Topic

reviews

A collection of 167 issues

Powerbase Selling

This is an old book from 1990 written by a fella called Jim Holden [http://www.holdenintl.com/]. At the time, he reckoned that over half of all Chief Execs felt future growth would only come from taking business away from competition, so set to write a book on how

Evolving New Products

I came across a summary written by author Rosabeth Moss Kanter (first known to me for Change Masters and When Giants Learn To Dance) after her then latest insights on innovation earlier in the decade, “Evolve!” Although I do hold an interest in the subject matter generally, this summary struck

Cold Calling Valid Business Reason (VBR)

Flicking through Miller-Heiman’s online resources, a pdf entitled Phone Prospecting Strategies To Get Your Foot In The Door naturally caught my eye. The meat was on a single page, which is always a winner, although not so good were the accompanying cover and back sheets. They’re superfluous and

Changing Course

Following a recent discovery over a few cheeky Jamesons [http://www.jamesonwhiskey.com] and consequent investigative webtertainment, I’ve become quite a fan of management consultant McKinsey’s article repository [http://www.mckinseyquarterly.com/]. As they request registration, I shan’t steal their thunder, although I’m compelled to point

Crafting A 30sec Point

Milo Frank wrote How To Get Your Point Across In 30 Seconds – Or Less around twenty years ago. The edition I skimmed through recently was impressively its seventh reprint. I remember I was interested in it at the time because some training I had around then got me to practice

The Lost Art Of Oratory

The BBC’s fascinating 70-min documentary, Yes We Can! The Lost Art of Oratory [http://news.bbc.co.uk/1/hi/magazine/7981471.stm] (first broadcast 05 April 09) provided several tips for those of us required to stand up in front of an audience and inspire them to act.

How Do You Get The Good Word Spread?

With the 4-day break upon us, a couple of my pals insisted on painting Soho red last night. You’re never too old to party. One of them had just sealed a spectacular deal in his Finance world. It was so noteworthy for his sector, that a third-party stakeholder called

Cloudforce London

I’ve always wanted to admire salesforce.com crm. Yet I remain unconvinced that their flagship product helps salespeople in my b2b solution arena in the ways they suggest. My experience needs context. This is that traditional sales automation software is even worse. And that I firmly believe support of

4 Ingredients Or Less

Staying in a hotel on my travels around Blighty I happened across the slickest media operation by authors I can remember seeing in a long, long while. Two Aussie friends, busy Mums and cooking hobbyists, have unleashed a phenomenon in 4 Ingredients Or Less [http://www.4ingredients.com.au/]. As

Getting Real - 37signals (sales perspective review)

First let me state that this is not a sales book. Rather, it is a business-autobiography from a web-based software provider (or cloud app developers, if you prefer). It charts the journey and ethos of a business that by any measure has been a game-changing financial and social success in