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Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball Review

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Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball ReviewBefore I read this book, my first impression was that it would be about the basics of B2B selling (strike one for me). And on top of it, I'm not a big baseball fan (strike two for me).
But after reading Dave Kurlan's book, I can say it provides a useful and practical approach that many b2b sales people will find helpful (hit).
I like that Kurlan doesn't try to re-invent what already works. He uniquely pulls together a well thought out process based on his best practices along with those of other experts too. Also, his passion about baseball makes his analogies come to life.
My background is working with highly complex sales and selling professional services to executives in mid-size to F1000 companies. If that describes you, then you may not find what you're looking for here.
I definately see how Kurlan's approach can be easily replicated, taught and used as a coaching guide. If your a sales person, business owner or sales leader looking for a solid sales book, this one is definitely worth a read.Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball Overview

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Lead The Field Review

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Lead The Field ReviewI wore the tapes out and had to buy a new set!
The first tape, Attitude, should be required listening for every high school student out there. Nightengale hits the nail on the head with this single tape alone. Our success or lack thereof is attributed to this very simple belief - our own attitude.
Aside from Napolean Hill, Earl Nightengale has single handedly been responsible for more millionaires in this world than anyone else! Why? The sound principles on these tapes spell out everything you need to know to motivate yourself and think things thru!
The magic word is "attitude" and the rest of it falls into place from planning to educating yourself. These tapes are not your run-of-the-mill new age airy-fairy positive thinking nonsense rather they comprise a sound plan for you to create and exceed your own goals whatever they may be.Lead The Field Overview

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The Wal-Mart Effect: How the World's Most Powerful Company Really Works--and HowIt's Transforming the American Economy Review

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The Wal-Mart Effect: How the World's Most Powerful Company Really Works--and HowIt's Transforming the American Economy ReviewWal-Mart, one of the world's largest economies (it accounts for an astounding 2% of the U.S. gross domestic product, and in any given week, 100 million people--half the adult population in the U.S.--shop at Wal-Mart!), has taken it on the chin in recent years. John Dicker's _United States of Wal-Mart_, Bill Quinn's _How Wal-Mart Is Destroying America and the World_, and the recent film "Wal-Mart: The High Cost of Low Price," are all examples of this trend. Each of them documents Wal-Mart's low wages and benefits, its take-no-prisoners competitiveness that slashes-and-burns local business and guts local main streets, and its willingess to buy sweat-shop goods.
In his _Wal-Mart Effect_, Fishman doesn't deny the pernicious practices of Wal-Mart. But the more interesting feature of his book is his analysis of the culture that Wal-Mart has created in the United States. In a word, Wal-Mart has trained the American consumer to expect and to demand low prices, and to immediately suspect that any commodity that has a higher price tag than its Wal-Mart equivalent must be a rip-off. The Wal-Mart ethos, in other words, has replaced traditional consumer concern for high quality with low cost as the primary criterion.
This replacement of quality with cheapness is troubling enough (think of the environmental effect of buying cheap crap that quickly winds up in a landfill). But Fishman goes on to show that the new culture of low costs means that Wal-Mart must relentlessly scurry to satisfy the customer demands that its practices have created. So Wal-Mart increasingly buys off-shore sweat shop products to keep down prices, and in the process is forcing more and more American wholesellers, already struggling to survive, to shut down their U.S. operations and move overseas where labor and production costs are lower.
Fishman is careful to point out that Wal-Mart really does offer commodities--especially groceries, which Wal-Mart offers about 15% cheaper than its competitors--at lower prices, and this is no small benefit for folks who live on the economic margins (a steadily growing demographic group). But the hidden cost of the low prices is a disturbing cultural and economic transformation: a disregard for quality and the outsourcing of America.
Highly recommended.
The Wal-Mart Effect: How the World's Most Powerful Company Really Works--and HowIt's Transforming the American Economy Overview

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Zig Ziglar's Secrets of Closing the Sale Review

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Zig Ziglar's Secrets of Closing the Sale ReviewBefore my first read of this book, I actually asked that question. Then, as I was 2/3rd's of the way finished, I realized that I have experienced several objections. Most of which I had accepted as reasons to move on.
Through this book, I have learned that all sales people experience objections, and that it is the savvy salesperson who responds to those objections as though she is a guide, leading her prospect towards her solutions.
Through reading this book, I have written so many notes in the margins, and in a binder that I had to stop to type the details out, then add to them, as I evolved.
I really appreciate this book, because as someone who sells services, and not products, yet, I was able to write directions that work in closing sales to even the most difficult of prospects. I recommend this book to anyone, rather or not you are in sales, because this teaches you to persuade others to accept your ideas, thoughts, products and services. ....Zig Ziglar's Secrets of Closing the Sale Overview

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You Can Negotiate Anything Review

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You Can Negotiate Anything ReviewI am back reordering this book to hand out to some new employees and I saw the previous review, which slammed this book. Had it been a Ken Blanchard book, I probably would have moved me (and my cheese) over to the purchase area and forgotten it. However, this book, "You Can Negotiate...." is one of the most influential books I have ever read, with lessons that I use daily in running a 100 mil plus division of a Fortune 1000 company.
Bottom line is that this book is the best negotiation book I have ever read. ( And I've read a lot of them... not to mention way too many seminars)
Mr. Cohen is entertaining and reveals the common elements of all negotiation, whether it is in business or your personal life.
Read it, enjoy it, and learn. It's a classic.
TerryYou Can Negotiate Anything Overview

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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Review

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The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies ReviewI've been using "Strategic Selling" in my engineering sales practice since the original edition of this book hit the bookshelves. This is a great method for people who don't want to consider themselves "salespeople", but who indeed sell. Engineers, architects, high-tech products sales consultants, and other professionals, will find this to be a low pressure, ethics-based approach to selling. I call it "the engineers approach" to sales because it provides such a methodological approach. For the professional salesperson, it puts into a repeatable process what they have been doing instinctively. But why leave it to chance?
The list of major companies who use the Strategic Selling process to drive their sales is extremely impressive.The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies Overview

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Never Eat Alone: And Other Secrets to Success, One Relationship at a Time Review

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Never Eat Alone: And Other Secrets to Success, One Relationship at a Time ReviewIt seems like much of the efficacy of Ferrazzi's tactics lies in blurring the distinction between the personal and the professional connections. Not even church-going remains sacred.
At what point does a close-knit network become more invaluable than acquaintanceships struck during in-flight snackbreaks? Are 500 people willing to answer your calls (after the umpteenth time you've attempted to ambush them on the phone during their off hours) really an asset? Readers should keep in mind that one will not be able to fool all of the people all of the time with false pretenses of friendship. Ferrazzi's work would be more effective if he differentiated between intensities of friendship and the tactics most appropriate for each.
Further difficulties include:
-Networking Plan of Action (unfortunately acronymed NAP) includes scarcely a page of information about how to construct one.
-The arguments are often internally inconsistent: receiving an invitation to a 15 min coffee break is an affront, while sending one tops the personal arsenal list. Katharine Graham is eulogized as a champion of both "somebodies" and "nobodies." Yet Ferrazzi's lists of "people he'd like to meet" and his incessant extolling of the virtues of name-dropping seems to indicate "nobodies" are nobodies in his book. Finally, the distinction between a "networking jerk" and commendable behavior is, at best, subtle.
-For an individual so concerned with connectedness, it is curious that a bibliography or appendix of suggested reading is entirely absent.
May I suggest:
*How to Win Friends and Influence People: soft skills development
*Big Fish (a novel of "mythic proportions" by Daniel Wallace): a more sympathetic view on spin, for contemplating your own self-marketing plan or why Ferrazzi really left Deloitte.
*The Tipping Point: Chapter 2 is a more rigorous exploration of the roles the uber-connected play in social networks.
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Just Listen: Discover the Secret to Getting Through to Absolutely Anyone Review

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Just Listen: Discover the Secret to Getting Through to Absolutely Anyone ReviewOK, I'll admit it. I am a Dr. Goulston fan - I read his blog "Usable Insight" regularly. Which is why I hopped on the chance to preview a copy of his latest book, "Just Listen" ... And wow! am I glad I did.
This book exceeded my expectations. "Just Listen" is engaging, enthralling, and practical. Dr. Goulston lays out a system for improving your communication style that you can live with - no "fancy-smancy-gotta-change-your-sacred-self-or-else" stuff here. Instead, Dr. Goulston provides practical, usable insight that is applicable for in both your professional and personal lives.
Who hasn't needed to give themselves a "jeckectomy" every once in a while, or move themselves mentally and emotionally from "Oh F#@& to OK"? Even before I finished reading (and re-reading) "Just Listen", I was already trying out some of the techniques from "The Nine Core Rules for Getting Through to Anyone." The "Power Thank You?" I gave my mom one, and she cried. That one simple, powerful "thank you Mom" was a breakthrough in our relationship.
And if you're looking for real-life, day-to-day business scenarios in which to apply the techniques, look no further than the section titled, "Putting It All Together: Fast Fixes for Seven Challenging Situations." These scenarios would make team-building case studies and exercises!
No matter what you pay for this book, the insights inside are PRICELESS!Just Listen: Discover the Secret to Getting Through to Absolutely Anyone Overview

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