Business Books

I was expecting a book that was translated into modern readability, and that is exactly what I got. Although the book is incomplete, it gives the reader the best part of Ben's writings in a no-nonsense format. This book also helped be get a very good grade in my History Final.

I am a pretty big Franklin buff and probably read about a dozen books on him, but this one stands out as the one I would recommend the most. First and foremost the excellent rewriting of Ben's text create the wisdom of Franklin in it's most accessible form.

Reading Franklin can often be challenging to sort out the entire meaning due to the antiquated language of his day. This book restates his thoughts and wisdom with updated syntax and language, so you can focus more on the wisdom, less on the translation.

The author (McCormick, not Franklin) did an outstanding job organizing both the time line of his life and his mastery of business, politics and science.

For those who have an interest in learning more about the greatest American, this is the book I would recommend most. For those passionate about Franklin this book feels fresh, rich and thoughtful.

--Cudo

This is a great modernized adaptation of the real autobiography.
There are some areas that could have been better,
but no one can ever completely communicate the intensions of the original.

I almost gave it 4 stars -- but I gave it 5 because the minor flaws
are off-set with the great format and organization of the book.
The original is not as well organized as this one.
I recommend reading both versions for greater understanding of this unique life.

Ben Franklin: America's Original Entrepreneur is the modernized version of Ben Franklin's autobiography. Though extremely intriguing and interesting in its own right, the original biography was written in a rather disjointed way in the natural language and voice of the times. These aspects make reading the original autobiography difficult while reducing the powerful messages contained in this important man's life. I believe the author has done a tremendous job of reorganizing Franklin's musings and updating the text into modern English so that Franklin's true messages are clearly understood.

As I read this book, I keep thinking that this was a man who would have been interesting to meet. He was steadfast in his values of integrity, humbleness, thriftiness, and a strong work ethic. Yet, he continually tried to better himself and the world around him.

I was also surprised at the number of interesting things that Ben Franklin had accomplished that I didn't even realize he was involved in. For instance, I hadn't realized his part in setting up the first public library, fire department, and militia in Philadelphia. I also hadn't realized that this man's talent for gently but firmly guiding projects to completion without being in the spotlight. I think that says something extremely important about his character both in his daily life and business affairs.

As with all of Blaine McCormick's work, "Ben Franklin" is a marvel of clarity and insight. McCormick is a thoughtful writer with a deft hand for both language AND research -- a rare combination. I recommend this highly not just to people to are interested in Franklin, but to people who are interested in the United States ... how we got where we are today.

I found this book to be very informative, but it was also so much fun that I couldn't put it down.The self-assessment test was very user-friendly and helpful.I was given a list of jobs that are good fits for me as a "Green/Gold Introvert".Although, as the book says, the list is not exhaustive, I did find it helpful, as well as informative.Pick up a copy and see what you think!!!

Read this book before you start looking for your next job! So you know what to look for.

I work as a career consultant and will utilize this book with clients. It is a great re-thinking of some more standard and longer personality assessments. I took the quiz myself and read the pertinent chapters and they were right on the money as to my perfect employment.

Great resource for people who is interest in finding out who they are and what they should be doing.

I have read a number of books of this type, and this is one of the most helpful I've found. The initial test is very quick and, for me, very accurate. Many of my preferences for how, where, and why I like to work are listed for my type. Seeing them written here assures me that there really are reasons for the work environment that I prefer, and the work types that I gravitate toward.

Of additional benefit are the sections on how to work with different types of people. I find that being a Red/Blue/Introvert, it's quite natural to have differences with my Gold/Green/Extrovert colleague. More importantly, it gives me some tips as to how my co-worker thinks, what they find important and how to deal with them. Even if it sounds crazy to me.

I also like that the occupational descriptions are very up-to-date, something that I find lacking in most career matching books or on-line tests. I have already recommended this book to several of my friends.

This is Myers-Briggs light; easier to understand than the standard four letter system. It's also more weighted toward application than theory, making it immediately useful, especially for Red/Blues who have little patience with something that doesn't yield some immediate results!

The Complete Entrepreneur is a must have for any aspiring business owner. Personally I have fallen prey to many of the unrealistic schemes, or often scams, that are advertised on television and promoted as "easy" ways to get rich quick. If only I would have read this book several years ago it would have saved me a lot of time and money. It is a REALISTIC version of what it takes to become successful in the real world.

It is very well organized, and written down to earth for anyone to understand and enjoy. It clearly dictates things I did not understand years ago, namely the patience one must go throgh in dealing with the struggles and challenges of being successful, and frequent mistakes you should avoid.

Unlike many others, this book is not about FLUFF, and should be taken as a priceless and required handbook for becoming a successful entrepreneur. It paints a picture of so many lessons that are better learned sooner than later, and uses comical examples to nail the point down.

I attended the UW-Madison for four years, and college does not teach you the lessons you can get from Mark's book. I'd highly recommend it to anyone serious about being a successful entrepreneur. Read it, read it again, follow the lessons in here, and then succeed.

We've all heard the phrase, Most learn from their own mistakes, but "smart people learn from other peoples mistakes." These are the individuals that often become successful sooner. This book will help you to do just that.

Homer Simpson, the obese, slow-witted, and reproachable patriarch of Fox TV's notorious cartoon sitcom, The Simpsons, once said the following when looking at a colleagues farcical misfortune: 'It's funny because it is happening to somebody else.' That one comment aptly summarizes Mark A. Peterson's guide for, or shall I say warning to aspiring entrepreneurs. Taken one way, the complete entrepreneur is a riot, a side-splitting, witty, and very cynical account of the often wild and crazy world of the entrepreneur. Taken another way, the book is a sobering look at the challenges, pitfalls, and (often) titanic struggle the entrepreneur must immerse oneself in to build wealth in his or her enterprise. Make no mistake, this book is deadly serious about its chosen topic, building wealth in a fledgling enterprise. Peterson asserts boldly that the entrepreneur is in business to build wealth, and that wealth building can only be achieved via patience, successful time management, and most importantly, taking prudent risks. You will not find the usual how to start a home business verbiage here, nor will you be inundated with a lot of marketing hype and promotional spin. What you will find in this book is a lot of skillfully crafted, highly readable lessons about those little, but often fatal things that run an infant enterprise aground. These things are, by the way, the very things that all the high brow business books avoid. In the book, you will learn, among other things, about the various kinds of risks the entrepreneur faces in being in and doing business and how to ameliorate (lessen) them. You will also learn about how banks and lease providers really think and view your operation (whether well-run or mismanaged), and most crucially, you will learn a more realistic way of viewing your customers and employees. Unlike the other entrepreneurial books which present you with a formulaic outline for a successful business, this book adds a hefty, sobering dose of reality to the pot, and gives the reader the much needed jaded, experienced outlook of a seasoned entrepreneurial pro without the years of pain, frustration, lost wealth, and failure. All the other business books out there make it sound so simple, so easy to start, build and maintain a profitable, successful business, and I just keep saying to myself as I read them, it just can't be this easy. As someone looking for the real deal on start-ups, Peterson's wry sarcasm is infectious. I laughed out loud more than a few times while reading this book. Every business rule he states is followed by an often comical example of how it was broken. Though I often shook my head and swore that I would never do this or that, I am personally aware of individuals and corporations, from aspiring entrepreneurs to seasoned professionals, who have gone out and done many of the not-so-smart things he lectures against. Peterson dispenses with the follow-the-ten-easy-steps, paint-by-the-numbers approach and points out to the reader those things that almost always end up killing a promising enterprise. Peterson's book really is funny because it is happening to somebody else. Buy it and read it thoroughly (those who are serious about wealth building should keep it by the bedside) so that the funny things- entrepreneurial misfortune, doesn't happen to you!

Have you ever thought your manager (or yourself) was missing some fundamentals in doing their job? The context of the book is primarily about running your own business. But truth be told, if you have any type of management or team leading role in your company, you are formally or informally charged with the responsibility of running some part of the business.

What I like most about this book, is that its easy to read and the personal experiences really nail the situation and topics presented. Forget about all those "Business Management" bestsellers, focus on getting your grass-roots first. Where better than to learn from the experiences of people who really run their business!

Don't waste your money on this book. It doesn't even have any good ideas for starting your own business.

I didn't learn a thing I didn't already know. You would be better off buying another book, for example a Guerilla Marketing book, good old Napolean Hill's Think and Grow Rich, or Rich Dad, Poor Dad. I also liked How to make a million with your ideas.

Besides being dull and unimaginative, the only purpose I can imagine using this book for is if you have some vague pipe dreams about starting your own business and need to know if you have what it takes. This book will weed you out if you don't have the initial business sense or persistance to learn it.

That's what we have here in Peterson's book. And it's so brilliantly written that the dot com word isn't even buzzed once.

At some point in their nacent lives, even dot com companies are going to have to make a profit. That means selling goods or services for more than they cost to produce. It also means the company- wide adoption of sound business practices that control much of the free-floating risk in their businesses. It probably wouldn't hurt a few thousand of these start-up

companies to read Peterson's book and live by the lessons. Sure would change the horizon of the dot com industry, though. Companies would have more revenue, better cash flow, and actually make a profit (GASP!) And what would the market think? Shareholders would be happier, have more money to spend, employees would be more realistic and grateful for a job. Oh, and managers would make better business decisions.

This book had page after page of epiphanies. You know, the sudden

realization where you get to "Ah-hah!" that the dot commers' as an industry group have obviously overlooked in all of their technical innovation.. It's one thing to call yourself an entrepreneur and make a profit. It's entirely another to manage a business with a torrid cash burn rate that goes ripping out of the shareholders pockets, dragging the stock price down with it. Well, should you expect anything less if you can't recognize or manage business risk?

The real benefit to me from this book is the realization that although e-commerce companies these days must spend to develop all the sustainable competitive advantages possible, they must also instill throughout the employee base a strong sense of fiscal discipline and the impact of risk on every business decision.. Fundamentals my friend. It isn't about cold fusion or landing a crew on the nearest star. It's about people, external partners, internal partners, and the right way to deal with them and their

little and not-so-little bundles of risk..

Belt tightening? Well, it's in there. It is always a daunting task for well-managed companies, but it's frequently a fatal one for free spending ones. And boy, did the March 2000 meltdown in the NASDAQ ever bring the matter to the attention of every stunned investor.

Picking the right partners? Working with banks? How to avoid shooting yourself in the foot? Trust me, it's all in there and it's all relevant today if you run a business. And there's one heck of a lot more.

What's most important, and Peterson spells it out in The Complete Entrepreneur, is a clear path to avoiding fatal business risks. He identifies them for you! The lessons are put on the table in a light-hearted fashion but don't be mislead. They have a heavy-handed impact on your business and it's success. Every lesson that makes you smarter ultimately saves you money. That's one path to profitability that builds shareholder value. You can either learn from the lessons in the book or for pay for them. Or have your shareholders pay for them which is a fairly ungainly expectation after the market has applied a 95% haircut to the price of your stock because you didn't know the first thing about recognizing business risk..

One day soon, the next generation of dot commerce entrepreneurs are going to step to the front with innovations we just haven't imagined. Brilliant individuals, all of them. The ones that stay there will have started with the fundamental lessons about business risk in Mark Peterson's The Complete Entrepreneur.

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.

An ideal read for anyone looking to increase their profile and brand awareness. The book uses traditional marketing concepts and applies them to the art of self promotion......Brilliant!!!!

Debbie has produced yet another very readable, interesting, and motivating collection of real-life people who have figured out ways to best promote themselves succesfully. Keep it coming, Debbie, as shamelessly as you can!

I love books that bring together the best of the best and Confessions of Shameless Self-Promoters featuring my friend, Deb Haggerty, is no exception. I am continually looking for new tools to share with writers and speakers who are trying to market themselves and their products. This book is now a featured book on my Web site and in the reference section in my handouts.

Ideas, tips, and strategies are packaged in an easy-to-read book. I love the fact that those featured don't just talk about success, they go out and grab it. Confessions of Shameless Self-Promoters is motivational and fun and doesn't make a person feel guilty for what they haven't done. Instead it inspires them to do something every day to further their goals.

At first I didn't like the title because I hate self promotion. I look at the most effective promotion as building relationships. Once I started reading the various chapters I realized the title is actually misleading because every person in the book preaches relationship building. Networking, referrals, branding, Internet marketing, direct mail, media, and more or covered in depth and well by some of the top people out there. I highly recommend this practical resource for anyone regardless of their business or product.

Maybe it was my fault for not reading the book description better, but I really expected a lot more from this book than what it was able to deliver. The book is essentially a hodge-podge of stories from 68 different "marketing gurus" (mostly speakers and business "coaches"). Unfortunately, there are very few sections that are universally applicable. Instead, the book contains war story after war story -- a very few of which might actually be relavent to you and your business. However, the work required to dredge up this occassional "nugget" isn't worth the effort. Instead, I strongly encourage you to pick up a copy of C.J. Hayden's "Get Client's Now!" For anyone interested in building a personal brand, I would also recommend Robert Bly's "Become a Recognized Authority..." Finally, for consultants and other business service professionals, I'd recommend Brody, D'Angelo, Kerley, and Zick's "Power Marketing for Consultants," Shenson and Wilson's "138 Quick Ideas to Get More Clients," and Robert Gentle's "Consultant -- Market Yourself." In short, this book has been a huge disappointment. In fact, I suspect that most of the positive reviews are from some of the "68 marketing gurus" and not from objective readers. Overall grade: C-/D+

As I was about to read this book, frankly, I was somewhat deterred by its title just as I was before reading Marilyn Ross's Shameless Marketing for Brazen Hussies. Titles such as these seem so blatant, so self-serving, so crass, so....

In fact, the same can be said of the content in these two books as well as in Allen's Confessions of Shameless Internet Promoters. And that is precisely the key point: because each of us receives each day (on average) about 3,000 (or is it 30,000?) "messages" of various kinds, it is more difficult now than ever before to penetrate all the noise and all the clutter. We now live in what Tom Davenport and John Beck call "the attention economy." The most valuable currency is gaining the interest and attention of others and then, over time, earning their respect and trust.

As a result, we should feel no shame when aggressively promoting ourselves if we do so with honesty and integrity; people buy from other people, not from companies. Nor should we feel any shame when aggressively promoting a product or service if it is of sufficient quality, fills a legitimate need, is priced fairly, and delivers substantial value. To those who complain that women seem "brazen" when doing so, I say "Get over it."

In this volume, Allen introduces each of the 13 chapters with her own thoughts about the given subject (e.g. "You Cannot Not Market" and "Building Your Unique Brand Recognition") and then several of the 68 guest contributors share their own thoughts, feelings, experiences, advice, etc. Inevitably, the value of individual segments will be determined almost entirely by the specific deeds and interests of each reader. All of the contributors' comments are worth sharing but not all of them are immediately relevant to each reader's circumstances. However, I think the entire book should be read and then re-read. Circumstances change, frequently without warning. We may need tomorrow or next week what we do not need today. In The Art of War, Sun Tzu observes that every battle is won or lost before it is fought. There is much to be said for "shameless" preparation.

For many, Chapter One ("An Introduction to Shameless Self Promotion") may well be the most valuable portion of the book because it provides all manner of reassurances that shameless self promotion really is legitimate, indeed imperative in today's marketplace IF (huge "if") it is conducted with honesty and integrity as well as tenacity. Allen provides a brief quotation on the title page of each chapter. For Chapter One, "If you don't blow your own horn someone else will use it as a spittoon." (Anonymous) Brief contributions by five marketing "gurus" -- Jeffrey Storie, Mark Victor Hansen, Don Taylor, Dana Burke, and Rick Segel -- then follow.

While reading this book, I frequently made connections between it and another book I read recently, Phillip McGraw's Self Matters: Creating Your Life from Inside Out. Directly or indirectly, Allen and most of her 68 contributors assert that effective promotion of one's self is wholly dependent upon having a strong sense of self-confidence and self-worth. Stated another way, the effectiveness of self promotion in the external world is wholly dependent on creating and then nourishing a healthy inner self. I agree with McGraw that self not only matters, it is all that we have. It does much more than identify us: it defines us. If we do not value it, why should anyone else?

Ignore the overheated words and phrases. Read all the lines but also read between them. Absorb and digest what Allen and her associates have to say. Then re-read at least the first chapter. This book has much of value to say about both self and promotion: the health of the former determines the effectiveness of the latter.

Many of those who begin reading this book looking for specific strategies and tactics will indeed find them but also something else of much greater value: a better understanding of themselves and, especially, of what may have delayed, diminished or even prevented their success in life until now. Who knows? You may be among them. Most of us are.

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.

While it is good to forgive and have an attitude of gratitude, I didn't get a lot out of this one. You might be better off reading the seven habits of highly effective people about sharpening the axe and then going to church.

I am a wife, mother of two young children, professional and I am unexpectedly dealing with some serious health issues. "The Daily Six" was recommended by a friend and it has completely changed the way I view my current situation. I find myself feeling gratitude instead of despair; using "quiet time" as tool for maintaining a positive attitude; smiling despite my pain; enjoying small moments with my husband and my children. The difference this book has made in my life, during a very difficult time, is truly amazing. As the author points out, "when the student is ready, the teacher shows up". "The Daily Six" has become my teacher and I am grateful.
Cheri
Savannah, GA

The Daily Six: Six Simple Steps to Find the Perfect Balance of Prosperity and Purpose comes from one who used his six steps to change the priorities of his own life, bridging personal and career success and affording the author a new, more memorable career. These steps are simple ones that consider the value of service to others, willingness to keep learning and accept change, and more, and focuses in on the elements which really make for happiness. No other book provides such easy lessons - and such specific connections.

Diane C. Donovan
California Bookwatch

I have read many professional improvement books. However, The Daily Six taps into something I have yet to find in other books--Chappelear, through his personal experience, creates an "A ha" moment for the reader! I realized: I can apply these simple tenants to my daily life.

Thanks, John!

This book is the best motivational / self help book I have yet read. The six steps in this book are easy to use in every day life. The book is clear and to the point. The Daily Six are steps that anyone can follow. Of all the self help books I have ever read, this one contains the best advice I have ever heard.

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.

As an already-successful author (Rewired, Rehired, or Retired? Jossey-Bass/Pfeiffer 2002) and sought-after international speaker, Bob Critchley is eminently qualified to speak with authority on the labour market of the future.

Whilst not alone in ringing the warning bells, Critchley has much more to offer than an alarmist message ... and he couldn't make it easier for us. He goes beyond illuminating the impending labour crisis, he has the strategies and solutions too.

Company Directors, CEO's, Management and especially HR advisers need to have this book on the top of their "must read" list!

So how does an organization maintain and maximise a multi-generational workforce, remain flexible yet successful and also be seen as an employer of choice? Critchley's answer is clear ... "Doing nothing is Not an option!".

Exactly what to do is made abundantly clear in this eminently sensible and readable book from someone who has impeccable credentials and vast experience. Carolyne Burns, MD, Influence InterPersonal Profiling, Sydney Australia

We all know the importance of trusted and experienced people in successful businesses......why then are they often overlooked in favour of the "new model" or the "grass is greener" scenario? Critchley really brings home the message that these people are key and will be absolutely key for organisations to main tain their position and advantage.The book is a must not only for HR professionals but also for all managers and company directors....from an author with extensive practiocal knowledge and successful experience of practising what he preaches.

Bob Critchley has produced an outstanding people management guide. The author's deep practical experience is evident as he shares his insights into effective management of people in all age groups. At a time when there is a growing shortage of talent in most developed economies, knowledge from this book can help put results on the bottom line in most business organisations. This book is easy to read and hard to put down! Colin Durand, The Insight Executive Search Group, Sydney Australia.

Bob Critchley's book provides a powerful and compelling argument for "thinking outside the box".

The population demographics are inevitable and organisations ignore them at their own peril.

Unless organisations adopt flexible ways of engaging employees and think laterally about how to maximise the contribution of every single employee, they are doomed to become victims of the demographic reality.

Critchley's book not only provides the evidence and demonstrates the inevitibility - but he also provides a compendium of ideas about how to respond.

An invaluable guide to any forward thinking HR professional.

Time marches slowly on and we all tend get caught up in our day to day and short term activities. Just like when global warming incidents started to occur. In isolation they meant little and then a pattern and explanation emerged. Critchley pulls together the signs in our demographic and employment changes. Dramatic shortages in skilled labour arise; a lack of investment in infrastructure becomes apparent; retirement and aged care issues start to be reported in the media; the funding of retirees becomes a federal budget issue; government start to create incentives to get people back to work. For those who run businesses other symptoms become apparent. So often the employer has to convince the prospective employee why to join them; the employer becomes aware of impending skill losses as older employees approach retirement age; people talk about not wanting to fully retire and having flexible arrangements; the employer can't find the right people.
Critchley's book suddenly pulls all these incidents and changes in attitude together into one easy flowing cohesive read. He paints a picture of why things are happening and what is likely to continue to happen. More importantly he canvasses what needs to be done for organisations to be successful in this environment. Many organisations pay lip service to people being their most important asset and often they have a short term focus. Critchley really sets down some ideas and a framework that organisations, who really do value people, will need to adopt to be successful in the long term. A must read.

I bought this book to help with my transition to a director's position at a nonprofit organization. It contains very useful and concrete ideas, in addition to case studies from different organizational types (i.e., an example of succession in public agency, a non-profit organization, etc.). I would definitely suggest this book for anyone thinking of systematizing succession.

Rothwell's book is one of the more comprehensive and well researched books covering this growing topic. It includes a wealth of information following all of the major steps of the Succession Planning process. The book contains useful worksheets and task process flows that allow a reader to rapidly introduce the core concepts into their organisation. A great resource.

easy to understand and absorb great intro reference

The need for succession planning is reaching crisis proportions, yet few organizations are willing to face the crisis and do something about it.

There's nothing magic here---just a realistic, comprehensvie, flexible approach to get the job done. The strenghts in this book:
- Finding the right devleopmental activity for the right level of management
- Design, gain support, and implement, and maintain your succession process.
- Lots of extras, including assessments and a plan to devleop a mentoring program.

A great value.

Rothwell provides not only an excellent review of the current literature but countless worksheets for practice. If you are interested in succession planning issues this book is a must. I would also recommend "The Leadership Pipeline" by Charan, Drotter, & Noel. And buy a copy of "Strategic Organizational Learning" by Beitler. Beitler has several free articles on his website "[...]" that are also helpful.

Laura Taylor
Baltimore, MD