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Thomas Tonkin

Sincerity in Leadership. Sales Enablement and Performance. Speaker and Author. But what I realIy do is help people be the best they can be.

Castle Rock, CO United States | Member Since 2013

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HELPFUL VOTES
  • 4 reviews
  • 4 ratings
  • 1 titles in library
  • 6 purchased in 2014
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  • To Sell Is Human: The Surprising Truth about Moving Others

    • UNABRIDGED (6 hrs and 6 mins)
    • By Daniel H. Pink
    • Narrated By Daniel H. Pink
    • Whispersync for Voice-ready
    Overall
    (476)
    Performance
    (414)
    Story
    (417)

    According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than 15 million people earn their keep by persuading someone else to make a purchase. But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight. Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to invest, or parents and teachers cajoling children to study, we spend our days trying to move others.

    Joanne says: "Not for salespeople!"
    "Another Home Run for Pink"
    Overall
    Performance
    Story
    What did you love best about To Sell Is Human?

    The research is excellent. I'm not much for business popular press, however, Pink reports on some of the more interesting and compelling research useful for leaders and sellers. Great read/listen!


    What about Daniel H. Pink’s performance did you like?

    Great story telling and inflection. He rote the book, so he could 'hear' it when he wrote it and now you can hear it too. Well done.


    0 of 1 people found this review helpful
  • The Challenger Sale: Taking Control of the Customer Conversation

    • UNABRIDGED (5 hrs and 43 mins)
    • By Matthew Dixon, Brent Adamson
    • Narrated By Matthew Dixon, Brent Adamson
    • Whispersync for Voice-ready
    Overall
    (169)
    Performance
    (150)
    Story
    (150)

    What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance.

    Lou says: "One novel idea. Only need to listen first chapter"
    "Good Book, Latest Fad, Don't miss the good points"
    Overall
    Performance
    Story
    If you could sum up The Challenger Sale in three words, what would they be?

    Good Information Nuggets


    What was one of the most memorable moments of The Challenger Sale?

    I thought the premise was a good one and they started well. They then took a road 'more traveled' as they bypassed the idea of personalities. I appreciate their proactive stance on explaining why they did this, however, it would have made the research complete and more credible had they reported on sales personality as to which may be more effective (Chapter 2). I couldn't stop thinking about that through the rest of the book, however, they did have some good nuggets of information that could be incorporated into a sales approach. Towards the end of the book, they suggested that the odds are high that an effective sales person would fall into the 'Lone Wolf' category, but it would be difficult to replicate this type of style given the definition of a 'Lone Wolf'. By all means, please read/listen to the book. I think this method is here to stay, for a while, and does contain some good points that one could put into action.


    0 of 0 people found this review helpful
  • How Doctors Think

    • UNABRIDGED (10 hrs and 30 mins)
    • By Jerome Groopman
    • Narrated By Michael Prichard
    Overall
    (383)
    Performance
    (92)
    Story
    (89)

    On average, a physician will interrupt a patient describing her symptoms within 12 seconds. In that short time, many doctors decide on the likely diagnosis and best treatment. Often, decisions made this way are correct, but at crucial moments they can also be wrong: with catastrophic consequences. In this myth-shattering book, Jerome Groopman pinpoints the forces and thought processes behind the decisions doctors make.

    Audiophile says: "Disappointing"
    "I listened and liked it, but not why you think."
    Overall
    Performance
    Story
    What did you love best about How Doctors Think?

    I picked this book up because Tom Peters referenced it when he was discussing leaders as doctors, or problem solvers. I read it from a sales person's perspective and found some great parallels. I am a sales enablement person by day and now use stories and points made in this book in my training sessions. Good book overall.


    0 of 0 people found this review helpful
  • The Advantage: Why Organizational Health Trumps Everything Else in Business

    • UNABRIDGED (5 hrs and 28 mins)
    • By Patrick Lencioni
    • Narrated By Patrick Lencioni
    • Whispersync for Voice-ready
    Overall
    (319)
    Performance
    (265)
    Story
    (263)

    This is the promise of The Advantage, Patrick Lencioni’s bold manifesto about the most unexploited opportunity in modern business. In his immensely readable and accessible style, Lencioni makes the case that there is no better way to achieve profound improvement in an organization than by attacking the root causes of dysfunction, politics, and confusion.

    Optimize the Balance says: "More please"
    "The first chapter is all you need."
    Overall
    Performance
    Story
    Would you say that listening to this book was time well-spent? Why or why not?

    The first chapter was compelling and did bring some excellent points. That is all you need to hear. I'm not much for popular press books in business since they become a platform for opinion, and though Mr. Lencioni does have experience in this area of business, the examples utilized did not do much for me as to convince me of his thesis. Chapter one is a good HBR article, thats it.


    0 of 0 people found this review helpful

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