Content tagged with "sales"

Getting to Yes: Negotiating Agreement Without Giving In
Book Review
June 12, 2014
186

“This book is kind of the benchmark, I think, for books on negotiating. It was written by three Harvard professors who collectively chair some foundation or think tank about negotiating. And not just business negotiating – many of their examples come from the United Nations, and represent nations…”

How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services
Book Review
May 3, 2018
85

“Really great overview of selling and marketing professional services. I don’t know that there’s much new here, but the authors do have a seven-step model that might help a lot of people clarify their marketing efforts/plans. In the end, the book is an endorsement of network effects – know more…”

Whiteboard Selling: Empowering Sales Through Visuals
Deane’s Library
Book Review
May 19, 2018
96

“At best, this book introduced me to the idea of using a whiteboard as a sales tool. However, its grand vision as a whiteboard as a universal presentation tool is a bit flawed because I will often sell in a room with no whiteboard, and my penmanship is awful. Still, it was an interesting look at a…”

The Win Without Pitching Manifesto
Deane’s Library
Book Review
June 17, 2018
165

“A remarkable book about how to take the power back in the professional services relationship. Instead of chasing after clients, make them chase after you. The book is 12 principles, from ‘We Will Specialize’ to ‘We Will Hold Our Heads High.’ The book is a rejection of the love of creative work as a…”