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• 10:33, 25 August 2020 Dirkjan talk contribs created page Directing (Created page with "In Situational Leadership the '''''Directive''''' leadership style is where the leader is in control, demonstrating what needs to be done. The follo...")
• 10:33, 25 August 2020 Dirkjan talk contribs created page Situational Leadership (Created page with "According to the creators at http://www.kenblanchard.com/Effective_Leadership_Solutions/One_to_One_Talent_Management/Management_Situational_Leadership_Training/|Ken Blanchar...")
• 10:33, 25 August 2020 Dirkjan talk contribs created page SITUATIONAL LEADERSHIP II (Created page with "=URL= http://www.slideshare.net/sherooo83/situational-leadership-ii =Description= Nice overview slidedeck explaining situational leadership basic concepts Category:situatio...")
• 10:33, 25 August 2020 Dirkjan talk contribs created page Supporting (Created page with "In Situational Leadership the '''''Supporting''''' leadership style is where the leader is highly supportive as well as low directive. The following...")
• 10:33, 25 August 2020 Dirkjan talk contribs created page Category:Template (Created page with "{{category}}")
• 10:33, 25 August 2020 Dirkjan talk contribs created page Development Plan Progress Template (Created page with "A simple way to track progress against development goals is this Development Plan Progress Template: {| class="wikitable" !Learning goal !Coaching style !Coach !Agreed action...")
• 10:33, 25 August 2020 Dirkjan talk contribs created page Category:Situationalleadership (Created page with "{{Category}}")
• 10:32, 25 August 2020 Dirkjan talk contribs created page World Customers (Created page with "In Selling the wheel '''''World customers''''' are the last group of customers to target during the Maturity phase of the Maturity phases...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Wizard (Created page with "In Selling the wheel hiring a '''''Wizard''''' is one of the different sales strategies a company can deploy. This sales strategy works best in the Fas...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Selling the wheel (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>><data>{"Author":"Jeff Cox","Title":"Seling the wheel","ReadingCompleted":true,"Rating":"****"}</data> <html>...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Relationship Customers (Created page with "In Selling the wheel '''''Relationship customers''''' are the third group of customers to target during the Incremental Growth pha...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Relationship Builder (Created page with "In Selling the wheel Attracting a '''''Relationship Builder''''' is one of the different sales strategies a company can deploy. This sales strategy works...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Progressive customers (Created page with "In Selling the wheel '''''Progressive customers''''' are the second group of customers to target during the Fast Growth phase of the Ma...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Maturity phases in a product's life cycle (Created page with "In Selling the wheel four phases in a product's life cycle are identified * Birth ("The wheel revolution") * Fast Growth ("The wheel advances") * Increm...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Incremental Growth (Created page with "In the four defined maturity phases in a product's life cycle the third phase is ''''Incremental Growth'''''. The technology becomes accepted by the majority of a potential ma...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Gateswingers (Created page with "In Selling the wheel '''''Gateswingers''''' are the first group of customers to target during the Birth phase of the Maturity phases in a pro...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Fast Growth (Created page with "In the four defined maturity phases in a product's life cycle the second phase is ''''Fast Growth'''''. As the technology advances, often in big jumps, features and options in...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Closer (Created page with "In Selling the wheel Attracting a '''''Closer''''' is one of the different sales strategies a company can deploy. This sales strategy works best in the [...")
• 10:32, 25 August 2020 Dirkjan talk contribs created page Captain and Crew (Created page with "In Selling the wheel '''''Captain and Crew''''' is one of the different sales strategies a company can deploy. =The Captain and his Crew= {| class="wiki...")
• 10:31, 25 August 2020 Dirkjan talk contribs created page Category:Selling the wheel (Created page with "{{category}}")
• 10:31, 25 August 2020 Dirkjan talk contribs created page Birth (Created page with "In the four defined maturity phases in a product's life cycle ''''Birth''''' is the first phase where the technology is new and revolutionary but primitive. Products are capab...")
• 10:31, 25 August 2020 Dirkjan talk contribs created page Category:Sellingthewheel (Created page with "{{Category}}")
• 10:31, 25 August 2020 Dirkjan talk contribs created page Scientists teleport Schrödinger's cat - ABC News (Australian ... (Created page with "=URL= http://www.abc.net.au/news/stories/2011/04/15/3192505.htm =Description= Category:science Category:bookmark Category:science")
• 10:31, 25 August 2020 Dirkjan talk contribs created page Category:Simulation (Created page with "{{category}}")
• 10:31, 25 August 2020 Dirkjan talk contribs created page Speeding up Science (Created page with "=URL= http://www.scientificcomputing.com/articles-HPC-Speeding-up-Science-111510.aspx =Description= Scientific simulations can tackle larger problems and produce more accurat...")
• 10:31, 25 August 2020 Dirkjan talk contribs created page Web interface defines new paradigm for life science data sharing (Created page with "=URL= http://www.nanowerk.com/news/newsid=21552.php =Description= Life science research depends crucially on the availability of informatics infrastructure for systematically...")
• 10:31, 25 August 2020 Dirkjan talk contribs created page "Spacetime has No Time Dimension" -- New Theory Claims that Time is Not the 4th Dimension (Created page with "=URL= http://www.dailygalaxy.com/my_weblog/2011/04/spacetime-has-no-time-dimension-new-theory-claims-that-time-is-not-the-4th-dimension.html =Description= Category:science...")
• 10:31, 25 August 2020 Dirkjan talk contribs created page HPC in the Cloud: Lessons from the Grid: An Interview with Argonne’s Kate Keahey (Created page with "=URL= http://www.hpcinthecloud.com/features/Lessons-from-the-Grid-An-Interview-with-Argonnes-Kate-Keahey-114597539.html?viewAll=y =Description= To understand the benefits and...")
• 10:31, 25 August 2020 Dirkjan talk contribs created page VisIt Visualization Tool (Created page with "=URL= https://wci.llnl.gov/codes/visit/ =Description= Category:science Category:3d Category:bookmark Category:data Category:opensource Category:sc...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Science Clouds (Created page with "=URL= http://www.scienceclouds.org/ =Description= Category:science Category:bookmark Category:cloud Category:computing Category:science Category:s...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Visual Meetings (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>><data>{"Author":"David Subbet","Title":"Visual Meetings","Rating":"***","ReadingCompleted":true}</data> <html>...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Value Objections (Created page with "Value objections emerge when the buyer raises doubt about thye value, worth or usefulness of the solution. In other words, to the buyer the problem does not warrant the cost (...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Upselling (Created page with "Upselling (sometimes 'up-selling') is a sales technique whereby a seller induces the customer to purchase more expensive items, upgrades, or other add-ons in an attempt to mak...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Category:Decision Making Unit (DMU) (Created page with "{{category}}")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Uncovering decision making criteria (Created page with "There are a few ways to uncover decision making criteria in the Decision Making Unit (DMU) By observation: * What has the customer talked about...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Trouble perceivers in the DMU (Created page with "In the Decision Making Unit (DMU) the different roles can perceive your offering in different ways. Perceivers of '''trouble''' believe your val...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page Transaction Cost Theory (Created page with "The transaction cost theory as it applies to sales incentives tells the following: {| class="wikitable" |Assumption |Market control mechanisms are more efficient than bureauc...")
• 10:30, 25 August 2020 Dirkjan talk contribs created page The very most basic things your company needs to know about sales (Created page with "Copied from and modified: http://blog.fogcreek.com/the-very-most-basic-things-your-company-needs-to-know-about-sales-part-1-of-4/ =When do you start sales?= If you’re a fou...")
• 10:29, 25 August 2020 Dirkjan talk contribs created page The value equation (Created page with "In Sales Stages the concept of the value equation denotes that tehre is a balance between the cost of a solution versus benefit: <html><img src = "/static/...")
• 10:29, 25 August 2020 Dirkjan talk contribs created page The rider and the elephant metaphor (Created page with "In the book, Switch: How to Change Things When Change Is Hard@mbi , Dan Heath and Chip Heath write about the Elephant and...")
• 10:29, 25 August 2020 Dirkjan talk contribs created page The contrast principle (Created page with "In human perception, ''''the contrast principle''''', that affects the way we see the difference between two things that are presented one after another. Simply put, if the se...")
• 10:29, 25 August 2020 Dirkjan talk contribs created page The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>><data>{"Author":"Neil Rackham","Title":"The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and R...")
• 10:29, 25 August 2020 Dirkjan talk contribs created page The Luncheon Technique (Created page with "The luncheon technique simply stands for an effort to persuade people over a meal. When they are eating (not before or after), present your ideas and make your persuasive stat...")
• 10:29, 25 August 2020 Dirkjan talk contribs created page Category:Influence, the psychology of persuasian (Created page with "{{category}}")
• 10:29, 25 August 2020 Dirkjan talk contribs created page The ICE system (Created page with "The acronyme ICE stands for ''I''dentify, ''C''larify and ''E''xtend: # '''Identify Explicit Needs''' ## The goal is to identify if an explicit need really exists, examples: #...")
• 10:29, 25 August 2020 Dirkjan talk contribs created page The Back of the Napkin (Created page with "<<formTiddler <missing '>>'>NewBookTemplate>> <html> <iframe src="http://rcm.amazon.com/e/cm?t=httptiddlyweb-20&o=1&p=8&l=as1&asins=1591843065&ref=tf_til&f...")
• 10:28, 25 August 2020 Dirkjan talk contribs created page The "Rejection then retreat" variant of reciprocity (Created page with "There is a second way to employ the reciprocity rule to get someone to comply with a request. The author of the book gives an example of a boy scout thatintroduced himself and...")
• 10:28, 25 August 2020 Dirkjan talk contribs created page Category:Reciprocity (Created page with "{{category}}")
• 10:28, 25 August 2020 Dirkjan talk contribs created page The "Large then smaller" variant of reciprocity (Created page with "The large then smaller variant of the rule of Reciprocity exploits the fact that people are inclined to honor you a favor when they just declined another favor...")
• 10:28, 25 August 2020 Dirkjan talk contribs created page Social proof (Created page with "The principle of social proof says: ''''The greater the number of people who find any idea correct, the more the idea will be correct.''''' . Social proof works best when the...")

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