Nothing revolutionary or tricky about this book - a sound, fundamental approach to B2B selling. He's big into "proactive outreach" (cold-calling) and defends it. I liked the focus on creating an annual Selling Business Plan, for getting more focus on how to sell for the upcoming year. If you've read a million sales books, this won't likely add anything to your skill set, but if you're starting off, I feel this is a pretty good primer.
I thought the book was fundamentally good. It went a little slowly for me - many of the topics (and even case studies) are covered in more depth in other books, like "Thinking Fast, Thinking Slow." The points he makes are widely applicable, even though many of them seem like common sense.
I thoroughly enjoyed this course. The lecturer is an excellent narrator and sounds very empathetic and understanding. He breaks down the topic into very logical lectures, each focused around very useable frameworks. He frequently references outside studies, but doesn't get bogged down in the details, making it relate to the issue at hand. There are some dramatic enactments of examples which are sometimes cheesy, but overall add to the course. This audiobook is good from start to finish (arguably getting better as it goes), rather than many books, where it's one good idea re-hashed 50 times.
Peter Drucker's insights are fascinating to listen to. With this book, it's a very wide-reaching survey of seems to be everything he ever wrote. My only complaint was the lack of focus, but in some ways, it was nice to think outside the box on seemingly random issues. The narrator has a very posh accent that I think lends well to the content, but the first 30 minutes or so of the book is narrated by the co-author/editor, who sounds like a drunken dockworker.
Chris Lytle breaks the responsibilities of the sales manager into several sections, then dives into improving each one of those areas with reasonable strategies. He talks with many top-performing sales managers and synthesizes those ideas into some fun and innovative solutions. This was a well-organized book that kept moving.
I think there are a lot of applicable (even if not wholly original) ideas in the book: distinct stages in the life of a company, doing a Minimum Viable Product (using language from the Lean Start-Up), getting out of the way of your own employees, etc. It mostly felt like a mash-up of 4 Hour Workweek and The Lean Start-Up, with some Rich Dad thrown in. There was more "become rich and don't work much" hype than I'd prefer. Overall, a pretty worthwhile read, especially if you haven't read similar books already, but not really a gamechanger for me.
This book feels like you found it at a garage sale - it shows it's age, but in terms of fundamentals, it's not necessarily BAD. I learned a ton from it and I think it's a valuable read, but very little updating went into it. The publishers have greatly exaggerated the few tweaks they've done. The bell-curve of selections peaks around the mid to late 80's - some from the 70's, some from the 90's, but very little from 2000 on. Many of the pieces comment on the contemporary business environment - the fundamental strategies they propose are sound, but make you wonder what you're missing by not reading something updated for the 2010's.
Also, please note: this is one of the most jargony and dense books I've listened to in a while. This was probably acceptable when the essays ("perspectives") were first circulated, but I think makes it a challenging listen today.
Overall, I recommend it, however.
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