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

1. Most of Jill Konrath’s advice is sound, no matter who you are approaching.
2. 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 Jill Konrath’s Selling to Big Companies is one of the easiest reads in the history of sales guides. Jill’s style is easy and free flowing, and only once or twice, compared to dozens of times in most instructional books, did I have to stop for the sake of verbosity. The main reason I put this book down, was to digest the great insight and new twist on selling ideas  that she brought to the table.

Her format of small focused chapters that end with a key point section to “cliff” note each set of ideas is great. It keeps you on track as you end each chapter. It will also prove beneficial to all of those out there that use this manual as a reference point, which I recommend for those trying to break into the large corporations.

Concept: 10

While “Selling to Big Companies” is not full of unique and original ideas, it takes a refreshing look at what the modern masters have been preaching for the last decade. What I like most about this book is that Jill Konrath takes all of the great messages out there and pulls them together into one cohesive tome. She also forces you to look at newer technologies, and admittedly struggled with this herself. It is true that without e-mail tools and Web 2.0 thinking, it will become harder and harder to crack into the fast moving corporate world.

She also throws her own thoughts out there and challenges some of the “expert” thinking. While I agree with many, I struggle with a couple. One is that she says you should never tell someone you are grateful or honored to talk with them. She makes such a compelling case, I am going to try and change this habit, just to see if she is write. The true sign of a great salesperson, Jill has me testing the benefit of her proposal.

Message: 10

I am going to have to review a really bad sales book to make up for my first perfect score, but Jill deserves it. This was a light read at 230 pages, but so packed with content I would find myself rethinking my own strategies as I finished each chapter. That is the sign of a brilliant educator is to effortlessly force the student to apply what they learned by changing their perception.

The clarity of her simple message is fantastic. What is even more compelling is that she admits her flaws, thus making you appreciate her as a fellow salesperson. It humanizes her experience and validates the insight. She feels like a colleague not a writer preaching the “way”.

Overall score: 10

Like I said before, the first perfect score. The only issue I see is that Jill will be hard pressed to write a follow up book. If she out does this one, I will be forced to steal from “Spinal Tap” and buy a new dial with an “11″. I do not have any idea what that will sound like, but I am rooting for the chance to find out.

Thus far, all of my reviews have been on sales and sales related content. With Michael’s book, I will begin diving into another series dedicated to personal growth and leadership. These books will all be out of the norm, no Covey or John Maxwell here, if you do not know the reputation of these books, then go buy them right now! What I am looking for is tiny pocket manuals with great tips on how to change your thought process. When I find them I will share.

I am also going to start reviewing some of the management tomes out their designed to help people coach and lead. Some of them are good and well, some will not get the most favorable of reviews. Finally I intend to start reviewing some of the worst sales manuals in existence, just to give some perspective.

Do You Know How To Shut Up? - Michael Staver

Delivery: 9

If you had asked me to rate this book after the first couple of chapters the hard hits to my ego would have forced me to give it a 5. Fortunately I kept on reading and Staver’s style of blasting succinct but meaning packed massages started to help me get over some of my day to day tendencies. This book is a great bedside tome for early morning snap shots of what to work on each day. Whether it be listening, or believing in your ability, or escaping from the silliness of age old expressions, his quick 2-3 page chapters can give you a jolt of preparedness for each day.

Concept: 6

The reason I give him such a low score for concept is simply that this is no original idea. From twelve step programs, to bible accompaniments, to the art of war and the art of peace, people have been summarizing great advice in day to day reads for centuries if not millenniums.

Message: 10

Perhaps it is personal, and every bit of advice is subjective, so it actual is definitely personal, but I agree with every single point that Michael Staver makes. 52 chapters of advice, and as coaches, leaders, sales people, evangelists, and communicators in general, we should heed to them all. My favorite 5 chapters are:

1. Chapter 18: Are you creating a world class experience?

2. Chapter 8: Can you be still?

3. Chapter 1: Do you know how to shut up?

4. Chapter 15: Obstacles or opportunities? Where is your focus?

5. Chapter 10: Are you really grateful?

I could go on about all 52, and frankly his title of chapter 51, “The problem with hope,” is the only one that bothered me. The chapter however is 100% correct and quite similar to a current figures belief in hope. Staver says, “Hope alone will not and cannot create desirable outcomes for us… Hope always feels better, and I believe we should have it - but it is never enough.” Staver is telling us that hope is the spark, and action is the energy needed to accomplish these dreams.

Overall Score: 8

You could not go wrong taking this book and using its advice as a daily measuring stick. In the sense of a great leadership coach, Staver tells it like it is, can you take his challenge and not get bruised? If so, growth is in the near future. I do not just hope, I believe.

Delivery: 8

Brian Carroll has written the text book on lead generation. The subject matter in this book should be taught in EVERY BUSINESS SCHOOL WORLDWIDE! He leaves little to the imagination as he lays out the methodology behind a successful lead campaign in detail. He takes the onus to marketing to deliver sales ready leads, and then kicks back at sales to close the loop and give feedback on leads.

One comment about the text book comment, the writing is tough. The book is amazing, but for the average reader, it may be a bit dense or verbose. Brian digs deep, and I actually had to reread several parts to retain the amount of data he shoves your way. This is not a negative, only a request to any sales people out there that want to understand a true lead process, that you should forage through the density for your own good.

Concept for Sales Executive: 7

If you are not in complex sales cycles, this is still a nice read. Definitely not as valuable for your process, but many similarities exist. You should take into consideration the different ways in which you and your company communicate with the outside world.

Concept for Marketing or Entrepreneur: 10

READ IT READ IT READ IT! He tells you how to WIN WIN WIN! If you are not already running to the store, or clicking my Amazon link to the side, you are losing to someone who is.

I need say no more about his concepts as he does a much better job.

Message for Sales Executive: 8

Again this is really about how to give you great leads. I really suggest reading this for the sake of understanding what it takes to get you a great lead. Building the lead to a sales ready stage takes an incredible effort. So, when you get a lead, WORK IT! Even if, as Brian explains, only to give feedback to marketing. The more feedback you give, the better your next leads should be. Think about it, that alone is your path to success.

Message for Marketing or Entrepreneur: 10

1. Touch people at many levels with many varieties of communication.

2. Be thorough and execute on a well thought out plan.

3. Make sure to track and measure your results for contact improvement.

If you are not doing these things in an effective nature, then read the book or call Brian directly. He can save your company’s life, and I can see why his company is flourishing.

Overall Score: 7 or 10 see above

A nice and handy read for the sales executive, but a mandatory read for marketing and top level executives. You want to understand how to drive leads to your pipeline, well, Brian tells you.

This review is short and sweet, you will need the time to read his book!