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Summary: Develop value to the Nth degree - striking, rarified insight
Review: As a former CEO of a software solutions company, I had trouble putting this book down. The value of first person insights provide a credibility that's missing from most professional development books. This mosaic of well organized, exceptionally edited interviews with pillars of the sales and marketing world is a a must read (and reread) for every sales/marketing pro. My hats off to Dickie and Trailer for even getting in the door of these folks!
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Summary: Top Notch Practical Tips
Review: From the first page I found one of The Sales & Marketing Excellence Challenge to be one of most practical sales leadership guides around. In a time when we are all struggling with how to do well in a bad economy the strategies and tactics presented in this book by proven sales leaders are not only timely, they are priceless.
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Summary: sales & marketing professionals should get this book
Review: I keep dipping into this book - it's a brilliant, eclectic collection of the thoughts and ideas of a bunch of sales and marketing people who are at the cutting edge of selling today - doing it now,wrestling with the problems of selling in a downturn. The format's unusual - direct reporting of what these people think is important - in no particular topic order. The authors don't claim to present "universal truth" but everyone should find some good ideas thatthey can use and if you are looking for a an answer to a specific problem you can browse the index for a synopsis of each contribution. The authors want us to come away with a dozen ideas to explore in our business. Jim Dickie's and Barry Trailer's own contributions are packed with insight; these two pieces alone are worth the price of the book.
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Summary: Real world problems, real world solutions
Review: If your industry is haunted by excess capacity, slack demand, and disruptive technological advances, this book is a must read. Dickie and Trailer's ability to find, extract, and assemble entrepreneurial innovation in sales and marketing helped me identify why some players, both big and small, have achieved sales growth in a difficult environment. A great book to take on the road.
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Summary: They really "get it"
Review: In a field that is full of "listen to me tell you what you should do" consulting, it is refreshing to read information, insight and opinion taken directly from a wide variety of business leaders. I also appreciated that the interviews were a mix- some from leaders at global enterprises (Microsoft, Wells Fargo, AMR) as well as scrappier firms and academics. Rather than trying to simplify and interpret, Trailer and Dickie have simply made the comments of business leaders accessible. If you have ever had responsibility for a territory, a region or an entire sales and marketing team- you will find both familiarity and fresh thinking here.
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Summary: Read this book NOW
Review: In the intro the authors write "The concepts presented here will have value in five years...but they will never be more useful than they are now." This book deals with the reality of tough times sales and marketing people face right now, handing the reader personal advice from people who have proven they know how to handle the biggest challenges of business. Trailer and Dickie have enviable access--they got on the calenders of some very key players for one-on-one interviews, presented in highly readable style. Marketing professionals will find the book truly useful and sales professionals will find it indispensible.
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Summary: Read this book NOW
Review: In the intro the authors write "The concepts presented here will have value in five years...but they will never be more useful than they are now." This book deals with the reality of tough times sales and marketing people face right now, handing the reader personal advice from people who have proven they know how to handle the biggest challenges of business. Trailer and Dickie have enviable access--they got on the calenders of some very key players for one-on-one interviews, presented in highly readable style. Marketing professionals will find the book truly useful and sales professionals will find it indispensible.
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Summary: Timely advice for today's business leaders
Review: The case study-like format of the book was extremely useful. Having a chance to read what Jeff Schaper (CCO) is doing at GE, what Ralph Young (VP Sales) is doing at Microsoft, what Janet Dolan (CEO) is doing at Tenant Corp., and Joe Batista (Chief Creatologist) is doing at HP provided a wealth of ideas on how to increase the effectiveness of sales and marketing teams. This book is an excellent source of insightful and thought-provoking ideas and strategies that make sense in today's environment. Not a one-time read, but a reference resource that you will want to have at your fingertips daily. "The Sales & Marketing Excellence Challenge" is a must have.
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Summary: This is the Real Stuff!
Review: The premise for this book is articulated beautifully via words borrowed from Isaac Newton: 'If I have seen further, it is by standing upon the shoulders of giants.' Finally, there is a resource for the business community that will help us all to see ourselves, and our real business dilemmas/solutions more clearly. Jim Dickie and Barry Trailer have done a masterful job, distilling information and presenting the golden nuggets of wisdom gained through our collective experience. A immediate must-read and resource to have on hand!
Rating:
Summary: This is the Real Stuff!
Review: The premise for this book is articulated beautifully via words borrowed from Isaac Newton: 'If I have seen further, it is by standing upon the shoulders of giants.' Finally, there is a resource for the business community that will help us all to see ourselves, and our real business dilemmas/solutions more clearly. Jim Dickie and Barry Trailer have done a masterful job, distilling information and presenting the golden nuggets of wisdom gained through our collective experience. A immediate must-read and resource to have on hand!
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