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Big Ideas & New Perspectives


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Great Sales Advice or Sales #2a--What to say when are sitting across from the decision maker

By Jack, published December 14, 2005, at 6:00 PM in Jack Covert Selects

In a new Kaplan title called Selling to Big Companies comes advice for when you are talking with decision makers. Mistakes You Dont Want to Make Dont waste their time Dont try to be their friend Dont expect them to tell you about their business Dont give them a product dump Dont use any self-serving verbiage Dont expect them to intuit the value of your offering I just finished the book and wrote a Jack Covert Selects review. I loved the book.

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Selling #2 - How To Sell To An Idiot

By Dylan Schleicher, published December 13, 2005, at 6:01 PM in News & Opinion

I know I originally said I would have all of these sales books reviewed in a week. I am changing my thinking to reviewing one sales book every week. Last week was Selling Is Dead by Marc Miller.

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Sales Books #1 - Selling Is Dead

By Dylan Schleicher, published December 5, 2005, at 4:44 PM in News & Opinion

I first saw this book on Seth Godin's blog. His quote was enough: "There are very few books that actually think about what it means to sell something. " I feel the same way about this book.

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A Look at the Fall

By Dylan Schleicher, published August 24, 2005, at 6:50 PM in News & Opinion

Here are some books we are liking for the fall. Competition Demystified by Bruce Greenwald and Judd Kahn (Aug. ) - The author revisit and simplify Porter's Five Forces.

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Blogger Book Reviews

By Dylan Schleicher, published April 4, 2005, at 9:46 PM in News & Opinion

Here is the latest book reviews I have run across in the bizblogsphere: Wayne Hurlbert at Blog Business World recommends Kristen Zhivago's Rivers of Revenue Dave Taylor from Intuitive Life Business Blog has been listening to Who Says Elephants Can't Dance? Also listening to audiobooks is Bren at Slacker Manager. He is listening to Leadership and Self-Deception that was put out by Arbinger Institute.

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The Art of Selling

By Dylan Schleicher, published March 7, 2005, at 10:54 PM in News & Opinion

I have a hard time reading books about selling. I am not sure what it is. I think I find some of the tactics that gurus suggest heavy handed.

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The essence of business

By Jack, published January 10, 2005, at 10:49 PM in News & Opinion

Don Peppers and Martha Rogers wrote one of the best books of the early 90's called The One to One Future. It was THE book that made me look at moving away from "bulk" marketing and create the business we have become. They have written a new book--to be published in March--called Return on Customer.

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Spooky Action

By Dylan Schleicher, published August 16, 2004, at 3:39 PM in News & Opinion

Mike DeWitt at Spooky Action is a pretty big fan of Jay Abraham's book Getting Everything You Can Out of All You've Got.

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Growing Your Business Like Crazy

By Dylan Schleicher, published August 3, 2004, at 1:43 PM in News & Opinion

My friend Barry Moltz is putting together an event called "Growing Your Business Like Crazy". He is setting it up as three separate mini conferences. The first mini is a personal consulting call with Barry.

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Pachter on Persuasion

By Dylan Schleicher, published July 30, 2004, at 5:57 PM in News & Opinion

Richard Pachter's review this week was on three books about persuasion: Get Them to See It Your Way, Right Away: How to Persuade Anyone of Anything by Ruth Sherman (McGraw-Hill, June 2004) Maximum Influence: The 12 Universal Laws of Power Persuasion by Kurt W. Mortensen (Amacom, June 2004) How to Persuade People Who Don't Want to be Persuaded: Get What You Want -- Every Time! by Joel Bauer and Mark Levy (Wiley, June 2004) P.

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Spread the Wealth

By Dylan Schleicher, published July 21, 2004, at 8:03 PM in News & Opinion

Since Microsoft made their little announcement yesterday and lots of people are going to have some extra money in their pockets, we thought we'd give you a couple of ideas on how to spend it. Of course, our ideas are going to be books and we thought we would highlight some about the company giving out this mother lode of cash: There is a new title from Portfolio called Microsoft Rebooted: How Bill Gates and Steve Ballmer Reinvented Their Company. It is written by Robert Slater (Jack Welch and the GE Way, The Wal-Mart Decade) and will be shipping August 5th.

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Blackman: Thanks

By Dylan Schleicher, published June 24, 2004, at 9:19 PM in News & Opinion

Thanks again to Jack, Todd and most important, YOU! This is the first time I hosted an "event" without a band and catering bill! Hope you've had as much fun reading my stuff, as I had writing it!