The 25 Most Common Sales Mistakes: . . . And How to Avoid Them by Stephan Schiffman (Paperback - Aug 18, 2009)
Paperback: 128 pages
Publisher: Adams Media; 3 edition (August 18, 2009)
Language: English
ISBN-10: 1598698214
ISBN-13: 978-1598698213
Other Reviews
"25 Sales Mistakes is essential for any professional or organization committed to sales excellence." - Michael A. Berman, Chief Operating Officer, Outside Ventures"
About the Book
In the newest edition of this valuable manual, Stephan Schiffman offers updated advice to salespeople about getting prospects and making the sale. It's not just what you do! It's what you don't do:
Don't sell against a competitor
Don't be satisfied
Don't stop getting ideas
Don't use boilerplate proposals
Don't overuse e-mail
The book also includes a new introduction and updated text. Schiffman offers salespeople the kind of advice?from listening to the client to following up on the sale?that has made him the best corporate sales trainer today. With Schiffman's book in their pocket, salepeople can avoid common blunders and make the sale.
About the Author
Stephan Schiffman (New York, NY) has trained more than 500,000 salespeople at firms such as AT&T Information Systems, Chemical Bank, Manufacturer?s Hanover Trust, Motorola, and U.S. Health Care. Schiffman is the president of DEI Management Group. He is the author of such bestselling books as Cold Calling Techniques and The 25 Sales Habits of Highly Successful Salespeople.
Only the Paranoid Survive: How to Exploit the Crisis Points that Challenge Every Company by Andrew S Grove
Firnando Chau Review
Table of Contents
Preface
Chapter 1: Something Changed
Chapter 2: A "10x" Change
Chapter 3: The Morphing Computer Industry
Chapter 4: They're Everywhere
Chapter 5: Why Not Do It Ourselves?
Chapter 6: "Signal?" or "Noise?"
Chapter 7: Let Chaos Reign
Chapter 8: Reign In Chaos
Chapter 9: The Internet: Signal or Noise?, Threat or Promise?
Chapter 10: Career Inflection Points
Index
Synopsis
Under Andy Grove's leadership, Intel has become the world's largest chip maker and one of the most admired companies in the world. In Only the Paranoid Survive, Grove reveals his strategy of focusing on a new way of measuring the nightmare moment every leader dreads—when massive change occurs and a company must, virtually overnight, adapt or fall by the wayside.
Grove calls such a moment a Strategic Inflection Point, which can be set off by almost anything: mega-competition, a change in regulations, or a seemingly modest change in technology. When a Strategic Inflection Point hits, the ordinary rules of business go out the window. Yet, managed right, a Strategic Inflection Point can be an opportunity to win in the marketplace and emerge stronger than ever.
Grove underscores his message by examining his own record of success and failure, including how he navigated the events of the Pentium flaw, which threatened Intel's reputation in 1994, and how he has dealt with the explosions in growth of the Internet. The work of a lifetime, Only the Paranoid Survive is a classic of managerial and leadership skills.
The Currency Paperback edition of Only the Paranoid Survive includes a new chapter about the impact of strategic inflection points on individual careers—how to predict them and how to benefit from them.
About the Author
Andrew S. Grove emigrated to the United States from Hungary in 1956. He participated in the founding of Intel, and became its president in 1979 and chief executive officer in 1987. He was chosen as Time magazine's Man of the Year in 1997. In 1998, he stepped down as CEO of Intel, but continues as chairman of the board. Grove also teaches at the Stanford University Graduate School of Business. He lives in the San Francisco Bay Area.
