An invaluable collection of sales veterans’ wisdom.

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SALES SUCCESS STORIES

60 STORIES FROM 20 TOP 1% SALES PROFESSIONALS

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

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WHAT A WONDERFUL WORLD

A LIFETIME OF RECORDINGS

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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Necessarily swift and adumbrative as well as inclusive, focused, and graceful.

A LITTLE HISTORY OF POETRY

A light-speed tour of (mostly) Western poetry, from the 4,000-year-old Gilgamesh to the work of Australian poet Les Murray, who died in 2019.

In the latest entry in the publisher’s Little Histories series, Carey, an emeritus professor at Oxford whose books include What Good Are the Arts? and The Unexpected Professor: An Oxford Life in Books, offers a quick definition of poetry—“relates to language as music relates to noise. It is language made special”—before diving in to poetry’s vast history. In most chapters, the author deals with only a few writers, but as the narrative progresses, he finds himself forced to deal with far more than a handful. In his chapter on 20th-century political poets, for example, he talks about 14 writers in seven pages. Carey displays a determination to inform us about who the best poets were—and what their best poems were. The word “greatest” appears continually; Chaucer was “the greatest medieval English poet,” and Langston Hughes was “the greatest male poet” of the Harlem Renaissance. For readers who need a refresher—or suggestions for the nightstand—Carey provides the best-known names and the most celebrated poems, including Paradise Lost (about which the author has written extensively), “Kubla Khan,” “Ozymandias,” “The Charge of the Light Brigade,” Wordsworth and Coleridge’s Lyrical Ballads, which “changed the course of English poetry.” Carey explains some poetic technique (Hopkins’ “sprung rhythm”) and pauses occasionally to provide autobiographical tidbits—e.g., John Masefield, who wrote the famous “Sea Fever,” “hated the sea.” We learn, as well, about the sexuality of some poets (Auden was bisexual), and, especially later on, Carey discusses the demons that drove some of them, Robert Lowell and Sylvia Plath among them. Refreshingly, he includes many women in the volume—all the way back to Sappho—and has especially kind words for Marianne Moore and Elizabeth Bishop, who share a chapter.

Necessarily swift and adumbrative as well as inclusive, focused, and graceful.

Pub Date: April 21, 2020

ISBN: 978-0-300-23222-6

Page Count: 304

Publisher: Yale Univ.

Review Posted Online: Feb. 9, 2020

Kirkus Reviews Issue: March 1, 2020

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