Synopses & Reviews
The full-color, practical guide to designing sustainable residential landscapes and small-scale sites"Going green" is no longer a choice; it's a necessity. Developed landscapes have played a significant role in exacerbating the environmental and social problems that threaten humanity; however, they can also be part of the solution. Designing the Sustainable Site: Integrated Design Strategies for Small-Scale Sites and Residential Landscapes gives site designers and landscape architects the tools and information they need to become a driving force in the quest for sustainability.
Advocating a regenerative design approach in which built landscapes sustain and restore vital ecological functions, this book guides readers through a design process for new and redeveloped sites that not only minimizes damage to the environment but also actively helps to repair it. Designing the Sustainable Site:
Assists designers in identifying and incorporating sustainable practices that have the greatest positive impact on both the project and the surrounding community, within a regional context
Uses photographs, sketches, and case studies to provide a comprehensive look at successful green landscape design
Illustrates how sustainable practices are relevant and applicable to projects of any size or budget
Demonstrates how built environments can protect and restore ecosystem services
Explains the multiple and far-reaching benefits that sustainable design solutions can provide
Assists project teams in fulfilling credit requirements of green building assessment tools, such as LEED, BREEAM, or SITES
With attention to six global environmental challenges—including air pollution, urban flooding and water pollution, water shortages, invasive species, and loss of biodiversity—along with guidance on how to meet these challenges, Designing the Sustainable Site is a practical design manual for sustainable alternatives to small-scale site and residential landscape design.
Review
"Venhaus's book is carefully organized and offers clear, concise guidance on how to deal with sites in ways that uphold both livability and ecological functions. Designing the Sustainable Site ranges from big-picture explanations of current ecological thinking to detailed techniques that can be applied at the level of the individual site." (Better! Cities & Towns, September 2012)
Synopsis
Here is a design manual for those interested in gaining the knowledge and skills necessary for achieving sustainability in residential settings. The book introduces the concept of regenerative design whereby built landscapes sustain and restore vital ecological functions. It guides readers through a design process relevant to new or retrofit residential landscapes that not only minimizes environmental damage, but help repair it. Photos, sketches and case studies from built projects illustrate concepts and practices. The text offers an excellent tool for a wide range of professionals involved in the residential landscape industry.
Synopsis
The Ultimate Guide to Sales Training is the go-to reference for sales managers, sales trainers, sales coaches, and sales consultants who want to increase a sales force's productivity by using these proven techniques:
Building Mental Flexibility
Anchoring Concepts for Easy Recall
Encouraging Behavioral Change
Covering a wide range of topics, The Ultimate Guide to Sales Training shows how to develop a selling system, prospect effectively, and qualify and disqualify prospects. The book also covers information on using power questioning techniques, handling objections, and includes solution selling guidelines and ideas for creating and delivering potent presentation practices. In addition, the author covers such hot topics as managing reps attitudes and how to close the sale. He also includes suggestions for overcoming buyer resistance and making change occur as well as getting beyond barriers that block decision-makers, and much, much more.
Praise for The Ultimate Sales Training Handbook
"This book should be on the desk of every sales manager and sales trainer. Dan Seidman created a treasure chest of ideas, concepts, skills-sets and motivation tools that are ready to be converted into cash." Gerhard Gschwandtner, founder and publisher, Selling Power Magazine
"Sales professionals throughout the world will discover performance improvement through this training encyclopedia. Dan Seidman is helping make sales training a major strategic driver for all organizations."Tony Bingham, president and CEO, ASTD
"Each chapter just might be the one piece that plugs the gap in your team's performance. Dan is truly earning the title Trainer to the World's Sales Trainers." Willis Turner, CAE CSE, president and CEO, of Sales & Marketing Executives International
About the Author
Using her background in landscape architecture and ecological restoration, Heather Venhaus works with teams of scientists, designers, and educators to develop sustainable and regenerative design solutions. Ms. Venhaus facilitated and led the development of The Sustainable Sites Initiative: Guidelines and Performance Benchmarks 2009, the nation's first rating system for landscapes, and has held multiple leadership positions in the U.S. Green Building Council and the American Society of Landscape Architects. Heather is the founding principal of Regenerative Environmental Design and lives in Austin, Texas.
Table of Contents
Preface
Chapter 1 How to Use This Sales Training Resource for Optimal Results
Part One: Preparing the Sales Pro to Sell
Chapter 2. What Makes a World Class Sales Pros—Selling the Value
Chapter 3. The Many, Many Values of a Selling System
Chapter 4. Competitive Intelligence and Prospect Research
Chapter 5. Potent Communication Skills
Chapter 6. Buyers' Behavior and Decision-Making Strategy
Chapter 7. Potent Proposals
Chapter 8. Pre-Work for the Sales Call
Part Two: Training the Sales Pro to Sell
Chapter 9. Establishing Rapport
Chapter 10. Prospecting
Chapter 11. Opening the First Meeting
Chapter 12. Qualifying and Disqualifying Prospects
Chapter 13. Bypassing Gatekeepers
Chapter 14. Using Questions
Chapter 15. Practicing Listening Skills
Chapter 16. The Ultimate Objection-Handling Tool
Chapter 17. Solution- Versus Consequence-Centered Selling
Chapter 18. Practicing Presentation Skills
Chapter 19. Closing
Chapter 20. Debriefing the Call
Chapter 21. Following Up After the Sale
Chapter 22. Up-Selling and Cross-Selling
Part Three: Training the Sales Pro to Improve Performance
Chapter 23. Daily Performance Tips
Chapter 24. Know Your Numbers
Chapter 25. Finding and Utilizing Mentors
Chapter 26. Ten Keys to Working a Trade Show
Chapter 27. Negotiating
Chapter 28. Mental Health for Sales Pros
Chapter 29. Ethics for Sales Pros
Part Four: Re-Creating Your Training Experience—Key Concerns
Chapter 30. How to Redesign Your Existing Sales Training
Chapter 31. Buy It, Don't Build It
Chapter 32. Sales Contests Connected to Training
Chapter 33. Reps You Should Not Be Training
Chapter 34. What's Missing from This Book
Chapter 35. A Critical Trend You Can't Ignore
Part Five: Appendices
Appendix 1. The Ultimate Sales Training Website/Blog
Appendix 2. Websites of Books, Companies, and Associations in This Book
Appendix 3. The Most Interesting Man in the (Sales) World
About the Author