How to Be a Fierce Competitor: What Winning Companies and Great Managers Do in Tough Times by Jeffrey J. Fox

How to Become a Rainmaker: The Rules For Getting and Keeping Customers and Clients by Jeffrey J Fox

How to Become a Rainmaker: The Rules For Getting and Keeping Customers and Clients by Jeffrey J Fox

My version of the book is

About the Book:-
* Hardcover: 192 pages
* Publisher: Hyperion (May 17, 2000)
* Language: English
* ISBN-10: 0786865954
* ISBN-13: 978-0786865956

Firnando Chau Review

The content of this book is categorised as follow:-
Acknowledgement
Introduction
I The Rainmaker's Cred
II Always Answer the Question, "Why Should This Customer Do Business With Us?"
III Obey Marketing's First Commandment
IV Customers Don't Care About You
V  Always Precall Plan Every Sales Call
VI Fish Where the Big Fish Are
VII Show Them the Money!
VIII Earthquakes Don't Count
IX Killer Sales Question #1
X Always Take the Best Seat in a Restaurant
XI Don't Drink Coffee on a Sales Call
XII You're Not at Lunch to Eat Lunch
XIII Never Wear a Pen in Your Shirt Pocket
XIV Killer Sales Question #2
XV Rainmakers Turn Customer Objections into Customer Objectives
XVI Always Make a "Mid-Job, Next-Job" Recommendation
XVII Treat Everybody You Meet as a Potential Client
XVIII Heed the Biggest Buy Signal
XIX Killer Sales Question #3
XX Always Return Every Call Every Day
XXI Learn the "Miles Per Gallon" of Selling
XXII Beware the Myth of Time and Territory Management
XXIII Always Taste the Wine Before a Wine Tasting
XXIV Dare to Be Dumb
XXV Always Do an Investment Return Analsyis
XXVI Never Forget: Everybody is Somebody's Somebody
XXVII Always Be on "High Receive"
XXVIII "Onionize"
XXIX If You Don't Care About the Answer, Don't Ask the Question
XXX Never Be in a Meeting
XXXI Present for Show, Close for Dough
XXXII Advice to a Baby-Sitter
XXXIII Killer Sales Question #4
XXXIV Give and Get
XXXV Sell on Friday Afternoons
XXXVI "Break the Ice" at the End of the Sales Call
XXXVII Use the Point System Every Day
XXXVIII A Shot on Goal Is Never a Bad Play
XXXIX Don't Make Cold Calls
XL Show the Chain, Sell the First Link
XLI Don't Talk with Food in Your Mouth
XLII Killer Sales Question #5
XLIII Love Voice Mail
XLIV Park in the Back
XLV Be the Best-Dressed Person You Will Meet Today
XLVI Why Breakfast Meetings Bring Rain
XLVII "Her's My Card..."
XLVIII Killer Sales Question #6
XLIX Ten Things to do Today to Get Business
L How to Recognize a Rainmaker
The Rainmaker Extra: How to Dollarize
A Case Study: Mr. K.
Epilogue

--

Amazon.com Review


About the Book

Filled with smart tips given in the Fox signature style, counter- intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in salesbe it books, cars, or real estateHow to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.

From Booklist Review

This is an afternoon read, pure and simple. And chances are good that once readers accept Fox's hard-hitting yet commonsense approaches, they'll accept his sales process, which applies, by the way, to selling widgets, promoting intangible services, or selling yourself. Every one of the author's 50 two-page to four-page chapters contains just one nugget of information more than the preceding section, enough to keep the momentum and the attention. A sad story about the hazards of drinking coffee (it spilled--and the prospect was then distracted by a second crisis) is followed by a notice not to eat a major meal during a sales lunch, which is promptly followed by "no pen in the shirt pocket" advice. Fox's seemingly disparate hints and tips, in short, comprise a very logical and memorable way of rainmaking, and a short tome that will show anyone the how-tos. Barbara Jacobs
Copyright © American Library Association. All rights reserved

Review
 
"the best book on selling I've seen. Period." -- Gerald Sindell, President, Publishing Consulting Services.

About the Author

Jeffrey Fox founded Fox & Company, Inc., a marketing consulting firm, in 1982. Client engagements include marketing strategy, innovation enhancement, selling skills training, branding, and various applications of a proprietary methodology called “dollarization.” Prior to starting Fox & Co. Jeffrey was Vice-President, Marketing and a Corporate Vice President of Loctite Corporation. He was also Director of Marketing for the wine division of The Pillsbury Co., and held various senior level marketing jobs at Heublein, Inc., including Director of New Products. Jeffrey is the winner of "Sales & Marketing Management" magazine’s Outstanding Marketer Award; winner of the American Marketing Association’s Outstanding Marketer in Connecticut; and the National Industrial Distributors award as the Nation’s Best Industrial Marketer. 

He is the subject of a Harvard Business School case study that is rated one of the top 100 case studies and is thought to be the most widely taught marketing case in the world. Jeffrey graduated from Trinity College in Hartford, Connecticut, and earned his MBA from Harvard Business School. He served as Trustee of Trinity College, and has won several alumni awards including Person of the Year. He is a member of the Board of Directors of Saint Francis Hospital, one of the nation’s top 100 hospitals. Jeff is the author of How to Become CEO, which was on the NY Times, Business Week, Wall Street Journal, Knight-Ridder, Amazon.com, and German best seller lists. The book is published in twenty-five languages and in all the major countries of Western Europe, Asia, and South America. Jeff’s second book, How To Become A Rainmaker was also a BusinessWeek and Wall Street Journal best seller, and is being published worldwide. His third book Don’t Send A Resume, published in May of 2001, is a contrarian approach to marketing onese

How to Get to the Top: Business Lessons Learned at the Dinner Table by Jeffrey J Fox

How to Get to the Top: Business Lessons Learned at the Dinner Table by Jeffrey J Fox


About the Book:-

Hardcover: 224 pages
Publisher: Hyperion (May 30, 2007)
Language: English
ISBN-10: 1401303307
ASIN: B003D7JVXE


Firnando Chau Review


Other Reviews
"A street-smart marketing expert, Harvard MBA, and author of bestselling business books gives the ultimate lesson on starting a business from the ground upÂ…It's practical advice that is put on the table in knock-your-socks-off directness that makes sense right away in your gutÂ…. Don't start a business without hearing this essential lesson!" --AudioFile on How to Make Big Money in Your Own Small Business


About the Book


The bestselling author of How to Become CEO returns with a pithy, smart, and useful collection of wisdom learned by business leaders at their own family dinners
Do you want to get to the top? Do you want to know how to rise above the crowd and become a leader in your field? Then this is the book for you. In How to Get to the Top, bestselling author Jeffrey J. Fox combines his own experience as an extremely successful entrepreneur with lessons learned at the family dinner table by business leaders such as Howard Schultz, CEO of Starbucks; Tom Chappell, founder of Tom’s of Maine; Leslie Blodgett, CEO of Bare Escentuals; and George Steinbrenner, principal owner of the New York Yankees. The essential guide on how to get to the top -- and stay there -- this compelling book contains hard-hitting advice on independence and self-reliance, management dynamics, and problem solving, including:


--You can’t unsour the milk.
--Speak sweetly: You may have to eat your words.
--Tip as if you were the tippee.
--Act like you own the place.
--You have to know the rules to break them.
--Never be late.
--Always compliment the chef . . . especially at home.
--Teach your girls to whistle.
--Spend the company’s money as you would your own.
--Don’t teach the quarterback to catch.

How to Land Your Dream Job: No Resume! And Other Secrets to Get You in the Door by Jeffrey J. Fox

How to Land Your Dream Job: No Resume! And Other Secrets to Get You in the Door by Jeffrey J. Fox (Hardcover - Dec 20, 2006)

• Hardcover: 192 pages
• Publisher: Hyperion (December 20, 2006)
• ISBN-10: 1401303048
• ASIN: B001QFZM24

Product Description

A re-titled, repackaged edition of a modern classic in career-buildingWith business bestsellers like How to Become CEO, Jeffrey Fox is unsurpassed when it comes to empowering readers to gain the edge on the competition. But before you can run the company, you have to get your foot in the door -- and in How to Land Your Dream Job, a repackaged, re-titled edition of Don’t Send a Resume, Fox shows how to do exactly that, with invaluable, often counterintuitive advice like:
-Why resumes don’t sell; -Skip the personnel department; -How to research a target company; -Be a fish out of water; -No one cares what you like; -Ask to do a demonstration; -Don’t talk in an interview; -"I" is a bad word.

About the Author

Jeffrey J. Fox is the founder of Fox & Co., a sought-after marketing consulting firm. His bestselling books, including How to Become a Rainmaker and How to Become CEO, have sold more than 750,000 copies and been published in thirty-five languages. A popular speaker for large organizations and groups of senior executives, Fox lives in Connecticut.

From AudioFile

The breadth of this authors common sense and creativity is impressive. Job hunting is marketing oneself, so think of your written inquiries and interviews as sales calls for which you (1) do your homework and (2) tailor everything about your visit to address your interviewers questions and needs. Foxs suggestions for standing out from the crowd are intuitive but seldom used. A highly useful feature of this lesson is the many scripts and role plays he offers for various interview situations and hiring agendas. The authors voice adds a tone of fatherly encouragement to his clear message. Even with his broad knowledge, he manages to understate the power of his ideas and the usefulness of his invitation. T.W. © AudioFile 2007, Portland, Maine-- Copyright © AudioFile, Portland, Maine 

The Dollarization Discipline: How Smart Companies Create Customer Value...and Profit from It by Jeffrey J. Fox and Richard C. Gregory (Hardcover - Sep 3, 2004)

• Hardcover: 272 pages
• Publisher: Wiley (September 3, 2004)
• Language: English
• ISBN-10: 0471659509
• ISBN-13: 978-0471659501

Product Description

How companies turn value-added into real profits
The Dollarization Discipline shows organizations and marketers how to effectively communicate the economic value created by their products and services. Too often, when companies compete using conventional sales and marketing approaches, they force customers to make financial decisions (how much to spend), based on non-financial arguments (product features and benefits). On this playing field, the company that can show true financial advantage in real dollars and cents wins every time. This book offers a step-by-step strategy for doing just that.
Every day, good companies suffer because they create value for customers but aren't able to keep their fair share. This is because most marketers can't fully explain the value customers get from their products, and the argument falls to the lowest common denominator-price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary value a customer receives from a product or service. This enables the seller to price the product as a true reflection of its value-and also let's the seller prove it to the customer!
With real case studies and detailed, step-by-step guidance on effective dollarization, The Dollarization Discipline finally offers a practical, straightforward way for marketers and business leaders to prove the value of their "value-added."
Jeffrey J. Fox (Gilford, New Hampshire) is the founder and President of Fox & Company, Inc., a marketing consulting firm. Fox is also the author of the bestsellers How to Become a CEO, How to Become a Rainmaker, and How to Become a Great Boss. Richard C. Gregory (Farmington, Connecticut) is a Senior Consultant with Fox & Company.

From the Inside Flap

Jeffrey Fox introduced the concept of Dollarization in his bestselling books How to Become a Rainmaker and How to Become a Marketing Superstar. Now, he and Rick Gregory present this compelling,effective principle in full detail so you can apply it to your business.The Dollarization Discipline shows organizations how to effectively communicate the economic value created by their products and services. Every day, good companies suffer because they create financial value for customers but aren’t able to keep their fair share. This is because most marketers cannot fully articulate the value customers get from their products, and the argument falls to the lowest common denominator--price. The solution is an approach to sales and marketing that goes beyond articulating features and benefits, but calculates the monetary gain a customer receives in exchange for the price paid. This book offers step-by-step strategies for doing just that.
Dollarization is simple in theory but complicated in practice. Authors Fox and Gregory include helpful charts, how-to steps, and dozens of real-life examples featuring leading companies that illustrate important techniques and help you shape an effective marketing and selling strategy.
This book offers strategies and techniques that will interest CEOs, marketing VPs, field salespeople, and everyone in between. Salespeople will learn how to handle price objections, shorten sales cycles, protect business from competition, get appointments, and more. Marketing professionals will learn to apply Dollarization to new product pricing, market segmentation, even advertising and communications.
Successful companies prosper by discovering how their customers make money and then aligning resources to help those customers make more money. Dollarization is a core discipline that enables firms to put this strategy into practice. With this book, Fox and Gregory include the step-by-step guidance you need to make Dollarization the foundation of your business strategy.
If you believe your company is under-compensated for the real value it delivers to customers, this book will help. Packed with practical advice and real-world wisdom, The Dollarization Discipline presents all the tools and techniques businesses need to turn their value-added into real money.

From the Back Cover

"GE people realize that our job is to help our customers make money. Dollarization thinking helps us do that."
--Damian A. Thomas, General Manager and Corporate Sales Leader
General Electric Company"THE DOLLARIZATION DISCIPLINE demystifies the often misused term ‘value,’ and shows how to become a thought partner and sell the true worth of your offering. This book will pay for itself many times over."
--Anthony Parinello, Author, Selling to Vito and Getting the Second Appointment
"Strategic marketing begins with an understanding of how a business creates economic value for its customers. This is a core focus for PPG businesses, and THE DOLLARIZATION DISCIPLINE creatively demonstrates how this thinking can be applied to all aspects of sales and marketing."
--Dennis A. Kovalsky, Vice President, Automotive Coatings PPG Industries
"Read this book and do what it says. Your customers, and your employer, will thank you for it."
--John Chickosky, Vice President, FTS Systems
"A must-read for any business looking to improve sales growth, profitability, and customer retention."
--Dean Graham, Managing Director, CapitalSource Inc.
"THE DOLLARIZATION DISCIPLINE presents powerful concepts with practical implementation ideas. Businesses large and small will benefit from putting Dollarization to work."
--John Vander Vort, Director, Private Markets Group
DuPont Capital Management

About the Author

JEFFREY J. FOX is the author of the Wall Street Journal and New York Times bestseller How to Become a CEO. He is also the founder and President of Fox & Company, Inc., a management consulting firm that specializes in marketing strategy development and sales effectiveness.RICHARD C. GREGORY is a Senior Consultant with Fox & Company. He leads Fox’s Dollarization Consulting and Training practice, which helps clients develop innovative approaches to articulating and quantifying the value they deliver to their customers.

How to Make Big Money In Your Own Small Business: Unexpected Rules Every Small Business Owner Needs to Know by Jeffrey J. Fox (Hardcover - May 19, 2004)

• Hardcover: 176 pages
• Publisher: Hyperion (May 19, 2004)
• Language: English
• ISBN-10: 0786868252
• ASIN: B000S6NBS4

From Booklist

Once again, Fox gets his business expressed just right. After equally succinct books on becoming a great boss and a CEO--among other career aspirations--he addresses the more than 25 million small business owners in the U.S with a few homilies, some practicums, and many direct commandments, such as "selling is job number one" or "pick up paper clips . . . but overspend on customers." And this one as well, "work on the business, not just in the business." Smart remarks notwithstanding, this prolific, no-nonsense writer gets readers' attention with short snappy chapters and down-to-earth advice, covering funding (sources for loans) and sitting on nonprofit boards ("give, get, or get off") as well as marketing and running a business. Even seasoned pros can benefit from his words. Barbara Jacobs
Copyright © American Library Association. All rights reserved --This text refers to an alternate Hardcover edition.

Review

Out "fox" the competition by using Jeff Fox’s signature counter-intuitive style with this appealing book for anyone who wishes to start and maintain their own successful business. --This text refers to the Kindle Edition edition.

Product Description

With only about half of small businesses still trading after the first three years, setting up and surviving as an entrepreneur can be a tough game. Bestselling author Jeffrey Fox has come up with a winning formula for small-business owners to guarantee themselves commercial success and, what is more, how to make big money in the process. This book offers simple, practical and unique advice on every aspect of running a small business, from how to get start-up money to staying in profit. Fox also provides more creative and quirky insights into how to be successful such as why you should: not to work from home; hire an ex-paperboy instead of a Harvard graduate; pick up paperclips but overspend on your customers. Whether you're already a small-business owner or are simply contemplating becoming one, this guide is essential reading. --This text refers to an out of print or unavailable edition of this title.

About the Author

Jeffrey J Fox is the bestselling author of How to Become CEO and How to Become a Rainmaker. He is a Harvard MBA and founder of Fox and Co. Inc, a premier marketing consulting company in Connecticut. His success has made him the subject of a Harvard case study that is rated one of the top 100 case studies, and is thought to be one of the most widely taught marketing case studies in the world. --This text refers to an out of print or unavailable edition of this title.

From AudioFile

A street-smart marketing expert, Harvard MBA, and author of bestselling business books gives the ultimate lesson on starting a business from the ground up. It's grounded in the habits and attitudes that get in the way of doing business right, but it's not a psychological lesson. It's practical advice that is put on the table in knock-your-socks-off directness and that makes sense right away in your gut. Pay attention to the Cs --cash, customers, commitment; work harder and provide more for your customers than everyone else; and keep in touch with what's important by having regular meetings on value, pricing, and collections. Don't start a business without hearing this essential lesson! T.W. 

How to Become CEO: The Rules for Rising to the Top of Any Organization by Jeffrey J Fox

About the Book:-
Hardcover: 162 pages
Publisher: Hyperion; 1st edition (September 30, 1998)
Language: English
ISBN-10: 0786864370
ISBN-13: 978-0786864379


Firnando Chau Review

Amazon.com Review


Most books about career advancement are either weighty examinations about success in the workplace (e.g., How to Be a Star at Work and Working with Emotional Intelligence) or flippant, humorous takes on surviving the countless inanities of modern work life (e.g., Working Wounded). Jeffrey Fox's book, How to Become CEO: The Rules for Rising to the Top of Any Organization is neither. Instead, Fox presents 75 commonsense rules about successfully conducting your career.


Rules like "Know Everybody by Their First Name" and "No Goals No Glory" may seem obvious; others, such as "Don't Take Work Home from the Office" or "Don't Have a Drink with the Gang" may not. Each is accompanied by page or two of succinct and thought-provoking explanation. For example, for rule 27, "Don't Hide an Elephant," Fox writes, "Big problems always surface. If they have been hidden, even unintentionally, the negative fallout is always worse. The 'hiders' always get burned, regardless of complicity. The 'discoverers' always are safe, regardless of complicity." Wise and to the point, How to Become CEO will help just about anybody's career, whether you want to become CEO or not. --Harry C. Edwards


From Booklist


Fox heads his own marketing consulting company, and he demonstrates here that he knows how to package an idea. While there is nothing especially original about a list of rules for getting ahead, Fox's guide is filled with 75 tips that are short, sweet, and to the point. Moreover, the ideas themselves are fresh. You have to admire the pluck of someone who counsels spending one day a month in the library and recommends sending handwritten notes. For each suggestion, Fox includes one or two pages of elaboration. Other advice: Always take vacations. Always take the job that offers the most money. Never write a nasty memo. Don't take work home from the office. Never let a good boss make a mistake. And, nary a mention of Machiavelli or Sun-Tzu. Refreshing! David Rouse

How to Become a Great Boss: The Rules For Getting and Keeping the Best Employees by Jeffrey J. Fox (Hardcover - May 15, 2002)