Soundview Executive Book Summaries


How Businesses Are Using Video

I recently ran across a great article written by Jimm Fox of One Market Media on the many business uses of video. I’ve listed his main categories below, and you can check out the full article for more details.

  1. Customer Reference – video helps with collecting and showing customer testimonials, case studies and interviews.
  2. Product & Service Promotion – companies use video for product presentations, demonstrations and reviews.
  3. Corporate – corporations provide their company overview, executive highlights, facility tours and more with video.
  4. Training & Support – video is the latest thing in employee training, sales presentations and maintenance support.
  5. Internal Communication – video is now being used for business plans, company achievements, event coverage, employee orientation and health & safety education.
  6. Marketing – video promotions can take the form of commercials, viral video, content marketing and landing pages.
  7. PR/Community – video press releases are becoming more popular, along with video PR materials and community relation pieces.
  8. Events – at an event, presentations, roundtable discussions and Q&A with experts can all take place in video.
  9. Other – videos are also being used for recruitment, vlogs (video blogs) and research/surveys.

On the internet search side of the equation, research shows that a webpage with video is 30% more likely to end up on the first page of search results in Google then the same page without video. Google is now giving preference to video content in their search algorithm.

At Soundview, we are following this trend carefully, and have expanded our own offerings to include video. Our iPad format of each business book summary includes a video introduction from our Editor-in-Chief Sarah Dayton.  We now produce Executive Insights, a series of videos which interview active executives regarding key business skills. And we’re developing additional video content to be released soon.

Video increases engagement time, deepens emotional connections, and gives your company more trust and credibility with your customers and other stake-holders. And the cost of entry is becoming less every day with new technologies and web tools. If your company or organization is not currently using video, now is the time to jump in.

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Book Review: Rainmaking Conversations

There are probably as many books written about methods to increase one’s sales as there are cold calls made in the average quarter. Unfortunately, the bulk of items in the first category does little to help the second group result in a successful sale. In response to the flood of titles that offer much in the way of theory but little in the way of results, sales performance experts Mike Schultz and John E. Doerr offer a field-tested model for sales excellence in their book Rainmaking Conversations: Influence, Persuade and Sell in Any Situation. It’s the newest sales title available in multiple digital formats from Soundview Executive Book Summaries.

Even seasoned sales professionals will discover new techniques as they explore the authors’ RAIN system. Schultz and Doerr examine the critical steps of Rapport, Aspirations and Afflictions, Impact and New Reality, and they provide advice to help salespeople shape the relationship with the customer and keep mutually beneficial goals at the forefront of any sale.

One of the book’s strengths is its ability to stay grounded. The authors realize that so much of today’s sales process is done at lightning speed, with clients that barely have two minutes to spare, using communication methods that put face-to-face at the end of the list. The RAIN system is clearly defined, practical and gives salespeople a template for success that doesn’t resort to scripts or practices the sales professional already knows.

To get your copy of Rainmaking Conversations, visit Soundview online at Summary.com.



Let It Rain!

After the devastating rains that we’ve experience here on the east coast, you may not want to hear anything more about rain, but today I’m talking about a different kind of rain – the kind that will make you money.

Rainmaker” is a term used in business for the sales people who bring in the most new clients and revenue. From this term, Mike Shultz and his partner John Doerr of the RAIN Group have developed their sales training approach around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact and New Reality.

In this training program and their recent best-selling book Rainmaking Conversations, Shultz and Doerr provide a proven system for leading masterful conversations that they guarantee will fill the pipeline, secure new deals and maximize the potential of each account.

In their book, the authors start with the salesperson. They suggest that you must ask some hard questions of yourself if you really want to become a rainmaker, questions that I found to be very insightful.

  1. How strong is my desire to achieve in sales?
  2. How committed am I to doing what I need to do to succeed?
  3. How energetically will I pursue success?
  4. How’s my attitude?
  5. Do I accept responsibility for my outcomes or do I make excuses?
  6. Am I willing to face my sales demons?

There is real wisdom in this approach, because if a salesperson is not properly motivated, no amount of training or coaching is going to help them succeed. If you’re involved in sales, you might want to ask yourself these questions as well. And if your answers reveal real motivation for becoming a rainmaker, you’ll want to join us on October 6th for our Soundview Live webinar with Mike Shultz entitled Mastering the Art of Sales Conversations.

Mike will explain his approach in-depth, and you’ll have the opportunity to ask those nagging questions you have about your own situation. Then you’ll be saying “Let It Rain sales.”



Getting a Seat at the Table

A few years ago our company was looking to update our methods of contacting subscribers to let them know when their subscriptions are due to expire. Since one of our ways of contacting customers is through the mail, we connected with the printer Anro.

Now, the sales rep from Anro could have come in with slick brochures, samples, and the like and tried to impress us with their fancy machines and technology. But instead, they sat down with us to look at our goals, and offered solutions based on what their technologies had to offer. They not only got the job, but we now routinely contact them to ask for advice on various issues and problems relating to our printing needs. Anro has a “seat at the table” when it comes to contacting customers and promoting our services.

This is the concept behind the work of Marc Miller, author of A Seat at the Table. Marc calls on salespeople to shed their traditional sales role and become businesspeople who sell. Although this is not a new concept, Marc presents the concept in a fresh way that can be applied to any field of sales. Marc is founder and CEO of Sogistics Corporation, an internationally known sales productivity improvement firm who helps organizations to better understand, connect, and add value to their customers’ strategies as a way to drive more profitable sales growth.

If you would like to learn more about this innovative sales approach, we invite you to join Marc Miller for our upcoming Soundview Live webinar, How to Radically Improve Sales Productivity, on August 31st. And bring your questions for Marc, as we will open up the discussion for attendees to query him on their unique sales problems.

I expect that all sales people would like to be in the enviable position of being on a client’s speed-dial when they’re looking for advice and guidance.

You can find additional sales advice in our summary of Exceptional Selling and in the books Consultative Selling by Mark Hanan, Solution Selling by Michael Bosworth, and Relationship Selling by Atul Uchil.



Sales Struggling? Soundview Can Help

Each day brings new reports of the devastating impact of the recent earthquake and tsunami in Japan. As I arrived at Soundview’s offices this morning, I heard a report about one consumer aspect that tells us just how intense the circumstances are in Japan. Auto sales for the month of March in Japan are down 37 percent. This is due in large part to the sudden closure of many of Japan’s auto manufacturing plants. The supply chain has been compromised to a large degree, as the shutdown of a single parts-producer can impact multiple manufacturers.

It’s been a difficult time in the auto sales business in many parts of the world. If falling sales numbers have you concerned, you might want to check out the latest edition of CKC’s Executive Edge, the online publication produced by Soundview’s parent company Concentrated Knowledge Corporation. The latest issue is entitled “How to Sharpen Your Sales Approach.” If you’ve never read an issue of Executive Edge, one of the features that separates it from other skill-building publications is its devotion to a single skill in each issue. This gives you a variety of information on one topic from which you can build your own personal strategy.

In the new issue of Executive Edge, you’ll learn the secrets of buyer motivation, the latest sales strategies from top sales authors, and what’s being taught in some of the top-rates sales classrooms around the globe. Your next sale could hinge on a skill that you discover in this issue, so don’t miss out. If you’d like to find out how you can subscribe to Executive Edge, just click this link.

For more great books on sales strategy and selling techniques, visit Soundview’s Web site Summary.com.



Spend Time with The Sales Gurus

In our current economic climate, every dollar is crucial to the bottom-line. Is your organization looking for a way to connect with more potential customers, overcome obstacles and close more sales? There are so many resources that claim to help boost your sales. How can you sort through them all? It can cause the average executive to suffer from information overload. Plus, the expense of trying to attend a sales seminar, not to mention the time away from the phone or the prospect’s office, can make sales training prohibitive for many companies.

Imagine if there was a way to schedule a session of private instruction from some of the brightest minds in sales. What would it cost for one ticket to a forum filled with speakers who bring decades of insight, wisdom and proven sales success?

How does less than $30 (U.S.) sound?

Portfolio and Soundview Executive Book Summaries are proud to present The Sales Gurus: Lessons from the Best Sales Books of All Time. This new release collects 18 essential summaries of the most important sales books in recent history. You’ll get the opportunity to read performance-boosting tips from best-selling authors such as Brian Tracy, Zig Ziglar, John C. Maxwell, Tom Hopkins and many more!

The Sales Gurus is a one-stop sales information resource. The book covers topics such as prospecting, overcoming objections, making presentations and coaching. There are even summaries for sales managers, including sales metrics titles such as The Dollarization Discipline and Making the Number. What could be better to have with you on the flight to visit your next potential customer?

The Sales Gurus takes its place alongside two previous collaborations with Portfolio: The Marketing Gurus and The Management Gurus. Now with The Sales Gurus all the areas of your organization have access to Gurus just for them.

Don’t delay! Order your copy of The Sales Gurus: Lessons from the Best Sales Books of All Time today and send your sales figures soaring! It’s available in both hardback and as an e-book!



A FREE Resource You HAVE to Use!

There’s a reason I tend to conclude my posts by telling everyone to visit Soundview’s Web site, Summary.com. The site is regularly updated with information about newly released executive book summaries, book reviews (1,000 FREE reviews and growing!), upcoming Soundview Live Webinars and other great business learning resources.

I’ve got great news about another new resource available at Summary.com. How much do you think it would cost to attend an event where you hear vital business lectures from speakers such as Bill George, Patrick Lencioni, Jeffrey D. Sachs, Paul Krugman and David M. Rubenstein, among others? The event is the World Business Forum, and a ticket can cost as much as $2,500.

Fortunately, Soundview has partnered with HSM Global, producers of the World Business Forum, to bring you exclusive audio summaries of the event’s major speakers. These audio summaries are available for you to listen to for FREE!

Each audio summary is a 10-minute MP3 that features a narrated overview of the speech. The summary includes actual clips from the live speech given by the presenter at World Business Forum. If these tough economic times meant that you weren’t able to spend $2,500 on a ticket to the World Business Forum, these FREE audio summaries allow you to hear what you missed.

I need to stress here that you do NOT have to be a Soundview subscriber to listen to the World Business Forum audio summaries. These exclusive content pieces are FREE for everyone to learn from and enjoy. In fact, I’d recommend starting with Patrick Lencioni, whose latest book Getting Naked: A Business Fable About Shedding the Three Fears that Sabotage Client Loyalty is now available as a Soundview summary!

To listen to the audio summaries from the World Business Forum, CLICK THIS LINK!