Book Description
A 6 volume audio cassette program based on the popular book Successful Cold Call Selling, published by Amacom, the book publishing division of the American Management Association. Making unsolicited calls to strangers is a frightening thought to many; few do it well. This program will help you to quickly gain confidence and skills when approaching new prospects either by phone or in person.
Customer Reviews:
Can cold calling ever really be successful?.......2007-06-02
This book is a `sales' classic and its advice may have worked 10 years ago. However, in today's world of voice mail, email, and savvy gatekeepers cold calling is pretty much a worn out and useless activity (I know: heresy, heresy, everyone screams). As Jill Konrath says in her book "Selling to Big Companies" we are now in the `perfect storm' of sales and cold call resistance. No-one has time for cold callers and the same tired approaches. Better book selections for lead generation are "Selling to Big Companies" and "Selling Against the Goal."
That said, we all must do cold calling at some level. While I really needed help in this area and hoped to find it here, I didn't. There was nothing `new' in the book. I know about creating scripts and the other advice the book offers: benefits selling, value propositions, etc. The book didn't help my cold calling confidence or help me overcome my reluctance and actual aversion to cold calling.
In the spirit of learning.......2006-04-27
Boyan's book really follows through with the idea that it's not about you it's about them(the potential customer). He really focuses on looking for benefits and presenting these benefits to the client. This idea of helping other's to see potential in ideas they hadn't thought of before is really where the heart of this book is at. The only reason it's not five stars for me is that it seems a bit lengthy and repeditive in a couple of spots, but beyond that two thumbs up. :)
Phenomenal coaching from a real-life sales superstar !.......2003-12-28
First of all, my career background touches
many fields, such as computers, internet,
customer service, sales, telemarketing,
insurance, finance, telecommunications
and so on.
In a previous existence or job, I handled
thousands of outbound sales calls, mixed
with inbound, as well.
I've done veyr well well in my field, but also,
I've witnessed some sales superstars with equal
and sometimes, even better sales experience and
results than my own.
Reading the 260 pages of this book, by Mr Lee Boyan,
I have to admit this man is the right man to coach
veteran and newbie sales reps alike.
The door-to-door selling, or in personal sales,
coupled with telemarketing or outbound sales,
advice is obviously, plainly based in reality.
Frequently, the advice he gives, I find I've been
practicing many of those points all along, by
learning through my own mistakes, but also, by
knowing what worked the best, and by natural talent,
and also, by picking up from co-workers.
The bottom line, is that this book will easily FINE-TUNE
your own techniques, approaches. It will inform you
of new skills, perhaps you've never used in a job
situation (either on the phone, or in person, or
setting appointments). It will make you realize of many
small tricks you felt were "your own" but actually, are
techniques all pros should be using, all the time, on
the job.
This book was written 1983, and then revised in 1989,
yet it feels like it was written this year !!!
That's how good it is.
Selling techniques over the phone, etc........2003-01-28
The author did a very good job of sticking to his objective of only teaching you cold calling techniques; that is, techniques to get the appointment, not techniques on how to sell once you got that appointment. He had many, many good ideas; some of which I learned, some of which I knew but had to be reminded of. I would recommend his book to anyone wanting to do a better job at cold call prospecting. The one big negative I would say about this book is that he took too many pages to get his points across, much too verbose. I got tierd of reading it, and kept telling myself, OK, when is he going to get to the point. Other than that, I would highly recommend the book.
Learn how to prospect.......2002-03-22
Boyan's book is essentially a book about prospecting and turning those prospects into appointments with potential customers. He teaches readers to present themselves as problem solvers to potential customers' concerns. The emphasis throughout the book is placed on the customers. Boyan devotes a chapter to customer psychology and gives consideration to the reasons why customers make purchasing decisions. Although somewhat simplified, his suggestion for addressing a customer's concern by paraphrasing it so the customer feels like you understand him, and then offering a solution can be used in a number of ways to persuade customers to make an appointment with you. The only problem is he only presents one way to address a customer's concerns and pretty soon the customer catches on to your technique and stops listening to you. But still I recommend it. It's worth [the price], and the techniques presented in this book have lead me to make appointments with customers that eventually lead to $5,000 aluminum siding sales, $8,000 kitchen remodeling sales, and $4,000 windows sales.
Book Description
When it comes to starting a new venture, there are a myriad of details that require consideration-everything from finding a name and getting needed licenses to financing and promoting the new business in the crucial early days. Without a practical road map, entrepreneurs can easily lose their way in a thicket of pressing legal and financial issues.
One of the most popular resources for those considering starting a business is Steps to Small Business Start-Up. Now completely revised in an all-new and up-to-date fifth edition, it offers guidance and wisdom from two entrepreneurs and authors who have been down this road. These are proven techniques for building a successful business from a solid foundation, starting with the fundamentals.
With this start-up guide as mentor, entrepreneurs have the tools at hand to answer their most important questions: Is this business viable? Where should it be located? What is the best legal structure? How about cash flow?
The authors provide a detailed and systematic process for covering all the bases:
* Identify the most appropriate business.
* Use existing technologies to speed up research and handle details with ease.
* Deal with money and financial issues up front-what to do, how to avoid pitfalls.
* Protect business assets with insurance, trademark, copyright, patent, and other strategies.
The charts, figures, spreadsheets, and forms will support business owners so they make all the right moves. This is the one-stop resource covering all the basics needed to launch a successful new venture.
Customer Reviews:
Small Business Startup by Pinson et al........2005-10-25
This book provides a good research methodology which covers the
essential elements of starting and operating a small business
from scratch. The author covers the operational and legal issues
in clear English. There are references to another work entitled
"Businesses You Can Start Almanac by Adams". Typical new businesses cited by the Adams work are:
- Traffic Control consultants
- Therapeutics
- Technical writers who translate legalese or computerese into
understandable English
- Personalized Child Books
- Systems Integration
- Time Management Training
- Corporate Training
- Nutrition Consultant
- Standardized Test Preparation
- Manufacturers Reps
- Mystery Shoppers
- Freelance Writers
- Government Contract Consulting
- Efficiency Experts
- Outdoor Adventures
- Noise Control via Dosimeters
- Herbal Products Distributors
- Greeting Card Senders
- Graphic Designers and a plethora of others
The book is a good reference guide for anyone contemplating the
start of a small business.
It works.......2005-09-24
I needed this book for a class, so I'm not sure of how it compares with similar books. It provides a good overview of the considerations one would need to make when starting a business. I'll keep this book on the shelves, even after I finish the class.
Got to be better books on the subject........2004-10-20
This book was very dry. If you already have a business in mind and are ready to start it;this book may give you some ideas. It is a good book, but if you are still in the concept stage contact SBAonline.org or look for another.
A "must" for aspiring entrepreneurs........2000-03-03
Now in a completely updated and expanded fourth edition, Steps To Small Business Start-Up: Everything You Need to Know to Turn Your Idea into a Successful Business continues to be an excellent and comprehensive "how to" guide for aspiring entrepreneurs needing to learn and implement proven step-by-step methods for launching their new business. All of the mechanics for starting up a business are included from choosing the business that best suites you, to using technology to advantage, to researching the market for profitable customers, to protecting your business via copyrights, trademarks, patents, and proper insurance. Also covered are such vital elements as staying legal with appropriate permits and all the financial issues from bank accounts to cash flow to keeping adequate financial records. Each chapter includes information on how to best utilize technology (including the Internet). Steps To Small Business Start-Up is further enhanced with the inclusion of forms, worksheets, samples, and examples. If you are thinking of beginning your own business, home-based or otherwise, begin with a thorough reading of Linda Pinson and Jerry Jinnett's Steps To Small Business Start-Up.
Average customer rating:
|
My Big Idea: 30 Successful Entrepreneurs Reveal How They Found Inspiration
Rachel Bridge
Manufacturer: Kogan Page
ProductGroup: Book
Binding: Hardcover
 General
| Biographies & Memoirs
| Subjects
| Books
Business
| Professionals & Academics
| Biographies & Memoirs
| Subjects
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General
| Business & Investing
| Subjects
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Entrepreneurship
| Small Business & Entrepreneurship
| Business & Investing
| Subjects
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General
| Small Business & Entrepreneurship
| Business & Investing
| Subjects
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ASIN: 0749446269 |
Book Description
In this new book, 30 successful entrepreneurs explain how they turned their dreams into reality. They tell how they decided what to do, how they got started, how they found the money they needed, and how they went about it. But they also reveal how they had doubts, made mistakes, and encountered frustrations along the way. Importantly, they also explain how they overcame these difficulties and turned a dream into a commercially viable reality.
Customer Reviews:
Inspirational.......2006-10-18
This is a great book for inspiration. If you have been thinking of starting a business, read this. It may give you the kick to get started. Most of the entreprenures are from the Uk, but they have the same inspirations and struggles as someone in the USA. It also has a lot of typos in it, but that didn't take away from the content. I would highly recommend. Kami
Customer Reviews:
Open up the world of creative thought..........2001-10-04
Charles Clark opens up new vista's of thought if your are trying to transform any situation your advantage...turning your mind into a fountain or a wellspring of new alternatives. This is one volume that is not to be missed!!!
Average customer rating:
- Project management tools for any project
|
Over 50 Killer Ideas for Delivering Successful Projects
Richard Morreale
Manufacturer: Multi-Media Publications Inc.
ProductGroup: Book
Binding: Audio CD
General
| Business & Investing
| Subjects
| Books
General
| Investing
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
| Books
General
| Business
| Books on CD
| Audiobooks
| Formats
| Books
Investing
| Business
| Books on CD
| Audiobooks
| Formats
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Management
| Business
| Books on CD
| Audiobooks
| Formats
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Similar Items:
-
Work Breakdown Structures for Large, Complex Projects
ASIN: 1897326238
Release Date: 2006-10-16 |
Product Description
Over the past 30 years, companies have spent millions (if not billions) of dollars on Project Management tools, techniques, methods, processes, procedures, and training to help their managers successfully plan, organize, monitor, and control their projects. After all of this investment, however, the same percentage of projects are failing today as there were 30 years ago. In this 2 CD set, Richard Morreale presents over 50 killer ideas that will help your projects become successful: delivering on time, within budget, and meeting your client's expectations. This energetic and dynamic speaker brings life to this subject, sharing the lessons he's learned in his decades of experience managing high-profile projects for government and industry.
Customer Reviews:
Project management tools for any project.......2007-01-10
Reviewed by William E. Cooper for Reader Views (1/07)
If you or your organization works projects, regardless of size or scope, this set of 2 CD's is for you. Richard Morreale, who has an extensive history of project development and management, including such noteworthy projects as helping put a man on the moon, has much to say and much to offer. He takes the listener through a project from start to finish, providing the details necessary to properly complete it. His work is both easy to understand and follow. His considerable examples are thorough and diverse, providing everyone in project management with examples unique to their circumstances.
As one who has worked projects involving complex Six Sigma methodologies, and extensive government projects as a police chief, I wish I'd had Mr. Morreale's work before I started. It would have reduced the research time before starting, the development time, and the completion schedule. This approach would have been appropriate for preparing and writing my own book, "Leading Beyond Tradition." For anyone involved in project management I recommend this work, "Over 50 Killer Ideas for Delivering Successful Projects (Audio CD)."
Average customer rating:
- Important Innovation Book
|
Successful Innovation: How to Encourage and Shape Profitable Ideas
Michel Syrett , and
Jean Lammiman
Manufacturer: Profile Books
ProductGroup: Book
Binding: Hardcover
General
| Business & Investing
| Subjects
| Books
Human Resources & Personnel Management
| Industries & Professions
| Business & Investing
| Subjects
| Books
Operations Research
| Management & Leadership
| Business & Investing
| Subjects
| Books
ASIN: 1861972857 |
Book Description
A guide to how to encourage and shape profitable ideas.
Successful innovation is crucial to a business's competitive edge, but study after study reveals that many organizations are failing to tap their potential. This book pinpoints the processes and capabilities required by organizations to foster creative thinking and, equally important, to capture and shape the resulting output. Its findings are based on original research conducted by the authors and work done by leading business professors in America, Europe and Asia.
Chapters look at: what inspires and informs original ideas; the role of champions and teams in getting ideas off the ground; the importance of continuous evaluation and testing of ideas throughout their development, together with the free flow of information; the advantages of nurturing nerds and the crucial factor of leadership.
Customer Reviews:
Important Innovation Book.......2005-11-28
This book is a must-read for every budding innovator as the authors reveal very effective ideas from their research. This book will save time for the innovator. I am especially enlightened by the 5 roles in ideas development (on pg 39,162) which highlights the spark, sponsor, shaper, sounding board & specialist.
This will indeed give a proper direction and methodology for every innovation team.
Average customer rating:
|
Boss Talk: Top Ceos Share the Ideas That Drive the World's Most Successful Companies
Wall Street Journal
Manufacturer: Random House Trade Paperbacks
ProductGroup: Book
Binding: Paperback
Strategy & Competition
| Management & Leadership
| Business & Investing
| Subjects
| Books
Leadership
| Management & Leadership
| Business & Investing
| Subjects
| Books
Management
| Management & Leadership
| Business & Investing
| Subjects
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General
| Organizational Behavior
| Business & Investing
| Subjects
| Books
General
| Popular Economics
| Business & Investing
| Subjects
| Books
General
| Business & Investing
| Subjects
| Books
ASIN: 0375758852
Release Date: 2002-01-08 |
Book Description
Timeless and effective business lessons from twenty-one top CEOs
Every business leader—from manager to entrepreneur—wants to know the ideas that motivate and inspire the world’s most successful CEOs. Boss Talk presents twenty-one CEOs who give expert advice on issues important to today’s businessperson. The topics include:
•Motivating Your Employees
•Managing Growth
•Building a Brand
•Learning from the New Economy
•Trendspotting
•Beating the Competition
•Leading a Successful Turnaround or Transition
Here’s what some bosses are talking about:
“You have to get rewarded in the soul and in the wallet. The money isn’t enough, but a plaque isn’t enough either.”
—Jack Welch, General Electric Co.
“Lead by example. If you do that as CEO, your style will filter down through your team.”
—John Chambers, Cisco Systems
“We do a lot of quantitative stuff. But coupled with that is having an employee staff and culture that is inherently interested in what we do.”
—Tom Freston, MTV Networks
“Surround yourself with people you trust. You can’t run a business over a certain size and sign off on everything.”
—Emily Woods, J.Crew
Download Description
Timeless and effective business lessons from twenty-one top CEOs.
Every business leader -- from manager to entrepreneur -- wants to know the ideas that motivate and inspire the world's most successful CEOs. Boss Talk presents twenty-one CEOs who give expert advice on issues important to today's businessperson. The topics include:
- Motivating Your Employees
- Managing Growth
- Building a Brand
- Learning from the New Economy
- Trendspotting
- Beating the Competition
- Leading a Successful Turnaround or Transition
Here's what some bosses are talking about:
"You have to get rewarded in the soul and in the wallet. The money isn't enough, but a plaque isn't enough either."
JACK WELCH
"Lead by example. If you do that as CEO, your style will filter down through your team."
JOHN CHAMBERS, CISCO SYSTEMS
"We do a lot of quantitative stuff. But coupled with that is having an employee staff and culture that is inherently interested in what we do."
TOM FRESTON, MTV NETWORKS
"Surround yourself with people you trust. You can't run a business over a certain size and sign off on everything."
EMILY WOODS, J.CREW
Average customer rating:
|
Top Tax Saving Ideas for Today's Small Business (Psi Successful Business Library)
Thomas J. Stemmy , and
Camille Akin
Manufacturer: Oasis
ProductGroup: Book
Binding: Paperback
Corporate
| Taxes
| Accounting
| Industries & Professions
| Business & Investing
| Subjects
| Books
General
| Taxes
| Accounting
| Industries & Professions
| Business & Investing
| Subjects
| Books
Tax Planning
| Taxes
| Accounting
| Industries & Professions
| Business & Investing
| Subjects
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General
| Business & Investing
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General
| Small Business & Entrepreneurship
| Business & Investing
| Subjects
| Books
General
| Taxation
| Law
| Subjects
| Books
General
| Taxation
| Law
| Professional & Technical
| Subjects
| Books
ASIN: 1555714633 |
Book Description
Now in its fourth edition, this popular savings guide continues to help small business owners survive in today's tough tax environment. Top Tax Saving Ideas for Today's Small Businesses, currently in its fifth year of publication, offers strategies to help readers lower their tax payments and avoid common pitfalls. And a new chapter on the current tax environment discusses federal tax rate changes for individuals as well as the reduced capital gains tax.
Learn how the proposed restructuring of the Internal Revenue Service will impact you and your small business. Top Tax Saving Ideas will also show you how to get the most from home office expense deductions. The chapter on estate planning discusses the recent increase of the lifetime exclusion on federal estate and gift tax rules. The Taxpayer Relief Act of 1997 raises the exclusion limit from $600,000 to amounts that will be phased in from $625,000 in 1998 to $1 million by 2006.
A revised retirement planning chapter describes the Roth IRA alternative as well as the new AGI threshold for deductible contributions to IRA accounts. The new Congressional mandate on the simple IRA, which streamlines paperwork requirements for your small business, is also discussed. And throughout the text, several "real life" scenarios are presented as sidebar illustrations to describe business owners who have dealt with the IRS and how they have gained or lost from their experiences.
Average customer rating:
- Refresh Yourself with This Book
- An energetic and inspiring business book
- Top 10 Traits of Silicon Valley Dynamos
|
Top 10 Traits of Silicon Valley Dynamos: Inspiring Stories and Great Ideas for Achieving Success in Your Life
Joan Clout-Kruse
Manufacturer: Dunhill Publishing
ProductGroup: Book
Binding: Paperback
Motivation & Self-Improvement
| Business Life
| Business & Investing
| Subjects
| Books
General
| Business & Investing
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Motivational
| Management & Leadership
| Business & Investing
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Entrepreneurship
| Small Business & Entrepreneurship
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Success
| Self-Help
| Health, Mind & Body
| Subjects
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ASIN: 1931501149 |
Book Description
Top 10 Traits of Silicon Valley Dynamos tells compelling stories of entrepreneurs and professionals, mentors and survivors who realized and fulfilled their dreams. These inspiring stories will motivate the reader to break through barriers to success. Designed for the busy person, the chapters are short and include activities which can be adapted to individual needs.
The stories will help the reader to:
•Thrive on change
•Break down personal barriers to success
•Confront the unknown and master their fears
•Expand their comfort zone
•Maximize enthusiasm!
The book is divided into three sections: "Reinforcing Your Belief System," "Boosting Your Self-Motivation," and "Building Your New Life Plan." The success stories will help the reader persevere and stay with his or her dreams. Learning is a lifelong experience. We learn by doing, so if you want to reinforce some area of your behavioral life, practice makes perfect. You can start anywhere!
Customer Reviews:
Refresh Yourself with This Book.......2002-05-09
I found this book very refreshing. It is simple enough that it can sink in deeply and easily. The 10 traits are a great help to encourage and motivate. This book reminds of some of our other best simple classics.
An energetic and inspiring business book.......2002-02-06
Written by an expert on corporate management and self-actualization, Top 10 Traits Of Silicon Valley Dynamos by Joan Clout-Kruse is a collection of turbo-charged stories about the Silicon Valley entrepreneurs and professionals who survived the cutthroat corporate world and achieved a dream to be rightfully proud of. Filled with activities to improve oneself and build confidence, Top 10 Traits Of Silicon Valley Dynamos is an insightful, useful, business "self-help" book, as well as an engaging journal of entrepreneurial success. An energetic and inspiring business book for the Fast World of the twenty-first century!
Top 10 Traits of Silicon Valley Dynamos.......2001-08-10
Author Joan Clout-Kruse captures the hearts of her readers with this compilation of extraordinary stories. You don't have to live in the Silicon Valley to understand the struggles and hardships these contributors endured to fulfill their dreams and goals. These people are not Silicon Valley millionaires, they are people just like you and I. The only difference is they decided what they wanted in life and they went after it! The book is designed to help the reader achieve goals and overcome common barriers. There are excercises and plans to follow, the chapters are short and easy to read. I think everyone should become a "Silicon Valley Dynamo" and the way to get started is to read this book!
Book Description
This digital document is an article from National Underwriter Life & Health, published by The National Underwriter Company on November 1, 2004. The length of the article is 1164 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: 10 steps to effective closing.(Successful Sales Ideas)
Author: Joseph J. Lukacs
Publication:
National Underwriter Life & Health (Magazine/Journal)
Date: November 1, 2004
Publisher: The National Underwriter Company
Volume: 108
Issue: 41
Page: 12(2)
Distributed by Thomson Gale
Average customer rating:
|
Harmonisation of Employment Conditions in Britain: The Changing Workplace Divide Since 1950 and the Implications for Social Structure
Alice Russell
Manufacturer: Palgrave Macmillan
ProductGroup: Book
Binding: Hardcover
Workplace
| Organizational Behavior
| Business & Investing
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Comparative
| Economics
| Business & Investing
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Economic History
| Economics
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Labor & Industrial Relations
| Economics
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General
| Popular Economics
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General
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Industrial Relations
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| Business & Investing
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General
| England
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| History
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ASIN: 0333717147 |
Books:
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