An invaluable collection of sales veterans’ wisdom.
A series of firsthand accounts describing various facets of the sales world.
Ingram (Making Rain with Events, 2014), the host of the Sales Success Stories Podcast, collects dozens of personal accounts from sales managers, agents, and executives describing key moments and memories from their sales experiences. Along the way, the storytellers provide tips on such things as building relationships with clients and achieving the right mindset for a particular sales job. The author shows a keen knack for editorial balance, as the tales flow naturally from one teller to the next. Professionals tell of clients with operations in total chaos and of salespeople who put up brick walls to learning new sales approaches, among others. The tone varies throughout, but a low-key sarcasm runs through most entries; “If you don’t believe it, neither will your customer. I believe Yoda said that,” quips Dayna Leaman, for example, who leads account manager training at publishing company John Wiley & Sons. Several stories move easily from humor to a more personal register, as when consultant Trong Nguyen writes about building a great relationship with a new client in “I’m 6’4” and Devilishly Handsome” or business-sales professional Jelle den Dunnen reminds readers of the human cost of the sales profession: “People mostly remember how loud we are when we win a deal, but they often forget that we take a whole lot of beating along the way.” The skill of Ingram’s organizational approach is also evident in how seldom the tips and principles contradict one another; all these professionals seem to have learned variations on the same bits of wisdom and strategy over the courses of very different careers. It all results in a remarkable advice manual that also offers a portrait of a profession—with a refrain of “fortune favors the bold.”
An invaluable collection of sales veterans’ wisdom.Pub Date: Oct. 16, 2018
ISBN: 978-0-9906059-3-5
Page Count: 302
Publisher: Top 1% Publishing
Review Posted Online: Oct. 16, 2018
Kirkus Reviews Issue: Nov. 15, 2018
Review Program: Kirkus Indie
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
This is not the Nutcracker sweet, as passed on by Tchaikovsky and Marius Petipa. No, this is the original Hoffmann tale of 1816, in which the froth of Christmas revelry occasionally parts to let the dark underside of childhood fantasies and fears peek through. The boundaries between dream and reality fade, just as Godfather Drosselmeier, the Nutcracker's creator, is seen as alternately sinister and jolly. And Italian artist Roberto Innocenti gives an errily realistic air to Marie's dreams, in richly detailed illustrations touched by a mysterious light. A beautiful version of this classic tale, which will captivate adults and children alike. (Nutcracker; $35.00; Oct. 28, 1996; 136 pp.; 0-15-100227-4)
Pub Date: Oct. 28, 1996
ISBN: 0-15-100227-4
Page Count: 136
Publisher: Harcourt
Review Posted Online: May 19, 2010
Kirkus Reviews Issue: Aug. 15, 1996
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