Big Ideas & New Perspectives


New Version of Gitomer's Sales Bible

By Jack, published May 6, 2008, at 3:22 PM in News & Opinion

When the Sales Bible first came out from William Morrow in the 1994, it got a slow start. I was selling it with some success in the bookstore and Jeffrey Gitomer called to see what I was doing. I told him it was nothing in particular, just that I had found it very helpful and was suggesting it to many of our customers.


Negotiation Thread at Signal vs Noise

By 800-CEO-READ, published February 28, 2008, at 7:33 PM in News & Opinion

There is a great thread at Signal vs Noise where they are asking readers for good negotiating stories. The books mentioned thus far include: You Can Negotiate Anything by Herb Cohen NO: The Only Negotiating Strategy You Need for Work and Home by Jim Camp Humanitarian Negotiation: A handbook for securing access, assistance and protection for Civilians in Armed Conflcts by The Centre for Humanitarian Dialogue (free download) Jack Nicholson's famous negotiation in Five Easy Pieces is also mentioned.

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New Excerpt up - from The Sales Manager's Success Manual

By 800-CEO-READ, published December 11, 2007, at 7:04 PM in Staff Picks

There's a new chapter up on the Excerpts blog--Chapter 19 of The Sales Manager's Success Manual by Wayne M. Thomas (AMACOM). This book covers fundamental sales management topics including compensation, forecasting, and motivation, along with more advanced topics such as dealing with internal politics, understanding generational issues, managing up, and developing intuition.

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The "Dominant Selling Idea" - Why Johnny Can't Brand

By 800-CEO-READ, published July 9, 2007, at 1:00 PM in Staff Picks

Last Friday we put a new excerpt up on the Excerpts Blog: the introduction to Why Johnny Can't Brand: Rediscovering the Lost Art of the Big Idea. You can read the entire introduction over there, but I wanted to share another interesting section I found while paging through the book: The Five Rules of One 1. The "One Item of 'Carry-On-'" Rule When seeking to differentiate your brand, no matter how much information you offer, when you've finished pitching: People only remember one thing.


What Podcasts People Are Listening To

By 800-CEO-READ, published May 8, 2007, at 1:58 PM in News & Opinion

Here is a little peak into what people are listening to on our Podcasts blog. This is a ranked list for the first four months of 2007.


Today's Vocabulary Quiz

By 800-CEO-READ, published January 17, 2007, at 3:00 PM in News & Opinion

I am sure you already received your November/December issue of Selling Power. Seth is on the cover (ten times). We tend to talk about Seth alot and thought we should take a moment to get the new folks caught up.


The Ehrenfeld Principle

By 800-CEO-READ, published December 18, 2006, at 7:30 PM in News & Opinion

A few weeks back we hosted an author pow-wow (pictures here). [I can't tell even begin to tell you how much is gained by personally knowing the people behind emails and phone calls. ] One of our pow-wow-ees was John Moore.


Fire The PITA Customer

By Sally Haldorson, published October 10, 2006, at 7:21 PM in News & Opinion

We can all easily describe our Ideal Customer. The person who is curious, has money to spend, is open to new ideas, etc. Each of us has our own profile.


It's All About Time

By Sally Haldorson, published October 10, 2006, at 7:10 PM in News & Opinion

Ive never heard anyone say they had so much time in a day that they didnt know how to use it. We do have choices about how to spend our time. Heres the data Ive collected on cold calls: Make 100 dials, talk to 20 people live, set 8-10 appointments, and if youre lucky, close one deal.


Please Say Thank You

By Sally Haldorson, published October 10, 2006, at 6:51 PM in News & Opinion

Saying thank you seems so obvious, yet many people never make the effort. If someone has referred you, they have put their reputation on the line in saying that you are a good resource. They have picked you out of the pack for one of their personal contacts and have done him or her, and you, a big favor.


Why Clients Buy

By Sally Haldorson, published October 10, 2006, at 6:30 PM in News & Opinion

Clients will buy from us because they know, like, and trust us. Period. I used to work for a company that did a competitive de-brief whether we won or lost a client.


Why Have a Sales Strategy, Anyway?

By Sally Haldorson, published October 10, 2006, at 4:28 PM in News & Opinion

How many business plans have a well-crafted sales strategy? Very few. Most of the time it is buried in a marketing plan.