Jam-packed with interesting ideas and appealing stories, Aijo’s book is a highly useful reference for new salespeople and...

READ REVIEW

Sales Intelligence

A SMARTER WAY TO SELL

Sales veteran Aijo explains how intelligence—“both in information and smarts”—is a crucial tool for salespeople at all levels.

Intelligence, Aijo writes, has two major meanings: the ability to learn and adapt (the most commonly used definition) and a collection of information, usually of the sensitive sort (the definition that relates to spying). Aijo makes it clear that both kinds of intelligence are necessary to succeed in sales. In Part 1, Aijo focuses on information salespeople need to function well at a basic level, such as training, product information, and company performance. Part 2 discusses sales calls and how to behave before, during, and after to maximize success. Part 3 explores quoting and setting prices at length, including tips for structuring a quote to best effect, and Part 4 delves into time-management strategies and how to focus on activities that yield maximum results. The next section offers an overview of customer management—how to read cues, work with complex buying teams, and follow up after the sale—before Part 6, which is mainly for sales managers, focuses on compensation and setting key performance indicators as well as analyzing customer contracts and ethical behavior for salespeople. Aijo’s conversational style and amusing anecdotes bring his subjects to life and keep things interesting. Instead of turning out another book on, for instance, how to cold-call, he focuses on subjects that are generally glossed over in sales how-to books, and the result is a collection of strategies and tactics that can be especially useful for inexperienced salespeople. His advice on reading and interpreting customer behavior is particularly helpful, giving salespeople a chance to determine their odds of closing a sale and respond appropriately.

Jam-packed with interesting ideas and appealing stories, Aijo’s book is a highly useful reference for new salespeople and sales managers.

Pub Date: Sept. 7, 2015

ISBN: 978-0-9965765-0-5

Page Count: 212

Publisher: Big Brown House Publishing Company

Review Posted Online: Sept. 4, 2015

Did you like this book?

No Comments Yet

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

Did you like this book?

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

Did you like this book?

more