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Paperback
250 pages
ISBN 9781419515620 Published Dec. 2005
Dearborn Trade
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Posted May 3, 2010 6:25 a.m. by jon
In - 800 CEO Read Blog
There are many people who lost their jobs last year, and unfortunately, many of them are still looking for work. For those in this situation, after so long, the frustration and desperation likely only increases. You send out resume after resume every day, and no results. What can you do?
Author Jill Konrath is doing something pretty cool about it. She's made a free book to help people in this situation. It's not about networking, or job sites, or resume tweaking, it's about something entirely different, and as the job market is changing, it reflects a new approach to the situation. The book is called Get Back to Work Faster, and you can download it at her site.
Who's Jill Konrath? She's been an independent sales consultant for over 20 years, and has written the books Selling to Big Companies and more recently, Snap Selling. Konrath knows selling, and in the current job situation, that's exactly what you need to do for yourself. Don't wait for companies to present opportunities for you. Read Konrath's free book and learn how to position the value you have to offer and get involved before they realize they have a position that needs filling.
SalesHQ Recommends Their Twenty Favorites
Posted July 22, 2009 4:23 a.m. by todd-sattersten
In Sales - 800 CEO Read Blog
SalesHQ has posted a list of their 20 Must-Read Sales Books. Like any good list, there is tried and true as well as some less-knowns.
- Little Red Book of Selling by Jeffrey Gitomer [1]
- The Game by Neil Strauss
- Presentation Zen by Garr Reynolds
- The Complete Idiot’s Guide to Cold Calling by Keith Rosen
- Sales 2.0 for Dummies by David Thompson with Elaine Marmel
- How to Master the Art of Selling by Tom Hopkins
- Selling the Invisible by Harry Beckwith [1]
- The Psychology of Selling by Brian Tracy
- Attitude 101 by John C. Maxwell
- Don’t Sweat the Small Stuff by Richard Carlson
- Dog Eat Dog and Vice Versa by Jerry Rossi
- Secrets of Closing the Sale by Zig Zigler
- Secrets of Question Based Selling by Thomas Freese
- The Greatest Salesman in the World by Og Mandino
- Selling to Big Companies by Jill Konrath
- How to Win Friends and Influence People by Dale Carnegie [1]
- The Art of War by Sun Tzu
- Covert Persuasion by Kevin Hogan
- The Definitive Book of Body Language by Barbara Pease
- Raven by Tim Reiterman
Each book has 50 to 100 words of commentary, so jump over there if you are interested.
I found out about the list from a blog post by Josiane Feigon at Cubicle Chronicles. She laments, "Why is it that anytime someone assembles a list of the best sales books that Zig, Tom, Og, Jeffrey, Dale and Brian have to be on that list?". You can read further about her likes and dislikes.
I like that she pointed me to the list.
1 - This is a book from The 100 Best Business Books of All Time
Reviewing Reviews
Posted Sept. 26, 2008 6:30 a.m. by dylan
In Uncategorized - 800 CEO Read Blog
Heather Green has written a wonderful review of Jeff Howe's Crowdsourcing: Why the Power of the Crowd is Driving the Future of Business for the September 29 issue of BusinessWeek. After observing that "Books about the crowd are becoming a crowd unto themselves," Green writes:
What sets Howe's book apart is his focus on business, an examination of different crowdsourcing models, and a deep dive into academic research to explain why people work together. It's a welcome and well-written corporate playbook for confusing times...
In his most recent article for Portfolio, "In Praise of Big Brother," Roger Lowenstein casts a somewhat leery eye at Stephen Baker's The Numerati. He begins:
Stephen Baker envisions a world in which our email and blog postings, our credit-card and grocery purchases, our pulse rates and facial expressions, and even our physical movements (handily tracked by our cell phones) will be fed to a new Brahmin class of math geeks devoted to sending us customized shopping choices, targeted political ads, real-time medical alerts, and the names of potential dating partners, not to mention (lest we be shirking on the job or hiding an illness) alerts to our bosses and insurance companies.
While that sounds awfully scary to me, the author is of the mind that this technology will one day empower us. Regardless of how you feel about these issues, the book does seem very informative and worth a read. Lowenstein describes Baker a "charming writer," and ends the review by calling the book "eye-popping and chilling."
David K. Hurst reveiws four books in the Autumn issue of strategy + business's Books in Brief. The first, Richard Bookstaber's Demon of Our Own Design, was awarded the top spot in the Finance & Economics category of our first annual book awards. The other three books are Stall Points: Most Companies Stop Growing--Yours Doesn't Have To by Matthew Olson and Derek Van Bever, Michael O'Leary: A Life In Full Flight by Alan Ruddock, and Tad Waddington's Lasting Contribution: How to Think, Plan, and Act to Accomplish Meaningful Work.
Fortune's Jia Lynn Yang has picked "eight volumes [that] belong in everyone's briefcase." Of course, Fortune doesn't make this list available online, but the chosen titles are:
Birth of a Salesman: The Transformation of Selling in America by Walter A. Friedman
Presenting to Win: The Art of Telling Your Story by Jerry Weissman
Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results by Jack Mitchell
Selling to Big Companies by Jill Konrath
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies by Robert B. Miller & Stephen E. Heiman
Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher & William Ury
Influence: The Psychology of Persuasion by Robert Cialdini
How to Win Friends and Influence People by Dale Carnegie
Rich Karlgaard has written an update to his "Books to Get Rich By" for Forbes. (You can find the original list of 53 books here.) The lists are broken up into six categories: History and Heroes, How Capitalism Works Today, Instructional Tips, Management Secrets, Food for the Soul, and Useful Entertainment. While the list is too long to list all of the titles, I have listed the entire "Management Secrets" section below.
Only the Paranoid Survive: How to Exploit the Crisis Points That Challenge Every Company by Andrew S. Grove
Killing Sacred Cows: Overcoming the Financial Myths That Are Destroying Your Property by Garret B. Gunderson
The 7 Habits of Highly Effective People by Stephen R. Covey
The Five Dysfunctions of a Team: A Leadership Fable by Patrick Lencioni
Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury & Bruce Patton
What Got You Here Won't Get You There: How Successful People Become Even More Successful by Marshall Goldsmith
Never Eat Alone: And Other Secrets to Success, One Relationship at a Time by Keith Ferrazzi
The Speed of Trust: The One Thing That Changes Everything by Stephen M.R. Covey with Rebecca M. Merrill
Did you notice that Stephen Covey picked up an initial sometime between 7 Habits and Speed of Trust? (edit: As the brilliant Seth Godin has pointed out in the comment section, Stephen M.R. Covey is the eldest son of Stephen R. Covey. I had not known this previously. Don't let it be said business books aren't a family business.) Notable titles from other sections are John Kao's Innovation Nation and Fareed Zakaria's Post American World from "How Capitalism Works Today," Dan Pink's Adventures of Johnny Bunko from "Instructional Tipps," Randy Pausch's Last Lecture form "Food for the Soul," and Michael Lewis's Blind Side from "Useful Entertainment."
Johnny's tools
Posted Sept. 28, 2006 10:48 a.m. by joanne-black
In Sales - 800 CEO Read Blog
Finally the smartest thing Johnny said to me was he wanted to develop a set of sales tools that would capture information, assess value and present solutions --and then package them to use in a successful, repeatable sales process. I guess there is hope for him. He really needs to enlist marketing to help him. I reminded Johnny how important it is to use sales tools for what they were designed to do. Sales tools will help drive a sales process write that down Johnny!
Speaking of sales tools I am a huge fan of www.justsell.com - I love these guys, they provide us with what my friend Jill Konrath calls triggering events. In case you dont know what that means, it is basically an event that occurs in a company that can spawn interest in your products and services. For example, an IPO, or infusion of VC are pretty good triggering events. So check them out, it is a great web site. Speaking of great web sites, you may want to check out the resource guide on www.whyjohnnycantsell.com. The resource guide breaks down sales tools by books, CRM tools, ROI tools, Proposal tools, Research tools and a whole bunch more.
Marketing and Sales for Big Complex Selling (Second of Three)
Posted Sept. 13, 2006 9:47 a.m. by todd-sattersten
In Audio - 800 CEO Read Blog
This is the second of three in our series on marketing and selling to big companies.
In this podcast, I talk with Jill Konrath, author of Selling to Big Companies. Jill starts the call clearly stating how selling to large corporation has changed (and her list of reasons is numerous). We then spend the rest of the call talking through mental models and tactics for working with this sector. Among the things you will hear:
- Corporate buyers do not want to be your friends.
- Take time upfront to understand what is going on inside companies.
- Voicemail is a fact of life and you need a strategy when leaving messages.
- Work with the gatekeepers.
mp3, 48:03, 33MB
