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Mining Group Gold, Third Edition: How to Cash in on the Collaborative Brain Power of a Team for Innovation and Results ReviewMining Group Gold is a Mandatory Book for Sales Professionals. It was my privilege to know and work with Tom Kayser at Xerox during the time he wrote the first edition of his book, Mining Group Gold. I encourage every sales manager to buy this 3rd Edition for your team. The principles in Mining Group Gold helped me close multi-milliondollar deals faster and more efficiently. In every step of the salescycle there are a gazillion meetings: uncovering requirements,presentations, demonstrations, customer engagement, negotiating T&C's,and closing-the-deal meetings. Following contract signatures are implementation, account management, problem resolution meetings. The Mining Group Gold principles guided my daily approach to meetings whether facilitating a room full of people, a conference call between Russia and Israel, or meeting someone over coffee at Starbucks. One memorable Fortune 100 company implementation kickoff was held in Oregon where a half dozen of us met with 20 senior technical engineering managers, program directors, and executive management. This two hour meeting was calculated to cost just under $7,000.00. At the beginning of the meeting, aside from stating desired mutual outcomes, setting an agenda, designating roles, I set expectations by asking each person to introduce themselves, their role, and what they needed from this meeting to get their job done. I explicitly encouraged everyone to talk, meet, and contact each other. At the end of the session after summarizing what's been discussed with assigned ownership and timeframes to the task, I asked each person in the room to comment on next steps. The results of this collaborative conversation exceeded my expectations. The group brought up critical timing schedules with design, test, prototypes, potential technical glitches. We talked about work travel, holiday schedules, potential conflicts, needed approvals, and much more. Nothing was too trivial to discuss. Within a year, a successful launch of a new medical device was introduced to the market. The elements of Mining Group Gold work;and they work well.Mining Group Gold, Third Edition: How to Cash in on the Collaborative Brain Power of a Team for Innovation and Results Overview
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