While some business executives may find the author’s assessment sobering if not downright depressing, this book provides the...
A welcome update on building a sales force in the new economic environment.
The financial meltdown of 2008 claimed many victims, but an area that surely felt intense pressure was the corporate sales force. Every company’s sales force had to adjust to a new market reality. The author of this timely book, an international business consultant who highlights some of her firm’s research into sales organizations, writes that a “new customer profile” started to take shape after the financial crisis. Customers “were less trusting and found heavy selling tactics repulsive...they wanted price and if that was right, then they would look at other key factors.” Crane says, “Effective salespeople now are those that are able to confront and challenge their customers’ thinking and influence them in such a way that changes their minds.” This new requirement, the author says, demands a new kind of salesperson: “It is about a sales force that is enabled with a broader degree of knowledge and skill that can take a strong case to customers and influence them to change their minds about how they do business.” Crane offers important advice to companies, including how to refocus, why a new kind of sales manager is necessary, the importance of systems, keys to developing the right relationship between sales and marketing, and perhaps most importantly, ways to transform not just the sales force but the manner in which the company does business. Rather than serve up a sugarcoated, lightweight primer, Crane delves deeply into the messy, complex world of corporate selling. She strongly lobbies for “embracing transformation from within,” even though she makes clear that there are no easy answers. Of course, making a case for taking action is one thing; executing a plan of action is quite another, so it’s helpful that Crane includes three pertinent case studies at the end of the book to show in detail how business’ transformations can impact sales in today’s market. “Don’t be yesterday’s company in tomorrow’s world,” she urges.
While some business executives may find the author’s assessment sobering if not downright depressing, this book provides the wake-up call many may need to stoke up their sales forces.Pub Date: March 28, 2010
ISBN: 978-1449960353
Page Count: 226
Publisher: CreateSpace
Review Posted Online: July 3, 2012
Kirkus Reviews Issue: Aug. 1, 2012
Review Program: Kirkus Indie
A timely, vividly realized reminder to slow down and harness the restorative wonders of serenity.
An exploration of the importance of clarity through calmness in an increasingly fast-paced world.
Austin-based speaker and strategist Holiday (Conspiracy: Peter Thiel, Hulk Hogan, Gawker, and the Anatomy of Intrigue, 2018, etc.) believes in downshifting one’s life and activities in order to fully grasp the wonder of stillness. He bolsters this theory with a wide array of perspectives—some based on ancient wisdom (one of the author’s specialties), others more modern—all with the intent to direct readers toward the essential importance of stillness and its “attainable path to enlightenment and excellence, greatness and happiness, performance as well as presence.” Readers will be encouraged by Holiday’s insistence that his methods are within anyone’s grasp. He acknowledges that this rare and coveted calm is already inside each of us, but it’s been worn down by the hustle of busy lives and distractions. Recognizing that this goal requires immense personal discipline, the author draws on the representational histories of John F. Kennedy, Buddha, Tiger Woods, Fred Rogers, Leonardo da Vinci, and many other creative thinkers and scholarly, scientific texts. These examples demonstrate how others have evolved past the noise of modern life and into the solitude of productive thought and cleansing tranquility. Holiday splits his accessible, empowering, and sporadically meandering narrative into a three-part “timeless trinity of mind, body, soul—the head, the heart, the human body.” He juxtaposes Stoic philosopher Seneca’s internal reflection and wisdom against Donald Trump’s egocentric existence, with much of his time spent “in his bathrobe, ranting about the news.” Holiday stresses that while contemporary life is filled with a dizzying variety of “competing priorities and beliefs,” the frenzy can be quelled and serenity maintained through a deliberative calming of the mind and body. The author shows how “stillness is what aims the arrow,” fostering focus, internal harmony, and the kind of holistic self-examination necessary for optimal contentment and mind-body centeredness. Throughout the narrative, he promotes that concept mindfully and convincingly.
A timely, vividly realized reminder to slow down and harness the restorative wonders of serenity.Pub Date: Oct. 1, 2019
ISBN: 978-0-525-53858-5
Page Count: 288
Publisher: Portfolio
Review Posted Online: July 20, 2019
Kirkus Reviews Issue: Aug. 15, 2019
Jobs was an American original, and Isaacson's impeccably researched, vibrant biography—fully endorsed by his subject—does...
An unforgettable tale of a one-of-a-kind visionary.
With a unique ability to meld arts and technology and an uncanny understanding of consumers' desires, Apple founder Steve Jobs (1955–2011) played a major role in transforming not just computer technology, but a variety of industries. When Jobs died earlier this month, the outpouring of emotion from the general public was surprisingly intense. His creations, which he knew we wanted before we did, were more than mere tools; everything from the iPod to the MacBook Pro touched us on a gut level and became an integral part of our lives. This was why those of us who were hip to Steve Jobs the Inventor were so moved when he passed. However, those who had an in-depth knowledge of Steve Jobs the Businessman might not have taken such a nostalgic view of his life. According to acclaimed biographer and Aspen Institute CEO Isaacson (American Sketches: Great Leaders, Creative Thinkers, and a Heroes of a Hurricane, 2009, etc.) in this consistently engaging, warts-and-all biography, Jobs was not necessarily the most pleasant boss. We learn about Jobs' predilection for humiliating his co-workers into their best performances; his habit of profanely dismissing an underling's idea, only to claim it as his own later; and his ability to manipulate a situation with an evangelical, fact-mangling technique that friends and foes alike referred to as his "reality distortion field." But we also learn how—through his alternative education, his pilgrimage to India, a heap of acid trips and a fateful meeting with engineering genius Steve Wozniak—Jobs became Jobs and Apple became Apple. Though the narrative could have used a tighter edit in a few places, Isaacson's portrait of this complex, often unlikable genius is, to quote Jobs, insanely great.
Jobs was an American original, and Isaacson's impeccably researched, vibrant biography—fully endorsed by his subject—does his legacy proud.Pub Date: Oct. 24, 2011
ISBN: 978-1-4516-4853-9
Page Count: 448
Publisher: Simon & Schuster
Review Posted Online: Oct. 27, 2011
Kirkus Reviews Issue: Nov. 15, 2011
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