A useful, interactive guide for ambitious salespeople.



A young millionaire presents a new way of selling.

Debut author Evans is a millennial with a message: “The old way of selling is dead.” He says that he’s earned more than six figures a year since he was 24, first as a salesman and then as an entrepreneur. Now a consultant, he trains people and companies on how to develop seven-figure sales teams. He’s developed a straightforward sales process with four basic pillars: “Mindset,” “Prep Work,” “Selling,” and “Follow-Up.” A lot of how-to business guides cover similar ground, but Evans’ book is more nuanced than most; specifically, he notes how sales approaches can vary considerably depending on the players involved. He spells out what he considers to be the four main “people types”—extroverted “Party People,” nonconfrontational “People Pleasers,” hyperdetailed “Fact Folks,” and ego-driven “Bulls”—and explains the best ways to sell to each of them. He urges readers to take his people-typing quiz, as well, in order to learn who will be most receptive to their sales pitches. Evans’ overall premise is one that’s not often heard in business circles: “Money is great, but it’s the ‘why’ behind this money that’s going to motivate you,” and an entire chapter helpfully stresses the importance of staying true to oneself because “you are your most valuable asset.” Indeed, the book is much more reader oriented than task oriented, overall. For instance, in one exercise, which he calls “the big five,” he asks readers to identify their five primary life goals on an index card, stressing its importance: “If you don’t get anything else from this book, do yourself a favor, buy some plain old index cards and get busy.”

A useful, interactive guide for ambitious salespeople.

Pub Date: Nov. 8, 2019

ISBN: 978-1-5445-0533-6

Page Count: 250

Publisher: Stafford Street Press

Review Posted Online: Jan. 13, 2020

Kirkus Reviews Issue: March 1, 2020

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Stricter than, say, Bergen Evans or W3 ("disinterested" means impartial — period), Strunk is in the last analysis...



Privately published by Strunk of Cornell in 1918 and revised by his student E. B. White in 1959, that "little book" is back again with more White updatings.

Stricter than, say, Bergen Evans or W3 ("disinterested" means impartial — period), Strunk is in the last analysis (whoops — "A bankrupt expression") a unique guide (which means "without like or equal").

Pub Date: May 15, 1972

ISBN: 0205632645

Page Count: 105

Publisher: Macmillan

Review Posted Online: Oct. 28, 2011

Kirkus Reviews Issue: May 1, 1972

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Noted jazz and pop record producer Thiele offers a chatty autobiography. Aided by record-business colleague Golden, Thiele traces his career from his start as a ``pubescent, novice jazz record producer'' in the 1940s through the '50s, when he headed Coral, Dot, and Roulette Records, and the '60s, when he worked for ABC and ran the famous Impulse! jazz label. At Coral, Thiele championed the work of ``hillbilly'' singer Buddy Holly, although the only sessions he produced with Holly were marred by saccharine strings. The producer specialized in more mainstream popsters like the irrepressibly perky Teresa Brewer (who later became his fourth wife) and the bubble-machine muzak-meister Lawrence Welk. At Dot, Thiele was instrumental in recording Jack Kerouac's famous beat- generation ramblings to jazz accompaniment (recordings that Dot's president found ``pornographic''), while also overseeing a steady stream of pop hits. He then moved to the Mafia-controlled Roulette label, where he observed the ``silk-suited, pinky-ringed'' entourage who frequented the label's offices. Incredibly, however, Thiele remembers the famously hard-nosed Morris Levy, who ran the label and was eventually convicted of extortion, as ``one of the kindest, most warm-hearted, and classiest music men I have ever known.'' At ABC/Impulse!, Thiele oversaw the classic recordings of John Coltrane, although he is the first to admit that Coltrane essentially produced his own sessions. Like many producers of the day, Thiele participated in the ownership of publishing rights to some of the songs he recorded; he makes no apology for this practice, which he calls ``entirely appropriate and without any ethical conflicts.'' A pleasant, if not exactly riveting, memoir that will be of most interest to those with a thirst for cocktail-hour stories of the record biz. (25 halftones, not seen)

Pub Date: May 1, 1995

ISBN: 0-19-508629-4

Page Count: 224

Publisher: Oxford Univ.

Review Posted Online: May 20, 2010

Kirkus Reviews Issue: March 1, 1995

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