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High-Profit Selling: Win the Sale Without Compromising on Price

By Mark Hunter, 2012, American Management Association, New York, NY

Reviewed 27 Jun, 2013

There is some good advice in this book. I especially liked how the author had a good view of the procurement perspective and suggested ways for a salesperson to deal with “Procurement Professionals.” I did feel that he could have provided more depth. He didn’t offer a systematic approach to the games procurement people play and the specific tactics that salespeople can use to defeat them. But it was a worthwhile read.

What Customers Want: Using Outcome-Driven Innovation to Create Breakthrough Products and Services

By Anthony W. Ulwick, 2005, McGraw Hill, New York, New York

Reviewed 31 May, 2013

I like an author who has been through the business wars, learned from his mistakes, and is trying to teach others. Ulwick does this with a focus on a better way to innovate. His discussion does tread ground presented by other authors, and when he talks about value, he focuses more on value to the seller, not the buyer. A worthwhile read for those with a deep interest in customer-focused innovation.

Repeatability: Build Enduring Businesses for a World of Constant Change

By Chris Zook and James Allen, 2012, Harvard Business Review Press, Boston, MA

Reviewed 18 Apr, 2013

This is an interesting but not essential book. A bit of rehashing of known principles, but I did like several of the ideas—like non-negotiable performance criteria. They did have good supporting research and stories. Some of the advice was quite simplistic, which is good, but the devil is in the details.

Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories

By John Golden, 2013, McGraw Hill, New York, New York

Reviewed 21 Mar, 2013

This book is an extension of Huthwaite’s SPIN Selling. If you like history, the author does a great job of relating some of the classic battles with important tactics from SPIN selling. It is a well-written book with some interesting points, but I generally don’t like authors who say “use our stuff” a bit too often. So, if you aren’t a big student of history, I’d pass on this one.

High-Profit Selling; Win the Sale Without Compromising on Price

By Mark Hunter, 2012, American Management Association, New York, NY

Reviewed 28 Feb, 2013

There is some great advice in this book for salespeople, but Hunter assumes that salespeople have an incentive to increase price when often that incentive is marginal at best. Good presentation of basic selling skills and points on what it takes to implement “no negotiating” selling. Good advice but tactics won’t work with a seasoned procurement person.

Visionary Pricing: Reflections and Advances in Honor of Dan Nimer

Edited by Gerald E. Smith, 2012, Emerald Group Publishing

Reviewed 25 Jan, 2013

We’re pleased to see that the book honoring the Father of Value-Based Pricing, Dan Nimer, is finally published. Doing outstanding coordinating work, Jerry Smith of Boston College, convinced some of the leading pricing theorists to do a piece for this book. Tom Nagle of Monitor, Herman Simon of SKP, Kent Monroe of University of Illinois, Mick Kolassa of Medical Marketing Economics, Gene Zelek of Freeborn and Peters, Craig Zawada and Mike Marn (retired from McKinsey), and a wide range of other authors all took the time to contribute to this seminal piece of work. Yes, he got me to do a chapter too. I guarantee that this will be a must read for Professional Pricers.

The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies

By Chet Holmes, 2007, Penguin Books, London, England

Reviewed 25 Jan, 2013

This book had some good points, but it is as much about leadership and time management as it is selling. I guess that says something about selling.

Predictable Surprises: The Disasters You Should Have Seen Coming, and How to Prevent Them

By Max H. Bazerman and Michael D. Watkins, 2008, Harvard Business School Publishing

Reviewed 15 Nov, 2012

This is a good book but a bit depressing. There is a good discussion from both a practical and theoretical perspective of why big disasters occur. It also covers how to prevent them. Main discussion points are airline safety, Enron/Arthur Anderson, and the budget crisis. If you are interested in these areas, it is a good read.

Breakout Nations: In Pursuit of the Next Economic Miracles

By Ruchir Sharma, 2012 W. W. Norton & Company, New York, NY

Reviewed 20 Sep, 2012

If you are interested in the global economy, I put this book in a class of important books for business managers to read. The author is head of Morgan Stanley’s Emerging Markets Equities team. He also writes simply and with great support and data. He classifies most emerging countries and provides an in-depth analysis of the quality, evolution, and likely directions of those economies. He makes enough comments about the US to make the book all the better. This is a book I’ll buy for my bookshelf, too. It is a must-read book.

The B2B Sales Revolution: How the buying revolution renders traditional sales techniques ineffective and what you can do about it

By John O Gorman and Ray Collis, 2010, The ASG Group, Dublin, Ireland

Reviewed 20 Sep, 2012

Insights in this book are based on solid research with procurement professionals,  so it has good insights on how buyers think. It also provides a good look at how to improve the selling process and tools for salespeople. Unfortunately, it doesn’t get to any of the “secrets” of procurement and how to deal with them.

Getting More: How to Negotiate to Achieve Your Goals in the Real World

By Stuart Diamond, 2010, Crown Business Division of Random House, New York, New York

Reviewed 23 Aug, 2012

I enjoyed reading this book. It has some great advice and stories. Though the stories did get tedious with the multiple applications of each theory, it provided some good insights into how to get stuck negotiations moving again.

Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans

By David J. Cichelli, 2004, McGraw Hill, New York, NY

Reviewed 23 Aug, 2012

If you have a need in sales force compensation, this is the book. It is simple, well written, and a complete discussion of categories of sales jobs, types of compensation structure, and comp plans. If needed, a very worthwhile read.

Worth Every Penny: How to Charge What You’re Worth When Everyone Else is Discounting

By Sarah Petty and Erin Verbeck, 2012, Greenleaf Book Group Press, Austin, TX

Reviewed 20 Jul, 2012

This book is primarily intended for someone starting or running a small business. It is simple, well written, with good stories. And it has good messages that some big business owners should listen to. There is a great discussion on positioning and why discounting is a bad thing for a small business. I’m not going to recommend this, unless you are… Can you guess? Yes, a small business owner.

Secrets of Power negotiating, 15th Anniversary Edition: Inside Secrets from a Master Negotiator

2011, Career Press, Pompton Plains, NJ 07444

Reviewed 20 Jul, 2012

This is the book that will give you the basics of negotiating. I actually believe it is sometimes best to not negotiate, but in today’s world of business, that is often not possible. This book has all the tips you need to be a better negotiator, and they are presented with plenty of stories that make the book a great read. Highly recommended.

B2B Street Fighting – three counterpunches to change the negotiating conversation

By Brian J. Dietmeyer, 2011, Think! Inc

Reviewed 21 Jun, 2012

This is a book that identifies three problems that today’s salespeople find, and of course, provides three fairly simple solutions. Since the advice is quite aligned with what we recommend, we strongly support this as a great book. Highly recommended.