Successful Proposal Strategies for Small Businesses Review

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Successful Proposal Strategies for Small Businesses ReviewI can't say enough about this book. As someone intimately involved with the defense industry, it is an absolutely outstanding companion to business development, strategy, etc. It has applicability well beyond the small business realm, and has particularly outstanding insights into the proposal management process, far stronger material than provided in the Shipley materials.Successful Proposal Strategies for Small Businesses OverviewWinning new business presents significant challenges. The new, Fifth Edition of this perennial bestseller updates and expands upon previous editions. The result is the ultimate resource for small and mid-sized businesses, as well as non-profit organizations and public-sector agencies, looking to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes that in turn support winning new business. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Among the extensive array of new material, the Fifth Edition covers how to establish an internal rapid-response task order proposal "engine" for GWACs and ID/Iqs, prepare for successful graduation from the U.S. Small Business Administration 8(a) Program, and succeed in the world of very small businesses.The CD-ROM included features useful proposal templates in Adobe Acrobat, platform-independent format; HTML pointers to Small Business Web Sites; a comprehensive, fully searchable listing Proposal and Contract Acronyms; and a sample architecture for a knowledge base or proposal library.

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Persuasion: The Art of Getting What You Want Review

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Persuasion: The Art of Getting What You Want ReviewIt's very bothersome to write a review that is going to largely be positive ...when that book directly competes with your own...for sales!
Former cult member, Lakhani starts with the dark side of persuasion then quickly moves into distinguishing the difference between manipulation and persuasion. Best is his step by step guide to manipulation. Very well done!
Many in the field of persuasion miss the crucial art of story. Lakhani does a nice job of giving his insights into one of the most difficult tasks a communicator has...to have a story persuade.
The next thing I like in Art of Persuasion is Dave's outline of how to become an expert (guru) in 30 days. Expert status ==> credibility ==> more successful influence.
Another nice step by step outline is for changing beliefs. Easy to adopt and use.
Each chapter in the book is well thought out and presented concisely and with clarity.
This is an excellent primer on the art of persuasion and I recommend you pick it up today.
Kevin Hogan
Author of The Psychology of Persuasion
and
The Science of InfluencePersuasion: The Art of Getting What You Want OverviewPraise for persuasion the art of getting what you want
"Dave has exposed the secrets of the most powerful persuaders in the world. This book is a step-by-step guide to changing minds and deeply influencing people in person, in print, on the air, or anyplace else you need to persuade. This book makes persuasion so easy and predictable that it may be the most dangerous persuasion book ever written . . . especially if it ends up in the hands of your competition."—Mike Litman, CEO, Connect To Success, Inc. and coauthor of Conversations with Millionaires
"Dave Lakhani tells you everything you've just got to know about persuasion in this book. It is written provocatively, yet clearly. And it is sure to open your mind while enriching your bank account. I highly recommend it. Fasten your seatbelt when you read it. It takes you on a thrilling ride!"—Jay Conrad Levinson, "The Father of Guerrilla Marketing" and author of the Guerrilla Marketing series of books
"Dave Lakhani understands persuasion like few do and is able to break the process down so anyone can understand and use it. I highly recommend this book to anyone who hopes to improve their ability to sell, market, advertise, or negotiate."—Chet Holmes, Fortune 500 superstrategist and author of the Mega Marketing, Business Growth Masters, and Guerrilla Marketing Meets Karate Master sales programs
"Man, talk about persuasive. Dave convinced me to read and review his book, and I don't even like the guy."—Blaine Parker, author of Million-Dollar Mortgage Radio
"Too few books actually put into practice what they promote. Dave Lakhani breaks the mold with this satisfying, powerful read."—John Klymshyn, author of Move the Sale Forward

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Smart Selling on the Phone and Online: Inside Sales That Gets Results Review

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Smart Selling on the Phone and Online: Inside Sales That Gets Results ReviewI've read hundreds of business and sales books over the years and have developed several pet peeves. I can't stand books that are supposed to be practical but are loaded with theory and too many pages of "personal stories". If I kept just the useful parts of those books, they would only be a few pages long. In contrast, "Smart Selling" starts right off with useful tips, templates, tools and key phrases to help me deal with difficult situations. Chapter 3 on dealing with "No-Po's" is the most eye-opening sales concept I have heard about in a long time. It's really made me rethink who I'm talking to. My copy of this book is already marked up with sticky notes and tabs. It didn't take me long to read it (and I didn't get bored half-way though like I usually do with sales books), but I think I'll be referring to it over and over again.Smart Selling on the Phone and Online: Inside Sales That Gets Results OverviewThe world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author's "TeleSmart 10 System for Power Selling", "Smart Selling on the Phone and Online" pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, "Smart Selling on the Phone and Online" will help any rep master the world of 'Sales 2.0' and become a true sales warrior!

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The Leader's Guide to Storytelling: Mastering the Art and Discipline of Business Narrative (J-B US non-Franchise Leadership) Review

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The Leader's Guide to Storytelling: Mastering the Art and Discipline of Business Narrative (J-B US non-Franchise Leadership) ReviewThose who have read Denning's The Springboard and/or Squirrel Inc. already know that he specializes in knowledge management and organizational storytelling. In this volume, he develops his core concepts in much greater depth, acknowledging his high regard for Peter Senge's vision of the Total Learning Organization as delineated in his pioneer volume, The Fifth Discipline. Briefly, in it Senge suggests that there are five separate but interrelated "disciplines": building a Shared Vision which enables an organization to build a common commitment to the same long-term goals; formulating Mental Models which guide, inform, and sustain creativity and innovation; encouraging and supporting Team Learning; Personal Mastery of certain skills which enable an individual to learn and understand more and thus perform at a higher level of competence; and finally, Systems Thinking which establishes a holistic view, both of one's organization and of the marketplace in which it pursues success.
In his Introduction to this book, Denning asserts that "the best way to communicate with people you are trying to lead is very often through a story. The impulse here is practical and pedagogical. [The Leader's Guide to Storytelling] shows how to use storytelling to deal with the most difficult challenges faced by leadership today." Denning wholly agrees with Senge that a learning organization is an environment "where new and expansive patterns of thinking are nurtured, where collective aspiration is set free, and where people are continually learning how to learn together." However, while agreeing on the importance of "systems thinking" as a way of looking at systems as a whole that will enable people to see complex chains of causation and so solve complex problems, Denning has three concerns which he shares on page 253. By the time his reader arrives at that point in the narrative, she or he may well share the same concerns.
My purpose in this brief commentary is to focus on what I consider to be Denning's key points as he explains why and how storytelling is often the best way for leaders to communicate with those whom they are trying to lead. What he offers is a cohesive and comprehensive system. These are the core principles, as discussed thoroughly in Chapters 3-10:
1. Select and then tell the story which is most appropriate for the given leadership challenge.
2. Tell that story with style, truth, thorough preparation, and effective delivery.
3. Select a narrative pattern based on the primary objective: to motivate others to action, to build trust in you, to build trust in your organization, to transmit your values, to get others working together, to share knowledge, to "tame the grapevine," or to create and share your vision.
Each reader will appreciate Table 1.1. (on page 18) which summarizes key points for each of the eight different narrative patterns discussed separately in Chapters, 3-10. (Additional Tables are provided later in the narrative whenever appropriate.) At the end of each chapter in Part Two, Denning thoughtfully includes a "Template" which poses a set of questions to be addressed when, for example, crafting a "springboard story." Here's the first of ten questions: "What is the specific change in the organization or community or group that you hope to spark with the story?" Then in Part Three (Chapters 11 and 12), Denning explains how to put it all together by using narrative effectively, both to transform an organization and to become an interactive leader.
Of special interest to me Denning's discussion (in the final chapter) of what he calls "Interactive, Tolstoyean" leadership and its relation to other theories in terms of leadership as a trait, as a skill, as a style, as situational, as motivation, and as transformation. This discussion serves as an appropriate conclusion to his book, one in which Denning has spelled out "specific, identifiable, measurable, trainable behaviors that can be used to achieve the goals of transformational leadership."
Storytelling really is a performance art. Some master the requisite skills. Most don't. Denning offers no guarantees but does claim that those who consistently use the narrative tools he has provided will acquire new capabilities. Specifically, to communicate more effectively who they are and what they stand for, to be more attentive to the world as it is now, to speak the truth and do it well, to make their values explicit and take actions which are consistent with those values, to listen to the world and be receptive to innovation. Those who possess these new capabilities will attract the interest, then earn and sustain the trust and respect of those whom they may be privileged to lead.
If this is the kind of leader you aspire to be, Denning's book awaits you...eager to be of substantial assistance.
For whatever reasons, only in recent years has there been an awareness and appreciation of the importance of the business narrative. Those who share my high regard for this book are urged to check out Annette Simmons' The Story Factor, Doug Lipman's Improving Your Storytelling, and Storytelling in Organizations co-authored by John Seely Brown, Denning, Katarina Groh, and Laurence Prusak.
The Leader's Guide to Storytelling: Mastering the Art and Discipline of Business Narrative (J-B US non-Franchise Leadership) OverviewHow leaders can use the right story at the right time to inspire change and action
This revised and updated edition of the best-selling book A Leader's Guide to Storytelling shows how storytelling is one of the few ways to handle the most important and difficult challenges of leadership: sparking action, getting people to work together, and leading people into the future. Using myriad illustrative examples and filled with how-to techniques, this book clearly explains how you can learn to tell the right story at the right time.
Stephen Denning has won awards from Financial Times, The Innovation Book Club, and 800-CEO-READ
The book on leadership storytelling shows how successful leaders use stories to get their ideas across and spark enduring enthusiasm for change
Stephen Denning offers a hands-on guide to unleash the power of the business narrative.


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People Buy You: The Real Secret to what Matters Most in Business Review

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People Buy You: The Real Secret to what Matters Most in Business ReviewJeb Blount's podcasts (Sales Guy Podcast) and web community (SalesGravy) have created high anticipation for his new book, and Blount does not disappoint.
Blount begins by noting that competition, technology and a focus on sales processes have created a dilution of personal interactions. Blount insists it is the salesperson, not technology or process, who sells. To remedy this lack of personal interactions, Blount offers this simple formula:
Likeability leads to making authentic connections...
Authentic connections lead to customers sharing real problems...
Solving customer's problems builds trust and creates positive emotional experiences, and the cycle begins again.
Two months ago, the author proved for me that his formula works. After hearing one of his podcasts, I sent a brief email to Jeb's website and asked him a question. I had never met Blount, and did not really expect a response. Within the hour, Blount sent me a detailed answer.
Jeb's podcast made him seem likeable, and I felt connected enough to ask his opinion for my business problem. He immediately offered a solution, creating a positive experience from me. When his book came out, I promptly bought a copy. My experience with Jeb proves that his formula is absolutely correct. It also shows that Jeb practices what he preaches.People Buy You: The Real Secret to what Matters Most in Business OverviewThe ultimate guide to relationships, influence and persuasion in 21st century business.
What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy?
You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures.
If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You.
Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU.
This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover:
Three relationship myths that are holding you back
Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career
The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs
How to anchor your business relationships and create loyal customers who will never leave you for a competitor
How to build your personal brand to improve your professional presence and stand-out in the market place

People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.

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Clout: The Art and Science of Influential Web Content (Voices That Matter) Review

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Clout: The Art and Science of Influential Web Content (Voices That Matter) ReviewFirst, I'd like to say that I normally don't write book reviews. Being a student of the web, I read *a lot* of material and I typically don't have time to write a reaction. But every once and a while, something strikes me as noteworthy. Clout is just such a book.
Having run an industry publication on User Experience Design for quite some time, I'm of course familiar with the discipline of Content Strategy. Unfortunately, though, running it means that most of what I read online or hear at conferences sounds the same. "Yes, I know I have to prioritize things and think strategically about content, thanks." What I like about Clout is how novel it really is. In short, Clout:
(1) Got my attention: its a new angle on what could easily be seen as a tired subject.
(2) Is very "practice" driven: I don't like reading about theory, I want to see how content strategy functions in the real world.
(3) Is for beginners and experts: Clout starts small--a bit of history--and ends with a bang, a call to action for all web professionals.
The author, Colleen, did a great job gathering insightful case studies and overseeing the creation of illustrative diagrams. Reading about content strategy is one thing, but *seeing* it is quite another, and Clout delivers. I find it quite remarkable that such an unassuming volume delivers such a high quantity of information. Here you'll also find some of the major takeaways from books such as Groundswell and Here Comes Everybody.
So, save yourself some reading and grab a copy of Clout. For the budding content strategist, blogger, entrepreneur, etc., I highly recommend it.Clout: The Art and Science of Influential Web Content (Voices That Matter) OverviewResults. Everyone wants them, whether to sell more products, spread good ideas, or win more funding. In our busy digital world, the way to results is influencing people on the web. But how? An ad campaign won't cut it. A Twitter account doesn't guarantee it. Manipulative tricks will backfire. Instead, you need quality, compelling web content that attracts people and engages them for the long haul. Clout explains the key principles of influence and how to apply them to web content. Along the way, those principles come to life with practical examples from HowStuffWorks.com, Newell Rubbermaid, Centers for Disease Control and Prevention, and many more brands. With this book, you'll:
Discover why a technology feature, marketing campaign, SEO effort, or redesign aren't enough to influence online.
Understand the business value of compelling web content.
Learn 8 principles for influence from the art of rhetoric and the science of psychology.
Find out what context is and why it's so important to influence.
Jump start your planning for content with a content brief.
Learn how to evaluate your web content and determine whether it's making a difference.
Foreword by Karen McGrane, managing partner of Bond Art + Science

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