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Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers Review

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Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers ReviewThis book has inspired and empowered me to radically change my attitude toward my business. Ron Karr has lit, not a fire, but a jet engine under me.
In hindsight, I have been operating the business on a "field of dreams" premise. "If I build it, they will come." And it is true that I have attracted some business and had some success that way.
But this book convinced me that if I want large scale success, I need to learn how to be a sales leader as he describes. I need to articulate my vision for clients, and personally connect it to my potential clients' real-world issues.
Though I am strong in many areas, Ron Karr's list of 7 traits of great sellers touches on every one of my weaknesses. If I want success, I see that has to change.
You might think that realizing I am weak many key skill areas would leave me depressed instead of inspired. No. Not at all--because this book doesn't just convince you that you need to change, it gives specific, practical advice for how to start that process. It gives not just advice, but hope.
At the end of the chapters are exercises and commitments. I did them all. I continue to work on them. I have added a task called "lead/sell" to my daily action plan, in which I work on various skills, sometimes referring back to the book. (BTW, this is following advice from the book! He covers all the bases.)
I read this book less than a month ago, I made the commitment to change about halfway through the book, and I can already see important progress. I have "magically" become more confident talking about my work with people. Of course, it's not magical. It's the result of doing all those exercises!
Truly an excellent book worth reading, re-reading, and referring back to.
Thank you, Ron Karr!
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Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology Review

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Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology ReviewI disagree with most of the other reviewers in that I didn't find this book very good at all.
I stared to read the book hoping to find practical tips or valuable concepts on sales applicable in this new electronic age. I got very little of value.
Firstly, the whole concept of 2.0 used in this book as nothing more than a synonym for new. They might as well have called it New Sales, but probably wanting to sound trendy opted for 2.0 instead. The term 2.0 is overused as it is. Also, I conceive of it as at least related to user generated content or user interaction, something not referred to in the book.
Secondly, the sales 1.0 as presented in the book is a straw man. If we are to believe the authors of this book, sales before they came along consisted of people dropping by random companies to talk to random people in an attempt to sell them something. By contrast, the authors explain sales 2.0 involves innovative practices such as actually figuring out who to talk to. And then monitoring what works and what doesn't. Novel concepts indeed! I don't have a lot of sales experience, but I'm sure sales wasn't as primitive as the authors suggest.
Thirdly, the book contains very little practical advice at all.
Fourthly, the entire book presents a view on sales derived from very few cases, mainly Oracle. They present the theory and then illustrate the theory with examples from the cases, the same cases, over and over. The book would have worked a lot better if they would have described the Oracle case in detail and deduced theory from that, instead of the other way around.
Overall, very disappointing.
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The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits Review

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The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits ReviewChris Lytle has outdone himself again.
I first learned about his work and sales leadership philosophy with his first book "The Accidental Salesperson" in 2000.
The range of topics covered is very comprehensive for rookies and veterans alike.
His work is refreshing, and most importantly effective in gaining results and teaching new and experienced sales representatives new approaches to advancing suspects to prospects and ultimately to highly qualified prospects. His new book does not disappoint, and is delivered with highly practical and actionable strategies and tactics will develop a new Sales Manager, and strengthen the results of any seasoned veteran of sales leadership and management. Thanks Chris for continuing to share your perspectives, experience and insights with the rest of us.
Miguel A. de Jesus
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People Buy You: The Real Secret to what Matters Most in Business Review

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People Buy You: The Real Secret to what Matters Most in Business ReviewJeb Blount's podcasts (Sales Guy Podcast) and web community (SalesGravy) have created high anticipation for his new book, and Blount does not disappoint.
Blount begins by noting that competition, technology and a focus on sales processes have created a dilution of personal interactions. Blount insists it is the salesperson, not technology or process, who sells. To remedy this lack of personal interactions, Blount offers this simple formula:
Likeability leads to making authentic connections...
Authentic connections lead to customers sharing real problems...
Solving customer's problems builds trust and creates positive emotional experiences, and the cycle begins again.
Two months ago, the author proved for me that his formula works. After hearing one of his podcasts, I sent a brief email to Jeb's website and asked him a question. I had never met Blount, and did not really expect a response. Within the hour, Blount sent me a detailed answer.
Jeb's podcast made him seem likeable, and I felt connected enough to ask his opinion for my business problem. He immediately offered a solution, creating a positive experience from me. When his book came out, I promptly bought a copy. My experience with Jeb proves that his formula is absolutely correct. It also shows that Jeb practices what he preaches.People Buy You: The Real Secret to what Matters Most in Business Overview

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Up Your Business: 7 Steps to Fix, Build, or Stretch Your Organization Review

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Up Your Business: 7 Steps to Fix, Build, or Stretch Your Organization ReviewI've read a lot of business success books in the past 10 years, but this is by far the best. Dave isn't just an author, he speaks from experience and shares his own pitfalls and successes. This is more than just a book...its a step by step primer for both business neophytes and experienced entrepeneurs. Dave talks about the importance of hiring the right people..and specific ideas on how to do just that. The book is clear, concise and easy to read. Dave really understands the importance of 'leading' rather than just 'managing.' I just bought 20 copies of this book for our key personnel (it will be mandatory reading) and several copies for some of our clients. I will probably purchase more copies within the next few months.Up Your Business: 7 Steps to Fix, Build, or Stretch Your Organization Overview

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Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy Review

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Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy ReviewAfter reading and studying this book, I have made it the standard for our company. It has the right answers presented in a clear, concise and easy to follow manner. If a person follows the process in this book, he/she will be successful in selling, no matter what the product. It is particularly valuable in taching how to sell high-dollar and multi-sales-call products/services.Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy Overview

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Owning Up: The 14 Questions Every Board Member Needs to Ask Review

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Owning Up: The 14 Questions Every Board Member Needs to Ask Review
Not a bad book. I kinda liked it. It reminded me of many of the questions that would pop up as I examined corporate board meeting minutes in large securities fraud cases I have worked on as an attorney. The book was not overly short (which has been a problem with this author recently), and I found it to be well written. Included is an introduction and 14 chapters as follows:
0. What Boards need to know
1. Is our Board composition right for the challenge?
2. Are we addressing the risks that could send our company over the cliff?
3. Are we prepared to do our job when crisis erupts?
4. Are we well prepared to name our next CEO?
5. Does our Board really own the company strategy?
6. How can we get the information we need to govern well?
7. How can our Board get CEO compensation right?
8. Why do we need a lead director anyway?
9. Is our governance committee best of breed?
10. How do we get the most value out of our limited time?
11. How can executive sessions help the Board own up?
12. How can our Board self-evaluation improve our functioning & our output?
13. How do we stop from micromanaging?
14. How prepared are we to work with activist shareholders & their proxies?
I was a little surprised about #3 above. I expected the question to read more like: "Are we doing all that is necessary so crisis does not erupt?" And #4 was a little off in my humble opinion, too. Why only be ready to name the next CEO? What about all the other important executive level officers that are critical to the running and operation of the company?
I was surprised there was not a chapter on conflicts of interest and appearances of impropriety. And I was surprised there was no chapter on whether the company does good internal audit work and the Board has a stellar audit committee.
All in all, I found this book to be a good read and certainly topical in today's economic and business environment where large corporations are being run by people who really don't know what they are doing for the good of the order. They do know what they are doing for their own benefit, though. The book's content is not earth shattering. Nor is it particularly long. If it were priced no higher that $22 I would not complain. But the suggested retail price of $29.95 seems a little steep to me. 4 stars!Owning Up: The 14 Questions Every Board Member Needs to Ask Overview

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