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“…Crumb rubber-conditioned medium (CRCM; 1X, generated from 100 mg/mL crumb rubber) was then sterile-filtered and serially diluted to 0.5, 0.25, 0.125, and 0.0625X concentrations for cell exposures. …”

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Tabla de Contenidos: “…-- 2:2 Build your own birdfeeder. -- 2:3 A PGP Matryoshka Doll -- 2:4 Code Execution on a Tamagotchi -- 2:5 Shellcode for MSP430 -- 2:6 Calling putchar() from ELF -- 2:7 POKE of Death for the TRS 80/M100 -- 2:8 This OS is also a PDF -- 2:9 A Vulnerability in Reduced Dakarand -- 2:10 Juggernauty -- Chapter 3: Address on the Smashing of Idols to Bits and Bytes -- 3:1 Fear Not! …”

Tabla de Contenidos: “…DEMAND GENERATION CASE STUDY: ZENEFITS FROM $1 MILLION TO $100 MILLION IN TWO YEARS INBOUND MARKETING: A 4-POINT PRIMER HEROIC MARKETING: WHEN YOU HAVE NO MONEY AND LITTLE TIME Chapter 7: SPEARS - OUTBOUND PROSPECTING WHERE OUTBOUND WORKS BEST - AND WHERE IT FAILS OUTBOUND LESSONS LEARNED SINCE PREDICTABLE REVENUE WAS PUBLISHED CASE STUDY: ZENEFITS' OUTBOUND LESSONS ACQUIA: OUTBOUND'S ROLE IN A $100 MILLION TRAJECTORY GUIDESPARK: FROM ZERO TO $10 MILLION WITH OUTBOUND TAPSTREAM: STARTING FROM SCRATCH CHAPTER X: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE CHAPTER 8: WHAT EXECUTIVES MISS PIPELINE CREATION RATE: YOUR #1 LEADING METRIC THE 15/85 RULE: EARLY ADOPTERS AND MAINSTREAM BUYERS WHY YOU'RE UNDERESTIMATING CUSTOMER LIFETIME VALUE PART 3: MAKE SALES SCALABLE Chapter 9: LEARN FROM OUR MISTAKES GROWTH CREATES MORE PROBLEMS THAN IT SOLVES -BUT THEY ARE BETTER PROBLEMS JASON'S TOP 12 MISTAKES IN BUILDING SALES TEAMS ADVICE FROM THE VP SALES BEHIND LINKEDIN AND ECHOSIGN Chapter 10: SPECIALIZATION: YOUR #1 SALES MULTIPLIER WHY SALESPEOPLE SHOULDN'T PROSPECT CASE STUDY: HOW CLIO RESTRUCTURED SALES IN 3 MONTHS CAN YOU BE TOO SMALL, OR TOO BIG, TO SPECIALIZE? …”

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Tabla de Contenidos: “…-- Sequence DESIGN-Howto Build and Architect Conversions -- Comms and Heuristics -- Heuristics (Mental Shortcuts) Examples: -- Hyper-Personalization Theory -- Cold-Calling Mastery -- Handling Objections -- Tailored Voicemails and Video Drops -- Interactive Video Prospecting -- Visual Prospecting-Venns -- Contact Marketing -- Political Selling -- Qualification Frameworks -- The Anchor -- Higher-RiskOutreach Methods -- Chapter 23 Methods for Sophisticated Outreach -- Inherent Power Dynamics -- Sophisticated Call Anatomy -- Alphas and Betas -- Powershifting-Social Aikido/Social Tai-chi -- Mastering Political Factors -- Symptoms versus Problems -- Breaking the Fourth Wall -- Mindset -- Advanced Phone Strategies -- Voicemails -- Generic Is the Enemy of Effective Event Follow-Up -- Whom to Call -- Trade Secrets -- Self-Actualized Prospects -- Section 3 Customer-Led Everything -- Chapter 24 Customer-Led Acquisition/Activation -- Customer-Led Growth and Selling -- Chapter 25 Customer-Led Engagement -- Chapter 26 Customer-Led Retention/Expansion -- Section 4 Lessons from 100 GTM Events x 100 GTM Leaders…”