Industry Books

Practical and effective. A balanced book with an understandable writing and depth of analysis.

At the peak of the dot-com bubble, buying Internet stocks was momentum investing at its most pure - get in when a new stock or sector is on its upswing, and get out while the gettin's good. But Peter S. Cohan has created new criteria for Internet investors to apply in the traditional method of fundamental analysis. Instead of looking to old-line gurus like Graham or Buffet for advice, Cohan draws on the business strategies of John D. Rockefeller to come up with fresh e-commerce attributes like economic leverage, closed-loop solutions and adaptive management for investors to measure. We [...] recommend this book to executives, employees and students with equal vigor, although consider yourself forewarned that Cohan's extended barking-dog analogy will grate on your nerves. Nevertheless, anyone who invests in Internet companies or even traffics in Internet commerce for business or pleasure will gain insights from this book, regardless of whether Cohan's investment criteria prove to have staying power.

This is the most lucid, sensible analysis I've read thus far of the likely implications of engaging in e-commerce from different strategic perspectives and business models. Cohan provides a valuable framework and applies it to scores of real cases. I find myself returning to his book time and again to apply his methodology. His only off-base advice: don't invest in companies led by folks over 35. I'll forgive him that one. The rest of the book is a real gem. It should age well.

I enjoyed the book tremendously, and think Peter's done a fabulous job dissecting the Internet investment frenzy, providing the logic to the momentum everyone else seems to have missed.

This book is good for Newbie to the internet but certainly don't worth a look for someone looking for insight.

The framework is nothing new but more or less a simplified business plan.

In Chapter 13, Advice for Internet Management and Investors sounds like a common sense and existing strategy using by most of the dotcom. Common Sense: Strategy 1 of those advices is moving the company into a more profitability region in short. (It dividies the market into 3 levels of profitability. so called Lossware, Brandware and Powerware. Well, no matter if it is New or Old economy, there is always different degrees of profitability.)

Existing strategies: Selling out of a porfolio builder, deep pockets and restructuring. We are seeing consolidation in the market a long long time ago and a lot of big or small players already know it is the way.

This book is more like a news reporting and a lot of newly invented words cannot make this book a standard of new economy rules but disappoint me only.

This is the definite cluetrain (doc searls et al)for broadcasTV news. Much the same way cluetrain sparked a marketing revolution, this does the same for broadcast journalism.
I first meet the author when she was interning for Florida Today in Cocca Beach.
Every point she makes in this book is vaild. The take on "fox fair and balanced" tells me she won't be on the O'Reilly factor anytime soon.
I found only one sort of error. FYI> Matt Lauer does have a broadcast journalism background on the local level. He came out of the same environment that former NBC correspondent and current talk show host (WBUR Boston) Robin Young did, PM Magazine at WJAR TV 10 in Providence Rhode Island. That's the only small flaw I could find in the book.
The suits at CNN don't want you to read the book. They are not happy campers and with good reason. The hollywood suits trashed the network big time, and with than came the opening for Fox news to fill. Rick Kaplan is currently doing the same thing for MSNBC that he did for CNN take it down the pike.
It's a fast read but once you start you wont' want to stop.

Finally---an insider with enough intestinal fortitude to call a sham a sham!!! One can just imagine the 6 o'clock news being primmed, powdered and perfumed with just enough tear (or smile) to make it palatibly entertaining. Ms. Anderson, with her years of experience and credibility, still believes that the American citizenry is due the news, the whole news, and nothing but the news. Reserve the spin and "holy cows" for the baseball commentators! If the media execs remain stoically entrenched in the annals of the entertainment world, then let them be reminded of the old radio classic, Dragnet, where the byline was...."the facts, Ma'am, just the facts".

Bonnie Anderson's book has brought to the light of day what I have felt has been a problem with the media for some time. Many of the newscasts are more concerned with form, not substance; how they look and not what they say. Her book is a very good read and pulls no punches in pointing out the way many in the media are more concerned with entertainment than hard news coverage. Her description of this type of coverage as "Infotainment" is right on point.

News Flash brings to the reader another big problem influencing news coverage which is how mega mergers are affecting the coverage that is being presented to the viewing public. Unfortunately the impact is not good and these large conglomerates are proving the old adage "bigger is not always better" to be very true.

From her experience at CNN as a reporter, managing director of a news division and Vice President of Recruitment and Training, Anderson offers the reader a unique perspective as to what goes on inside a large news organization. She provides an in depth look at what takes place behind closed doors when it comes to hiring, firing and staffing in today's media corporations and much of what she reveals should be quite disturbing to the viewing public. This book provides some very interesting statistics about the media and its management which I am sure most of us were never aware of.

While Anderson points out numerous things that are wrong with today's TV media and its management, she also brings out the good that the true journalist can and should do. At the end of the book she offers her thoughts on what the media can do to provide the viewing public with quality news coverage. She should be commended for taking a stand and bringing to our attention the problems and proposing solutions to get TV journalism back to the quality we need and deserve.

In light of Anderson's criticism of the TV networks and cable news channels, it will be interesting to see if any of the media will afford her the same opportunity to present her views as they did when Bernard Goldberg published his book on bias in the media. If they do not, shame on the media, again.

News Flash appears as a rising meteor against a field of weakening stars. Ms. Anderson's book takes the reader through the shenanigans of the TV news broadcasters in their unadulterated striving for place and profits while leaving behind journalistic investigation and integrity. Her words turn out to be an exciting journey of personal experience and incisive exposure.
As a long time news journalist Ms. Anderson sets a fair bar for news organization to reach. Her experiences and reporting often show just how good news organization can function. The same intimacy exposes the petty, inexcusable machinations of networks in journalistic decline.
Ms. Anderson's news flashes exposes the perfidy of CNN's executive wing in its Tailwind scandal, the staging of news as presented by NBC's Dateline story on General Motors in 1992 and the apparent homophobia of Roger Mudd given his attitude toward AIDS victims. But indeed, Ms Anderson is not a muckraker. On the contrary, hers is to excite the industry to better, to reset the standard of TV journalism. She gives as examples her own series on drought and famine in Africa bringing a change in American policy on humanitarian aid, or of CNN's initiative in covering the return of twenty-four U.S. Navy spy plane crewmen held in China. While these could be considered scoops, her admiration for her industry is best held by her words on the, "spectacular breaking news coverage of the 9/11 attacks."
Ms. Anderson words border on the requirement for broadcast journalism to return to its traditional values and to assure the public a clear and unbiased presentation of the news. Ms. Anderson carries the fight to those in the industry already sullying news broadcasts as entertainment and who have diluted their own professionalism for money, position, or simply hubris.

From her insiders view of the whole industry, Bonnie
Anderson delivers a searing indictment of our corrupt,
sensationalistic television news. She lays out fact
by fact, and name by name, just how, why, and most
importantly who is to blame for this once esteemed
institution's downward slide into the very muck it
used to deplore. For years, Noam Chomsky's theories
about the corruption of the news media have grown less
alarmist and eerily more prescient as the
infotainment age reaches its belligerent maturity.
But while Chomsky was lecturing about it, Ms. Anderson
was out in the field living it. She recounts, with a
journalist's eye for detail, all that went astray
within our large media conglomerates. The cast of
characters are all to familiar, Browkaw, Jennings,
Schwarzenegger, Striesand, O.J., Clinton, Leo,
Lewinsky, and Lettermen, as Ms. Anderson makes a
compelling case for the media's distortion from a
revered source of accurate information to an
increasingly grotesque and obvious fountain of
entertainment. "If it bleeds it leads" is the mantra
of newsrooms of our day, and may truth and rational
perspective be damned. Everything of value is
jettisoned in light of shocking and sensational video
footage about any subject, no matter how irrelevant
and trivial. No one will hear about the latest civil war in
Africa when every second of news time is dedicated to
footage of a shark attack in Florida, human interest
stories, a surfing cat, or another excessive
Hollywood wedding.

Mollison must be credited with promotion of the concept of Permaculture and this book is a world-wide view with enough examples to stimulate the thinking of a designer in any climate. It would be the bible for anyone working as an ecological designer on a worldwide scale. This tome includes not only a wealth of information but Mollison's personal views are given at every opportunity as well. With the breadth of his knowledge it can sometimes be helpful. That said, it is not an easy read. Mollison assumes familiarity with terminology from many disciplines, but with a scientific background it makes it all the more credible.

However, since its publication, there are other books for specific climate types that provide more detail. For those living in temperate climates, particularly the NE US, Dave Jacke/Eric Toensmeier's Edible Forest Gardens is more focused. If you live and plan to practice permaculture in only such climates, it should be sufficient. For the tropics, see [...] for a manual.

The information presented in this book is worth a semester of agriculture, chemistry, and geography classes.

I was initially set back when I went looking for a copy of this classic and discovered that there wasn't a recent printing available and all of the ones on the market were over $100 at the time. Still, I wanted to learn about Permaculture and everyone said that this was the place to start.

I am extremely happy with my decision to buck up and fork over my money. This text is the source from which all others on the topic are written and they pale in comparison.

If you are someone who is looking to homestead, or currently doing so, this book will help you plan your own gardens, manage your land as a whole, and be able to assist others in the community.

Lastly, the book is a nice hardcover, the pages are thick for a tome of this size, and the print is nice and dark. The copy in front of me has been well thumbed, tossed around, and shelved on many occassions and is still holding up nicely. Only the corners are dinged up a little.

Bill Mollison represents the most successful attempt to mainstream practical home-scale sustainable design principles. I found myself needing to do an enormous amount of supplementary research to actually understand what bill was talking about, but to explain them in depth here would have taken away from the thrust of the book - which is mainly to show you example after example (many on every page) at sustainable principles of design put into practice.

The book remains the best book on sustainability written to date. There are some aspects of his system that are lacking that I will briefly draw attention to. Understand that I deeply appreciate his genius, but I want to just mention that these other things need to be integrated into his system to be fully fully sustainable.

1) He doesn't pay enough attention to seed saving and plant breeding. A loss of seed diversity and a re-invigoration of seed savers is essential to truly sustainable self-sufficient design.

See:
Seed to Seed - by Suzanne Ashworth and Kent Whealy
Breed your own Vegetable Varieties - by Carol Deppe

2) He very rarely mentions the role mushrooms and fungi can play in sustainability.

See:
Mycelium Running: How Mushrooms Can Help Save the World by Paul Stamets

3) He doesn't stress the science behind it enough, which is fine, but leaves you asking sometimes... how do we know this is really ecologically sound? How can I NOT imitate mr. mollison but still create an ecologically sound system? Basically, Mollison's proscriptions are incredibly scientifically informed but not always scientifically explicit.

See:
Plant Ecophysiological Ecology
New Dimensions in Agro-Ecology
Smallholders, Householders: farm families and the ecology of intensive sustainable agriculture - by Rober Netting

4) In relation to the first point, he also doesn't stress the role that evolution plays in sustainability. This is a very complicated problem, see book.

See:
Evolutionary Conservation Biology.

These are not really criticism so much as signs of slight conceptual anal retentiveness on my part... Also please don't forget mollison's OTHER books which are incredible as well, especially the permaculture book of ferment and human nutrition.

I bought this book many years ago and still find myself going back and re-reading it over and over. If you're new to the Permaculture thought process you will be knocked off your horse with the common-sense, integrated approach to gardening and farming systems. I attribute this book and the thoughts provoked by it as the catalyst in seeking integrations and aggregation on many different fronts. This will always be one of the books I will treasure. I wore off the cover and have punched holes in all the pages and keep it in a three-ring binder.

...and probably one of the most fun to read. I read the first 8 chapters while working on a permaculture site on Isla Ometepe in Nicaragua, and ordered it immediately upon returning home.

Bill Mollison carefully and beautifully lays out the theory and practice of Permaculture (permanent agriculture). Permaculture is a holistic design system that sustainably envisions, creates, and organizes the spaces that we as humans inhabit on this planet. It takes everything that I feel is good for the world-Green architecture, local food, water conservation, renewable energy, organic agriculture, etc.-and wraps them into one cohesive scheme for planning the spaces and manner in which we live.

For more information, check out the Permaculture Research Institute's page at www.permaculture.org.au, especially the quick video "Greening the Desert", which is an excellent introduction.

Have you read "Good to Great" by Jim Collins? If the answer is "Yes", you don't have to spend a lot of time in reading this book. At least, 50% of the book conveys what is already told in Good to Great. Of course, with different stories as example.

I liked two concepts from this book - "Have everyone think and act like an owner" & "Choose your competitors". It is hard to institutionalize the first concept, though.

Choosing your competition is something that many companies forget to do (or) they don't do it right. Many of them aim to reach the sky and at the end, do not even take off from the land.

If you are wondering how to keep the startup spirits alive in your giant corporation, this is a good book to read.

I loved this book. It's an easy, enjoyable read, and very rich in information on how companies we know and love have made it through difficult times and the habits and beliefs they live on a day-to-day basis. Very interesting and insightful. I plan to re-read it in case I missed anything the first go-round.

This book reminds us to set aside our own egos when managing a business or a department. It is a quick read with a clear message. I would recommend that all senior managers and those who aspire to be a senior manager read this book.

The book covers the study of 10 companies that have had an increase in revenue and profit of 10%, or more, for 10 consecutive years. There are many similarities with "Good to Great", however, this book deals with smaller companies and the leader at the helm is written about in more detail than "Good to Great". Like any great book on leadership and business you will find that the key to greatness is, you guessed it, FUNDAMENTALS. I particularly enjoyed the study of Koch Industries. Mr. Charles Koch guiding principles are outlined well in this book and I believe they are worth studying and implementing. They certainly have produced incredible results for his business conglomerate. Overall this book was well written and I was able to get some great nuggets of practical information from all 10 of the companies studied. I really enjoyed it, and got enough out of it to give it the 5 stars.

This is a great business practice/philosophy book. It doesn't throw numbers at you or tell you how to hit your quarterly target. Instead, the stories of nine culturally healthy and monetarily profitable companies are told. The format is interviews with the company leaders and other key players. Jennings expounds on the interviews and builds similarities among the companies. For instance, these companies don't acquire customers or clientèle, they build communities and fans.

The stories are inspiring because they truly start from the beginning. For example, Dick Cabela purchased fishing flies in Chicago for only pennies apiece. When he returned home to the Midwest, he put an ad in a sportsmen magazine and the orders started to roll in. He and his wife filled orders on the kitchen table and their first warehouse was the shed in the backyard. Today, Cabela's is one of the largest outdoors specialty merchandisers/retailers in the US, grosses more than $1.5B, and their stores are considered tourist attractions.

One more story: Charles O'Reilly and his son Chub worked at an automotive parts store for years. Charles was let go at the age of 72 and Chub was transferred out of state by some higher-ups, as I like to call them. So Charles decided to open a competing store. Chub was a cofounder and they also hired 10 employees from their competitors under one condition, "anyone joining the new company had to make an investment and become and owner."

These companies don't make big 5-10 year plans, instead they focus on today through next year and sometimes two years ahead. They claim making big plans never work because trends, business, technology, etc. change too often and you lose site of the fundamentals and current goals and neglect suppliers (partners) and customers (the community). Additionally, resources are wasted trying to achieve something that might never be. However, they do focus on being extremely adaptable; ready to refocus the entire company or invent new businesses in short notice.

Bottom line, all the stories and lessons are inspiring and invaluable. Considerable focus is placed on the cultures of these companies. Basically, they don't worry about making money and acquiring customers. They concentrate on building a healthy culture, make sure employees are happy, and provide solutions to problems; gaining wealth and customers is only an axiomatic consequence.

The nine companies interviewed are PETCO, Koch Industries, Sonic, Cabela's, Medline Industries, O'Reilly Automotive, Dot Foods, SAS Institute, Strayer Education. The companies presented have grown revenues by at least 10% for 10 consecutive years.

A "must read" for anyone in manufacturing. It is the basis for all modern manufacturing, and for any business process or flow. The author describes the two pillars of the Toyota production system as autonomation and just-in-time. He explaines the six rules associated with the kanban. He also describes the seven wastes and the value of asking "Why" five times. The book is very easy and quick reading, and provides a complete backgroung to the Toyota development and success.

Toyota Production System: Beyond Large-Scale Production
Great tool for understanding basics and roots of TPS

I got this as a present for my father for his birthday last weekend. He has already started reading it and making notes. It is everything we hoped it would be and met his expectations. I would recommend it for marketing students, teachers, and anyone interested in that type of thing.

"Toyota Production System" was published in 1979 in Japanese and, in English in 1988. It is the source material on the toyota production system and, in my view, it is often good to go back to the source. Sadly, I found this book disappointing. The writing style is clunky (perhaps a poor translation) and the book lacks structure; being more of a semi-random collection of points than a development of ideas. Nevertheless there is some interesting stuff in here. The honesty that this is a long slow process (taking Toyota 30+ years) is refreshing, and I hadn't realised that Mr Ohno ranked kanban (with quick changeovers) as the core of the system and essential to success. Often in lean kanban seems to be a bit of a side issue: here it is vital. Also there is an interesting analysis of some of Henry Ford's early writings compared to TPS. This would be good material for a student essay. However, for the philosophy of TPS you will get much more out of "The Toyota Way" or "The Toyota Way Fieldbook"; and for the tools of lean go to "Lean Production Simplified" or the many other books in this area. Overall this book is a bit of a let-down I am sad to say.

There are many myths around the Toyota Production System (TPS). Ohno Taiichi merits my deepest respects, considering he was able almost a half century ago to observe and learn from others. Considering the simple target given to him, to "catch up with America" he studied in-depth the work of Ford and recognised the idea of copying the US supermarket system for his operational purpose.

The book describes very well what constraints he was given from the owners when Toyota started to get into the automotive business and what path they followed until the first fully operated TPS plant went operational at the 60s.

Many thinkings of Ohno Taiichi are still actual. He is capable of bringing key problems to the point: efficiency gains are worthless until they really lead to cost reduction. Unfortunatelly we all now the opposite from this wisdom - and many "growth-strategies" of companies today are nothing else than to try to increase business with the same workforce. Furthermore the author gives good examples how Toyota handled different issues, as e.g. the syncronization of production with final assembly.

The reader will not find any operational theory or formulas in this book and if you are looking for books teaching you about designing and sizing Pull-systems you should look for books as "Kanban made simple" or similar. TPS is not about installing software than about eliminating everything which is waste and does mainly not contribute to the succes of your business.

Anyway this book is a must read for any readers interested in first hand information about the basis that made TMC what they are today - a business model developed by smart people many years ago and dearing to ask simple questions, to find sound and robust solutions and to steadily develop the system and its people working in it.

My deepest respect to Ohno Taiichi,
Domo arrigato,

Oliver

Ellie Kay does a masterful job helping families manage finances. In fact, the book should be titled, Family Guide to Finances, because she has the whole family involved! Having been raised by immigrant parents whose values helped me to become a responsible spender, saver, donator, Ellie's book still offers reasons to keep reading--from the eight money-saving/spending personalities (including, Love Ya Louie and Balanced Betty), resources for saving money online, keeping track of what we spend, to the Money Pyramid (starting with 10% FUN money). Most of all, her stories and digressions make this a real page-turner filled with valuable nuggets.

Written with light humor, this book on a serious subject is a delight to read. Ellie writes as if she is sitting across a cafe table, drinking coffee with you. What makes the book fun to read - and interesting so you keep turning those pages - is that Ellie uses experiences from her own life and turns them into lessons for readers.

The advice Ellie gives in her book is rock solid and makes perfect sense, and she doesn't just tell you what to do, she gives the reader steps on how to do it.

This book is not a "How to Get Rich" book. It does not delve into the dark mysterious sometimes boring world of the inner workings of stocks, bonds, banks or international finances. "A Woman's Guide to Family Finances" is a book that tells, step by step, what a woman can do to get herself out of debt and into the black in the most painless, easy to understand methods possible.

Chapters begin with interesting information, usually a personal experience Ellie has had. She then tells the lesson she learned from her experience. Then she lists the steps taken to correct the problem or make the success discussed.

I would recommend this book to any woman, no matter what stage of your life you are in. Young and just beginning to "I'm too old to change" (which I don't believe is ever true).

Only an absolute madman would give his wife the keys to the family finances!

Unfortunately, I had to learn this lesson the hard way. Growing up in a liberal democrat household, my parents told me all this nonsense about how men and women should co-pilot the marriage. When I did eventually get married, I carried out my parent's instructions. I told my wife she didn't have to change her last name, went to all her feminist happenings, and last but not least, I bestowed upon her the family wallet.

I was a complete rube!

Even though, being a man, I made almost twice as much as she did, she spent all the money! Whenever I would come home from a hard day's work, there would be bags from Bloomingdales, Macy's, Bath and Body Works, and every other store women frequent, all over the house! My wife spent me into the poor house.

If that wasn't bad enough, when she found out my money was gone she split! There I was alone and in debt thanks to my parents silly liberal ideals. I went to them and asked them how their marriage worked with such flawed thinking. Then they sprung it on me. "We never were married, son. We liberals have evolved past that archaic pastime." My father stated sternly.

"Then you never gave her control over the finances?" I asked naively, eyes wide with innocence.

"Me? Give your mother control over the money? You gotta be putting me on. That feminism stuff is fine on paper, but I wouldn't recommend actually trying it out." He walked away with a sadistic chuckle.

This book gives practical advice to any woman interested in getting control of family finances, whether she is married, single with kids or on her own.
It also includes help for financial recovery for the deeply in debt and for the suddenly unemployed.
Divided into two sections, Ellie Kay jumps into the hard truth with "Where Did All The Dough Go?"

Ms Kay's description of the America's normal family:
1. Married with two children
2. Modest home with a 30 year mortgage
3. $40,000 annual income
4. Savings account with less than $500 in it
5. $8,000 in credit card debt
6. Two car payments
7. No household budget
8. No long-term retirement account
9. They want their children to go to college


Where they hope to be One Fine Day
1, Paid off mortgage
2. Paid off credit cards
3. Nice savings account
4. IRAs
5. Kids sent to college
6. Retirement

And where they will actually be if they continue their financial habits shows a vast divide that hits all too close to home for many of us.

Ellie Kay asks, "What are you willing to do today in order to make your family's financial dreams cone true in the future?"

She goes on to show the different personalities and emotions that drive financial decisions. Chances are you will find yourself in one or more of these personalities as I did.
But, take heart, she gives practical ways to break free from the destructive spending cycles that accompany each of these personalities.

After facing the hard truth of who we are and how we spend, we get to take action in Section 2 "Money Management For Everyone"
In this section there are action steps such as Ten Tips to Save Ten Bucks in Ten Minutes (or less) and establishing a household budget, based on The Fifty Thousand Dollar Pyramid
This section is packed with useful information about everything from choosing a mortgage to garage sales and Ebay.

The last chapter brings home the spiritual reason for being financially secure. - So that we can give generously, in very practical ways, to those in need.
I enjoyed Ms Kay's entertaining sense of humor, which got me through even the painful areas of `self-recognition' and 'plastic (credit card) surgery'.

Do you dream of the day when . . .

. . . Your credit cards are paid off?

. . . You have a savings account and an IRA?

. . . You can take a once-in-a-lifetime family vacation?

Then A WOMAN'S GUIDE TO FAMILY FINANCES is the book for you. Written in an entertaining, easy-to-read style, Ellie Kay will teach the reader how she took her family from over forty-thousand dollars in credit card debt, to being completely debt-free in two and a half years.

Ms. Kay shows in easy to understand chapters how to budget, how to save on essentials, how to go on a debt diet, and how to weather financial set-backs, including losing your job and looking for a new place of employment.

I don't usually like to read how-to books, but this book reads like a good novel. I had to keep reading. I learned some really valuable tips and relearned others that I'd forgotten and am looking forward to putting my new budget into operation.

A WOMAN'S GUIDE TO FAMILY FINANCES is a book to read through once, but then come back to time and again as you are ready to make more financial changes. She advices you start small and build your way up so you don't go into shock and stop trying to save money. Whether you are a born spender or saver, A WOMAN'S GUIDE TO FAMILY FINANCES is a book for a keeper shelf to be read and studied over and over. I'd recommend having your teenagers read it too, especially if they are soon to be on their own.

=== reviewed by Laura V. Hilton for Christian Bookshelf

Jim Rohn's wisdom is simple and easy to understand. I personally am a great fan of his work, have seen him live, listen to all his audios & read all his books. For anyone looking to be successful in life this is a must read!

I've read many books by Jim Rohn and every last one has been an excellent inspirational read. This one is no different.

There are fundamental truths that stand as unchanging foundations for success concerning human achievement. Since the beginning of time there have been men who've mastered and accepted these principles and have gone on to accomplish thier most creative visions due to the application of those principles and thier overwhelming desire to succeed. Authors have captured and written down these truths from the beginning of time-even in books such as the bible. Every approach to learning these secrets have been different due to the mindset of each generation.

Jim Rohn uncovers these priciples and sheds light on them in a simplistically refreshing way that allows for motivation towards articulating and aligning ones desires toward a worthwhile destiny. I think Jim Rohn once again does an excellent job at capturing the secret and translating it into understandable text for our consumption. I would recommend this book to anyone with an open mind willing enough to search themselves and uncover thier untapped potential.

If you don't have all of Jim Rohn's books, you are not complete. Don't think about this one, BUY IT right now!

This is an excellent book to teach a network marketing representative to become a better person and richer in character as well as monetarily. I recommend Jim Rohn to everyone who would like to have his/her spirit lifted and his/her character built in many ways.

I have read so many self-help books that are okay and even good, but they're all just pep-talks. This little book is absolutely riveting! After 6 pages, I was shocked, blown away, and had to stop reading and walk around to digest the simplicity and truthfulness of Mr. Rohn's ideas. This is not just another pep-talk. This book tells EXACTLY what to do to acheive your goals; broken all the way down to blocks on graph paper. If you never read another self-help book, read this one.

I purchased this book to try revitalize my cold calling strategy. It was informative and gave me a couple of new view points to see where I might be able to tweak my cold calling and prospecting skills.

I would recommend this book to novice & experienced sales people who have to make prospecting calls on a daily basis.

You read, you learn and then you earn. Step by step plan for becoming a great phone sales person....very good book

I thoroughly enjoyed reading Keith Rosen's book on Cold Calling, even though I consider myself as "Cold Call reluctant". This book gives sufficient evidence that cold calling is a necessary tool in new business development what ever your industry, and the knowledge on how to cold call effectively. In addition to cold calling, Keith provides important information on several other sales and marketing strategies for business development such as networking, obtaining referrals, and managing the entire sales process. Having read dozens of books on marketing, sales, sales management and strategies I've got to say this one is on the top of my recommend list to friends and clients looking to boost sales skills for new as well as experienced sales professionals. The format makes it easy to read, understand and most importantly to deploy to your advantage.

I am one of those rare folks who enjoys cold calling but I picked up this book as a companion to Closing the Sale. This is an excellent read that can better you best results or turn around your cold calling (lack of) success. In short, this is the real deal.

Despite what some talking heads may say, cold calling works. I've read both the "anti-cold calling" books as well as Mr. Rosen's books, and I can say that the arguments clearly lean in Mr. Rosen's favor. The "never cold call again" groups really address similar stuff that Mr. Rosen does, which leads me to believe that their position is more a matter of savvy marketing, driven to sell books, rather than anything revolutionary.

With that said, cold calling doesn't work...that is, unless you have a method that provides you with measurable results. And that's precisely what Mr. Rosen's book gives you. The Complete Idiot's Guide to Cold Calling, is one of those essential books that never has a chance to rest on a shelf and collect dust.

In my experience, I was stuck. I had been cold calling for a couple of years and found myself in a telemarketing quandary. Mr. Rosen's book couldn't have come at a better time. He combines a precise, no-nonsense message with words that are easy on the eyes. His book is equal parts practical guide and motivational tool. I particularly appreciated the time he commits to the psychology of selling. The emphasis on process goals (a book he should write next) is a new look at the outcome-driven goals that many of us were taught to follow.

I read Mr. Rosen's book and committed time to completing his exercises and following his techniques. Two weeks later, I scheduled five qualified appointments. Why do I say "qualified"? Before I read his book, I focused on setting up the appointment. I'd meet with prospects, but after all the driving and time spent in an office, often, the only thing I had to show for my effort was a wrinkled shirt that required dry cleaning. Using Mr. Rosen's book as a guide, matters quickly turned around for me. I met with people that were ready to close because I qualified them over the phone. I wish I had his book three years ago. (To think of all the gas I would have saved!)

If you've doubted your skills, needed some fresh ideas, or are new to the cold calling process, buy The Complete Idiot's Guide to Cold Calling. Once you do, you'll soon have a book that has a worn down spine, pages loaded with Post-its, and a cover that refuses to stay shut--just like mine.

Very interesting book to read. Not always easy, but idea behind it is pretty clear. In order to create healthy working environment managers have to encourage curiousity and cooperation accross organization. That in turn will generate discovery process that will lead to innovation. More people get included in the process, outcome is teamwork where everyone gets valued and recognized. In such environment, teams become successful and people in general work together better. Relationships are meaningful, throughput greater and overall happiness is inevitable.

This book is a thorough investigation and synthesis of the best thinking on leadership. Judith Glaser's new and fresh perspective helps leaders see how to create leaders, not followers. It should be read by anyone who aspires to or attains a leadership position.

Author Judith E. Glaser has helped numerous organizations large and small to change and deal with challenges. She tells stories about real organizations and managers and how they worked through their challenges. While the stories provide a learning tool, changing organizational beliefs and attitudes isn't quick and easy. Therefore, Glaser — even with her background — can't provide fast solutions to convert an organization from I to WE.

Instead, the author shows the difference between I-thinking and WE-thinking and provides tools for leaders to use while working toward WE-thinking and changing the organization's culture. It takes time, patience, and practice to make a change.

Judith E. Glaser's life turned upside down when she fought and won a battle with cancer. Her husband, president of a pharmaceutical company working on a cure for cancer, worked with the idea of reminding cells how to be normal, which in turn makes them healthy. Her battle, her work, and her husband's work led her to discover that cancer cells and toxic organizations have much in common. "Healthy cells" and "healthy organizations" succeed when they work together as a whole instead of separately.

Creating We consists of three elements for changing organizations from I-thinking to WE-thinking. "Believing WE" is about changing attitudes and beliefs in organizations and how employees should behave. "Learning WE" is about getting rid of old beliefs like the manager is in charge and that employees shouldn't speak up and adapting a healthy exchange of ideas between managers and employees. "Becoming WE" means changing the thinking and responding from I to WE.

The book provides many questions for managers to ask and explore as they go through their "I to WE" journey. Don't expect a speedy and painless adventure as the book covers a lot of material. Adopting "WE" means changing your way of thinking, conversing, and behaving. Companies that transform their cultures from "I" to "WE" experience side effects of innovation, cooperation, open conversations, and overall good health.

Executives and managers who study and reference the book's concepts, questions, and adopt the "WE-centric" thinking and philosophy will help their companies get the most out of every employee and enjoy success.

Author and management consultant Judith E. Glaser helps organizations deal with change and challenges. She describes real companies and managers, and tells stories of how they worked through the issues that confronted them. While her narratives are instructive, albeit peppered with "I" and "WE" jargon, the process of changing organizational beliefs and attitudes isn't quick or easy. Therefore, even Glaser - with her expert background - can't provide any fast ways to convert an organization from "I-centric" attitudes to "WE-centric" attitudes. Instead, she shows the difference between I-thinking and WE-thinking, and provides tools that leaders can use to instill a WE-oriented corporate ethos. Although changing an organization's culture is a matter of great patience, we believe that managers who study this book's concepts will be able to boost their companies' productivity, adaptability and internal cooperation - over time.

Judith has been the catalyst for transformational success for an impressive resume of clients but her writing style clearly reflects the thoughts of a person who has not elevated herself above the common person. I could not put this book down and was compelled to finish reading it over one weekend. To me personally, this is a book about understanding that organizations are made up of people and people are about relationships. Creating WE... reminds us that the language we use shapes our thoughts, feelings, and actions. Judith's message is unmistakably clear:

· "You can't lead until you know yourself."
· "We are all connected through our emotions and our energy."
· "We are all connected through our families, organizations and communities."
· "We are all connected through our beliefs we hold about the world."
· "We are connected at the heart and at the head."

In "Creating WE..." Judith Glaser has given us truth that applies to all phases of life. It is one of the best books I've ever read about leading, and I recommend it as a must read for anyone that aspires to be a transformational leader. Judith takes us on a journey of understanding culture and what it takes to create a healthy culture that transforms an organization from one that is just getting by, to one that thrives and accepts new challenges head on. She tells us, in very simple terms, that the highest potential of any organization is achieved through the nature of the relationships within. She shares some interesting anecdotes, teaches us the steps to take to become WE-centric and finally tells us what to expect as we begin living the life of a WE-Thinking leader. Don't miss this opportunity for personal growth.

I thought this was a well written book on the fundamentals of demonstrating and or presenting software. I am a big believer in "Discovery" it makes for a much better and targeted demo. I also particularly like the metaphor he uses of "crossing the bridge" and how applying the principles in this book can help our prospects bridge the gap. He has some great nuggets for sales people who are involved in enterprise or consultative sales. Don't let the title fool you,(not just for SE's) I would recommend this book for all sales people who are interested in mastering their craft!

Excellent Book!!!



Since 1988, I have conducted many system software demonstrations!!

Demonstrating to Win touches all of my experiences from small client engagements to some one pulling out the plug of a mini AS/400!

By reading this book, I felt like you were a spider on the wall recording my many demo successes and failures.

Good Job.





Kevin M. Lee

Industry Director:

High Tech & Electronics

SSA Global

8913 Metheny Circle

Tampa Florida 33615



C 813-495-0332

O 813-249-0961


Kevin.Lee@ssaglobal.com

This is an excellent how-to book for improving your discovery and demo skills for enterprise software sales.

Chapter 4 (Demo Crime Files) and Chapter 5 (Discovery Process) more that justify the price of the book.

I sincerely wish that all presales engineers would read this book before presenting to customers.

I read Demo2Win and fell in love with the concept. After years of demonstrating software, I always felt like I could have done better if I had more tools. Robert's book gave me those tools. The tools I remember from the book were simple. Just be a little different than the other person or company. The Discovery Phase in the long run will save you and your customer time. You will find out if you can supply what the customer needs or leave it to someone else to fulfill their needs. Why waste time. The Demo Crimes made me cringe because I know I've committed a few of them over and over. Now I won't commit those crimes because it's been brought to my attention by Robert.
After I read the book I asked my boss to read it. He read it and ordered about 30 copies for all of our salesforce to read. Each and every person that read it then praised it. It was kind of like the lights went on in everybody's head.
I'd recommend this book to any salesperson. I've already read it more than three times. I take it on each flight I make and read at least a few pages each time.
Thanks, Robert.

Demonstrating To Win is an exhaustive book on the topic of demonstrating software by experienced hand Robert Riefstahl. The author delves into the subject at hand with precision and detail through chapters like Demonstrating Is Not An Art!, Important Demonstration Concepts, The Demo Crime Files! and Your Demonstration Setting. There can hardly be a better resource than Demonstrating To Win for professionals in the industry. The book covers the obvious, mundane and elementary to the detailed nuances and tricks of the trade and aims to articulate the author's main thrust that in order to win the day the presenter has to build a bridge that the prospect wants to cross in order to reach you (and your software product).
Each chapter is augmented by a brief summary which offers a synopsis of the topic covered and the author practices what he preaches by offering his experience in plain language. There certainly are a couple of instances where the reader will notice the book's age and its year 2000 publication date, most notably during the technical discussions, but Riefstahl's guide is comprehensive and advantageous all the way through and still relevant to those demonstrating software to potential customers.