This is the final book from Zig Ziglar and it feels like a "Best of.." compilation to me. It has the best of the best of his presentations from the last 40 years. It's hard to believe that "See you at the Top" was written over 40 years ago as I type this. 40 years of inspiration boiled down to about 4 hours of reading is a lot to ask, but Zig and Tom deliver. 52 Weeks of … [Read more...]
52 Weeks of Book Reviews. Week #35 – Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen @keithrosen
Effort X Skill = Success. Some coaches get by with a ton of blustery effort and massive enthusiasm. They get what they want to say out and often it's a great feeling but it fades quickly and I need to get energized all over again. Keith isn't that type of writer. I haven't seen him speak or watched any videos but his writing seems very skillful and I'm sure he's passionate … [Read more...]
52 Weeks of Book Reviews. Week #34 – The Like Switch: An Ex-FBI Agent's Guide to Influencing, Attracting, and Winning People Over by Jack Schafer @jackschafer
I feel like I've just been let in on a giant top secret training for Mission Impossible. This guy has done the things that we watch on T.V and even though I'm sure those actions aren't nearly as glamorous as the television presents, It's infinitely more interesting because it's real. 52 Weeks of Book Reviews. Week #34 – The Like Switch: An Ex-FBI Agent's Guide to … [Read more...]
52 Weeks of Book Reviews. Week #33 – Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling by Jeb Blount @salesgravy
Everyone knows what they should be doing in Sales. I've never met anyone that thought they should prospect less. Almost everyone knows that they aren't as efficient as they should be. Everyone knows that they aren't as disciplined or as structured as they should be. The trick is to find a book, program, mentor, coach, colleague or boss that will motivate you to do the things … [Read more...]
52 Weeks of Book Reviews. Week #32 – Never Be Closing: How to Sell Better Without Screwing Your Clients, Your Colleagues, or Yourself by Tim Hurson @timhurson and Tim Dunne @dunne_tim
These guys get it. These ideas are great and they are stitched together with a lot of formulas that aren't necessarily new but are known to work. They repurpose some problem-solving assessments and some great planning exercises in a way that is easy to understand. I love the philosophy about genuinely attempting to help the customer and by doing so create a win-win … [Read more...]