7 Secrets to Successful Sales Management: The Sales Manager's Manual Review

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7 Secrets to Successful Sales Management: The Sales Manager's Manual ReviewThis is an outstanding book for everyone from the CEO of a company as well as everyone on his sales team. Notice that today it is not just a sales force or staff, it is the sales team working together to achieve those important goals of the company. Yes, goal setting is one of the secrets and many salespeople need to improve their skill of setting goals and objectives. This book not only sets out the 7 key secrets, but it also puts these principles into action in part 2.7 Secrets to Successful Sales Management: The Sales Manager's Manual OverviewThere are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

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The Psychology of Persuasion: How To Persuade Others To Your Way Of Thinking Review

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The Psychology of Persuasion: How To Persuade Others To Your Way Of Thinking ReviewThe Psychology of Persuasion is written for the person who wants to influence others. Hogan reveals more communication and influence secrets in one book than you might expect possible. The phallic paradigm of persuasion begins with the concept of Win/Win (which the author clearly believes in and repeats over and over throughout the text) and finishes with some very complex and advanced persuasion techniques that are difficult to describe in a book review.
Having been in market research for seven years, I can tell you that his insights into what works and what doesn't is pretty accurate. I also learned a great deal I hadn't come across in my work with P&G.
Specifically, the section about power words is worth a great deal to a person running their own business or for a salesperson. (It's also nice to have this information as a mother of a teenager!)
The next information that is striking (and there are some basics in the book like building rapport, elementary sales tools, and the like that make this useful for beginners as well as those of us who use this material to make a living)is the detailed discussions about nonverbal communication and strategic movement. I've never seen discussions of strategic movement in any book and the body language components are mature and insightful. Everything seems well researched and ready for use.
Another very nice benefit of this book is the subject of collecting intelligence. It seems that most everyone in the influence and persuasion professions have ignored this element and Hogan pulls a rabbit out of his hat here. Using simple examples, he shows how to really gather useful intelligence whether you are a marketer with a big budget or a small business person.
The most exciting material is the second half of the book. Here Hogan describes advanced techniques of persuasion that, once again, I have never seen anyone discuss. What again seems like magic is described carefully and with a simple but scientific precision.
Appropriate to news events of the year 2001, brainwashing is discussed in detail in the book and in light of current events, these revelations should be read by all.
The Psychology of Persuasion is a fun read. It is written so that you can be more influential with your kids, your boss or your business dealings.
The only drawback of this book was that most of the stories are about small business people. Those of us in corporate America have to extrapolate how to use these one on one tools, or small group strategies to the much larger audience of America and Western Europe. Aside from that, there isn't anything to complain about.
This was a big win for me.The Psychology of Persuasion: How To Persuade Others To Your Way Of Thinking OverviewUsing techniques from hypnosis, neurolinguistic programming, the Bible, and the greatest salespeople in history, Hogan empowers you to improve all areas of your life.

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The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team Review

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The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team ReviewThis is an interesting, if sterile, dissection of the rise and fall of one-time Silicon Valley darling Informix and their charismatic CEO, Phil White. Author Steve Martin was an Informix employee in the critical years from 1991 through 1997, and therefore speaks with the authority and insider's knowledge not found in the perspective of an outside journalist, burdened by the baggage of an interviewee's selective recall. Martin couples with the history a series of business lessons, which, while not profound, provide a succinct primer of management basics that are broadly applicable. Not the least of these lessons is the danger in allowing personal rivalries to cloud sound business judgment. In the case of Informix, an irrational focus on beating Oracle and it's obnoxious CEO, Larry Ellison, could be traced to Informix's eventual demise. While Martin is admittedly a Phil White sympathizer, he is not an apologist, and does a good job of presenting the other side of the story that was so negatively twisted by a scandal-crazed press and a US Justice Department which, in the days of Enron and WorldCom, was chomping at the bit to get a major CEO in handcuffs doing the perp walk wearing stripes. Even the most cynical critic of Informix and White must concede that the offense that ultimately sunk the Informix ship was disproportional to the consequences delivered by Judge Breyer.This book will be most appreciated by those who have lived and worked in Silicon Valley during the days immediately preceding the Internet boom and subsequent bust, as well as those not intimidated by a fairly heavy dosage of product-related technical jargon. Having been a Silicon Valley CEO at the time with some familiarity with White and the team, I was hoping for more specifics in the disastrous Illustra acquisition - especially more of the personalities involved - but that in no way impacts a solid story that deserves to be chronicled. In summary, if you're looking for an orgy of Informix gossip and dirty laundry, this isn't it. But for a quick and insightful history of an important chapter in Silicon Valley, "The Real Story of Informix Software..." is worth the time.
The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team OverviewThe Real Story of Informix Software and Phil White chronicles the meteoric rise of Informix Software, how it became a billion-dollar software giant, and the scandal that ultimately led to its spectacular fall. This fascinating behind-the-scenes book offers an insider'ss perspective on the business strategies that succeeded, the products that failed, and how a technology industry titan ended up in jail.

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Winning with Customers: A Playbook for B2B Review

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Winning with Customers: A Playbook for B2B ReviewWith this book (and the companion website & software solution) Keith and Jerry have achieved quite a feat: They link a quantitative, logical and rigorous methodology with a simple and effective way to execute. "Winning with Customers" provides step-by-step instructions to answer the two key question to commercial success:
-Why do my customers buy from me?
-How do I get them to spend more with me?
If you want to finally go beyond the stock answers ("We have the best products"; "We have the lowest prices"; "We have the highest customer satisfaction")to understand customer value and put it to everyday use, then this book needs to be on your reading list.Winning with Customers: A Playbook for B2B OverviewDo Your Customers Make More Money Doing Business With You?
Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth.
Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.

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The Micro-Script Rules: It's not what people hear. It's what they repeat... Review

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The Micro-Script Rules: It's not what people hear. It's what they repeat... ReviewIn The Micro-Scripts Rules, Bill Schley identifies the salient point if you want to have a salient message--it has to tell a story, and it was to be in very few words. A well-designed message is memorable and repeatable--like a script, a "micro-script." Schley explores the public's fascination with messages that are so good they get repeated over and over again, and then he explains why. After dissecting what makes a winning Micro-Script, he also offers strategies for making effective ones of your own. This is a refreshing and readable book. Finally someone is talking about how you install an actual message into all this social media. Every communicator should read it.
The Micro-Script Rules: It's not what people hear. It's what they repeat... OverviewKnow how to make 5 words beat 5,000? Or tell your whole story in a sentence of less? For communicators now, it's critical. And the secret's in The Micro-Script Rules: It's not what people hear. It's what they repeat'
Call it survival of the simplest: That's the bottom line if you're in branding, politics, teaching, a business owner or advertiser-anyone who communicates in this hyper-connectedworld. Because with 300 billion messages going by each second, we can't break through by delivering more data. Human brains want less. They want to make snap judgments on the least bit of info. They want us to package it for them--in Micro-Scripts. That's why:
A new product seizes 50% of the market in two years using 7 perfect words. A lawyer won the murder trial of the century with 8 simple words.Ernest Hemingway thought his greatest story ever was 6 words long.The fate of millions was changed by a war, based on a 2 word policy.A presidential election turned on a 4 word phrase.
Imagine the power of magic words like these on your brand, your website, your business plan, your career. They're not just sound bites. They're story bites. Written the way we love to remember and repeat. Used by great communicators for 1,000 years. Now they're yours in a smart and entertaining book: The Micro-Script Rules.
'The Micro-Script Rules is dead on-it's how to verbalize a point of difference."--JACK TROUT, co-author of the legendary Positioning: The Battle for Your Mind
'The missing ingredient in most marketing is memorability'Micro-Scripts solve that problem." -- AL RIES, co-author of the legendary Positioning: The Battle for Your Mind
'As Bill Schley shows, Micro-Scripts are big marketing. Now, anyone can dominate a market with a few well-placed words. Especially you. So what are you waiting for?"-- DAVID MEERMAN SCOTT, bestselling author, The New Rules of Marketing & PR
'This should be required reading for every candidate and campaign consultant."--JIM KITCHENS, Ph. D., President of The Kitchens Group
'WOW, one of the most important books you will read in your lifetime!" --JASON JENNINGS, bestselling author, Less is More, Think BIG-Act Small--This text refers to the Paperback edition.

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The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever Review

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The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever ReviewThis is a good introductory work for a salesperson or
someone opening his/her own business. The author teaches
how to develop credibility, interest, stories, instructional
approaches, needs analysis and a host of other components aimed
at cultivating customer sales. Later on, the work builds
upon a negotiation scheme involving information gathering,
resolution of concerns, conflict resolution, collaboration,
customer needs and multiple solution sets in order to produce
a successful sale through advanced negotiation techniques.
The thrust of the work teaches how to gain and cultivate
customer commitments. The book is a good introductory
rendition for budding salespeople. It will provide reinforcement
for experienced salespeople.The Sales Advantage: How to Get It, Keep It, and Sell More Than Ever Overview

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The Secret Language of Business: How to Read Anyone in 3 Seconds or Less Review

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The Secret Language of Business: How to Read Anyone in 3 Seconds or Less ReviewKH writing style is clear. He gives interesting examples and even throws in humor, occasionally. What he also is good at is marketing and hype. Consider that the first 15 reviews are all 5 stars. All unbiased and unsolicited I am sure. Aren't you?
Reality: the book is barely over 200 pages. It is suppose to be about nonverbal language in business, but the chapter starting on page 155 is about parenting, and there's little else of value to follow. A book on nonverbal behavior is full of illustrations and pictures, right? Nope,
not this book. It is 100% words. A book about the power of nonverbal signals doesn't use a single nonverbal signal itself, except for the cover--big eye, wide pupil--to get you to buy. That is what is most important, right?
Not one footnote. Want to read the study yourself? Doubt the correctness of his generalizations? Too bad for you. The only reference in the entire book is to an article on his website; however, the content posted is about a different topic. Specifically, he makes this huge claim that he has "made hundreds of thousands of dollars" by just choosing to sit on the right hand side of right-handers, and then references an unrelated article. Hummmm. Really believe all those 5 star reviews? Then buy this book.
If you want an alternative, I suggest Allen and Barbara
Pease's book, The Definitive Book of Body Language. It is full of illustrations and pictures, 400 pages, at the same price.
Best regards,
Michael
[...]The Secret Language of Business: How to Read Anyone in 3 Seconds or Less OverviewThe Secret Language of Business reveals the secrets of body language and nonverbal communication. Successful professionals need more than just good communication skills, you also need the ability to interpret the nonverbal signals that everyone displays. You'll learn how to master and manipulate your own body language, read the body language of others, and influence people through your new skills and perception. No matter what business you're in, this is a valuable guide to achieving more in life and business.

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