radiologists with an interest in the field, at whatever stage in their career.
Four patients who had received streptomycin sulfate in the treatment of Meniere's disease were evaluated in terms of the long-range effects of therapy and utilized as experimental subjects. The findings are reported in terms of a lack of return of their symptoms, and the effect of the drug on hearing, the semicircular canals, otolith organs, ataxia, and the Coriolis oculogyral illusion. An attempt was made to interpret the findings in terms of the etiology of idiopathic Meniere's disease, and the suggestion is made that it might represent a disturbance attributable to the secretory cells of the crista. (Author).