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Always Be Qualifying
- MEDDIC, MEDDPICC
- Narrado por: Samantha Novak
- Duración: 2 h y 56 m
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Resumen del Editor
In the past few years, companies large and small have called on Darius Lahoutifard to get help with their non-performing sales teams. The described symptoms are different from one company to another. Some suffer from shortages in revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard.
Darius noticed that all these symptoms are related to the same illness: the inability to qualify. Since most sales teams put in place organizations, including SDR (Sales Development Representatives) or BDR (Business Development Representatives), who qualify leads for account managers, there is a wrong, unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost.
Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply all along the sales process, from the first call to closing.
This book covers both the why and the how of sales qualification. The author was an early sales leader at PTC, where the MEDDIC methodology took shape. He is also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the MEDDIC (also known as MEDDPICC) sales methodology in-depth. This is not a book of theories, research, or academic concepts, but it is pure execution, techniques with practical recipes.
At a high level, MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) is a checklist that helps sales professionals to reveal the gaps in an opportunity and to execute properly to fill those gaps and close the deal or drop it early.
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- Versión completa
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Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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Great read
- De Helpful Review en 10-12-17
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Strategize to WIN
- The New Way to Start out, Step up, or Start Over in Your Career
- De: Carla A. Harris
- Narrado por: Carla A. Harris
- Duración: 8 h y 3 m
- Versión completa
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The Wall Street powerhouse and author of Expect to Win offers a new way to conceptualize career strategies and gives us proven tools for successful change. Whether we're starting out, striving toward a promotion, or looking for a new opportunity, the working world isn’t what it used to be. Wall Street veteran Carla Harris knows this, and in Strategize to Win she gives listeners the tools they need to get started.
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The advice gets stronger with each chapter!!
- De A. G. en 05-05-17
De: Carla A. Harris
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Agile Selling
- Get Up to Speed Quickly in Today's Ever-Changing Sales World
- De: Jill Konrath
- Narrado por: Joyce Bean
- Duración: 5 h y 14 m
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Powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. Their livelihoods depend on getting up to speed quickly; their bosses have no patience for delayed results
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Practical and insightful
- De Locke en 08-27-15
De: Jill Konrath
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How Did That Happen?
- Holding People Accountable for Results the Positive, Principled Way
- De: Roger Connors, Tom Smith
- Narrado por: Lloyd James
- Duración: 9 h y 53 m
- Versión completa
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Drawing on case studies, many from client companies, the authors show how to establish clear expectations and manage the unmet expectations that inevitably occur. And they offer a positive, principled way that engages hearts and minds. This book can help people at every level---from senior executives to front-line workers---enjoy greater productivity, profitability, and job satisfaction.
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HELP - How Can I Get The Lost Hours Back ?
- De Mike en 09-23-09
De: Roger Connors, y otros
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Clarity First
- How Smart Leaders and Organizations Achieve Outstanding Performance
- De: Karen Martin
- Narrado por: Karen Martin
- Duración: 8 h y 25 m
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Through her global consulting projects, keynote speeches, and work with thousands of leaders, Karen has seen first-hand how a pervasive lack of clarity strangles business performance and erodes employee engagement. Ambiguity is the corporate default state, a condition so prevalent that “tolerance for ambiguity” has become a clichéd job requirement. It doesn’t have to be this way.
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Not for me - dislike narrator's voice +
- De sharing1 en 10-11-19
De: Karen Martin
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The High-Potential Leader
- How to Grow Fast, Take on New Responsibilities, and Make an Impact
- De: Ram Charan, Geri Willigan
- Narrado por: Bob Reed
- Duración: 5 h y 48 m
- Versión completa
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Companies need high potential leaders (Hi-Pos) more than ever before to help them adapt to today's tumultuous, digitally-driven business environment. If you meet the Hi-Po criteria, you're in high demand - and this book explains how to fast-track yourself.
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Good book for people wanting to climb the corporate ladder and for executives to accelerate high - potential leaders
- De Niel en 06-23-19
De: Ram Charan, y otros
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- De: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrado por: Matthew Dixon, Nick Toman, Rick DeLisi
- Duración: 6 h y 37 m
- Versión completa
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- De Shirley Campbell en 05-26-23
De: Matthew Dixon, y otros
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The 25 Sales Skills
- They Don't Teach at Business School
- De: Stephan Schiffman
- Narrado por: Stephan Schiffman
- Duración: 1 h y 42 m
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Master the skills you can’t learn in a classroom. You can break into today’s cutting-edge sales force - and become a leader. All it takes is learning Stephan Schiffman’s essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer. From the man who’s trained more than a half-million salespeople, these are the secrets you won’t learn in any classroom. Now they’re yours for the taking and will put you on the fast track to career advancement.
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Great Sales book!!!
- De NN en 02-27-17
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Journey to the Emerald City
- De: Roger Connors, Tom Smith, Craig Hickman
- Narrado por: Wayne Shepherd
- Duración: 2 h y 51 m
- Versión resumida
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Building on the success of their previous title, The Oz Principle, Connors and Smith explore the direct link between a company's culture and the results it produces. Journey to the Emerald City details a clear road map for accelerating the move to a culture of accountability in which people focus on achieving the results critical to a company's future.
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Every creative leaders go to book
- De June en 01-08-18
De: Roger Connors, y otros
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Who
- The A Method for Hiring
- De: Geoff Smart, Randy Street
- Narrado por: Patrick Lawlor
- Duración: 4 h y 47 m
- Versión completa
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Geoff Smart and Randy Street offer a simple, four-step method for hiring with confidence, designed for everyone from the CEO on down. Who shows you how to avoid the most common pitfalls of hiring, how to identify "A Players" - people who can perform their job better than 90 percent of the candidates in their field - and how to make sure the best candidate will be excited to join your organization.
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Great book but need PDF of Scorecard material
- De Nancy Walsh en 10-17-12
De: Geoff Smart, y otros
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The Six Secrets of Raising Capital
- An Insider's Guide for Entrepreneurs
- De: Bill Fisher
- Narrado por: Allan Robertson
- Duración: 3 h y 40 m
- Versión completa
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Based on Bill Fisher's three-day seminars that regularly sell out all over the world, this audiobook offers the kind of capital-raising street smarts no entrepreneur can do without. As a banker in Silicon Valley in the '80s and a businessman who founded a number of successful companies beginning in the '90s, Fisher has seen firsthand the kind of rookie mistakes aspiring entrepreneurs make that end up stopping them before they have a chance to get started.
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excellent
- De Sky en 04-16-18
De: Bill Fisher
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The Stay Interview
- A Manager's Guide to Keeping the Best and Brightest
- De: Richard P. Finnegan
- Narrado por: Tim Andres Pabon
- Duración: 3 h y 3 m
- Versión completa
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This practical guide introduces managers to a powerful new engagement and retention tool: the stay interview. Smart companies have begun conducting these periodic reviews in order to discover why their important talent might leave and to solve any problems before they actually quit.
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Great advice.
- De Kevin L. Jeter en 11-02-18
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High Trust Selling
- Make More Money in Less Time with Less Stress
- De: Todd Duncan
- Narrado por: Todd Duncan
- Duración: 3 h y 57 m
- Versión completa
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A Wall Street Journal best seller! There is a major difference between being a salesperson in business and being in business as a salesperson. Being successful in sales has a lot to do with what's on the inside of a person, and the person's ability to establish and foster loyal relationships.
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The Core Foundation For Sales Success
- De Joe en 01-28-05
De: Todd Duncan
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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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. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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Bellow average book
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Doing Discovery
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Listening and following the exercises in Doing Discovery can transform individuals, teams, and organizations from undifferentiated sellers into high-performing practitioners who achieve their sales objectives while truly enabling buyers, resulting in mutually successful outcomes that endure.
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Flip the Script
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If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.
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Riveting. BLEW, MY, MIND
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The Perfect Close
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Everything has changed. The latest science shows that old, counter-productive closing tactics backfire and hold you back. In The Perfect Close you will learn a closing method that is nearly always successful. It's zero pressure and involves just two questions. It's a clear and simple approach that is flexible enough to use on every kind of sale at every given stage. It can be learned in less than an hour and mastered in a day.
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Not informative. 75% is about what will be told in the other 25%
- De Anonymous User en 09-13-18
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Fanatical Prospecting
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- De: Jeb Blount, Mike Weinberg - foreword
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Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
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One of the best books on Sales!
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Gap Selling: Getting the Customer to Yes
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The Challenger Sale
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Bellow average book
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If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.
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Riveting. BLEW, MY, MIND
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The Perfect Close
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New Sales. Simplified.
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No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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New sales rep
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Let's Get Real or Let's Not Play
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Too often, the sales process is all about fear. Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy. Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose.
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On Target Information
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Exactly What to Say
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- Narrado por: Phil M. Jones
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General
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Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
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Handful of Good Scripts
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SPIN Selling
- De: Neil Rackham
- Narrado por: Eli Woods
- Duración: 6 h y 12 m
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Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
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Sales and Science
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Way of the Wolf
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For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth.
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I can’t believe he wrote this book
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The Charisma Myth
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- De: Olivia Fox Cabane
- Narrado por: Lisa Cordileione
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What if charisma could be taught? For the first time, science and technology have taken charisma apart, figured it out and turned it into an applied science: In controlled laboratory experiments, researchers could raise or lower people's level of charisma as if they were turning a dial. What you'll find here is practical magic: unique knowledge, drawn from a variety of sciences, revealing what charisma really is and how it works. You'll get both the insights and the techniques you need to apply this knowledge. The world will become your lab, and every person you meet, a chance to experiment.
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the mystery of the missing workbook
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Lo que los oyentes dicen sobre Always Be Qualifying
Calificaciones medias de los clientesReseñas - Selecciona las pestañas a continuación para cambiar el origen de las reseñas.
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- FrankG
- 07-14-23
Content OK - Narration, not so much!
The content was not bad, although quite generic. I think I got 1 or 2 nuggets that I can use. I'm guessing that I could have gotten them those from a Google search vs. spending a credit. TONS of 3-letter acronyms (why). - The reader was almost unbearable. The hard S's could have easily been fixed in the editing. Not her fault.
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- John
- 08-10-23
Very good book, unlistenable narration
Before you purchase this title, be sure you listen to the sample. I should have. I've watched videos featuring Darius Lahoutifard speaking and it absolutely baffles me why he didn't narrate his own book (as so many other business related book authors do.) It would have been far more preferable to this performance.
The content of the book is very good, filled with most of what you need to know about MEDDIC/MEDDPICC. I paid to purchase this audiobook to "read" it over the course of a long drive. And believe me, it was a long drive.
As others have noted, the sibilance (S-sound) is so pronounced in the course of this title's three hours, it becomes distracting and I cannot understand how it ever passed the publisher and QA without sending it back for the simple fix it requires. Much of this book sounds like Parseltongue.
There's the endemic shift in proper emphasis in word pronunciation. Or, as John Whitney put it in "View From the Top," the narrator "put the wrong emPHAsis on the wrong sylLABle." Again, it is distracting -- an undesirable quality in an audiobook. Examples: so-LU-shun becomes so-lu-SHUN, communi-CAY-shun becomes communicay-SHUN, and situ-AY-shun becomes situay-SHUN. emPHASsis, sylLABle. The publisher and QA let this pass, too.
Once you get past that issue, you are faced with a non-stop barrage of vowel substitutions; short-e sounds are replaced by short-a. This is actually worse than the sibilance problem. Example: step becomes stapp, prospect becomes prossPACT, and process becomes prosSASSS(ssssssssssssss).
Then there are the mispronounced words. For example, criterion becomes criteriAAAAHHHN. I thought it may have been a cultural thing, so I researched it. Nope. It was simply pronounced as it's spelled and no one in QA caught that, either.
We are constantly told (warned) how AI is going to destroy so many jobs. This performance is the poster child for why audiobooks will soon be "narrated" by AI voices trained by people who can speak the English language properly and effectively. This makes me happy and sad because I don't really want some AI "voice" to channel the incredible performance of Frank Muller. On the other hand, Muller remains the gold standard in listenable, engaging, and pitch-perfect narration, whether fiction or non-fiction. This performance is the complete opposite.
I've no doubt someone, somewhere will consider this review to be mean-spirited and it is most certainly not. I've been listening to audio books for over 25 years now and I know what "good" sounds like. This ain't it. When the publishing company and QA approve performances like this, they communicate to narrators that their work is acceptable. They then become part of the problem.
Performances like this are not acceptable, even if the price was $0.00 because the three hours it takes to get through this comes with its own cost. No one wins and the quality of audiobooks goes down and the whole mess makes the argument in favor of the coming AI narration. Not good. Not good at all.
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- John
- 11-10-22
Audio
(S) sound is to strong on the audio. Recommend they run through a filter. Would love to listen to it.
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