A useful, reader-friendly addition to an impressive series of business books.


This third book (The Irresistible Value Proposition, 2019, etc.) in a five-volume series offers sales teams a winning template for capturing the attention, interest, and action of their clients.

In the gospel of business-to-business (B2B) markets, one leverages existing relationships with clients to spur future transactions. With that in mind, Thompson, a managing partner at the consultancy Value LifeCycle, advocates for an acceleration of the sales cycle that focuses on the perspective of the customer, not the seller. After a critical overview of the dominant, seller-centric template for contemporary B2B proposals, the author illustrates an alternative method, complete with a breakdown of key objectives and necessary components. He concentrates on the idea of decreasing uncertainty; for example, he suggests that sellers present evidence of value and client-centric options and remain open to customers’ suggestions. To excite the customer to action, the seller needs to “show them what you know about their business, not yours,” he says, and to present “a best-fit solution” that is clearly tied the client’s needs, goals, and business. Such a map requires concision and clarity—a short document or “a seven-slide presentation,” for example. In an accompanying case study, Paul and his team manage the outsized personalities of their clients with a firm touch, and each of their decisions effectively reinforces the lessons outlined above. Interestingly, the book itself offers a compelling case study of the concepts at hand, because, like the first two books in the series, it’s relatively low-priced in e-book form; reader ratings provide prospective buyers with a metric of past value delivered; and its availability in small, affordable units aligns nicely with the needs of value-seeking buyers. As Thompson suggests, “These concepts are simple. But…that doesn’t mean they are easy (which may be why I see so few selling organizations embrace them).”

A useful, reader-friendly addition to an impressive series of business books.

Pub Date: May 31, 2019

ISBN: 978-1-5445-0410-0

Page Count: 118

Publisher: Value Lifecycle

Review Posted Online: Aug. 16, 2019

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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 20, 2010

Kirkus Reviews Issue: Aug. 15, 1996

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From the national correspondent for PBS's MacNeil-Lehrer Newshour: a moving memoir of her youth in the Deep South and her role in desegregating the Univ. of Georgia. The eldest daughter of an army chaplain, Hunter-Gault was born in what she calls the ``first of many places that I would call `my place' ''—the small village of Due West, tucked away in a remote little corner of South Carolina. While her father served in Korea, Hunter-Gault and her mother moved first to Covington, Georgia, and then to Atlanta. In ``L.A.'' (lovely Atlanta), surrounded by her loving family and a close-knit black community, the author enjoyed a happy childhood participating in activities at church and at school, where her intellectual and leadership abilities soon were noticed by both faculty and peers. In high school, Hunter-Gault found herself studying the ``comic-strip character Brenda Starr as I might have studied a journalism textbook, had there been one.'' Determined to be a journalist, she applied to several colleges—all outside of Georgia, for ``to discourage the possibility that a black student would even think of applying to one of those white schools, the state provided money for black students'' to study out of state. Accepted at Michigan's Wayne State, the author was encouraged by local civil-rights leaders to apply, along with another classmate, to the Univ. of Georgia as well. Her application became a test of changing racial attitudes, as well as of the growing strength of the civil-rights movement in the South, and Gault became a national figure as she braved an onslaught of hostilities and harassment to become the first black woman to attend the university. A remarkably generous, fair-minded account of overcoming some of the biggest, and most intractable, obstacles ever deployed by southern racists. (Photographs—not seen.)

Pub Date: Nov. 1, 1992

ISBN: 0-374-17563-2

Page Count: 192

Publisher: Farrar, Straus and Giroux

Review Posted Online: May 20, 2010

Kirkus Reviews Issue: Sept. 1, 1992

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