- Hardcover: 256 pages
- Publisher: Portfolio (Oct 21 2008)
- Language: English
- ISBN-10: 1591842174
- ISBN-13: 978-1591842170
- Product Dimensions: 23.7 x 15.1 x 2.7 cm
- Shipping Weight: 499 g
-
Amazon Bestsellers Rank:
#639,770 in Books (See Top 100 in Books)
- #88 in Books > Business & Investing > Marketing & Sales > Sales & Selling > Management
- #95 in Books > Professional & Technical > Business Management > Marketing & Sales > Sales & Selling > Management
|
||||||||||||||||||
|
||||||||||||||||||
|
||||||||||||||||||
Product Details |
Inside This Book
(Learn More)
Tag this product(What's this?)Think of a tag as a keyword or label you consider is strongly related to this product.
Tags will help all customers organize and find favorite items. |
Customer Reviews
|
There are no customer reviews yet on Amazon.ca
|
||||||||||||||||||||
|
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
3.6 out of 5 stars (11 customer reviews)
4 of 4 people found the following review helpful
2.0 out of 5 stars
Sales Benchmarking Not In Need of Corporate Propaganda, Dec 20 2009
By Serge J. Van Steenkiste - Published on Amazon.com
Greg Alexander, Aaron Bartels, and Mike Drapeau oversell their company through their book about sales benchmarking to the annoyance of their audience. They implausibly claim that they alone have developed what they call a complete taxonomy for sales benchmarking (p. 74). Furthermore, Messrs. Alexander, Bartels, and Drapeau seem to give the impression that salespeople are not held accountable unlike the other functions within a company. Corporate America will probably disagree with this statement. In addition, the examples provided are of limited use because of their generality. Finally, the authors sometimes contradict themselves. For example, they recognize that "benchmarking's applicability to the sales profession ... is still undetermined (p. 204)." Four pages later, readers get the advice: "Play the odds and bet on something predictable, dependable, and proven - sales benchmarking (p. 208)." Another four pages down in the same chapter, readers can read to their amazement: "Today ... sales benchmarking is rarely deployed (p. 212)." To summarize, the book under review is another example of a business book that could be reduced to a 10-page article to be read in a business publication.
3 of 3 people found the following review helpful
5.0 out of 5 stars
Science and Art, Feb 12 2009
By Lee H. Cullom - Published on Amazon.com
This review is from: Making The Number (Hardcover)
Ok, let's face it everyone, most business books are total garbage. As a matter of fact, this is the first review I have ever written for a business book, because I usually want to forget the grueling experience. Making the number is flotsam in a sea of garbage. :)First, let me say this. Because this book is about the science of sales and not the art, it is not peppered with anecdotes that keep you interested. This is more of a well-researched textbook, so prepare your mind for the work.
A common theme touched by making the number (and the one that held my attention) throughout the book is the art of sales vs. the science of sales. I've read many enjoyable books on the art of the deal (most recently the little red book), but this is the first memorable book on the science of sales improvement.
The methodology presented is straightforward, practical and actionable. Here are a couple of instances:
- Metric Identification - For those who are antsy (like me) and want some meat quickly, it's worth flipping to this chapter.
- Compare and Contrast - The explanations of statistical interpretation are so clear and crisp that I wished the authors could have been my business statistics professors in college.
Bottom Line - I believe that making the number will help me and my reps make mine a little bit more consistently.
2 of 2 people found the following review helpful
4.0 out of 5 stars
Innovative advice on improving sales, April 27 2009
By Rolf Dobelli "getAbstract" - Published on Amazon.com
This review is from: Making The Number (Hardcover)
Forget any fears of math or statistics that may still linger from your days in school. Sales benchmarking is a powerful tool that requires much less math and IT than you might expect. It yields hard numbers that show precisely how well you are competing, what gaps you need to close, how to create more value for your customers and how to improve your sales team's results. Greg Alexander, Aaron Bartels and Mike Drapeau provide a very readable explanation of what kind of tool sales benchmarking is, how to prepare to implement it, how to use it for fun and profit, and how to overcome common implementation difficulties. Although the authors are sales benchmarking consultants, their book does not read like self-promotion. getAbstract finds that they provide solid, helpful information as they explain the practical uses of sales benchmarking.
Listmania!
Look for similar items by category
Look for similar items by subject
Feedback
Would you like to update product info or give feedback on images?
|
