Book Reviews

“The Pin Drop Principle” argues that the most impactful communication, whether in a boardroom presentation or a customer service interaction, relies on mastering the subtle art of performance. Lewis and… 

Executive Summary Jeb Blount’s People Love You delivers a compelling argument for the critical role of likability in all aspects of business and personal success. Blount posits that genuine connection… 

Executive Summary “Sales Engagement” meticulously dissects the evolution of modern sales, advocating for a holistic, technology-driven approach that transcends traditional outreach. The authors argue that in today’s saturated market, strategic,… 

Jeb Blount’s Virtual Selling is a timely and critical manual for navigating the seismic shift to remote sales. It dispels the myth that virtual selling is merely an adaptation of… 

This review dissects Jeb Blount and Jamie Renell’s timely and essential guide, “Virtual Training: Mastering the Remote Sales Arena.” In an era defined by distributed teams and digital interactions, this… 

Max F. Cates’ “Seven Steps to Success for Sales Managers” provides a robust framework for transforming sales management from a reactive oversight role to a proactive, strategic leadership function. It… 

Julie M. Hansen’s Sales Presentations For Dummies provides a pragmatic and comprehensive guide for enhancing sales presentations. It posits that effective presentations are not about dazzling theatrics but rather about… 

Executive Summary Jeb Blount’s “INKED” shatters the myth of the “natural-born closer,” meticulously dissecting the art and science of sales negotiation. This book is a tactical masterclass, equipping sales professionals… 

In Selling in a Crisis, Jeb Blount delivers a bracingly realistic playbook for navigating the volatile, uncertain, and often terrifying landscape of economic downturns and unexpected disruptions. His core thesis… 

Executive Summary The AI Edge offers a pragmatic and timely guide for sales professionals and leaders navigating the burgeoning landscape of Artificial Intelligence. Blount and Iannarino cut through the hype,… 

Perfect Phrases for Sales Referrals is a practical, phrase-by-phrase guide for sales professionals seeking to systematize and scale their referral generation. It unpacks the often-overlooked art of asking for introductions,… 

Executive Summary Antonio Cangiano’s Technical Blogging, 2nd Edition is a comprehensive guide for developers, engineers, and anyone in a technical field looking to establish a professional online presence through blogging.… 

Executive Summary Jeb Blount’s Sales EQ argues that in today’s hyper-connected, data-driven sales landscape, the ultimate competitive differentiator isn’t technology or process, but emotional intelligence (EQ). The book compellingly asserts… 

Executive Summary In The LinkedIn Edge, Jeb Blount and Brynne Tillman deliver a powerful, no-nonsense guide to leveraging LinkedIn not just as a social platform, but as a strategic weapon… 

Executive Summary Neil Rackham’s The SPIN Selling Fieldbook is not merely a companion to his seminal SPIN Selling; it is an essential operational manual. It dissects the nuanced art of… 

Executive Summary Insight Selling dismantles the myth of the “likable” or “helpful” salesperson, revealing that true sales winners don’t just solve problems; they provoke new thinking and challenge existing assumptions… 

Jeb Blount’s Objections delivers a stark, no-nonsense truth: objections are not obstacles, but rather intrinsic components of every sales conversation. Blount dissects common customer pushback, offering a robust framework for… 

Executive Summary Fanatical Prospecting shatters the myth that sales success magically appears, asserting that consistent, high-volume, and strategic prospecting is the non-negotiable bedrock of a thriving pipeline. Blount and Arthur… 

Tony J. Hughes’ “Combo Prospecting” offers a pragmatic, modern approach to B2B sales development, advocating for a multi-channel, value-driven strategy that transcends traditional cold outreach. The book’s core thesis is… 

Executive Summary This curated collection transcends typical sales advice, offering a strategic playbook for executives to fundamentally re-engineer their sales organizations for sustained growth and profitability. It dissects the complex…