Effective-sale Books

I have a small part time mail order / direct marketing business and was looking to go full time. This guide was a blessing in giving me the information quick and direct. With the information on this CD my sales are increasing rapidly!

Ugh, I am a marketer but definitely not a writer. I needed some help with my autoresponder and marketing emails, a guide of some sort. This was the guide I was looking for. My sales and response levels increased within a couple of weeks! Awesome!

One of the best ways to attract many costumers is to use internet email marketing campaigns. Internet marketing campaigns attract a lot of costumers from allover the world. Your sales increase rapidly after using this method and I assure you that it's nothing complicated about it.

Great for the aspiring internet maketer who does not know the way the internet maket operates. I used this to start a camaping a long time ago and it's still succesful, and no ISP toled me to stop doing it. The book has a friendly writing style and appeals to all ,even thos who don't know the industry terminology

Ever wondered how much money can you make only by using internet to promote your products? Well I am telling you that you can make millions!!!
This book will teach you a step by step procedure on how to attract more clients and sell with the help of the internet.

Mr Churchill does for email marketing what Barack Obama has done for Internet usage. He capitalizes on the technology in a manner that is accessible to the reader and provides concepts that are deployable in the real world. In today's most challending business environemnt, Winton provides easy-to-understand roadmap to making the most of your marketing campaign. A must-read.

Winton Churchill makes this subject understandable for any type business owner. I have put his strategies to use and I have watched my business grow right in front of my eyes. I do not come from a business background and I had the traditional thinking for marketing which does not work any more. I am looking forward to the next book or maybe the next step is a coaching program.

Great book...really drills in on the complex sale issues...stays away
from jargon...easy to read and understand...a good blueprint (and usable step-by step methodology)for anybody thinking about ethical email lead generation and email marketing.

This is required reading for any B2B business owner that has to build a relationship with their prospects before they buy.

My business (and therefore practically my whole life) depends on email marketing. That's why I thought I could skip the Introduction and first three chapters, since they seemed to be written to do a sell job on how important email marketing is to growing your business.

However, I'm so glad I didn't skip them, because Mr. Churchill taught me what a complex sale is and how I needed to look at my business differently. You see, recently I had begun marketing this new higher-end (i.e. very expensive) book marketing program and I had been getting very frustrated with the results I was getting.

It works brilliantly, so I didn't know why the sales leads weren't converting. I thought perhaps the market was going dry, or my sales staff was losing their edge, or maybe the down economy was forcing people away from promoting their books and I should consider a new business.

I was so good to find out it wasn't the economy, and I don't have to hire new sales people, and there is no need to change businesses. I just needed to treat my email marketing differently.

The rest of the book was extremely valuable in putting together the right plan of action. There was no techno-babble, just straightforward, plain language guidance that I could understand and apply.

If you have a business with a complex sales cycle and it's in the slow lane, or if you want to add a higher end product or service and create success right from the start, then I highly recommend you get this book.

Winton Churchill's system will attract more prospects and kick their buying into high gear, because it teaches them how to make their decisions faster and with greater confidence. And, if you're in a situation like I was, it will reduce the wear and tear on both you and your sales team. It should be required reading for every sales manager.

DrProactive Randy Gilbert, #1 Business Adviser to Authors

Master Selling Maximize Success written by Kristina Susac is a much needed tool for anyone in the business arena - whether you are a salesperson, CEO, or business owner. The author has written this book in no nonsense format that clearly and concisely communicates the mechanical as well as the finer points of selling. The author encompasses "Work Solution" exercises throughout the book which enables the reader to develop and digest the selling pearls of wisdom. The book also contains lively graphics to maintain the reader's interest. On a scale of one to ten; ten being best - I give it an eleven.

Kristina Susac writes as one who has been there and done it--with great success. She combines an extremely clear and effective writing style with subtle points on the subject that might very well escape an author with only an academic understanding of what is involved in a much maligned profession.

For both the newcomer as well as the practiced professional looking for some new angles, this book is both a primer and a refresher course. It is emminently readable, yet detailed. It describes, step by step, this very natural human interaction that nonetheless is often incompletely and unevenly conducted, even by veterans.

As a sales professional with 30 years experience learned mostly in the School of Hard Knocks, I recommend Ms. Susac's book highly.

Susac's approach is interesting and streamlined. I wish she had written it years ago; it would have helped our business a lot earlier. We've purchased copies for every member of our staff, and everyone agrees: It is readable. It is usable. And it produces instant results! I especially enjoyed the concrete examples she gives, and the personal anecdotes make it very accessible! We're just waiting for the sequel!

The most comprehensive compilation of the bread and butter principles of selling and customer care (and sales person self-care) I've seen. No fluff or gimmicks. And, I've read lots of books on selling as well as sold stuff in the real world.

It's short and attractively formatted both of which are a plus. The cover flaps were also surprisingly useful page markers; I haven't seen that on a paperback before.

It's a valuable handbook not only for salespeople but for anyone involved in business.

This book has the goods and delivers. Great practical content that can be implemented today. This is a must read.

When we purchased this book, the rating was 5 star & we feel it exceeds this. As a start up we tried many books without comfort. This is not just a book to read, it is a workbook that really helps you analyze and then build your sales and marketing program. We have over a dozen innovative products, any one of which could stand alone as a major company. Profit RX helped us analyze each product, put them in the proper introduction order, and then create an effective sales & marketing program.

I have seen Haskell's ideas and program work. I am in a unique position in that my company sells this program to our dealers and I have seen our studios implement these ideas into a well thought-out sales and marketing plan. I have seen increased sales and better management as a result. I am a student of Dr. Revenue, having attended his clinics and listened to his tapes, so I was eager to read "Profit Rx" when it was published. I was amazed at what a quick and easy read it was. Intertwining his time-proven tactics with success stories helped to vary the books pace, showcase Haskell's extensive experience and prove how effective a sales and marketing plan can be. As a young businessman, I found "Profit Rx" to be an invaluable tool for my business/professional life. I also found the marketing roadmap Dr. Revenue gives to the reader has multiple uses. In my personal life, I use Dr. Revenue's plan in matters of money management. Having devised a calendar and budget, I am better able to react to unseen circumstances. This tested, proven approach is a must read for everyone interested in growing their business, from the sales and marketing manager, to the sales and marketing student.

>I read almost the whole book in one weekend! We have already started planning to do the workshop. I have read many marketing books in the past, including having written a video script for Jay Conrad Levinson, but none of them walk you through the process like Dr. Revenue does. It really is interactive and has taught me as much this weekend what I need to get done as any work I have done in the past 6 months.

"Cognitive Selling" was a great book that really got me thinking about my approach to selling. I realized that I didn't totally have my head in the game. After completing the exercises and chapters in this book, I totally changed my approach to selling, was more focused in my strategy and I learned to sell the value of me even before focusing on my products and services. I never really thought about the fact that if I sell me first, my competetion can't compete because there is only one of me.

I want to thank Todd Bermont for showing me in this book how price really isn't an issue and how when you have the right mental approach to selling, you can substantially increase your sales. I would recommend this book to anyone who would like to increase their selling effectiveness.

This powerful and concise book covers the attitudes and traits--from "belief in yourself" to "passion"--that are required to be successful in any sales career.

The first thing that separates "Cognitive Selling" from other books on the shelf is the author's many personal stories and examples. It is clear that this book was written from many years of field experience and from being in the "trenches." The stories were real-world, easy to related to and similar to things I have experienced in my 20 years of selling.

The second distinguishing feature is that every chapter has clear examples, exercises and activities to clarify the points that were covered. Also, the book is laid out in such as way that each chapter is it's own module so you can easily brush up on "Competitive Spirit" or "Attention to Detail" without having to read the entire book.

To sum it up, "Cognitive Selling" is an excellent field book with lots of exercises and examples to help sharpen your sales skills. This book is appropriate for sales beginners as well as veterans. If you spend time and effort with this book you will improving your selling skills and effectiveness. I highly recommend it!

This book is the new standard for sales training. Cognitive Selling covers everything you need to know about the selling process and how to create win/win deals. If you work in sales(we all are in some form) this resource belongs in your library. If you are a sales manager it belongs in your resource library. If you are responsible for booking sales training you need to contact the author. He provides excellent, useful, practicable, actionable, and most important profitable solutions.

In this book, the author draws from real life experiences mixed with the appropriate amount of theory. This is why "Cognitive Selling" embodies the true essence of selling. Another thing that makes this resource a great investment is the guest articles from some of the greatest salespeople of our time.

When I say greatest salespeople of our time that is what I mean. Unlike, older books who highlight the same people, telling the same story. This book is up to date with new stories, highlighting modern success stories, that are applicable for today's market; not yesterday's.

I know it works because I have implementing the information found in this work, and the results have been wonderful. Do yourself a favor and invest in this exciting and informative resource.

I predict that Dr. Ratner's Statistical Modeling and Analysis for Database Marketers: Effective Techniques for Mining Big Data will be on every database marketer's bookshelf. Dr Ratner has put together an assembly of chapters that provide an indispensable resource for the daily problems facing data analysts and model builders in the database/direct marketing community. In each of the seveenteen chatpers Dr. Ratner addresses a typical problem and discusses the common solution. He points out unknown working assumptions or weaknesses of the latter, and then offers better solutions, which require basic knowledge of EDA/data mining. Dr. Ratner's writing style is unique as he makes familar concepts new, and new concepts familar. Thus, the book is easy and enjoyable reading. I specially like chapter that blends statistics with the machine learning, such as the introduction of the GenIQ Model.

I consider myself fortunate to be the first to review this book. The title aptly indicates what the book is about: Statistical Modeling and Analysis for Database Marketers: Effective Techniques for Mining Big Data. The author provides in a Tukey-esque manner a collection of solutions to common problems facing database analysts, model builders, and marketers. The book can uniquely serve as a textbook, a how-to guide, and a reference source depending on the reader's statistical training and database marketing experience. Moreover, the author actually goes where other authors provide lip service: he creates the marriage of the "old" statistical methodologies with the new machine learning influence by introducing machine learning methods specifically tailored to database assessment of optimal model performance. The book's illustrations involve real problems, real data, and better solutions. This book is a keeper!

This is a must have introductory book for the practitioner using data mining to build predictive models in industry. While it does have a few snippets of SAS code, it is a conceptual book that explains the "why" and the "how" of practical model building. (If you want SAS code buy "The Data Mining Cookbook" by Olivia Parr Rud.) It dispenses of with the antiquated notion of the "true" model of classical statistics and econometrics, and shows how to arrive at an acceptable model that yeilds good predictions. As practitioner's, this is what we care about most. Among other things, it gives good explanations of: (1) the EDA paradigm versus classical statistics (2) Tukey's bulging rule for transforming variables (3) variable selection, though there is no mention of clustering to eliminate redundant variables. It discusses some of the weaknesses of automatic variable selection methods (4) smoothed scatterplots and logit plots (5) decile analysis and using bootstrapping to derive confidence intervals for cum lift.

The book shows you how to use logistic regression, OLS, and CHAID to build predictive models. For those interested in Genetic modeling, it has a clearly written chapter on the subject that explains how genetic modeling can be used to create new variables that can have more information than either of the original variables.

While this book does not cover everything, and is definitely not the last word on the subject, it is a solid first word. In particular, the book does not cover splines, shrinkage techniques such as model averaging, ridge regression, ..etc. For treatments of these and similar advanced topics see Frank Harrell's "Regression Modeling Strategies" and Hastie, Tibsharani and Friedman's "Elements of Statistical Learning".

Thank goodness I came across this book! It's a lucid guide that manages to demystify the subject of marketing, bringing it right up to date and making it accessible for even the non-specialist. Refreshingly free of annoying jargon and patronising truisms, it is useful for anyone who needs to get their 'product', be it commercial or otherwise, out to wide audience or clientele. And what's more, it's obviously written by someone who not only knows the subject extremely well, but also knows how to communicate, making it an enjoyable read.

Thank goodness I came across this book! It's a lucid guide that manages to demystify the subject of marketing and bring it right up to date, making it accessible for even the non-specialist. Refreshingly free of annoying jargon and patronising truisms, it is useful for anyone who needs to get their 'product', be it commercial or otherwise, out to a wide audience or clientele. And what's more, it is written by someone who not only obviously knows the subject well, but also knows how to communicate, making it an enjoyable read.

I found this book both useful and inspiring. It is grounded in common sense and uses practical case studies to clearly demonstrate almost every marketing scenario. The author is clearly a no-nonsense person who wants you to understand the process rather than blind you with clever jargon. Really, really helpful.

Georgie, Sydney

This book is a must read for the wanta-be entrepreneur and small business owner. I highly recommend each and every one of you out there purchase a copy for your personal library.

I found this book at my public library a year ago when I was living in South Carolina. I thought it was a wonderful book when I read it back then. And I was very surprised when I looked it up on the Amazon site and learned that nobody had reviewed it. I was making booklists at the time, but not reviewing books yet. So I added the book to one of my lists, and went on my merry way.

I liked the book so much that I actually purchased a copy for my own private book collection. And the book followed me from South Carolina to New Jersey where I am now living. I notice there is a 5 star review online for this book now. And with this review there will now be two.

The author is not from the United States. I think she is native to New Zealand and now lives in Australia. Not that being non-American is really an issue. But some of the words in the book are spelled different than what I am used to seeing. You know, the s versus z thing. I find it when I read Sara Douglass books, too. Dr. D is from Australia.

Marketing has to do with communication. And the author is expertly qualified to write this book because she is a successful communications consultant and trainer. She also has organized and written her book so it makes sense and can be helpful to a wanta-be entrepreneur or small businessperson that wants to do much of the marketing for his or her small business.

Besides explaining HOW TO WRITE, this book covers the following topics:

1. Business Plans
2. Marketing Plans
3. Branding
4. Brochures and Flyers
5. Press Releases
6. Direct Mail
7. Advertisements
8. Web Sites
9. Newsletters
10. Ezines

Do yourself a favor and check out the author's Web site. She's really done a nice job with it. The current version is a drastic improvement over the one she had online a year ago.

the street smart salesman: making opportunities happen,
the worst salesman in the world becoming the best by learning from the worst

This book is very easy to read and have alot of good thing to read, and i recommended this book for the beginer of sales and marketing for more info, about me email me at somar@aucegypt.edu and we can exchange books and knowldges

Ms. Czegel has produced another 5-star winner with a badly needed book on providing technical support using web technology. This book is more focused on internal IT web-based support vs. product support for call centers. It does address product-based support for external customers, but not in the depth or detail that internal help desks are discussed. While help desks and call centers employ many of the same processes and tools, there is a world of difference between the challenges, goals and objectives of the two. One of the key advantages of using web-based support internally is initial troubleshooting tools, knowledge bases and other self-help aids can be made available to preempt support calls. Both IT and the business win if the user can resolve his or her problem without opening an issue. Another big advantage is when a ticket is open users can track the progress of getting their problem resolved. This goes a long way towards aligning IT services to business requirements and improving customer satisfaction.

As in her other books Ms. Czegel begins with an examination of business factors and a discussion of how web-based technical support has evolved quickly to what she calls a third-generation model. I like how she sums up the business factors with a compelling discussion of the business benefits, including an example cost-benefit analysis.

The second chapter gives a roadmap for site creation and management. It provide a comprehensive list of necessary tasks that can be used to develop a work breakdown structure and project plan. It segues into the next chapter on establishing the scope, and leads you through the foundation of defining your goals and business expectations. Scope includes possible services to provide through web-based support, and which services are the most cost-effective to provide. I liked the examples, provided in tables, that rank requirements and the resources required to satisfy them. Ms. Czegel next addresses staff selection, providing roles and responsibilities and the necessary skills to move to web-based support. This information is valuable to help desk professionals because there are major differences between traditional help desk requirements and those of web-based support organizations.

Functions, tools and implementations are covered in great detail and is must reading because web-based support brings with it specialized tools and requirements that will leverage a traditional help desk's tools to provide self-help to users. Because this book does touch on product support to external customers I felt that the lack of content management and change control tools was a notable gap. These are important to internal and external support, but are far more critical when you are dealing with external customers because out-of-date technical information or the wrong software for download can seriously detract from your company's image (or worse). If your focus is product support to external customers I recommend augmenting this book with Customer Service on the Internet by Jim Sterne.

Designing your site is briefly covered with good advice; however, the heart of this book is process and implementation, and site management. Ms. Czegel thoroughly covers all issues and gives valuable information using tables, checklists and examples. These two parts of the book are essential to implementing and managing an effective web-based support function. I especially liked the metrics and examples given.

Summary: web-based technical support is one of the most effective strategies to improve the level of support to customers using self-help and other preventative measures to reduce issues. It also gives users an ability to track their open issues, which improves their level of satisfaction as well as reducing follow-up calls to the help desk. This book provides a clear roadmap to defining a web-based support strategy, and its implementation and management. As far as I know there is no other book that addresses this subject for internal IT help desks, making it all the more valuable. If you are a help desk manager who is either exploring web-based technical support, or are in the process of implementing it this book with save you much grief because it lays out what needs to be done from business case development to daily operations. If you are currently supporting users with web technology the site management chapter will provide you with excellent advice on how to efficiently manage web-based support.

This book contains information that will be equally useful to call centers supporting customers and internal IT help desks that are exploring the benefits of web-based issue management via a corporate intranet. The previous reviewed has provided a comprehensive assessment of this book, so I'll address the highlights that I found to be useful:

(1) The business-case first approach that the author takes is straightforward and provides step-by-step procedures for determining the true business value of web-enabled technical support vs. traditional call centers. I especially liked the discussion of first, second and third generation site models because it gives you a target model and shows both the business and technical value of each. I also liked the way ROI factors and ratings were used to determine ROI potential. The factors are management, functions and tools, and the ratings are a simple Good or Poor. This is placed into context with a table that shows the combinations of factors and ratings and their associated potential and gives you a structured decision tool at a glance.

(2) Scope approach given in the book is complete in that it takes into account all stakeholder views (business, technical support and users/customers). This forces you to take a realistic look at goals and objectives and, using ROI information, begin making intelligent and informed trade-offs.

(3) Site creation map is consistent with good project management practices in that it uses a task and associated details approach. The details provided include deliverables and what the deliverables should contain. Project planners and managers will find this section particularly valuable.

(4) Support processes and procedures are well thought out and can be used as a benchmarking tool as well as planning and implementation guidelines.

(5) I like the way the section on site management is goal-driven and traceable back to ROI. If this approach is followed you will have processes that are designed for continuous improvement.

(6) The use of tables and lists throughout the book provides a wealth of information on nearly every topic.

There are a few areas that were weak: no mention of portal technology, which can be employed to create user-customizable features and incorporate advanced knowledge management functionality into a web-enabled support system. Also, there was no discussion of configuration control over content or legal issues that need to be considered when providing technical support to customers (as opposed to internal end users).

Overall this is an exceptionally valuable book that is among the best on the subject. Highly recommended to IT help desks and product technical support center managers.