Big Ideas & New Perspectives


Quote of the Day: Sales

By 800-CEO-READ, published March 22, 2006, at 8:32 PM in News & Opinion

Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.


How should sales and marketing work together?

By 800-CEO-READ, published March 3, 2006, at 3:28 PM in News & Opinion

Last week Jill Konrath (author of Selling to Big Companies) did a teleseminar on the lessons from her book. She covers how sales people should get a foothold into big companies. Plus, how marketing can work to provide the necessary tools for salespeople.


Two Free Seminars

By 800-CEO-READ, published February 17, 2006, at 4:11 PM in News & Opinion

Just wanted to point you toward two free seminars that are coming up. The first is will Jill Konrath, author of Selling to Big Companies. Jack reviewed the book in last month.


Next Sales Training, Use Green Eggs and Ham

By 800-CEO-READ, published January 16, 2006, at 3:19 PM in News & Opinion

In the weekend edition of the Wall Street Journal, editor Tunku Varadarajan called Green Eggs and Ham "indisputably the finest American children's book". He says what makes it so special is how is seems to capture the American Way. The second way to interpret the book is as a celebration, albeit a mischievous one, of two particularly American traits: salesmanship and openmindedness.


Blogging on Business Books

By 800-CEO-READ, published January 11, 2006, at 3:24 PM in News & Opinion

There has been a lot of talk on the business book scene that I thought I should direct you to. Robert Scoble thinks most business books suck. Obviously, I am a little partial to the subject, but I think walking into a bookstore and deciding what you are going to read based on what is on the shelves is a bit like walking into a grocery store and deciding what to eat based on what is on their shelves.


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.


Selling #2 - How To Sell To An Idiot

By 800-CEO-READ, 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.


Sales Books #1 - Selling Is Dead

By 800-CEO-READ, 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.


A Look at the Fall

By 800-CEO-READ, 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.


Blogger Book Reviews

By 800-CEO-READ, 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.


The Art of Selling

By 800-CEO-READ, 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.


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.