Customer Reviews (3)

Good to Great
These disciplines are what take a company from "Good to great".The book is intense and filled with priceless intelligence that can make your organization a global force and remind you that only hard work and efficacy will get you there.

New idea; new approach
This book, Six Sigma for Marketing Processes, differs from most Six Sigma books.Its purpose is to introduce 3 new proactive methods to focused on improving core marketing / business process areas:Strategic Planning (for Portfolio Renewal), Tactical Offering Development & Launch Preparation (developing an offering), and Operational in a Post-Launch environment (managing an offering through its lifecycle).It mentions the importance of the more traditional Six Sigma methods, and discusses selecting and using the appropriate method at the right time, for the right business need.

Misleading description - not DMAIC / DMADV
As a Six Sigma Black Belt in an organization that is looking to expand outside of operations, I thought this would be a good book to give me some examples to help sell Six Sigma to my marketing colleagues.But rather than show how DMAIC can improve marketing cycle time, productivity, ROI, etc or how DMADV can lead to better new product launches, it laid out three stage-gated processes to run a marketing organization.DMADV / DFSS was barely mentioned, if at all.This book will not help a marketing organization implement traditional Six Sigma and it will not help a current Six Sigma practioner expand their program to Marketing. ... Read more

Book Description
For any business owner, franchise operator, or marketing executive who seeks to increase sales while lowering marketing costs, Jeff Slutsky offers a new way of thinking. In this indispensable guide to getting more bang for your buck, the well-known marketing consultant tells business managers to think tactically and locally -- using nontraditional, highly targeted forms of marketing and advertising.

The tactics, ideas, approaches, and strategies in Street Fighter Marketing Solutions are geared for the bewildering new challenges that confront business- people in the new hypercompetitive, advertising-polluted environment in which they must seek profits.

With pressures from "big box" retailers, internet competition, and a glut of other immediate competitors, businessmen and businesswomen need a war chest of proven ideas and strategies to help them thrive. Additionally, local businesses suffer from advertising price increases despite eroding audiences from the local media, especially newspapers, radio, and TV. This book could be the answer to your current and future marketing problems.

You'll learn how to mold and manipulate traditional advertising methods while supplementing or supplanting them with alternative, novel techniques for lower cost and higher reward.

National and regional corporations who sell their products and services through a network of local retailers, franchisees, or dealers will also benefit greatly from this book. It will provide them with an easy-to-understand blueprint on how to develop, roll out, and maintain a practical, money-saving, sales-generating Street Fighter Marketing program throughout their organization.

In a book full of success stories, Slutsky discusses in a clear, practical, straightforward manner how Street Fighter Marketing techniques can work for you. The first step to growing your market share may well be to spend a few hours in the company of one of the nation's most savvy and engaging business tacticians.

For more information and a downloadable video, visit www.streetfightermarketing.com.

... Read more

Customer Reviews (1)

A MUST for anyone marketing anything, anywhere, anytime!
When I picked up this book I was amazed. It gives the REAL rundown on how to spend your marketing dollars to get the best return on your marketing investment. In today's perplexing www marketing world, traditional advertising and other marketing tactics have taken on a different role. Jeff Slutsky gives you"the real skinny" on what works best NOW. For example, do you get the best return on your marketing investment through . . .

Newspapers?
TV - broadcast or cable?
Radio?
Outdoor advertising?
Yellow Pages directories?
Weeklies, Tabloids, etc?
Telemarketing?
Press releases?

And what about . . .
Advertising agencies?
Co-op advertising?
Publicity?
Conventions, tradeshows and exhibitions?
Consumer shows?
Sponsorship?
Advertising specialties and promotional products?

And I've only read the first section! Now I'm about to read how to make a website work for you.

Excuse me. I'm going to stop writing now because I want to get to get back to the book. Viva Mr. Slutsky!
... Read more

Book Description
Seasoned pros or beginners...Now, learn how to write a high-powered resume that will land you a premier job in todayÕs competitive field of sales and marketing. Discover how to use your resume as a powerful sales tool to sell yourself ...target potential employers like "prospects"...take on-the-edge risks...and write killer cover letters. With 100 WOW! resumesÑproven job-winners in advertising, sales, product planning, and market researchÑto guide you, you can custom-tailor your resume to fit your job search needs. A one-of-a-kind resource youÕll use throughout your career! ... Read more

Customer Reviews (15)

Very Disappointed - rehash of old ideas
As a long time marketing consultant, I found this book to be essentially a rehash of ideas that have long been explored/suggested by others.The first sections on personal and office appearance struck me as extremely dated given our current business climate and 'young' mindset.If you're new to marketing for a small business, I'd recommend Guerilla Marketing over this book by far.

Part Four (Madcap Marketing) came as close to living up the the book's title and does include some good ideas and approaches, but not enough IMHO to save the book.

One of my favorite self-help marketing books regarding self-promotion and promoting your small business!
There are two self-promotion marketing books that I really think are great and that stand out from the rest of the crowd: 101 Ways to Promote Yourself (ISBN: 0380785080) and Self-Promotion for the Creative Person (ISBN: 0609806262). In my humble opinion, the instant book being reviewed comes in third to these books. I really liked it. It was fun to read, made me think, and I loved the story about the restaurant owner who took taxicab rides regularly to get the cab drivers to refer patrons to him.

The book is broken into six parts:

1. Personal Packaging
2. People Who Need People
3. The Power of Prestige & Expertise
4. Madcap Marketing: The Power of Pizzazz
5. Pro Bono: Civic Marketing
6. Press Waltz: How to Attract the Media.

The first part talks about being professional in all you do and to brand yourself and your business. The second part reminds us that nobody is an island unto himself or herself. We all need other people to help us thrive. That's so we can do things correctly, get the word out about our business, and to continue to move forward rather than stagnate. The third part explains the importance of becoming an expert, the go-to source, for whatever you do. The fourth part is about doing things a little different so your business will stand out. It's one thing to be an expert, and it's another to be THE expert. The fifth part reminds us that not all marketing is done solely to help ourselves. Sometimes we can help ourselves by helping others. And the last part discusses public relations and publicity.

I really don't have much to say in the form of criticism of this book. I probably would have liked the book better if the title had been different. And I would have liked the six parts listed above to have been included in the Table of Contents. Instead I had to turn through the pages in the book to find the titles. But, all in all, this is a wonderful fun read for someone who has just finished reading my two favorites listed here above. 5 stars!

Creative and Useful Ideas That Can Be Tweaked
I loved reading the many ideas entrepreneurs used to market their business.Originally, I bought this book to help market my web sites, www.MaryJoRulnick.com and www.FranticWoman.com, but I found several ideas that I could use to market my first book.As an author, it isn't always easy to find unique ways to sell your work without spending a lot of money.However, I was able to tweak some of the ideas, such as creating your own day.By following several of the suggestions in this book, I was able to grab the attention of the media and there were several articles published highlighting my book.Now that my second book "The Frantic Woman's Guide to Feeding Family and Friends" will be published, I'm reading Off The Wall Marketing Ideas again.

Okay, but not what I expected
This book is OK if you actually have a product to sell. If your business, like mine, is a service business this book offers little help in creating "Off the Wall" marketing ideas. At least 70% of the book involves high dollar radio, TV, and other expensive marketing ideas. Very little practical examples of non budget busting ideas...

Sparks more ideas that you can handle
By page 17, I had to stop reading to go email my boss all of the ideas that "Off-the-Wall Marketing Ideas" had sparked.It was such a jewel to find.I actually went to the book store to flip through "The Anatomy of Buzz."After flipping through it, I felt that a different book would serve me better. I bought "Off-the-Wall Marketing Ideas" due to the user friendly layout.I felt that it would be easy to reference time and again.After reading the book cover to cover, I realized that buying "Off-the-Wall Marketing Ideas" was the best investment I've made in a long while. ... Read more

Book Description
Companion 94 page workbook to Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals.Packed with additional referral selling articles; dozens of proven effective client referral letters, client referral e-mails, and letters soliciting additional referrals from clients; tools to help you overcome referral objections; referral selling scripts; and more.Detailed information to help you apply the referral generation techniques and strategies in Creating a Million Dollar a Year Sales Income: Sales Succes through Client Referrals. ... Read more

Customer Reviews (10)

Did not fit my views
I don't want to bag or run someone down for their views, there was so much in this book that did not sit with my experience in over fourteen years of sale and I would say that in the last ten years I have made a great living at it.
The biggest disagreement is with discounting your value to get referrals. I have found discount gets referrals for people who are only interested in ordering if you give them the same deal and you end up doing a lot of work for nothing. Knock out service add value ask for referral when you have the customer as a die hard fan. Referred work then doesn't asked for discounted service.
I tried look for good advice and found none.

Excellent Book for Sales!
I found this book to be very informative.It was a very easy and interesting read. I recommend this book to anyone that is going into any type of sales.I believe that everyone that sales something will be able to apply a portion of this book toward their products and clients.This book is a must read.

An Instant Classic!
Paul has done a fantastic job of describing in great detail the meat and potatoes of successful referral selling. From start to finish this reference guide is packed with practical tips, examples and insights and I consider it a "must-read" for everyone involved in personal selling.

This book is a must read for sales people and small business owners.
I purchased this book after reading about it in Selling Sucks: How to Stop Selling and Start Getting Prospects to Buy!.The manner in which Paul McCord systematizes referral generation isimpressive.In addition to teaching referral strategies and techniques The book also contains sample letters, phone scripts, meeting scripts that tell the reader exactly what to say and write, which means you can gain immediate benefits (and referrals) without having to think of what to write or say.He teaches you how to set up your customers and prospects to plan on giving you referrals.

He tells us common mistakes and the reasons we may have failed or only had sporadic success in gaining referrals as well as how to handle objections that may be encountered.

For me the most powerful technique in the book is to tell prospects and clients that part of my compensation is referrals.I even include the referral requirement in my proposals. It is easy and works incredibly well.I have clients tell me that it makes very good sense to them and they understand they have an obligation to me they must fulfill.There is absolutely no pressure involved and it positions me as a true professional.

If you follow this system, you will actually have clients telling you they owe you referrals.I also recommend the workbook that can be purchased separately.It includes additional letters, email scripts and materials from several different industries and professions that can be modified for any business.Read this book before your competition does!

Paul should charge more for this book!
What a wonderful sense of exhiliration I have now that I know I can succeed in a new career.What a neat roadmap to success through implementing modern selling techniques, one of the most efficient of which is supercharged referral gathering. ... Read more

Book Description
The sales promotion is one of the marketer's most tested and most effective tools. Sales Promotion by Roddy Mullin and Julian Cummins explains all the stages of creating and implementing innovative and successful sales promotions. Sales Promotion details the tried and tested methods that can give a business the competitive edge over other companies, including off-the-shelf offers, joint promotions, price promotions, premium promotions, and prize promotions. The new edition takes account of changes in market forces and the effect of new media such as web based advertising, as well as changes in the law. It also includes a wealth of new case studies, including MasterCard, Superdrug, and Mazda. ... Read more

Customer Reviews (1)

Completely satisfied.
I recieved my order prior to anticipated date. The book was in exact condition as stated! Very satisfied with order!
... Read more

Book Description
Develop customer-focused, market-driven strategies for today's competitive marketplace. . .

Industrial Marketing Strategy

Widely regarded as a classic text in the field, Industrial Marketing Strategy, Third Edition shows you, as a practicing manager, how to develop the marketing strategies your business needs to succeed in a rapidly evolving global marketplace. This important book covers:

• The basic concepts of customer analysis, buying behavior, buyer-seller relationships, market segmentation and targeting, and positioning
• Proven, concrete, strategic management techniques—rather than a rote enumeration of the functions and institutions of industrial marketing
• Guidelines for implementing the value proposition through distribution and marketing communications
• The role of marketing in the broader context of business and corporate-level strategic planning
• Special sections on product development, national account management, customer service, information technology, and price signaling

Customer Reviews (1)

Probably the standard work on industrial marketing today.
Frederick Webster's 3rd ed. of Industrial Marketing Strategy offers a comprehensive review of business-to-business marketing. This is an excellent overview for the business executive and the general marketing practitioner. The sections on buying behavior and buyer-seller relationships are a good review of those processes that influence customers to buy. The book is a rational academic review of the marketing process. Unfortunately, Webster, like most books on the subject, does not address the irrational aspects of the industrial customer's behavior. All-in-all this is still the most comprehensive single volume review of industrial marketing currently available. Warren D. Smith, CPC. Venture Marketing Inc. ventmktinc@aol.com ... Read more

Book Description
Increase sales substantially without breaking the bank—proven, low-cost techniques for successfully marketing your business

In this groundbreaking guide to restaurant marketing, expert Bill Marvin demonstrates that success doesn't come from beating the competition, it comes from pleasing your guests.He shows you how to work from the inside out—to build on your strengths and to take advantage of intrinsic advantages you didn't even know you had. He also suggests dozens of successful, low-cost techniques for mining the most precious resource at your disposal—your existing customer base.Among other valuable lessons, you'll learn how to:

• Educate your guests about why they come to your restaurant
• Implement sure-fire incentive and customer-loyalty programs
• Manage a successful word-of-mouth marketing campaign that gets your customers to do your advertising—for free
• Get your staff involved in an ongoing commitment to customer satisfaction
• Enhance the personal connection between your restaurant and your guests

Perhaps the most important lesson you'll learn in Guest-Based Marketing is, as Bill Marvin puts it: "Monetary success and personal joy will come when your sole concern—your driving passion—is how you can excel." ... Read more

Customer Reviews (2)

Solid Author
Bill has been around the industry for years and has a collection of some great restaurant marketing ideas from having spent years in the industry and consulting to many restaurant companies.I really respect his approach and background and would recommend this book without reservation.

For more restaurant marketing resources, also visit www.quantifiedmarketing.com.This site offers a free restaurant marketing CD, articles and restaurant marketing book recommendations.

Great Ideas!
I have long been a fan of Bill Marvin's publications and have utilized many of his ideas in my own restaurant.This book is no exception.While many of the ideas presented are geared towards a more upscale environment, I have been able to use more than a few in the restaurant that I operate, which is a unit of a national chain.With a little thought, you can adjust most of the ideas in this book to fit your needs! ... Read more

Book Description
Today the telephone can supplement-in some cases even replace-traditional means of marketing and selling. This guide shows how to generate more leads, sales, repeat business, and referrals by phone and will be welcomed by small- and medium-sized businesses as well as by professional telemarketers and sales representatives. ... Read more

Customer Reviews (5)

Too Basic
Not a bad book, but too basic for anyone but a real beginner in telephone selling.Contains a few pieces of good information, but not worth spending money on this book for the small return on investment. Get it from the library if you must read it.Spend money on books for your library that you'll refer to again and again such as Successful Cold Calling by Lee Boran, High Probability Selling by Jacques Werth, and I'd Rather Have a Root Canal Than Do Cold Calling by Shawn Greene.

Impressive TITLE!
Impressive TITLE is ONLY what this book it is all about. The author Robert W. Bly begin terrifying the lectors by narrating negative remarks about our economic in general. Scaring the enthusiastic entrepreneurs to Fly Solo.

Great Starter or even Refresher.
I found the book an easy read and there were a few important nuggets that made the book worth the money.I have been selling for years and prospect and provide customer service via phone, but most of my 'selling' occurs in person.This book focuses on selling on the phone.Bly makes this distinction up front between telemarketing and teleselling, which I found helpful.

If you are new to telesales and need help really putting some framework to your day, this is a great book to start with and then move on.

The reason I did not give this book 5 stars is because there were no "Aha's" in it.But I will give it to my new salespeople and have them read it.

Buy all books from Robert Bly... except this one
Bly is a GREAT author and consultant on: direct mail, copywriting, writing in general, selling services and consulting services, business-to-business marketing.This book reflects what a marketing oriented copywriter might say about a field he's not intimately experienced with.

This book is appropriate for someone in the consulting area that is just beginning telephone sales.For someone who is already doing it, or has a small library of books in this area... you might be disappointed.

However, BUY ALL THE OTHER BOOKS BY BLY... and I'm serious.He is a great author on marketing and copywriting.Some of his other works are real gems (like the ones on business-to-business and direct marketing).I get the feeling that he wrote this book to flesh out his line of marketing books, and that has weakened it.

The better books in telephone selling are done by people who do it day in and day out.I bought all the materials from Bill Good, and also from Art Sobsczack (sp?) who has a newsletter is especially good for professionals.The kind of person who writes this kind of book needs to be a SALESMAN first, and a marketer second because most of the problems deal with tactical issues.Selling with paper (direct mail) is a different kettle of fish than figuring out what to say the gatekeeper.

John Dunbar

The Best Book Out There For Anyone Selling Over The Phone!
For someone just starting out in the sales business or someone that has been doing it for years, this book will be considered your bible. It gives you over 200 pages of pure useful information that you can put to testimmediately. If you want to learn cold calling, scripts, techniques or justwhere to start, then this book is guaranteed to give you all theinformation you need and then some! Try it and see for yourself. Notelephone salesman should be on the phone without first checking out thisbook. IT'S GREAT! ... Read more

Book Description
Praise for EMAIL MARKETING by the NUM8ERS

"At last-a book that marketers can use to gain real respect from CFOs and CEOs who care about the bottom line. Baggott, author of the award-winning blog 'Email Marketing Best Practices,' clearly explains how to make your campaigns perform measurably better. The secret's in your test results."
—Anne Holland, President, MarketingSherpa

"Despite its proven power, email marketing receives a fraction of the attention given to other, fancier media. This week you'll probably hear far more about mobile videocasting (or some such fashion) than you will about email marketing. You can help correct this imbalance by reading this book."
—Rory Sutherland, Vice Chairman, Ogilvy Group, London, UK

"Baggott's wonderful new direct marketing book is loaded with practical advice and recommendations from some of the best minds in the industry. Email Marketing by the Numbers should be read by everyone in the industry who wants to profit from acquiring and retaining customers."
—Arthur Middleton Hughes, Vice President/Solutions Architect, Knowledge Base Marketing, and author of Strategic Database Marketing

"Amidst the confusion and changing landscape of the Web, Baggott is one of the clear thinkers who can cut through the hype and help you understand how to drive revenues through the use of marketing technology."
—Scott Burkey, Business Development Executive, Definition 6

"Baggott is the ultimate Web 2.0 entrepreneur who takes Email 2.0 to a new level. In Email Marketing by the Numbers, he gives marketers instructions for creating one-to-one conversations with prospects and customers. This book should be on the desk of every marketer in every company, big or small."
—Scott Maxwell, founder, OpenView Venture Partners ... Read more

Customer Reviews (36)

Excellent resource for beginning and veteran email marketers
Chris Baggot's Email Marketing by The Numbers is packed full of practical knowledge and real world examples of email marketing that works.Chris has an extensive knowledge of Internet marketing and demonstrates again and again his deep understanding of online tactics to convert prospects into lifelong customers.

Internet marketing is driven by data and data is king.Email Marketing by the Numbers provides the reader with tools to measure results and act accordingly.It teaches database marketing fundamentals that can be used in all marketing endeavors.Highly recommended for both beginning email marketers and Internet marketing veterans.

Solid!
Excellent insight on email marketing tactically speaking but also as part of an overall internet or online marketing strategy.It is an easy read but the content is rich.The multiple reputable contributors like Seth Godin, Anne Holland, and folks from ExactTarget add significant scope and credibility to an already very worthwhile piece.Thank you!

Email Marketing Success Starts Here!
Chris Baggott has an accessible writing style that will help anyone interested in email marketing!His proven strategies will work for any organization. Internet marketing was never this easy and effective.Small businesses in particular can benefit from reading this book.

A to Z - a comprehensive look
What I liked the most about this book is that if you are new to Email Marketing or an expert in this field, you can't go without learning something new. It starts from the basics of email marketing, educates you with this industry and then provides you the secrete sauce that takes years to develop. If your manager is not listening to you on how to do it right, I'll say have him/her read this book.

Great mix of common sense and real world email marketing
If you are thinking about adding email to your marketing efforts or have started some sort of Internet marketing program and want to take it to the next level, this is a great read.The author certainly has the credentials to present this info - starting ExactTarget and serving as CMO!Many people think they understand email marketing,but few have pioneered like Chris Baggott.Definitely recommend this book.

... Read more

Book Description
Fortune teller. Psychologist. Financial analyst. These are just a few of the roles sales managers must play while making sure the sales team has what it needs to close deals. In an economic landscape where business strategies shift almost daily, it's all a sales manager can do to keep abreast of new developments. The Secrets of Great Sales Management shows sales managers how to work in concert with changing corporate goals without sacrificing the exceptional results they were hired to achieve.

This powerful book gives readers practical strategies to:

* clarify short-, medium-, and long-term goals* create and communicate team objectives* establish new performance standards and measurements* improve development and training initiatives* build compensation plans that drive stated objectives* create career development plans for team members

By helping sales managers build stronger connections between front-line strategies and boardroom expectations, The Secrets of Great Sales Management will help readers ensure both organizational and individual success. ... Read more

Customer Reviews (4)

definitely a useful tool
This book is a straightforward guide with a realistic plan to follow.The author gives you up to date ideas about the quick, ever-changing world of sales management.The amount of information given is abundant.I have made several readings of this book so far. This book has showed me how to compete in today's world successfully, while getting ready for what lies ahead.A great book for anyone thinking about sales management or already engulfed.

Covers the topic, easy to work with
I was pleased with this book. Sales managers-actual and aspiring-will find a tremendous amount of information in these pages. And the pages are easy to read. This book is definitely a useful tool.

The volume is organized into three sections: Planning, Preparing, and Producing. Topics include a current perspective on the changing world of sales management, setting goals and objectives, communicating expectations to your sales team, and using performance standards in hiring. And this is only the first section!

You'll learn about recruiting and hiring, use of technology, compensation, and danger signs to watch for. Measuring and managing performance, coaching and counseling, and a focus on the future are all discussed in a realistic, comprehensive design that is easy to read, absorb, and apply. Strange as it sounds for a book like this, you may find it difficult to put down. Yes, it's that engaging. I found myself turning page after page before I realized how many pages I'd read!

And the text is supplemented by two appendices: a leadership growth plan and a checklist for success.

There are a lot of books out there on this topic, but this one is worth the investment of your time. Advice: read more than one if you're entering this field. No one has all the answers! This is a great foundation book, covering a lot of topics without going too deep.

Finally, Robert Simpkins's Sales Secrets Strategies in Print
Robert Simpkins insights have proven invaluable to my organization.His secrets and strategies showed us how to successfully compete in today's complex business world and better prepare for tomorrow's challenges and trends.Whether in print or in person, I'm sold on Robert Simpkins.

Step by step Approach
Readability is excellent.It like having a one on one discussion with the author ... Read more

Book Description

Tells why mass marketing no longer works--and shows how integrated communications programs can respond to each customer.

Customer Reviews (3)

A very good book - although a bit outdated
For anyone involved in advertising of MarCom this book gives very practical advice. Overall very impressive and a good read for anyone involved in sales, advertising or marketing functions. Somehow contents required update and technologies have impacted this so much. Another book I highly recommended is 60-Minute Brand Strategist by Idris Mootee. This book is LOADED with solid, meaty real world branding insights and techniques that can are being kept as trade secrets. You will probably find this book a real eye opener. If you're looking for a more balanced marketing book, suggest going for David Aaker's books, some Kotler's books.

A must-read for marketing products/services in the 90s.
The authors have created a concise how-to guide for successful marketing in the 90s and beyond. If you thought marketing was all about radio/TV/print advertising, this book will open your eyes. My copy if highlighted and dog-eared more than any book on my shelves. I refer to it more than my dictionary! The advice is practical and applicable across industries. If you aren't marketing this way, you should be, because your competitors will be!

<br>A MUST read for anyone who cares about customers!!!<br>
I am a grad student at Northwestern majoring in Integrated Marketing Communications and have been fortunate to have Don Schultz as a professor. The insights provided in this book are right on. This is the future trend of all marketing efforts. If a company can not identify its best customers and treat them well, the company is destined to fail. This book helps guide a company to long-term success revolving around a companies core asset--its customers. This new way of thinking does not revolve around products but rather managing customers in an integrated manner.
... Read more

Book Description
...covers all of the key areas of selling high-technology products,including detailed action plans to establish personal excellence in keyperformance drivers in technical salesDownload Description
Mastering Technical Sales: The Sales Engineer? ... Read more

Customer Reviews (5)

Detailed info on techniques and processes
This book is uniquely geared to the sales engineer role, not to general sales reps. Yet anyone selling technology products will learn from the detailed info on techniques and step-by-step processes for the technical sales cycle. Case studies and exercises supplement the book's discussion with real-world perspective. However, the book gives only a brief, passing reference to the role of marketing to support sales activity--an understanding that is valuable to every SE.

Excellent
I'm new to the Sales Role and this book is helping me a lot understand not only the process sales but how to deal with politics and things that make the technical sale.

Essential tool that any SE be they new, experienced, or a manager should read cover to cover.
I was challenged a few months ago to explain in detail what makes up a Sales Engineer/Solutions Consultant? What does the role entail and what do you need to know to be successful? Well, if I'd read this book before that exercise then I'd have simply asked the technical trainer I was briefing to read this book!

Mastering Technical Sales, not to be mistaken with the similar sounding Making The Technical Sale by Greenwald & Milberry, is an excellent practical book that covers the needs of not just new SE's but also provides advice and knowledge for the more experienced SE, SE manager or even executive tasked with creating and maintaining an SE organisation. What I found particularly useful were the real world examples of both successful and unsuccessful practice - these lend a level of credibility and relevance to the material that perhaps the Greenwald & Milberry book lacks. (Btw, this is also a fine & very relevant book for any SE). I also particularly liked the chapter organization of summarizing the chapter goals, presenting the material, summary and then presentation of a skill-building summary for both the new SE and the experienced SE.

The book tackles pretty much every aspect of a typical SE's life from what type of person does it take and why do we do this? What do I need to do to be successful? What resources should I call upon? When? How? When & how to use executives. How to leverage corporate resources be they product management, engineering, technical support, marketing, or external resources such as partners. I thought the section on 'crossing over to the dark side' was particularly relevant and accurate as it covers the risks, the rewards and the reality of whether this is something that an SE should consider or not and more importantly, why or why not?

The book covers all the standard stuff very comprehensively from the sales process itself, presentation skills & techniques, objection and competition handling plus the realities of how to manage the sale to avoid the pitfalls of demos, succumbing to technical trials & evaluations or being driven by your competitor's agenda. All excellent material and covered well with real war stories.

Whilst this isn't the cheapest book on the subject, I'd definitely consider it worth every cent. Highly recommended.

Excellent
Mastering Technical Sales provides a terrific foundation for the newly-minted Sales Engineer, a growth vehicle for the developing journeyman, and rich source-book for the seasoned professional.

While there are numerous "sales methodology" books available today, nearly all focus on the sales people and provide little or no information for the Sales Engineer and others who address the technical sale portion of the overall sales process.Mastering Technical Sales focuses on this critical area and shares how to manage and execute technical sales tasks to enjoy the highest success rates, both in the sales process and in one's professional growth.

Advice to SE's:Buy it and read it.

Advice to SE Management:Purchase copies for all of your new hires.

Real World Wisdom
As a professional technical sales consultant I enjoyed this book. I particularly like the real world examples and case studies for "tricky" sales situations. Even though I think of myself as a seasoned professional I learnt some new techniques and approaches from the book; especially in how to give a technical demonstration of a piece of software.

PS. I met one of the authors who was presenting at a product launch a few weeks ago in New York and got my book autographed. ... Read more

Book Description

Surefire, down-and-dirty guerrilla marketing tactics for businesses of all sizes

Lottery ticket giveaways, discounts for customers who rip competitors' ads out of the yellow pages, paying people to picket your store with signs proclaiming your low prices and great service . . . These are just three of the hundreds of cheap, surefire marketing tactics contained in 401 Killer Marketing Tactics to Increase Sales, Maximize Profits, and Stomp Your Competition. Expert Tom Feltenstein arms you with a veritable encyclopedia of tested-in-the-trenches marketing and promotional solutions.

This fully revised and updated edition of Feltenstein's acclaimed guide features:

Book Description
If manufacturers of chemical products are to survive in today's global marketplace, they not only have to produce economically but they must also be able to market both chemicals and technology effectively. In the chemical industry, more and more chemists and chemical engineers are faced with challenging marketing tasks. This book gives an overview of the specific factors for marketing chemical products and their major markets. "Marketing and Sales in the Chemical Industry" is customized for an increasing audience. It not only covers the principles of marketing and the market structure of the chemical industry in great detail, but also discusses such modern marketing tools like the internet as well as the latest trends and developments. In addition, economical, political and sociological aspects are also dealt with. ... Read more

Book Description
Games and other classroom activities can make training more fun, memorable, and effective. Sales Games and Activities for Trainers is the most useful&#8212;and complete&#8212;collection of games, role-plays, activities, and other skill-building exercises ever collected for increasing the effectiveness of sales training.There are games and activities covering all aspects of selling, from making presentations to handling objections. ... Read more

Customer Reviews (6)

Disappointed
I just felt that there was nothing in the workbook that was useful. Most of the material was something I would be embarassed to try on a group, and I have to say, this will end up in the next garage sale!

Average - some good exercises
I am a professional trainer, I pulled a few good exercise out of this but most are somewhat childlike and very average. Probably something better out there, but I did get a few ideas for my classes.

A Super Resource
I hate to disagree with my esteemed colleague from Mexico City but for any of us who deal with the REAL world of selling, this book is a gem.It is a quick and easy to use way to spice up sales meetings.

Great Resource for Use in Training
I do training for an association in which we are members. Although the exercises in this book are for sales people, I have adapted more than a dozen of them to use in various training sessions, from surviving or thriving in our changed economy to direct marketing by snail mail and email. Would recommend this book to anyone who needs visuals to motivate others.

Completely useless
As a sales and marketing professional and university professorI can tell you this book is book is one of the worst books I have ever purchased.The reason forthis is because the exercises seem adequate for people with a negative IQ!I would have returned the book but my 4 year oldboy damaged it. ... Read more

Book Description
Consumers buy products for two reasons-the rational reason and the real reason. While your customer may say they want your product because of its features and benefits, their decision to buy is based on emotion-not intellect.
Hot Button Marketing shows you how to identify and push the hot buttons that will prompt consumers to purchase your product over a competitor's-even if it's a parity product! Filled with tips and insights that can be applied at every stage of marketing-from product development to one-to-one selling-Hot Button Marketing shows you how to hit the sixteen hot buttons and get your product sold. ... Read more

Customer Reviews (4)

there are so many better ways to market
My first review was a bit harsh, so I thought I would re-write it to be more fair.

I was disappointed to find this author listing ways to market that are old, generic, overly used and stereotypical. While by his own story, it seems he takes credit for a marketing campaign a co-worker came up with, I do realize ideas can come from anywhere. Overall, I feel like many of the ideas in this are irresponsible and the author should have taken a bit extra care defining 'good' and 'bad' marketing.I urge anyone, no matter what level of an organization you belong, to look to more responsible, ethical, and orginal ways of marketing. This book is definitely being returned.

A must read for anyone selling anything
Barry Feig was on my radio show [...]. He delivered some wonderful insight.The interview is available until May 15, 2007 on the website.

The book is fabulous.I was missing some detailed understanding about emotional selling and understanding what emotions customers buy with.This filled in those blanks plus gave me ideas on how I can use the information to reach more customers and produce more sales.

If you are a copywriter, as I am, you will want to use this material for writing better copy.

This is a shelf keeper that you want to reach for whenever you need closer understanding as to why prospects or buying a certain way.I look forward to keeping my copy of the book on my shelf for a long time to come.

Catherine Franz, Producer and Host, Let's Talk Marketing Radio Show on WEBR in Fairfax, Virginia [...]

A Must Own for Any Marketer
If you're looking for insights into what makes people tick in order to sell something to them, this is worth your consideration as that's what it's all about.Some of the information you may read and say to yourself "I knew that," but there will be just as many "ah-ha!" moments mixed in as well.

I believe every marketer should own this book and keep it in their library for future reference.

Hands down the most interesting and useful marketing book I own
Finally...the mechanism of purchasing decisions revealed in a concise, powerful, and immediately useful manner. The book is far underpriced and I bought two..one in my office and one that travels with me. Up there with E-Myth as a modern small business classic. No-brainer, must-read. (no, I don't work for the author) ... Read more

Book Description
Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to:* Make a smooth transition into management * Build a superior, high-functioning sales team * Set objectives and plan performance * Delegate responsibilities * Recruit new employees * Improve productivity and effectivenessMaking the leap into management -- especially sales management -- means meeting a whole new set of challenges. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities. ... Read more

Customer Reviews (6)

Jump up to your new job as sales manager.
Sales managers need much more than sales skills to manage successful selling teams, especially within a corporate environment. When you move up from salesperson to sales manager, you need to develop sales plans, recruit and hire talented people, and manage many new demands on your time while motivating, mentoring and coaching your staff. Sales and marketing consultant Matthew Schwartz provides all the information you should know as you make the transition into your new role. Although Schwartz tends to stray unnecessarily into the dry, academic world of communication, motivation and leadership theory, his practical advice is well worth your time. We suggest that new sales managers keep this instructional book close by as a useful reference.

Pretty lightweight
This book is very academic and theoretical.As the title says it's "fundamentals".But really it's more sales fundamentals.By the time you get to sales management you've learned most of this through exposure.It's good information, just not that practical or helpful to execution.

Fundamentals of Sales Management for the Newly Appointed Sales Manager
After 40+ years as a sales professional I was asked to serve as sales manager for my firm and train young people new to my industry.This book gave me a lot of good information.

Like most books of the type it covers large and small firms without focusing on a particular industry.But by and large it covers the subject well particularly integrating your sales team into the larger organization.

Very useful
A real solid, informative read. A lot of useful information/tips and broken down in useful point-by-point format. A good resource for those new to management and a nice refresher if you've been doing it for a while.

I HIGHLY RECOMMEND THIS BOOK
I found this book to be both an easy read as well as informative, two very important factors when making a selection. The author really touches on key points in how to hone one's skills as a sales manager.

I would highly recommend this to anyone seeking out information in the world of management. ... Read more

Book Description
Millions of people around the world are involved in direct selling. There are 12 million in the United States alone! Almost 74 percent of direct sellers are women.

An estimated 46 million people in the world are involved in direct selling, according to the Direct Selling Association. In less than ten years this number is expected to grow to an unbelievable 200 million! With more people looking for careers that offer independence, flexibility, and tremendous income potential, this book offers a one-stop source of nuts-and-bolts advice, insights, and practical sales skills.

Build It Big: 101 Insider Secrets from Top Direct Selling Experts addresses the three most popular models of direct selling:

* network marketing (e.g., Amway)

* party planning (e.g., Pampered Chef)

* person-to-person(e.g., Guardian Life Insurance)

The training that many of these companies offer is limited and typically covers only product features and benefits, basic sales techniques, recruitment, and order processing.

Through extensive research, the Direct Selling Women's Alliance (DSWA) has identified four crucial """"life skills"""" that often are neglected or omitted from a company's training and support program:

* Financial and tax guidance.

* Coaching and leadership skills development.

* Business management and technology training.

* Daily success practices and implementation.

Build It Big unveils the methods and approaches in developing these skills that, DSWA believes, are the true linchpins of growth and long-term sales stability. The disciplined approach and real-life insights from some of the most successful and talented people in the direct selling business will have broad appeal to rookies and veterans alike, especially for people who are opting for direct selling for part-time work, extra income, and the autonomy it offers.

... Read more

Customer Reviews (21)

Wonderful inspiration
I was at my first Pampered Chef conference a few years back.An out of state team member had it on hand on was discussing it with our director.Wasn't being nosy, but couldn't help to over hear some of the things they were discussing.The book sounded interesting, I glanced at it for a few, but not long enough to get anything out of it.What I did glance did not have much interest to me at all.I took a chance and ordered it when I got home.I LOVED it.I started reading it and marking with my pencil all things I found helpful.Got tired of writing and statered marking helpful sections/pages with those skinny post it note tags.I have a rainbow growing out of my book.Not everything in there was for me, but what was, and still is, is very helpful.You have the advice from tons of people in this field, not just one author.I don't even think you need to be in a jam or a new consultant, to purchase this book, people learn something new all the time, even the more seasoned consultants.

Great Info on Building Your Business
My sponsor recommended this book as a tool to use when building my business.This book is packed full of inspirational stories and insight from top leaders in the direct selling business.This is an awesome place to gather useful information to use to build your business big!

What an excellent resource book for small business owners
After reading this book, I learned so many different things to build and spark my business.It is not only well written, but it gives practical processes for new small business owners.It is a must read!

The Best Info for Direct selling
Build it Big is THE book for you if you are in direct selling.This book has so much info and teaches you everything you need to know to build your business.This book walks you through everything and is for those brand new to direct sales or those that have been consultants forever. I will recommend this book to everyone!

Yes!! Finally
This Book is wonderful. Love it!
I can't say enough about this book and what it has done for me.
If you or someone you know is in Direct Sales purchase this
book. Written by Women for Women. ... Read more