Book Review: Making the Number by Greg Alexander, Aaron Bartels, and Mike Drapeau

First, a definition for Sales Benchmarking from Wikipedia: A sales management process used to compare a company’s sales force against other companies or against industry performance. The purpose is to identify opportunities to improve performance and to focus the efforts of a sales organization.
This book was a tough read. It is not a story of [...]

Sales Evangelist - Please check out the podcast I did with Mr. Sales Guy

I got a call from my buddy and colleague Jeb Blount, the Sales Guy on sales.quickanddirtytips.com. Jeb asked me to answer a question from one of his listeneres regarding getting your first sales at a startup.
Well, here is it and I am excited to be a part of this great site.
Please tell me what [...]

The worst sales pitch ever - $24 million from Belgium

I am sorry but I had to. This was in my junk folder today. Now I get the Nigerian scams at a rate of 10 a day and every now and then I give them a read, in hopes I find one this funny. Seriously, this is a great read. Please comment and tell me [...]

Five Minutes with Vito by Anthony Parinello and David Matteson

I am not going to give this book my standard number based review, because I gave the Parinello masterpiece Selling to Vito a review last year. Click on the link or check out the book review category to read it. Is this the same book, NO, NO, NO. It has fresh ideas, a modern voice, [...]

Book review: A quickie on a decent read, an apology, and another promise

First of all please forgive me for the long absence from words on screen. The workload is getting ever more complex and interesting. As many of you know, in startups, sales, mentoring, and execution, success breeds more work. With all of my client efforts thriving, my own efforts have had to take a backseat for [...]

Book review: Topgrading for Sales by Bradford Smart PHD and Gregory Alexander

In Topgrading for Sales, we have for the sales focused hiring manager a playbook for bringing in the overachievers needed to maintain ongoing success. Gregory Alexander has aided Dr. Smart in translating his already well known methods into the sales community.
This book is an aid and tutorial for the sales manager that needs what they [...]

Book review: Zero To One Million - Ryan P. Allis delivers a road map to success

Since this book is a break from the sales books so far, I will change my book review format and just get down right personal.
Ryan P. Allis in “Zero To One Million, How I Built A Company To $1 Million In Sales… And How You Can Too”, has delivered a fantastic high level overview on [...]

Book Review: Mr. Inside Sales decides to share his Secrets

In his new book, The Real Secrets of the Top 20%, Mike brooks let’s us into the inner sanctum of inside sales greatness. Dubbed Mr. Inside Sales, his story and advice clearly shows us how he was awarded the name.
Click here to get free books, tutorials, and e-books from 20 of the best sales trainers [...]

Ask the Coach and a book review: Is .9999 repeating the sames as 1?

It is interesting how things sync up in life if you are just paying attention. The receiving of this question paralleled a potential client giving me an amazing little book titled: 212 The Extra Degree by S.L. Parker. For the review, if you are familiar with my format, I give it 10’s across the board. [...]

Book Review: Selling to Big Companies - Jill Konrath

While my core focus is emerging companies in new industries, this book was a great read on two fronts.

Most of Jill Konrath’s advice is sound, no matter who you are approaching.
Most of my clients will want to crack into big corporations, and this book shows you step by step how to make that happen.

Delivery: 10
In my opinion [...]

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