"The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Most sales teams don't have the luxury of selling to "fresh" clients, who are looking for something new. Instead, they work in crowded, highly competitive environments, where winning means taking market share from their competitors, who in turn are working to take market share from them. As a salesperson working in these competitive conditions, how do you win a contract from your dream client when they seem satisfied with the service your competitor provides? Do you attempt to compete on features, superior customer service, or improved results? Anthony Iannarino argues that these days, none of those tactics will convince your prospect to make a switch. To displace your competition, you need to become your prospective client's trusted advisor, by creating tangible value f

"A collection of poems that explore childhood experiences--from the whimsical to the poignant--by Shannon Bramer, with magical art by Irene Luxbacher. Shannon Bramer's follow-up to her much-loved poetry book Climbing Shadows is a collection of poems that explore a range of childhood experiences. Many poems reveal what it feels like to be a child--to pretend and dream and play with abandon, as well as to hurt and regret and feel sorrowful. The poems are varied in form, and while some are simple and direct, others invite children to see the potential for play and discovery in words and language. In the opening poem a child welcomes their newborn sibling, while the last poem is a surreal lullaby. In between we find poems about a child who listens to a toad, who feels left out, who loves the beach, who must practice piano, who accidentally breaks their mother's favorite plate, who doesn't want to eat their lunch, whose pet budgies have died, who visits their father on weekends, and more. R