Book Description
Strategies and tools that guarantee big-ticket sales!
Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.
Customer Reviews:
The Ultimate Step-by-Step Selling Guide.......2007-06-25
I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy.
There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.
Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services.
The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook."
It is an invaluable resource that any salesperson or sales executive should have in their personal library.
Joe Heller, Trust Cycle Selling
Better than the standard Spin Selling Book.......2007-06-09
This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.
Practice makes perfect........2006-11-14
Usually is not enough to read a book to have the knowledge, you need to practice, and that is what this book helps to, giving you ideas on how to put SPIN method into practice.
Nice book, but too easy after reading SPIN Selling.......2006-08-09
I bought this book together with SPIN Selling. I read the Fieldbook after reading SPIN Selling. If you've already read SPIN Selling, this book is not going to tell you much new things.
If you would read the Fieldbook instead of SPIN Selling, then I think the Fieldbook is not thorough enough, at least if you compare it to SPIN Selling.
In general I think the audience of this book is perhaps college students, or clever highschool students, but not really experienced salespeople. Maybe that's also because of the cartoons every now and then which make the book look like it's meant for younger people.
What I expected when I bought both books was that the Fieldbook offerd some transcriptions of salescalls, and an explanation of why certain aspects are wrong and how this could be improved using SPIN Selling. This was not really the case, it was more like a simple summary of SPIN Selling. So not really the Fieldbook I expected.
Anyway, the book is not bad, but I would not recommend to buy both SPIN Selling and the Fieldbook together. Also, if you're a serious and experienced salesperson I would recommend SPIN Selling. If you're new to sales or if you're still in college, I would recommend the Fieldbook.
Indispensable part of the salesman's library.......2006-07-19
This book is a practical guide for implementing the principles learned in the original book about 'Spin selling', however it is not necessary to have read the other book to make good use of this one. I think the SPIN methodology is a most valuable contribution from Mr. Rackham to the field of large sales and this book gives sound help to implement it.
Book Description
The Unfair Advantage is a "workshop-in-a-workbook." It contains practical ideas and exercises for applying NLP (neurolinguistic programming) to sales and marketing. It includes "how-to" ideas for selling face-to-face, telemarketing, direct mail, and other real-world situations. Included are examples of scripts and techniques that have produced proven sales increases in direct sales and in telemarketing. It is a theory-free collection of techniques based on a workshop that has been presented to CEOs and sales professionals in over 500 companies in North America and England.
Customer Reviews:
Back to basics.......2007-02-24
As an executive coach and sales trainer I found this book quite interesting. I am into NLP and my coaching practice was built on using those techniques, as does part of my sales seminars.
As I was reading through the book I found it lacking in NLP aspects, it utilizes only a smallaspect of what could be used. It almost seemed like the "workbook" or the introduction to the seminars that he offers (in the back of the book seemed like there was more to it. Overall this book is informative and for those that are not familiar with some of the aspects that NLP offers then this is a good read. Even though it deals primarily with interaction and presumes that you have the ability to talk to or meet with your client, there are some aspects that can be used while writing sales letters.
I do belive that with a combination of other books about NLP this is a very good purchase. I personally read the Pshycology of persuasion, by Kevin Hogan (not an NLP book), immidiatly after reading this book. The combination between the two books made for some interesting thoughts to be triggered.
If you are looking to learn about NLP in depth this isn't the right book for you. If you are looking to understand a small aspect of NLP and how you can utilize it to increase your business, then go for it and enjoy the read. There are very good pointers in this book that you will benefit from.
THIS WILL ONLY WORK FOR PEOPLE WHO WANT TO INCREASE SALES AND COMMUNICATE EFFECTIVELY!.......2007-02-15
The fact that you are reading my review shows me your interest in a balanced and honest viewpoint on how well THE UNFAIR ADVANTAGE will work for you. However, let me honestly tell you it will only be relevant to you, if you decide that increasing your sales and making more money is important to you. If so, I strongly feel that this book will help you if not for any other reason than myself, and other TOP-PERFORMERS use the "unfair advantage" to increase our sales. Now, if you choose to order the UNFAIR ADVANTAGE will have an easy to follow road-map for success, the only problem is all the paperwork you will have to process as a result of, your sales will increase. This is the easiest way to put NLP to work for you without the confusion and in depth psycology that others in the field of NLP provide. I've read everything by everyone about NLP and Duane Lakin's Unfair Advantage has proven to be most beneficial, easiest to understand, sure-fire method of acheiving success so quickly, it may even surprise you!
A technique, not a strategy.......2007-02-07
NLP will help you sell, and it may close a particular sale. It won't work everywhere with everyone. In my opinion, while it has some value, the zealots have overhyped NLP. "The Unfair Advantage: Sell with NLP!" has a weak binding, so that pages literally falls from the book as you turn them.
The Unfair Advantage: Sell with NLP!.......2006-11-03
Excelent book for those who are in sales and sales management. Easy read, practical advice with practice exercises. I taught my employees the techniques from the book, their sales went up. I strongly recommend it to everybody!
Unfair Advantage could use more advantage.......2006-02-26
This is a very basic book. As i read it I kept wishing there was more depth to the information. It is superficial and left this reader frustrated that she had once again paid for a guru's packaging and not content. In typical gufu fashion, the book is oversized and has LOTS of white space. If he is such as expert, why could he not share a little more knowledge with the reader, or is the rest of it in his several-thousand-dollar workshop package?
Book Description
Revised and updated techniques to achieve top performance in product management
The Product Manager's Handbook takes the mystery out of this field by detailing how to integrate aspects from production and coordination to value maximization into a cohesive whole, while examining key international issues, new technologies, and the financial side of product management.
Download Description
This second edition of
Customer Reviews:
Great starting point for Product Managers.......2007-09-03
This book is probably the best overall guide for Product Managers I have seen. It is very broad in places because it tries to remain as applicable to Product Managers of all kinds of products, from shampoo to TVs to computer software. The concepts of Product Management are the same, regardless of industry, but the reader needs to be capable of translating broad concepts into something applicable to their own setting.
The book does a great job of describing the scope of a Product Manager's role and the types of things a Product Manager should be thinking about. This is particularly useful for new Product Managers or for experienced Product Managers that want a reference point for helping explain their role to others (often one of the greatest challenges for a Product Manager).
Product Manager must have.......2007-01-16
This book is is a must have for someone that want to have a good understanding of a Product Manager area of competency. It has real-life interviews related to challenges/solutions associated to this role. I absolutely recommend this book for someone that want to have a good understanding of what Product Manager entails.
Provides insight into the roles & responsibilities of the product manager.......2006-08-18
This book gives a good introduction into the roles and responsibilities of a product manager. It makes no assumptions of any prior knowledge or experiences. For each chapter, it provides worksheets or process flow charts. In addition, case studies of actual events are presented. At the end of each chapter, it provides a set of checklist. Therefore I will recommend this to any reader interested to know more or making a career change.
Overall, this book provides an excellent overview of the on-goings within business processes. Below is a brief summary.
This book is divided into 4 parts. Part I gives an introduction into product management. Part II highlights the process that the product managers (PMs) can use in their annual planning activities. It provides a format or guidelines for the annual product marketing plan. Part III highlights the analytical skills of PMs, which is to evaluate existing product line and to determine & implement new product strategies. Part IV elaborates on the marketing skills necessary for a successful product line. Special attention is devoted to pricing and marketing communication decisions and activities.
Briefly, product management is about the planning, forecasting and marketing of products and services. There is a need for PMs to be cross-functional leaders. The overall responsibility of the PM is to integrate the various segments of a business into a strategically focused whole, maximizing the value of a product by coordinating the production of an offering with an understanding of the market needs and requirements. PMs manage not only products, but projects and processes as well. The PM's job is to oversee all aspects of a product/service line to create and deliver superior customer satisfaction while simultaneously providing long term value for the company.
In terms of time allocation, the PM typically spends 40-55% on day-to-day activities, 20-30% on short term activities and 15-25% on long term or strategic activities. Therefore excellent time management is crucial. Examples of day-to-day activities are maintenance of product fact books, motivation of the sales force and distributors, collection of marketing information including competitive benchmarks, trends and opportunities and customer expectations, acting as liaison between the sales, manufacturing and R&D, etc teams. Examples of short-term activities are controlling budget and achieving sales goals, participation in annual marketing plan and forecast developments, working with advertising departments or agencies to implement promotional strategies, coordinating tradeshows and conventions, participation in new product-development teams and predicting and managing competitors' actions, modification of product and/or reduction of costs to increase value, recommendation of line extensions, participation in product elimination decisions, etc. Examples of long term strategic activities are creation of long term competitive strategy, identification of new product opportunities, recommendation of product changes, enhancements and introductions, etc.
PMs need a variety of knowledge including product/industry knowledge, business knowledge and interpersonal/management knowledge. In the beginning, PMs typically spend most of the time gathering and organizing information on products, customers and their competition. Product knowledge is paramount. As they gain experience, the focus shifts to more comprehensive business knowledge, including finance, marketing and strategic planning. At the same time, they develop team building, negotiation, communication and leadership abilities. For PM to be effective, they need to build bridges throughout the company and be cross-functional leaders. For product management or marketing management, the emphasis is on being market-driven and not product-driven.
In terms of new product development, the role of the PM will be to represent the voice of the customer, balancing the corporate ROI (rate of investment), customer satisfaction and the manufacturing cost. Whereas for strategic interactions, the PM must work continuously with operations to improve and enhance production line. PMs are frequently involved with operations on cost-reduction projects.
Top notch introduction.......2006-07-31
I agree with most of the other reviewers. This is a top notch introduction to project management. Compared to the previous edition, this edition has added more case studies and interviews with professionals. It has also been reorganized to move the "introducing product management" sections to the end of the book.
I used it in conjuction with Profitable and Successful.......2006-06-13
This is another book that forms the trio of my reference shelf in marketing (The others Succesful Product Management & Sucessfull Product Management). Again, this book gets you in the ready-action mode you need to keep focused on what really matters of your product dynamics.
Book Description
So You'd Like to. Become An Amazon Bestseller!
Don't wait. Publishing insider and CEO Brent Sampson reveals revolutionary advice guaranteed to increase your book sales on Amazon. Learn the powerful secrets used by successful Amazon authors every day. This informative and practical "how-to" guide shares new techniques that are proven to work.
Solutions Revealed!
Discover step-by-step methods for improving your exposure on Amazon and increasing your authority.
Secrets Exposed!
Increase your profitability by learning the secrets to
short-discounting Amazon with just twenty percent.
Success Discovered!
Learn top-secret tactics that earn authors tens-of-thousands of dollars in royalties every month.
Amazon Approved
Find, understand, and control every Amazon possibility for maximum book sales.
Hi, I'm Brent Sampson.
Are you holding a manuscript in your hand that you wish Amazon was selling? Or do you already have a book on Amazon that
you wish was selling better? In either case,
Sell Your Book on Amazon will help you.
You will experience what I have seen first-hand as the president of Outskirts Press - that marketing success on Amazon can be the difference between hundreds and tens-of-thousands of dollars a month.
Amazon provides a phenomenal and global platform from which to sell your book. In fact, the opportunities may seem almost too colossal! But now,
Sell Your Book on Amazon unveils it all for the first time. This book provides an easy-to-understand approach to increase your book sales on Amazon by exploring the steps you can take immediately.
Table of Contents
Foreword by Dan Poynter
Introduction
Get Your Book Listed
AuthorConnect & Author Profile Pages
Book Sales Page
Listmania!
So You'd Like to. Guides
Additional Amazon Possibilities
Pricing & Profitability
As Penny C. Sansevieri of Author Marketing Experts says,
"Finally! A book that helps you demystify Amazon. If you have a book to sell, you simply must own
Sell Your Book on Amazon."
Want proof? How did
you get to this Amazon sales page? Maybe you clicked on it from a competitor's page or received a personalized email. However you got here, here you are!
Sell Your Book on Amazon shows you ALL the ways to increase your book's exposure and make the tactics working for this book work for you, too.
Authors who know how to use Amazon's own system to their advantage simply sell more books. Once a book finds success on Amazon, it appears higher in the search results, leading to MORE exposure and more sales, and so on. It's the Amazon
"virtuous circle" and the key to unlocking that brass ring is in your hands.
Introducing the exclusive TACTIC RANKING SYSTEM!
Marketing tactics are only as valuable as the profits they generate.
Sell Your Book on Amazon ranks every technique so you can quickly and efficiently locate the marketing secrets that will lead to superior results:
***** Highly recommended. Receive the greatest exposure compared to time spent.
**** Very recommended. An acceptable investment is required for a profitable return.
*** Somewhat recommended. Check your profit margin. The expenditure may exceed the benefit.
Do you know how to
beat Amazon at their own game? Do you know how Amazon Marketplace listings can offer "55 used copies" of your book when you haven't even sold that many? Do you know how to remove a 1-star review from your listing and get more 5-star reviews?
This book tells you how to do it all, plus so much more. It's a tremendous value with a wealth of information at your fingertips. Start increasing your book sales instantly by ordering today.
Customer Reviews:
I never knew about any of this!.......2007-10-21
I love it when a book comes along that points out web site functions I never realized existed. This book packs a lot of information into a compact read, which makes it easy to get through but steers you in exactly the right marketing direction. The way he assigns ratings to the various marketing techniques helps one decide what to tackle first.
A solid looks at the basics.......2007-10-14
As the author of the recently self-published Hokie Games: Virginia Tech Football Game by Game 1945-2006 I devoured the contents of this book to try to jump-start my Amazon sales. I can't speak to the results just yet as the portion of the suggestions that I have implemented has only been in place for a week or so.
In fact, part of the appeal of the book is that it's not supposed to show results yet. It's not a quick "make you book an instant Amazon bestseller" plan. The book has tips and techniques that grow your presence over the long haul. That's exactly what I was looking for and this book delivers.
The steps were easy to follow and the "why's" were well laid out. Obviously, the author did his homework on the subject of Amazon.
--Rich Tandler, author of Hokie Games: Virginia Tech Football Game by Game 1945-2006
Great asset for POD authors.......2007-09-23
When I purchased this book, I was really quite skeptical. I figured that it was just a promotion of Amazon.com and not really any useful advice.
Then my wife and I published our first children's book, Santa and Sam's Big Secret through Outskirts Press. Although OP did a wonderful job of publishing the book, the major portion of publicity for the book was left up to us. We have been following some of the advice offered by Brent Sampson and we do believe that it is helping with the promotion of our book.
Sell Your Book on Amazon is an easy read. You can easily skip over chapters that you do not feel interest you, and still come up with many ideas that will help you to promote your book.
I would recommend this book to any authors who are using a Publish On Demand publisher. It will surely enhance the sales of your book.
Selling a book? Then BUY "How to Sell Your Book on Amazon,".......2007-09-15
Buy this book!
"How to Sell Your Book on Amazon," by Brent Sampson has invaluable information for anyone who wants to sell books. If you are trying to sell your book, buy "How to Sell Your Book on Amazon," by Brent Sampson.
If you are writing or wish to write a book, buy this book, "How to Sell Your Book on Amazon," by Brent Sampson. Brent Sampson's book is the guide every new author should have.
Buy this book if you want to sell books too!.......2007-09-12
I wrote a book called, "Letters to My Friends: A No Guarantees Guide to Awakening." It took three years to write. I spent another year sending it to publishers before I finally found a small publisher willing to work with me.
The Great Day came. I held my baby in my hands. I knew the world would proclaim her beauty. I was wrong, very wrong. A few friends and friends of friends bought the book. I was stunned and hurt too. But I kept trying to market my book the old fashioned way. I contacted the major book chains. To them I did not exist. I sent over 100 books to bookstores, and I never got a single order. I sent about 100 books to major newspapers, and I never got a single review.
One local bookstore, New Renaissance Bookshop in Portland, Oregon was very helpful. But the support of one local bookstore was not enough. I was almost ready to give up, but instead I went to Amazon and joined the Amazon Advantage program. I sold perhaps 20 books. Victory at last! Amazon loved me and I loved Amazon! And then I did not sell another book on Amazon for about a month.
I was ready to give up. But I knew my book could help readers feel better about themselves. I had received dozens of touching letters that left me feeling happy that something I had done made a difference in the world. Besides, I needed the money. Family illnesses had depleted my bank account and my debt was mounting. So, instead of quitting, I did an Amazon search for books on marketing books, and I found, "How to Sell Your Book on Amazon," by Brent Sampson.
I wish I had found this book a year ago. If you have a book you are trying to sell, or if you want to write a book, buy this book. Unless you are that rare writer who pens a bestseller, you will find yourself alone in a big jungle. Amazon gives you a path out of the jungle, and Brent Sampson's book is the guide.
Honestly, I have just started implementing his suggestions. So I have lots of work to do. After I finish this review, I will ask him to be my Amazon friend. I might ask him to review "Letters to My Friends: A No Guarantees Guide to Awakening." He said to mention my book as often as possible without being obnoxious. And finally, he said Amazon friends are important. You see, if you become my friend, whenever anyone goes to your Amazon profile and clicks on my picture in your Friends section, there's a chance I will sell a book. And if someone clicks on your picture in my Friends section, you might sell a book. So, do you want to be my friend? Good heavens, I feel like a little kid again.
I will make a deal with you. In a year, I will write another review of "Sell Your Book on Amazon" and let you know how I am doing. Thank you, John C. Conley, author of "Letters to My Friends: A No Guarantees Guide to Awakening."
Product Description
Interested in promoting your business and/or Web site, but don t have the big budget for traditional advertising? This new book will show you how to build, promote, and make money off of your Web site or brick and mortar store using the Internet, with minimal costs. Let us arm you with the knowledge you need to make your business a success! Learn how to generate more traffic for your site or store with hundreds of Internet marketing methods, including many free and low-cost promotions. This new book presents a comprehensive, hands-on, step-by-step guide for increasing Web site traffic and traditional store traffic by using hundreds of proven tips, tools, and techniques. Learn how to target more customers to your business and optimize your Web site from a marketing perspective. You will learn to target your campaign, use keywords, generate free advertising, search-engine strategies, learn the inside secrets of e-mail marketing, how to build Web communities, co-branding, auto-responders, Google advertising, banner advertising, eBay storefronts, Web-design information, search-engine registration, directories, and real-world examples of what strategies are succeeding and what strategies are failing. **Award-Winning Finalist in the Business Category of the National Indie Excellence 2007 Book Awards **Bronze Winner in the Computer/ Internet Category of the 2007 Independent Publisher Book Awards
Customer Reviews:
I Do Not Recommend This Book.......2007-10-23
I was disappointed with the content of this book. I am an absolute beginner when it comes to web-based business, and my intent was to learn all I could before launching my website. At times, the author wrote for a reader in terms so basic as to not be helpful on the topic (essentially, `marketing is important because it will increase your web presence and this is good and important because it can increase your sales and because more people will know about you' type of thing. Well, we know that--that`s why we bought the book!); then, at other times, the information was confounding, ostensibly written for a far more sophisticated reader (discussion on various website tags in HTML creation--huh?). The former (along with considerable repetition of these basic concepts) would likely bore those with any knowledge at all; the latter would likely exasperate the unseasoned website creator, raising more questions than the text offered answers to. Unfortunately, I fell in the middle of the spectrum of these two groups and often found myself bored and exasperated. The book itself could have been much, much shorter without removing any key information. Ironically, in his section on website automation, the author offers advice he fails to follow in his own work, among many others: be concise and to the point; don't make it longer than needed; answer all questions. These were my major quarrels with this book.
That being said, I cannot say I did not receive benefit from the reading. The author presents good ideas which might otherwise be overlooked, as well as providing websites to assist the e-business creator with various tasks and functions. Additionally, the author remains aware of the fact throughout that many small business owners do not have limitless budgets, and he is generous in his offering of websites where the reader can go to find free or low-cost assistance. If there are places the discussions fall short, at least the reader is now alerted that certain elements deserve attention, and can then seek alternative sources of information on point. As it appears the shipper was also the publisher, I want to say that I was extremely satisfied with the purchase process from this company. The book arrived very fast, was in perfect condition, and the company took the time and effort to check on my satisfaction without delay. I was very pleased, and, therefore, would have no problem ordering from this publisher again.
excellent.......2007-09-01
This is a great 1st time starter for small business. Anyone who's planning on starting an online business should definitely read.
It's exactly what I was expecting.......2007-08-25
This book is a really must-to read for brand new internet entrepreneurs like me. I'm quite happy about this purchase. I recommend.
Great Resource for Beginners.......2007-04-03
Bruce takes us through all the necessary points to get a website on track to benefit from traffic that can be resourced for little to nothing.
If you have a site that is sitting dormant, this is your book.
I found many basic tips which people may not know how to search for. It's all written out here in this guide.
A Useful Compendium. .......2007-03-16
The majority of the information contained in this book can easily be found by doing several web searches for various topics. That being said, I appreciate the ease of being able to browse through this book for the information instead of searching for information which may or may not be valid.
Within these pages you will find sections on everything from setting up an affiliate program to using banner ads and Google AdWords for your site. You will also find an extensive list of terms and abbreviations common to the e-commerce industry.
Although a bit of a dry read, I finished the entire book in the space of two days on vacation. In the process of reading, several creative marketing ideas popped into my head, so I definitely have the author to thank for that!
In the end, I am giving this book 4 stars for two reasons: 1) He repeats a lot of information, as if trying to stretch out his word count to meet his deadline. 2) Some of the chapters read like an advertise for companies that he either owns or is otherwise related to.
However, beyond those two points of contention, I highly recommend this book as a starting point for anyone who is just starting out in the e-commerce or just needs a little refresher course.
Book Description
Duct Tape Marketing is the small business marketing road map - A collection of proven tools and tactics woven together in a step-by-step marketing system that shows small business owners exactly what to do to market and grow their businesses.
This guide combines insights gained from over twenty years of successfully working, in the field, with real-life small businesses.
There are no theoretical complexities presented in Duct Tape Marketing - just simple, effective and affordable marketing that sticks.
CAREFUL! Duct tape is a serious tool... it sticks where you put it. So are the ideas in this book. If you're ready to make a commitment and are willing to make something happen, John's book is a great place to start.
--Seth Godin, author of Purple Cow
For all those who wonder why John Jantsch has become the leading advisor and coach to small businesses everywhere, Duct Tape Marketing is the answer. I have never read a business book that is as packed with hands-on, actionable information as this one. There are takeaways in every paragraph, and the success of John's blog is living proof that they work. Duct Tape Marketing should be required reading for anyone who is building a business, or thinking about it.
--Bo Burlingham, editor-at-large, Inc. magazine, and author of Small Giants: Companies That Choose To Be Great Instead of Big
Duct Tape Marketing is a worthy addition to the growing library of how-to books on small business marketing -- concise, clear, practical, and packed with great ideas to boost your bottom line.
--Bob Bly, author of The White Paper Handbook
With the world suffering from depleted reserves of trust, a business that sells plenty of it every day tends to create the most value. The great thing about trust as a product feature is that it delivers exceptional returns. With this book, John Jantsch has zeroed in on exactly what small businesses need to sell every day, every hour.
--Ben McConnell, co-author of Creating Customer Evangelists: How Loyal Customers Become a Volunteer Sales Force
John Jantsch has provided small businesses with the perfect perspective for maximizing all marketing activities - offline and on. Jantsch has the plan to help you thrive in the world of business today. Read it, all your competitors will.
--John Battelle, cofounding editor or Wired and author of The Search: How Google and Its Rivals Rewrote the Rules of Business and Transformed Our Culture
Duct Tape Marketing is a great read for anyone in business. It has fresh ideas laid out in a practical and useable way. I highly recommend this book for growing any business.
--Dr. Ivan Misner, Founder of BNI and Co-author of the New York Times bestseller, Masters of Networking
Customer Reviews:
Small Business Must Have for your Tool Box.......2007-08-31
I can't say enough good things about this extremely useful tool. Duct Tape Marketing (or as Brian Small and I refer to it as "DTM") breaks the paradigm of what most small business owners "think" marketing is all about.
I've consulting small businesses in the way of marketing for years as well as worked to keep my own business(es) on track with marketing. Now it's as though I've taken a good tool in my toolbox and turned it into a hyper-drive power tool.
If you're thinking about starting a small business or have a well established small business then this book will make any time you spend on marketing much more effective.
This book was recommended to me by my friend and business com padre by Brian Small (www.briansmall.com) and in the last month I've recommended to many other small business owners. If you don't take time to work "on" your business then you're going to fall short of your potential. Make it a priority to read this book in a 4 week period.
Kyle Dreier
A Good Book on Marketing and Worth the Price.......2007-08-06
Although this book is not in my top ten of marketing books, it is still a good book with some useful ideas. There are many keys to successful marketing. Unfortunately, if one or more keys is missing, the total marketing effort can be wasted.
This book covers many of the keys. I wish it showed better how the pieces fit together to make a complete sale, but it does a good job on the keys it does cover. If you are a small business owner, read the book and use the ideas. You will see positive results.
One of the best books on marketing that a small business owner can read.......2007-08-03
To say "Duct Tape Marketing" is a great book is an understatement. As an entrepreneur who has founded two small companies, I found John Jantsch's approach to help customers to know, like and trust you more to be intuitive, yet very powerful.
He got my undivided attention from the point he proposed having you first identify your ideal clients (as early as in page 5) and asking you to fire about 20 percent of your past customers, if they no longer fit into the picture of your current business. Now THAT makes sense and it is SO powerful: I could recall the occasions when I was spending time pursuing projects that were not a good fit for the goals of our company, but we still pursued them ("Hey! It's business!"). Since I read that section, I've felt more comfortable not pursuing distracting projects.
He then proceeds to walk you through the discovery and delivery of your marketing message in a way that speaks to the heart of those ideal customers you identified early on. The rest of the book is packed with tactics to get that message in front of your target audience and help them contact you and refer you.
These easily are the best 300 pages I have read since I became a small business.
Love it!.......2007-07-23
This book has WONDERFUL, thorough advice for the small business. It really gets the creative juices flowing. I highly recommend this book.
Want More Customers? Then Read This Book!.......2007-07-17
Regardless of what you already know about marketing a small to mid-size business, this book is for you. It's a powerful tool that focuses on your specific marketing needs and your specific capabilites. John Jantsch doesn't merely tell you what to do, he explains how and why to do it. The information is clear, concise, and surprisingly thorough. John covers a broad spectrum of important marketing issues, starting from the basics of defining your customer, to a well-written summary about the power and value of effective Internet marketing. If you're smart, you'll read this book and then keep it handy as an ongoing reference tool.
Book Description
Well-known author and consultant Howard Shenson shows consultants, educators and trainers how to enter and flourish in the lucrative and fast-growing seminar business--an estimated 3-to-4 billion industry. Covers everything from choosing a topic and developing a program to targeting a market, pricing and promotion. Provides practical details on selecting facilities, writing brochures, advertising, using direct mail, add-on materials and much more. Features checklists, tables and sample forms that help make planning easy and efficient.
Customer Reviews:
Very dated.......2007-07-30
While this book gives a good starting point for a seminar newbie, it is quite hampered by its dated material. All statistics and pricing examples are from the late 1980's. There is no recognition anywhere in the book that the Internet exists, PowerPoint can be used in presentations, etc. For instance, you are warned against using carbon copy paper. Hello? Good in 1990, but needs a serious and thorough updating to reflect current trends and technologies.
Dated but very good.......2006-06-26
This is a good introductory book for those that need to develop and promote successful seminars and workshops. The book covers what one needs to know about developing a program, market testing, setting the right fees, marketing, promotion, advertising and publicity. The reader is provided with useful practical tips and advice that I have used to good effect.
The book is well written in simple English that is easy to follow and understand. Despite the book being a bit dated, the advice it provides is still relevant and very useful and practical. Even the veteran has something to learn from this excellent book.
Those who wish to capitalize on the growing business of seminars, workshops, conferences and training classes are recommended to read this book for guidance and directions.
Very good service........2005-09-17
Book was sent in a timely manner and I received it in good shape. Thanks.
Great information.......2004-06-23
This book is one of the important books on this topic. I have included this book in my personal library and have referred many people to this book.
Early in my business I provided "public" seminars and this book provided some great advice and tips.
Lenny Laskowski, professional speaker and author of the book, "10 Days to More Confident Public Speaking" (Warner Books)
Reference Only.......2002-03-27
This book has lots of really good information. This is a great reference tool.
Book Description
A new revision of the successful guidebook for novice consultants
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
Download Description
A new revision of the successful guidebook for novice consultants
Getting Started in Consulting, Second Edition provides practical solutions and proven strategies for launching a consulting business. Readers will learn how low overhead and a high degree of organization can translate into a six-figure income working from a home office. The book also offers key information on how to finance a consulting practice, how to write proposals, how to set up billing and bookkeeping, and more. A new chapter also explains how to get started quickly for those who can't wait to generate cash flow or those who have a cash reserve they are immediately willing to commit.
Alan Weiss (East Greenwich, RI) has consulted with hundreds of organizations around the world, including Mercedes-Benz, Hewlett-Packard, Merck, and the Times Mirror Group. He lectures widely and is the author of 12 books.
Customer Reviews:
Not in agreement with other reviewers.......2007-10-14
I read the first 40 pages to verify my initial reaction toward this book: namely, the author is pompous and patronizing to his audience. He treats his readers as though they have few brain cells. Moreover, he frequently mentions the word "ego" as if this is the primary reason why people enter consulting (i.e., to feed theirs). It's certainly not mine. After reading to page 40, I jumped ahead to Chapter 8, Establishing Fees, which provided useful information. I plan to move on to other books that are outside the box re: consulting...and that don't insult my intelligence.
My All Time Greatest Book On Consulting.......2007-09-08
This is the book that finally made it "click" for me.
I have bought copies for those I have coached and mentored and have seen them start right and quickly realize success for themselves.
A great book that should grace the bookshelf of any person just starting out.
To make it work you should be ready to work and actually use the tools and strategies provided.
Solid Advice from an Experienced Consultant.......2007-08-24
This is the best read on consulting I have come across! The content is applicable to any consulting practice regardless of industry focus. The concepts in this book do require that you have an existing understanding of the industry and business environment you plan to work in but that should be considered a given if you are looking to call yourself a consultant anyway. If you can't get your practice up and running based on the detailed step by step processes discussed in this book nothing can help you! Buy it, read it, live it!
Excellent guide for beginners.......2007-02-23
This is a very well-presented guide for anyone who is considering getting into consulting as a full-time business. It lays out the basic requirements and points you toward resources, but it does not contain detailed guidelines and legal advice, if that is what you are looking for.
Excellent Guide for the Beginning Consultant.......2006-10-21
It is easily the best I have read on the subject.
For most beginning consultants, the major problem is the marketing of our services. Closely following is gaining the confidence to charge what our services are worth. In these two areas and more, Dr. Weiss book provides specific and detailed advice. Emphasising the relationship centred nature of the consulting profession, he insists, and I think most practitioners' experiences bear him out, that you must make the sale "conceptually" before you can hope to successfully make it in fact, in a manner that leaves all parties satisfied. In presenting your proposals, Dr. Weiss advices that you provide outcome based options, so that your prospect asks himself, "how should I use Alan?" rather than "should I use Alan?" which is what a single option proposal with time based fees will likely elicit.
I wish I had discovered Alan Weiss' books five months ago. A prospect had called me out of the blues for a consulting assignment. When I got to his site for preliminary discussions to understand the points of pain and scope the project, he handed me over to a subordinate. With no opportunity to build a relationship (a mistake), it is no wonder that when I presented my $20,000 proposal which provided no options (another mistake), the prospect immediately asked for a 30% discount. Not wanting to give the impression that my figures were pulled out of a hat, I pushed back and offered an 18% discount instead. The prospect is yet to commit.
==========================
Fast forward two months. The client earlier referred to saw an article I'd written that touched the nerve of the issues facing his business and invited me back for a discussion. Then he again asked for a proposal. This time I offered three options, ranging from 30% to 80% above my original proposal. He chose the most expensive, negotiated it down (the final figure was still a full 50% above the original proposal). We commenced work on the project in December.
Book Description
Great copy is the heart and soul of the advertising business. In this practical guide, legendary copywriter Joe Sugarman provides proven guidelines and expert advice on what it takes to write copy that will entice, motivate, and move customers to buy. For anyone who wants to break into the business, this is the ultimate companion resource for unlimited success.
Customer Reviews:
This is for DIRECT response advertising, NOT general advertising.......2007-10-23
This book is for DIRECT RESPONSE, not general advertising. Basically, if you're a budding copywriter looking to get into a top general agency, this book will not help you much. You'd do better with a copy of "Hey Whipple, Squeeze This" or "Cutting Edge Advertising."
Otherwise, if you're wanting to learn how to make coupon-clipper ads selling ionic air purifiers, this is your book.
Copywriting.......2007-10-10
Joe Sugarman did an excellent job in this book. I've read over a dozen other books on copywriting, and believe that this is the best of the bunch. The others also have value, but Sugarman explains key psychological principles that make all of the difference. I wish I had read this book first so that the other books would have been more valuable to me.
So good I brought it twice! .......2007-09-24
I first brought this book two years ago. I thought it was great then, now I think It is without a doubt the best book on copywriting I have ever read.
It is full of money making wisdom, written by one of the worlds greatest copywriters.
it is a complete course on how to turn words into money, and it is easy to read.
This book is worth ten stars.
One word... AWESOME!.......2007-08-17
This book is phenomenal. If you read it and put Joe's techniques to work you'll be a step ahead of 99% of the Ad Agency's out there that charge an arm and a leg for what you can do on your own. It takes some practice and note taking but, if you listen to what Joe says you'll be handsomely rewarded. Even if you're not selling anything, you will still enjoy reading this book.
I f you have a business and you advertise, you need to read this book!.......2007-08-06
This is the single best book I have read on how to right effective advertising copy.
Every business has to advertise in some way, shape or form if it is to survive. Writing effective copy can be the difference between succesful advertising and a big waste of money.
If you have an agency who does your advertising, you really need to read this book. Once you read and understand the concepts that Sugarman discusses, you will be much better prepared to direct your agency on what you want in your ad that will really make it effective. You will definitely know more than most advertising 'specialists.'
If you create your own ads, buy this book, read it, and do what it says. The effectiveness of your advertising will increase dramatically and you will separate your company from all the 'look-alikes' who do advertising in the same old, ineffective way.
Book Description
THE SALES COMPENSATION HANDBOOK Second Edition
Now in an updated and expanded edition, The Sales Compensation Handbook provides the information and tools needed to design and implement top-notch sales compensation programs.
This authoritative reference from experts at Towers Perrin provides guidance on all aspects of compensating salespeople, including cash and non-cash incentives * base salary, bonus, and commission scales * team-selling roles and implications * linking compensation to company culture, and much more.
Sales managers and compensation professionals alike will find this comprehensive resource a valuable tool for building sales rep productivity.
STOCKTON B. COLT (Los Angeles, CA and Santa Fe, NM) is a principal at Towers Perrin, an internationally known consulting firm in the compensation field. He is also a frequent speaker on sales productivity and compensation.
Customer Reviews:
Avoid thousands in consulting fees!.......1998-11-15
This book was just what I needed, and much more. I expected a primer on sales compensation design. What I found was a challenge to review the underlying systems of the Sales Department _AND_ state of the art sales incentive compensation plans.
This book is a must-read for every sales manager who is looking to make sure that compensation is not the reason his or her sales force doesn't achieve its goals, or is churning. Putting these tactics to work takes real discipline; but the rewards are tremendous.
I highly recommend this book to anyone who is interested in the art and science of a finely tuned sales machine.
Meeting the challenge of creating incentive plans for sales.......1998-08-03
As one who does a considerable amount of consulting work in designing sales compensation plans, I was delighted with this publication. Anyone who has had the challenge of creating an incentive compensation plan for salespeople, or of leading and motivating a sales force, will appreciate the scope and depth of this book. Using an abundance of diagrams and tables, the chapters and sections examine a very comprehensive range of topics that is highly helpful in shaping sales compensation. One important point that is clearly made is the enormous range of potential root causes of performance problems, other than the nature of the compensation plan. In this regard, compensation is viewed in the broader context of the sales management system; far too often, this big picture is missed, or glossed over. But most of the book focuses on designing sales incentive compensation plans and provides plenty of solid content and detail. I expect readers will find this work a very worthwhi! le contribution to a complex subject; one with which so many organizations seem to continuously wrestle and, more often than not, fail to fathom and, ultimately, succeed.
Books:
- The SPIN Selling Fieldbook
- The Strategic Bond Investor : Strategies and Tools to Unlock the Power of the Bond Market
- The Ten Faces of Innovation: IDEO's Strategies for Defeating the Devil's Advocate and Driving Creativity Throughout Your Organization
- The Ultimate Question: Driving Good Profits and True Growth
- Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy
- Trade Show & Event Marketing: Plan, Promote & Profit
- Truth, Lies and Advertising : The Art of Account Planning
- Truth, Lies and Advertising : The Art of Account Planning
- Ultimate Guide to Google AdWords (Ultimate Guide to Google Adwords)
- Understanding Nutrition (with CD-ROM and InfoTrac) (Understanding Nutrition)
Books Index
Books Home
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- Project Manager's Portable Handbook
- The Handbook of Employee Benefits
- Winter's Tale
- The Unofficial Guide to Walt Disney World 2007
- International Handbook of Accounting Education and Certification
- Software Ecosystem: Understanding an Indispensable Technology and Industry
- Stormy The Baby Dolphin / A Gulf Coast Rescue
General
| Popular Economics
| Business & Investing
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SPIN Selling
Major Account Sales Strategy
Solution Selling: Creating Buyers in Difficult Selling Markets
Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
