Topic

reviews

A collection of 170 issues

Sway - The Irresistible Pull Of Irrational Behaviour (2008)

This pop-pysche book from 2008 aims to tell us why we make poor decisions. And how to make better ones. As with all texts in this genre, Sway [http://www.swaybook.com/]‘s strength lies in the examples used. The reasons why practically the world’s most experienced pilot caused

Rolf Dobelli 2013 The Art Of Thinking Clearly

I picked up this book because I’d loved his earlier eleven page essay. It implores those of us that wish to achieve to completely “avoid news”. As someone guilty of watching far too much rolling tv current affairs, he pushed at a stubbornly hinged, but nonetheless naggingly ajar, door.

Why Is Sales Reward Innovation Stifled

[https://salespodder.com/content/images/wordpress/2015/01/1501-ways-to-reward-employees-cover.jpg] “Over 1.6 million copies in print”. The proud sticker on the cover of this tome. Within its 580 pages reside only a dozen on formal Sales Achievement. Sadly, these are twelve pages of underwhelming, traditional American examples. Standard bonuses,

What's Your Mona Lisa?

[https://salespodder.com/content/images/wordpress/2014/11/bobkearnsgarage.jpg] My second observation from my festive viewing of the modern windscreen wiper inventor biopic, Flash of Genius. (My first was yesterday’s post). Remember, this is an American tale, so bear with the cheese. Deep in never-ending litigation, our hero

What's Your 'Flash Of Genius' (American For Eureka Moment)?

[https://salespodder.com/content/images/wordpress/2014/11/flashofgeniusfamilycar.jpg] So there’s a 2008 Hollywood biopic about the American lecturer who truly invented the modern day windscreen wiper. It’s called Flash of Genius [http://en.wikipedia.org/wiki/Flash_of_Genius_(film)]. I caught it for the first

Telephone Selling For Dummies 2008 Dirk Zeller

[http://www.dummies.com/how-to/content/telephone-sales-for-dummies-cheat-sheet.html] Is it too lazy a review to state the obvious? Namely, that you will become the dummy if you follow this book as best-practice text… First off, it suffers the self-same fundamental problem that virtually all such instructionals on this topic share.

How To Be A Rainmaker 2000 Jeffrey Fox

[https://salespodder.com/content/images/wordpress/2014/09/rainmaker-fox-cover.jpg] I first read this book, over a decade ago. I spoke with publisher Random House about penning something on Selling. In time honoured fashion I asked them what they wanted. “Like our current author Jeffrey Fox, but funnier”. Their view

NewSell 1990 M Hewitt-Gleeson

[https://salespodder.com/content/images/wordpress/2014/09/newsell-book-cover.jpg] There’s a lot not to like about his quarter-century old text. The religious references, wallowing in cosmic mysticism, evoking the much derided lateral thinking sect and its flagstone success example being suspiciously more Marketing than Sales. Yet there is

Predictable Revenue 2011 Aaron Ross Marylou Tyler

[www.predictablerevenue.com/] This is the story of how crm vendor salesforce.com developed their internal sales function. As the subtitle explains; Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. Whilst I was so glad to read this book, I felt a

Steve Schiffman Cold Calling Techniques That Really Work

Rarely can a book title be so inappropriate. “Over one million copies sold” this 20 year anniversary edition shouted from its cover. Incredible. There’s just one good chapter (#2). The rest is plain old school loserville. Why have we let these people get away with this kind of misdirection