A useful, engagingly written, and uplifting method for improving sales performance.
A guide offers advice on cracking the code for becoming an exceptional tech salesperson.
Early on in his book, Prangley confesses that it pains him to see tech sales reps trying to improve their game and feeling lost. Drawing on his own long, personal experience, he hopes to present these forlorn colleagues with sales methods that he’s developed over the years, techniques that he’s absolutely confident will help them exceed their quotas. He first addresses what he refers to as persistent myths: that sales are all about the money, that sales are about tricking people, that superb sales figures are mostly a matter of luck. He then proceeds to lay out the basics of his method, foremost of which is “Finding Your Why”—really focusing on the essential reasons why readers are in sales in the first place. (His precepts are specifically tailored to business to business, but he insists they can be more widely applied.) Each of his chapters addresses a core idea of sales, from researching prospective customers to strengthening the teamwork instinct. Each one ends with a series of useful “action steps” that readers can implement. For example: “Actively work at building a great relationship with your manager. In particular, commit to making sure your manager never needs to chase you for accurate and timely data.” At all points in his book, Prangley very convincingly adopts the tone of a friendly older mentor, and he manages to do this without any condescension. His concentration on the personal element of sales is familiar to this type of manual but nevertheless is refreshingly human. And he organizes his material expertly; the guide is generously supplied with lists, acronyms, and bullet points to streamline the reading experience. No matter what stage of their careers, readers involved in sales will likely find plenty of value in these pages.
A useful, engagingly written, and uplifting method for improving sales performance.Pub Date: March 3, 2022
ISBN: 978-1-5445-2745-1
Page Count: 200
Publisher: Lioncrest Publishing
Review Posted Online: April 13, 2022
Review Program: Kirkus Indie
BOOK REVIEW
Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our...
A psychologist and Nobel Prize winner summarizes and synthesizes the recent decades of research on intuition and systematic thinking.
The author of several scholarly texts, Kahneman (Emeritus Psychology and Public Affairs/Princeton Univ.) now offers general readers not just the findings of psychological research but also a better understanding of how research questions arise and how scholars systematically frame and answer them. He begins with the distinction between System 1 and System 2 mental operations, the former referring to quick, automatic thought, the latter to more effortful, overt thinking. We rely heavily, writes, on System 1, resorting to the higher-energy System 2 only when we need or want to. Kahneman continually refers to System 2 as “lazy”: We don’t want to think rigorously about something. The author then explores the nuances of our two-system minds, showing how they perform in various situations. Psychological experiments have repeatedly revealed that our intuitions are generally wrong, that our assessments are based on biases and that our System 1 hates doubt and despises ambiguity. Kahneman largely avoids jargon; when he does use some (“heuristics,” for example), he argues that such terms really ought to join our everyday vocabulary. He reviews many fundamental concepts in psychology and statistics (regression to the mean, the narrative fallacy, the optimistic bias), showing how they relate to his overall concerns about how we think and why we make the decisions that we do. Some of the later chapters (dealing with risk-taking and statistics and probabilities) are denser than others (some readers may resent such demands on System 2!), but the passages that deal with the economic and political implications of the research are gripping.
Striking research showing the immense complexity of ordinary thought and revealing the identities of the gatekeepers in our minds.Pub Date: Nov. 1, 2011
ISBN: 978-0-374-27563-1
Page Count: 512
Publisher: Farrar, Straus and Giroux
Review Posted Online: Sept. 3, 2011
Kirkus Reviews Issue: Sept. 15, 2011
BOOK REVIEW
IN THE NEWS
IN THE NEWS
Highly instructive for would-be tycoons, with plenty of entertaining interludes.
Well-crafted memoir by the noted media mogul.
Diller’s home life as a youngster was anything but happy; as he writes early on, “The household I grew up in was perfectly dysfunctional.” His mother lived in her own world, his father was knee-deep in business deals, his brother was a heroin addict, and he tried to play by all the rules in order to allay “my fear of the consequences from my incipient homosexuality.” Somehow he fell into the orbit of show business figures like Lew Wasserman (“I was once arrested for joy-riding in Mrs. Wasserman’s Bentley”) and decided that Hollywood offered the right kind of escape. Starting in the proverbial mailroom, he worked his way up to be a junior talent agent, then scrambled up the ladder to become a high-up executive at ABC, head of Paramount and Fox, and an internet pioneer who invested in Match.com and took over a revitalized Ticketmaster. None of that ascent was easy, and Diller documents several key failures along the way, including boardroom betrayals (“What a monumental dope I’d been. They’d taken over the company—in a merger I’d created—with venality and duplicity”) and strategic missteps. It’s no news that the corporate world is rife with misbehavior, but the better part of Diller’s book is his dish on the players: He meets Jack Nicholson at the William Morris Agency, “wandering through the halls, looking for anyone who’d pay attention to him”; hangs out with Warren Beatty, ever on the make; mispronounces Barbra Streisand’s name (“her glare at me as she walked out would have fried a fish”); learns a remedy for prostatitis from Katharine Hepburn (“My father was an expert urological surgeon, and I know what I’m doing”); and much more in one of the better show-biz memoirs to appear in recent years.
Highly instructive for would-be tycoons, with plenty of entertaining interludes.Pub Date: May 20, 2025
ISBN: 9780593317877
Page Count: 352
Publisher: Simon & Schuster
Review Posted Online: May 12, 2025
Kirkus Reviews Issue: June 15, 2025
SEEN & HEARD
SEEN & HEARD
SEEN & HEARD
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