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!
Delivery: 10
I have often been accused of being too complex a thinker.Admittedly, I prefer a robust and word novel to an easy summertime read. About half way through Jeb Blount’s short but powerful diatribe, I had to stop and think. I was not enjoying this east read, although the message was strong and clear. What I realized was that my craving for complexity was not being met. The ego of the book reader was getting in the way of the sound nature of the book reviewer. The moment I let that go, I rampaged through the pages with a hunger for his easily told message. THIS BOOK IS AMAZING!
Jeb’s storytelling and easy to follow directions make this book an ideal accompaniment to your sales journey. It lays out the basis for achieving goals in a frank manner. There may have been a time in my life when I would have tried to poke holes in his 5 principles, but there is no doubt today that if I did not do the things he suggests, I would not have grown to the success I experience today.
Concept and Message: 9
The book is short, succinct, and to the point! The concept and message are one in the same. This is not a book on sales techniques, but on effective principles. It has a Coveyian flare, yet does not sound like him at all. It is approachable reading by the youngest of sales rookies, yet not insulting as a review to the greatest of champions. The way he simply breaks down implementing incremental goals takes any fear from his principles. There is nothing fallible in his five principles:
Write down your goals
2.Take care of your mind, body, and soul
3.Do a little bit every day
4.Get a coach
5.Be Proactive
If you heed to this advice, you cannot fail. Things will not always be easy, but what great things in life are? I owe Jeb a serious thank you for helping me sharpen the saw.
Overall score: 9.5
“Power Principles” is an absolute masterpiece in its simplicity! It is a frighteningly fast and easy read, yet one that will force action every time you pick it up. Go buy this book and start seeing how easy it can be to attain even the most challenging goals.
Delivery: 7
1. He likes to coin phrases and name his prospects a little too often. He dilutes his message a bit with the touch of cheese and his 1980’s style vernacular. This will quickly turn off the young sales reader, and it will be a shame for his concept and messages are pure.
2. There is not enough “story” in the writing. It is a bit too much system and not enough substance. Again, this makes it hard to keep turning the pages. If I could make one suggestion to a legend of the circuit, and it is pretty ballsy of me to critique a master, but since this is a review I have to speak from the heart. My suggestion would be to add more tales of success that utilize the process and remove a bit of the spoon fed instructions. At times it feels a bit insulting.
3. While the baby boomers are still in power, they are slowly starting to retire. When the 60’s and 70’s babies start take control of the corporate world, the electronic real time super highway reality of life will eliminate his mailing methods. My generation is plugged in, and it will take talented e-mails that are permitted to get through to make your point. While communication is getting more and more immediate, it is also getting harder to get messages through the gateway. While Parinello will probably attest that this is why to send a printed letter, I can assure you that my colleagues trash every letter we get. Personally, if it is not a bill or a check, my mail is meaningless and gets filed in the cylinder.To any young readers out there, I recommend fighting your way through these potential read stoppers and get through to the substance of this book. Find ways to get your message to the top.
Concept: 8
Parinello’s methods are not exactly original, but what he does is create an easy to follow system that will work for anyone with the smarts and guts to do it. My only concern with his concept is how little he stresses the ability to collaborate with groups. I believe when you are working with the top people, it is imperative to work every contact to the north, south, east, and west. He mentions many times how “VITO” has his trusted advisers, but never suggests using them as partners as well.He defines the technical members of the team as burdens to the sales cycle. There is a disdain and trust of these members of “VITO”’s team. I think there is some truth in his opinions, and heeding his advice will serve you well. I would only add that if you develop ways to maximize your relationship with everyone in an organization, you will only continue to prosper.This one point aside, Parinello’s concepts are spot on.
Message: 10
Listen to the man and adopt a strategy that gets you to the top of the corporate hierarchy. Parinello is absolutely, ABSOLUTELY, 100% COMPLETELY AND UTTERLY CORRECT when he says that this will speed up the hierarchy and win you bigger and better sales. It will also speed up the “No” process by eliminating endless time chasing deals that were never there, or you never had a chance of winning. My favorite point that he makes is one of my favorite mantras (My quote):“A Sales Champion does not close deals, but opens the door to long term relationships.”He states this many times in his book and every time it made me smile. He had a quote that, may be my new favorite. It speaks to the work ethic of a Sales Champions:“If you want to win all the awards and enjoy the prestige and commission checks that it brings, then begin to do your sales work part-time; start working half-days. That’s right just pick twelve hours each and every day and work ‘em.”
Overall score: 8
Anthony Parinello does not need me to tell him he wrote a good book. I present this review to all of you that are struggling to get past the influencers and evaluators in the market. Jump start your career by reading this book and using some of his methods. The biggest point he makes, and one that you have to embrace to succeed is that you can establish equal business stature with top officers by speaking their language and understanding their needs. Give them benefits and they will give you business.
Delivery: 7
In his book Red-Hot Cold Call Selling, Paul Goldner delivers some of the best concepts in prospecting. While his scripts are not strong and should be completely ignored by junior sales reps, his structure and organizational tips are fantastic. His pipeline development also showcases a methodology that will all but guarantee results.
He has a decent writing style and it make it easy to breeze through his book. His simple diagrams and charts can be followed by anyone. New readers will eat this up, and if you implement his workstyle, you will immediately see results. Some of his recommendations, like using a CRM, or constant pipeline adjustment are really geared at the younger, and less experienced salesperson.
Concept: Workflow – 9 Communication Style – 4
Here we have a dichotomy of opinions. As I stated, his path is might. Unfortunately his scripts are horrendous, and I firmly believe that they work for him only because he is a talented sales person that plays the numbers game. He also really pushes getting the appointment in a manner that will not always lead to a positive collaboration.
The basic concept of starting with a target audience and working the prospects that fit that criterion is superb. His recommendation to build your prospecting muscles and to prospect every day, fantastic! His goals of starting with a basic meeting request and then keeping people in the pipeline by offering unique selling points, truly reminded me of how to continue building relationships. The key point he makes and validates is that not everyone is ready to buy from you today, and by wasting your time with the unwilling or not ready, you miss the real opportunities.
He does have an opinion, as so many authors seem to, on what you say. He spends three pages justifying the phrase, “How are you today?” This is quite possibly the weakest introduction a sales person can use. He justifies it by claiming that it does not hurt his sales, and tells a story about his successful communication with a high level executive at a European company. In Europe, he claims it is the greatest taboo to ask how you are today, and he had no problems when he used it. All I can say is that if it works for him fine, but in the modern calling era, when everyone asks it, and no one means it, it starts a relationship off insincerely. The average C level, VP level, or Director level prospect will probably tune you out from the moment you ask it. All of his scripts have this flaw along with one other. He pitches a value point out the gate. While this alone is not an issue, in fact I recommend it if you can approach it from another company’s success. My issue is with this part of his scripts, “Is this something you are seeing/facing/trying to accomplish?” This line of questioning is what sets people off and often you have surrendered to one qualification instead of broadly approaching an opportunity. I would prefer using something that directs how a problem was diagnosed and solved. I suggest not asking if it relates, but let them see how you used deduction to accomplish something.
His use of enthusiasm is fantastic; however he stresses the word great every time a prospect responds to a question; even when he has made an issue statement. I am perplexed by this, since the prospect probably does not think their problem is great. I prefer mixing up my power words and in the case of just hearing a problem, fascinating would be a better option. Use words like, “excellent, superb, terrific, absolutely, definitely, terrific, and yes great.” Just mix them up so you are not using the same word to transfer enthusiasm over and over again.
Message: 8
The message Paul Goldner delivers is simple and needs little stated about it.
1. Research prospects in your specified market. Use a lead source like Hoovers.
2. Determine who are your highest priority accounts, then middle, then low.
3. Make as many calls to these prospects every day.
4. Ask them to enter discovery, either in person, or over the phone.
5. Accept no’s as an opportunity to move them further out in the pipeline.
6. Create five unique selling points that differentiate your product from the rest of the market.
7. Deliver these unique points over time as needed to get into discovery.
8. Track everything in a CRM.
9. Track your activity through reporting to keep yourself honest.
10.
If you are diligent with this process, you will find more sales coming to you every day.
Overall score: 7
Over all Paul Goldner delivers a powerful training in how to build a pipeline through cold calling. It is an easy read and he shows a clear path to success. While his scripting and communication style is not one that everyone will find beneficial, he lays out a callback program that will be effective. This book lays out down foundation for self motivated lead generation that can help anyone become more successful at sales. It is a must read for either the new sales rep or anyone struggling to maintain their pipeline.