Win more deals with the perfect sales story! 
“Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” ―Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” ―Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” ―Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” ―Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” ―Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition―or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story―the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. 
Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to:
<ul>
<li>Differentiate yourself from the competition by finding your “Value Wedge” </li>
<li>Avoid parity in your value propositions by creating “Power Positions” </li>
<li>Create a message that can literally double the number of deals you close </li>
<li>Spike customer attention and create “Wow” in your conversations </li>
<li>Prove all your claims without resorting to lists of boring facts and statistics</li>
</ul>
Your competitors are out there telling their own corporate story―a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.

Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals

Business & Money

Peterson, Erik

Riesterer, Tim

Marketing & Sales

McGraw=Hill

Conversations That Win the Complex Sale: Using Power Messaging to Create More Opportunities, Differentiate your Solutions, and Close More Deals by Erik Peterson Tim Riesterer(2011-04-04)

McGraw–Hill Education

Theological Tractates (Cultural Memory in the Present)

The essays in Theological Tractates were published between 1925 and 1937, during which time Erik Peterson converted from Protestantism to Roman Catholicism. They deal with a range of theological topics―from the thought of Protestant theologian Karl Barth, to liturgy, the Church in the New Testament, Christianity and Judaism, angels, martyrdom, and mysticism. Among them is Peterson's landmark essay on ancient "political theology," "Monotheism as a Political Problem," which shows how ancient writers―pagans, Jews, and Christians―justified earthly monarchy by its parallel with the monotheistic belief in one divinity in heaven. Peterson asserted that such a political theology was incompatible with Christianity, a thesis that became a reference point for modern political theology.

Religion & Spirituality

Christian Books & Bibles

Stanford University Press

As the 2008 presidential race dominates political discussion and media coverage worldwide, thousands of lesser-known local contests are being hard-fought in our neighborhoods, cities, and states. Winning Your Election the Wellstone Way is based on the work of Wellstone Action, a leading-edge progressive training center that has instructed thousands of political activists, campaign managers, and volunteers, of whom more than two hundred have gone on to run for office and win. Jeff Blodgett and Bill Lofy analyze the crucial lessons learned from many successful (and several losing) campaigns and demystifies what it takes to run for—and win—a political seat. This companion guide to Politics the Wellstone Way, the best-selling introduction to political action, features the in-depth knowledge that campaigns need to take energy and engagement to the next level—getting elected. With detailed and informative examples from progressive campaigns at every level throughout the United States, Winning Your Election the Wellstone Way combines grassroots organizing with political strategy, articulating a bold populist agenda. If you have ever considered volunteering for a political candidate, working for a campaign, or even running for public office yourself, Winning Your Election the Wellstone Way is the key resource you need to devise a sophisticated, progressive, and successful strategy and, ultimately, affect people’s lives for the better.

Winning Your Election the Wellstone Way: A Comprehensive Guide for Candidates and Campaign Workers

Politics & Social Sciences

Lofy, Bill

Goldfarb, Ben

Blodgett, Jeff

Politics & Government

Univ. of Minnesota Press

As scientists debated the nature of life in the nineteenth century, two theories predominated: vitalism, which suggested that living things contained a “vital spark,” and mechanism, the idea that animals and humans differed from nonliving things only in their degree of complexity. Erik Peterson tells the forgotten story of the pursuit of a “third way’ in biology, known by many names, including “the organic philosophy,” which gave rise to C. H. Waddington’s work in the subfield of epigenetics: an alternative to standard genetics and evolutionary biology that captured the attention of notable scientists from Francis Crick to Stephen Jay Gould. The Life Organic chronicles the influential biologists, mathematicians, philosophers, and biochemists from both sides of the Atlantic who formed Joseph Needham’s Theoretical Biology Club, defined and refined “third way” thinking through the 1930s, and laid the groundwork for some of the most cutting-edge achievements in biology today. By tracing the persistence of organicism into the twenty-first century, this book also raises significant questions about how we should model the development of the discipline of biology going forward.

The Life Organic: The Theoretical Biology Club and the Roots of Epigenetics

Science & Math

History & Philosophy

University of Pittsburgh Press

Written by Erik Peterson and illustrated by Mina Sanwald, "The Dragon and the Princess" shares the joy of friendship as readers count from 1 to 10 and back down again. With fun-filled illustrations and memorable text, it will be a book that gets read over and over again.

The Dragon and the Princess

Education & Teaching

Schools & Teaching

Brothers Uber, The

Counting from 1 to 10 and back down again becomes more magical as children search and count the objects within the story of a dragon family and princess. Written by Erik Peterson and illustrated by Mina Sanwald, "The Dragon and the Princess" shares the joy of friendship as readers count from 1 to 10 and back down again. With fun-filled illustrations and memorable text, it will be a book that gets read over and over again.

Children's Books

Science Fiction & Fantasy

Brothers Uber

Proven customer engagement approaches for winning in the most important moments driving profitability and growth―customer retention and expansion 
Industry analysts report that up 70- 80% of business growth comes from existing customers. 
So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits all approach to acquisition as you do for expansions?
The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.

The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

Global Tectonics presents the revolutions that will shape the future of every facet of society and business. Aging trends, natural resource issues, dramatic advancements in technology, terrorism and immigration will have so dramatic an impact that no one involved in strategy should miss this compelling analysis. Worldwide, CEOs and senior managers need to prepare their industries for global tectonics. Business executives easily and often overlook such gradual developments — that is, until a major quake shakes their corporate foundations. Global Tectonics: What Every Business Needs To Know identifies thirteen global trends that will present the most formidable challenges to world business leaders in the next thirty years. Whether these tectonic shifts put industries through minor tremors or major earthquakes depends on how businesses have prepared for imminent change.

Global Tectonics: What Every Business Needs To Know — Revisited

Ghadar, Fariborz

CreateSpace Independent Publishing Platform

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Books by Peterson, Erik