SMT007 Magazine

SMT-Dec2016

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December 2016 • SMT Magazine 39 FIVE NEW BOOKS THAT WILL CHANGE YOUR PERSPECTIVE ON SALES AND MARKETING Writing with the insight of someone who has been there, Ms. Kelley offers a virtual hand- book for finding yourself and what you want to do with your life. Not only will this book show you the way to get started it will also show you the way to accelerate your journey once you are on the right path. I especially appreciate the examples of real people that the author includes. Each chapter, on topics ranging from motivation and confi- dence to vision and harmony, expressively de- fines each step of the way, highlighting it with true life examples. The book is filled with helpful, delecta- ble little sections designed to allow the reader to participate in activities that drive the point of that chapter home. The book includes sec- tions like: "Coach's Challenge," which helps the reader to think things through by applying the challenges to his own situation; and "Game Time," where the author wraps up each chap- ter with summaries of what we have learned in that chapter and applying them to our own sit- uations. This is one of those books that you don't re- alize you need until you open it. This book stim- ulates your mind and makes you think about things you should be thinking about, from your career to your life. People of all ages can benefit greatly from reading Career Courage. _________________ 4 __________________ High Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results Author: Mark Hunter Amacom, 2016 Price $18.95 Man, this is a great book. This is by far the best book on prospecting and lead generation I have ever read or, I should say, used. As a sales columnist and consultant, I am always on the lookout for books that are not only going to give me ideas to help me help my clients but also books that will give me some thought-pro- voking subjects for my columns, and I feel that with this book I have found a virtual gold mine. Truth be known, I have already based three weekly versions of Its Only Common Sense, my weekly PCB007.com column, on subjects that I found in this book. The first was based on Hunt- er's myths about prospecting; the second one was on working with the right prospects. I have also recommended that two of my clients buy copies of this book for their sales teams. From why to prospect, to how to prospect, to choosing the right prospects and making sure they are the right ones, this book has every- thing a salesperson novice or old timer needs to be successful. I especially like the way the author deals with the difficult subjects of getting appoint- ments and what to do at those appointments to dealing with voice mail and how to leave an ef- fective voicemail message. This book does more than give the reader the basic rules of successful prospecting. It also motivates the reader into taking action, getting down to work, and getting it done. High Prof- it Prospecting is the have-to-have book for your sales library. I urge you to get it today and oh yes, make sure you have a highlighter nearby when you start reading it—you'll need it! _________________ 4 __________________ Fail Fast or Win Big: The Start-up Plan for Starting Now Author: Bernhard Schroeder Amacon, 2015 Price $21.95 Stop aiming and start firing! Every so often you find a book that ends up being more of a stimulant for ideas than just a book. This is one of those books. I want to call it the "Nike—just do it" book because that's ex- actly what the message is. He claims for exam- ple that business plans are a thing of the past, that they take too long to do and that they are not as effective as well as just doing it.

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