Practical, useful, helpful - this passes the Mitsu Fisher sniff testNovember 25, 2007 6 out of 8 found this review helpful
One of the things I like about this book is that it deals in specifics. Most sales books are stuffed with vague, flowery platitudes. While fun to read, they don't justify the time spent. This book promises to cover 12 specific strategies, in the subtitle. Okay, that's a good start.
Right then, let's take a look at these 12 "strategies".
The first one has to do with time management. At first I was disappointed because I thought I was reading a book about sales and not time management. However, the information is helpful and of course, time management is pre requisite to achievement in any field. The author offers a very an important addition to the traditional Franklin approach that wildly increases productivity. Definitely worth a look.
The second strategy has to do with training and setting standards. Okay, it's important stuff and the improvement process offered was sound and undoubtedly works but the topic does not get me all fired up. This topic may be of greater interest to mature businesses.
Strategy next is about having better meetings using "workshop training" to improve the company. Again, good stuff, every company needs it but not my prime interest.
Next up, "becoming a brilliant strategist". Okay, but when are we going to get to the sales stuff. What I really want to know is if this book can add to my "general fund of knowledge" about how to build a great sales organization. At this point, I'm beginning to wonder.
Now we are cooking with gas. The next strategy is about hiring superstars. This chapter offers some refreshingly candid and useful information about how to find, hire and motivate top talent. Best chapter yet. I can use this information now.
The following chapter talks about getting the best buyers. The author makes the case that taking the time to figure out who your best customers are, pays big dividends. Nothing new here.
The books then devotes a chapter to marketing. It talks a lot about advertising and how to make it work. Good information but not of interest because I don't advertise. Too expensive and sometimes of questionable value.
Chapter 8 goes into graphics and mistakes people make when they present. Snoozer. Old news.
Next comes more detail about how to find your best buyers. "Been there, done that."
Chapter 10 is all beef. It's about how to sell and the importance of standardizing the process...and it's good information. What I like most is his "this is not rocket science, but it is science" approach. Worth the price of admission.
The next chapter is about how to keep clients. Good information, but not what I bought the book for.
The final chapter is a wrap up and talks about how to use all 12 strategies together. Mildly interesting, but not what I bought the book for.
My overall opinion of this book: Really good. Four stars. I say this because most of the information is really good and I'm sure quite effective. My only hesitation comes from the fact that this book seems more suited to small/medium sized business owners and not enterprise professional management.
One of the top business books I have ever read.November 14, 2007 2 out of 3 found this review helpful
A wealth of information presented in an easy read style. A great book to have in your business library.
Most Actionable Business Book You'll Ever ReadNovember 10, 2007 3 out of 3 found this review helpful
The beauty of this book is that all 12 of the concepts Mr. Holmes recommends are easy to understand and implement. The "secret sauce" of his book, pigheaded determination and discipline, is what will make his concepts (actually all concepts) work.
Simple, results oriented, no business school jargon, all focused on a no "bs" approach. We are implementing the concepts in two of our companies and our establishing big goals for 2008. The challenging part will be to apply the "secret sauce" mentioned above. It's really what differentiates high performing companies from the also-rans.
DEFINTELY WORST SALES&MARKETING BOOK READ iIN TEN YEARSNovember 9, 2007 23 out of 40 found this review helpful
First I am amazed with this very high feedback rate!!! How can it be ? Did any reviewer got something in return? Second If you are a non-american reader DEFINTELY this is not for you!!!!! Third, if you are in B2B, do not waste your precious time on this book. You might find max. 2 page out of 245 pages. Even in these two pages, nothing new that was not covered already by someone else. Fourth, beside style of writer who is almost in every other page promote his services ( I did this, that, my client ,....), the most annoying selling argument is through creating fear in minds of customers and use number 5( five dangeous things......) and he continue on this line on and on ..... I am getting the impression that he is targeting customers with very poor education and poor intellegent. If you want to find out how author collects his "stadium pitch or cover story" sources from just take a look at books note in last page !!! Fifth: Author is defintely traditional sales man ( although he try to say otherwise in chapter of Becoming Brillinat Strategist). Author really insult marketing professional in chapter 7 ( seven musts of marketing) by just exaplining role of marketing in product communication as a support role to sales in 37 pages. Sorry Chet: your marketing reference book or some of your clients if they have your glasses, belong to 1960's and might use 1st edition of marketing principle by Kottler.
Nevertheless, in order to be fair to the writer, book might offer some tips to small business owners who are sitting at their shop floor and worry about the month payment to breakeven.
Sorry Chet: Your "stadium pitch" was not right to me.
Solid book on sales and sales managementOctober 31, 2007 20 out of 23 found this review helpful
I nearly passed on this book because of all the ridiculous reviews by people obviously trying to game the system and promote themselves. Authors who resort to this type of "marketing" come off as misleading and they reek of desperation, certainly not the type of person from whom I want to learn sales and marketing. However, the book was recommended to me by a friend so I bought it, and I'm glad I did. It was full of useful information on how to build a sales organization that I can actually implement in my everyday work.
