Pain Points Big business1. Creativity 2.Managing complexity3. Operational dexterity 4.Managing uncertainty5. Data management 6.Talent retention IBM CEO Survey 2011

We squeeze the essence of the lessons from 500 Business Books annually

We bring the lessons alive in boardrooms

The result is new thinking applied to business challenges

270,902 Sales books

Getting to the DMU

If Robert Frost will forgive  us ,the question is :“If I take the road less travelled by will that make all the difference?”

“I don’t know who you are.

I don’t know your company.

I don’t know your company’s product.

I don’t know what your company stands for.

I don’t know your company’s customers.

I don’t know your company’s record.

I don’t know your company’s reputation.

Now what was it that you wanted to sell me ?”

“tough” “difficult” “hard” “painful”       “pushy” “aggressive” 

“slimy” “smarmy” “sleazy” “dishonest” “manipulative” “fake.”

After someone hears your pitch:What do you want them to:

1.Know? 2.Feel?3.Do?

He explains how the printed book served to focus our attention, promoting deep and creative thought. In stark contrast, the Internet encourages the rapid, distracted sampling of small bits of information from many sources. Its an ethic of speed and efficiency, of optimised production and consumption — and now the Net is remaking us in its own image. We are becoming ever more adept at scanning and skimming, but what we are losing is our capacity for concentration, contemplation, and reflection.

“We are turning into pancake people spread wide and thin with no  depth”

If your customers are becoming like Goldfish, How will you communicate with them?

“Whatever the mind can conceive & believe,it can achieve”

EnthusiasmSales methodConfidence.

Getting people to WANT …Learning /Failure

4ormula 4 Success

4 Thank You notes4 Telephone calls4 Personal contacts4 Sales calls

Every day

Situation Problem Implication Need-payoff

“Weak value propositions are the root cause of most sellers

inability to get into large corporations”

“When you truly understand the business value you bring

to customers you work harder to get into accounts”

NOT about 4,000 things well –

Flawlessly doing 12 specific things 4,000 times

Pig-headed Determination & Discipline

Does a large business need my goods and services? - Yes

Prepare Hit List

Knocking on doors – the sensible way

Romance your elephant

Zebra Buying Cycle

The DMU can:

Define issues

Is Responsible

Achieves & reports end results

“Motivate to meet marketing”

Valuable Content campaigns

In 2006 it took 6 telemarketing calls to

make one contact

In 2011 it was 41

18 More from the

Best

18 More from the

Best

Pain Points Big business1. Creativity 2.Managing complexity3. Operational dexterity 4.Managing uncertainty5. Data management 6.Talent retention IBM CEO Survey 2011

We squeeze the essence of the lessons from 500 Business Books annually

We bring the lessons alive in boardrooms

The result is new thinking applied to business challenges W: www.bookbuzz.biz W: +353-1-234 3100 M: +353-86-258 8847Tw: http://twitter.com//BookBuzzOnline   Yt: http://youtube.com/Bookbuzzonline