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Saturday, December 31, 2011

 

The Paradise Prophecy by Robert Browne - Fiction book review




The Paradise Prophecy

By: Robert Browne

Published: July 21, 2011
Format: Hardcover, 416 pages
ISBN-10: 0525952233
ISBN-13: 978-0525952237
Publisher: Dutton















American intelligence agent Bernadette Callahan, investigating an unusual murder in Brazil, is joined in the hunt for the truth by theologian and religious historian Sebastian "Batty" LaLaurie. Together, they discover a supernatural battle for supremacy of Heaven and Earth, that has been ongoing for thousands of years, in the thrilling, page turning novel The Paradise Prophecy by award winning screenwriter and author Robert Browne.

Robert Browne transforms John Milton's classic allegory Paradise Lost into a literal account of supernatural forces at work for dominance of Heaven and Earth. Treating the great work as a blueprint for historical events of the past, present, and future, Robert Browne creates a tableaux where Archangels and Demons battle for supremacy of the modern world. The author presents Paradise Lost as a history of an actual ancient War in Heaven, that is still in conflict in our own time.

The anti-hero protagonists, Bernadette Callahan and Batty LaLaurie become a modern parallel to Adam and Eve, as they find themselves driven from Paradise, and into the harsh realities of the timeless battle between Good and Evil. Historian Batty LaLaurie has eaten the fruit of temptation that caused his fall from grace; and Agent Bernadette Callahan is immersed in the forbidden inner secrets of the Tree of Knowledge, leading to her epic fall from innocence.



Robert Browne (photo left) presents his otherworldly thrill ride as a modern vision of Paradise Lost. The chapters in Robert Browne's novel parallel those of the work of John Milton. As Robert Browne's epic story unfolds, it follows the course set by John Milton. Through this ingenious literary device, and the employment of Paradise Lost itself as a driver of the story, Robert Browne offers a stark and intense clash of Good and Evil that engulfs the characters.

With Paradise Lost as both historical record and prophetic vision, Robert Browne immerses the characters into their roles as a contemporary Adam and Eve. Robert Browne moves John Milton's War in Heaven to a very Earthly realm, where Archangels of Light battle the Demons of Darkness in a perpetual struggle through many thousands of years. The human characters, racing against a prophecy of doom for humanity, seek redemption and salvation for themselves, and for all of humanity.

I highly recommend the non-stop action thrill ride The Paradise Prophecy by Robert Browne, to anyone seeking a novel that works well on several levels. The story can be read as a supernatural thriller, a bold re-imagining of John Milton's epic Paradise Lost, as an allegory for the constant struggle between Good and Evil, as a modern day vision of Adam and Eve and their fall from grace, or of the challenges facing the world because of he dualistic nature of humanity. In any event, you won't want to put this novel down until the last page is read, absorbed, and contemplated.

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Friday, December 30, 2011

 

What Would Steve Jobs Do? by Peter Sander - Book review




What Would Steve Jobs Do?

How the Steve Jobs Way Can Inspire Anyone to Think Differently and Win


By: Peter Sander

Published: November 8, 2011
Format: Hardcover, 240 pages
ISBN-10: 0071792740
ISBN-13: 978-0071792745
Publisher: McGraw-Hill Ryerson












"Steve Jobs proved himself to be both a titan of American business and a titan of of our personal experience. Nobody else in history has come close to achieving that status. The world is immeasurably better for his existence", writes researcher, business consultant, and former marketing program manager in Silicon Valley, Peter Sander, in his insightful and thought provoking book What Would Steve Jobs Do? How the Steve Jobs Way Can Inspire Anyone to Think Differently and Win. The author describes how Apple founder and CEO Steve Jobs was more than merely an innovator, but was a visionary leader who inspired others to greatness as well.

Peter Sander recognizes that the greatness of Steve Jobs, and what distinguishes the Apple founder from his contemporaries, is more than innovation. The author points out the legacy of Steve Jobs is felt in many areas of business, creativity, and of society itself. The author shares the genius of Steve Jobs as thinking very differently from anyone else; and of creating a company that differs radically from any other company. Peter Sander provides the innovative management concepts and leadership techniques employed by Steve Jobs for other business leaders to learn and emulate in their own organizations. The author writes that Steve Jobs knew instinctively the challenges facing business, in both the past few decades and into the future. Steve Jobs developed management, cultural changes, and leadership principles that overcame those obstacles in fresh and innovative ways.



Peter Sander (photo left) understands well the constant questions of how did Steve Jobs achieve so much and how did he do what he did during his all too short lifetime. The author puts together the pieces of the Steve Jobs management and leadership genius and the groundbreaking techniques he developed and practiced at Apple. Peter Sander focuses on the principles that made Steve Jobs into a transformational leader, and offers those insights for other business leaders to emulate and put into practice themselves.

Peter Sander provides what he calls the Steve Jobs Leadership Model. The model is composed of six parts that support and focus on excellence, creative thinking, and vision. The six components of the model are as follows:

* Customers: Know your customers needs and wants better than they do
* Vision: Move beyond the latest new product and think holistically about ideas
* Culture: Create an innovative culture with a positive can do anything attitude
* Products: Think of products in transformational and world changing terms
* Message: Send a message that becomes one with the product itself
* Personal brand: Create an image of consistency, trust, and delivering on promises

For me, the power of the book is how Peter Sander combines the theoretical framework of the pioneering thought and innovative leadership practices of Steve Jobs, with the practical techniques to incorporate them into any organization. The author goes beyond the usual biography of Steve Jobs or company history of Apple Computers. Instead, Peter Sander provides a valuable addition to the management and leadership literature through a presentation of the strategies and visions that Steve Jobs utilized so effectively in building more than simply a company.

Steve Jobs created innovative products as a side effect his dynamic company culture, visionary leadership, and a comprehensive insights into and understanding of the customer needs, wants, and desires. The greatness of Steve Jobs extends far beyond a computer company and its game changing products. The Steve Jobs effect had an impact on company culture, customer consideration, branding, marketing, leadership, creative thinking, and on the wider society itself. Any organizational leaders integrating the Steve Jobs principles into their own companies will find them transformational in unexpected and very positive ways.

I highly recommended the essential and game changing book What Would Steve Jobs Do? How the Steve Jobs Way Can Inspire Anyone to Think Differently and Win by Peter Sander to any business leader who seeks a game changing and competition surpassing approach to management and leadership. The vision, principles, and practices of Steve Jobs are in a class above the rest, and incorporating them into any company will turn that business into an industry leader in every aspect and sense of the word. You will learn to think differently from anyone else, as did Steve Jobs, and that's a good thing.

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Thursday, December 29, 2011

 

Ethan Willis & Randy Garn: Prosper: Create The Life You Really Want - Blog Business Success Radio

Listen to Wayne Hurlbert on Blog Talk Radio



Co-founders of Prosper, Inc., and co-authors of the wisdom filled and very practical book Prosper: Create the Life You Really Want, Ethan Willis and Randy Garn describe how real and sustainable prosperity is possible for everyone. Ethan and Randy share their Six Prosperity Practices® that will guide you toward achieving both money and happiness in just the right balance for your life. The authors provide a positive approach to prosperity that focuses on what you have, what is good about your life, and your vision for your future.The authors emphasize that there are no quick fixes or shortcuts to prosperity, and that much of what you have heard about prosperity in the past is wrong. Instead, Ethan and Randy offer a proven step by step process for achieving your goals and aspirations as to what prosperity means to you, on your own terms.

Ethan Willis and Randy Garn are my internet radio show guests on Blog Business Success; hosted live on BlogTalkRadio.

The show airs live on Thursday, December 29, at 8:00 pm Eastern Time; 5:00 pm Pacific Time.

Co-founders of Prosper, Inc., and co-authors of the wisdom filled and very practical book Prosper: Create the Life You Really Want, Ethan Willis and Randy Garn describe how real and sustainable prosperity is possible for everyone. You will learn:

* Why everything you have heard about prosperity is wrong

* What prosperity really means and what it doesn't mean

* How to achieve real and sustainable prosperity that is balanced

* How to apply the Six Prosperity Practices® effectively



Ethan Willis (photo left) is one of the founding partners of Prosper, Inc.. He's served as the company's CEO since its inception in 1999. Under his leadership, Prosper has mentored over 50,000 students in over eighty countries.

Ethan coauthored the #1 Wall Street Journal and New York Times business bestselling book The One Minute Entrepreneur with his friend and mentor Ken Blanchard and with Don Hutson. He is passionate about entrepreneurship, has founded or co-founded six businesses in the past twelve years, and has employed over 5,000 people during that span.

Ethan has been recognized as Entrepreneur of the Year by Ernst and Young, and a Top 100 Entrepreneur by Vspring. Ethan's work in the field of entrepreneurship has been published in Business Week, USA Today, Fox News, and various other publications. He is a graduate of Brigham Young University and the Owner President Management Program at Harvard University, and is an alumni of the Harvard Business School.

Ethan and his wife Ashley have five wonderful and active children they thoroughly enjoy.



Randy Garn (photo left) is one of the founding partners of Prosper, Inc.. He currently oversees the New Business Development Department and works closely with some of the world's most renowned educators, speakers, and thought leaders.

Randy is a passionate networker and entrepreneur, and he loves growing companies and helping companies succeed. Randy's a serial entrepreneur in connection with Prosper Inc. Randy has founded several other companies, which are industry leaders in online marketing specializing in customer acquisition, marketing, and product development. One of these companies, AdCafe.com, has more than 2 million subscribers and is growing.

He was awarded Entrepreneur of the Year by Ernst and Young, was a Top 40 under 40 Entrepreneur, and has helped the company receive various awards in social and charitable involvement. Randy is an alumni of Brigham Young University, a graduate of the Owner President Management Program at Harvard University, and is an alumni of the Harvard Business School.

Randy lives in Utah with his wife Charlotte and their four beautiful daughters.

My book review of Prosper: Create the Life You Really Want by Ethan Willis and Randy Garn.

Listen live on Thursday at 8:00 pm Eastern, 5:00 pm Pacific time.

BlogTalkRadio.com

If you miss this very informative show, it will be available for free download as a podcast for iPod, iTunes, and MP3 players; or play it right on your computer. To download this, or any other of my guest interviews, go to the Blog Business Success host page and click on Archived Segments. Once there, click on the podcast icon at the end of the episode description, to download the show free of charge for your listening enjoyment. You can also subscribe to the show feed.

Add to iTunes

To call in questions for my guest, the number is: (347) 996-5832

Let's talk with co-founders of Prosper, Inc., and co-authors of the wisdom filled and very practical book Prosper: Create the Life You Really Want, Ethan Willis and Randy Garn, as they describe how real and sustainable prosperity is possible for everyone. Ethan and Randy share their Six Prosperity Practices® that will guide you toward achieving both money and happiness in just the right balance for your life. The authors provide a positive approach to prosperity that focuses on what you have, what is good about your life, and your vision for your future.The authors emphasize that there are no quick fixes or shortcuts to prosperity, and that much of what you have heard about prosperity in the past is wrong. Instead, Ethan and Randy offer a proven step by step process for achieving your goals and aspirations as to what prosperity means to you, on your own terms on Blog Business Success Radio.

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Prosper: Create the Life You Really Want by Ethan Willis & Randy Garn - Book review




Prosper

Create the Life You Really Want


By: Ethan Willis, Randy Garn

Published: October 3, 2011
Format: Paperback, 168 pages
ISBN-10: 1609940709
ISBN-13: 978-1609940706
Publisher: Berrett-Koehler Publishers














"Much of what we are taught about prosperity and how we achieve it is just plain wrong", write Chief Executive Officer and Co-Founder of Prosper Inc., Ethan Willis; and Chief Relations Officer and Co-Founder of Prosper Inc., Randy Garn, in their wisdom filled and very practical book Prosper: Create the Life You Really Want. The authors describe the long term value and joy of creating a path to prosperity that is harmony with the individual's own most important and treasured goals, vision, and aspirations.



Ethan Willis (photo left) and Randy Garn understand that true prosperity is not only about money but also includes happiness in equal measure. The authors point out that while people have chased prosperity since the beginning of time, very few people have ever achieved true prosperity. Of those who did find prosperity, many found that state of being as very difficult to sustain, and the sense of prosperity was often lost for them. The author believe that real and sustainable prosperity is available and attainable by anyone. While they are careful to caution readers that some real effort is involved, the results are definitely worth the time and work put into the process. The authors share their proven techniques and practices, that work toward the ultimate goal of true prosperity, and maintain that balance of money and happiness over the long term as well.



Randy Garn (photo left) and Ethan Willis recognize and emphasize the critical importance of a person recognizing for themselves, what their vision of prosperity looks like, and focusing on that image. The outline must be clear to the individual, as a hazy and ill defined vision will not result in the desired level of prosperity. The more clarity to the vision, write the authors, the better for achieving it.

To guide people toward achieving a sustainable prosperity that is right for them, the authors share their six practices for reaching the balanced prosperity goals of money and happiness. The Six Prosperity Practices™ are as follows:

* Find your personal Polaris Point™
* Balance money and happiness
* Earn form the inside out
* Focus on what you already have
* Create and commit to a plan
* Take profound, continuous action

For me, the power of the book is how Ethan Willis and Randy Garn combine their theory and philosophy of prosperity, with their proven techniques and practices for achieving true and sustainable prosperity. The authors present a positive approach to prosperity, that is based on a person's deepest goals and aspirations. The vision of prosperity will vary widely from person to person, but the authors point out that process of reaching that vision is applicable to everyone. The authors enhance their Six Prosperity Practices™ with actual case studies, of the principles in action, to illustrate each point. Overall, the authors provide a system that anyone can adopt, practice, and achieve results provided that the person commits to the program.

I highly recommend the life transforming book Prosper: Create the Life You Really Want by Ethan Willis and Randy Garn, to anyone seeking a practical and realistic approach to achieving and sustaining prosperity in their own lives. This book offers the steps and the process. It's only up to the individual to clarify their goals and commit to work through the process to achieve them.

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Wednesday, December 28, 2011

 

The Yes Factor by Tonya Reiman - Book review



The Yes Factor

Get What You Want. Say What You Mean.


By: Tonya Reiman

Published: June 28, 2011
Format: Paperback, 320 pages
ISBN-10: 0452297214
ISBN-13: 978-0452297210
Publisher: Plume












"Every day, many times a day, you are selling you - your ideas, beliefs, products, services, desires. No matter what you do for a living or what you hope to achieve in your personal or professional life, can change the impressions that you make on others by changing the way you communicate. Getting those yeses will ensure that you become your best you, your Alpha You", writes communications seminar and workshop leader, consultant, corporate trainer Tonya Reiman, in her very practical and insightful book The Yes Factor: Get What You Want. Say What You Mean.. The author describes how to coordinate one's speech, clothing, and body language to present a completely authentic and confident message that will result in achieving one's personal and professional goals.

Tonya Reiman demonstrates how sending mixed messages, where the speaker's movements and body language don't match their words, will result in mistrust, loss of credibility, and a failure to receive a yes answer. The author understands that effective communication is more than simply the spoken words, but also depends upon the entire impression created by the speaker. A mismatch of words and body language will be picked up by the listener, resulting in a loss of that important affirmative response. Tonya Reiman provides a complete overview of the concept of non-verbal communication, including how to improve your own body messages, and how to read the unspoken messages sent by others.



Tonya Reiman (photo left) recognizes that effective communication is a whole body experience. As a result, the author offers advice on dressing appropriately, speaking clearly and effectively, and ensuring that the body movements match the overall message. For the author, this total communication approach is not manipulative, but rather is one that builds rapport between people, and sets them at ease. Instead of antagonism, the approach leads to bonding. People are much more collaborative with people who they like and trust.

Sending the right complete message, and creating that crucial positive first impression, builds that comfort and trust factor with others. The author divides her complete message approach to persuasive communication as follows:

* Understand the Alpha You
* Recognizing the real power of words
* Knowing the non-verbal advantage
* Putting the entire communication together

For me, the power of the book is how Tonya Reiman combines the theory of persuasive communication with practical, hands on lessons for understanding how words are not the only factor in conveying a message. The author points out the critical concept that people are selling themselves at all times, including those moments when they least suspect it. As a result, Tonya Reiman provides a clear description of how and why people often send unintentional conflicting messages, resulting in a negative or indifferent response. To demonstrate the key aspects of non-verbal communications, the author provides numerous photographs that illustrate the concepts in action. As an added, and very valuable feature, Tonya Reiman also includes her twenty-one day plan for mastering the principles of persuasive communication.

I highly recommend the very straight talking and engaging book The Yes Factor: Get What You Want. Say What You Mean. by Tonya Reiman, to anyone seeking to improve their overall communications skills. This useful book will help to present the Alpha You in all circumstances, resulting in many more yeses, and a vastly improved business, professional, and personal life.

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Tuesday, December 27, 2011

 

Jordan Goldman: Beating The High Cost Of College - Blog Business Success Radio

Listen to Wayne Hurlbert on Blog Talk Radio



Unigo.com founder and CEO Jordan Goldman, describes the cost of education and how to reduce your debt load while maximizing the educational experience. Jordan Goldman shares ideas for reducing college expenses, lowering student loan debt, and for managing your money effectively while at university, Jordan addresses myths about university quality, demand for different degrees, and the potential job market. Jordan also provides tips for students choosing to study around the world, and addresses the challenges faced by African American, Hispanic Americans, and other students of color. Learn how to choose your university wisely, avoid student load debt, and graduate with a degree and character that will land you a great career.

Jordan Goldman is my internet radio show guest on Blog Business Success; hosted live on BlogTalkRadio.

The show airs live on Tuesday, December 27, at 8:00 pm Eastern Time; 5:00 pm Pacific Time.

Unigo founder and CEO Jordan Goldman, describes the cost of education and how to reduce your debt load while maximizing the educational experience. You will learn:

* How to choose the college or university that is right for you

* How to avoid the crippling student loan debt that hampers many graduates

* How to reduce the cost of college or university in creative ways

* How to overcome challenges facing African American and Hispanic students



Jordan Goldman (photo left) is the founder and CEO of Unigo.com. The Wall Street Journal called Unigo “a college resource built for the age of YouTube and Facebook”, The New York Times said its reviews were “vivid in a way no guidebook can match,” and AlwaysOn named it “One of the 100 Private Companies with the Biggest Impact on the Public Sector.”

Since launch, Unigo has helped more than 4 million families find, get in and pay for college.

Through a strategic partnership with The Wall Street Journal, Jordan created a new brand – WSJ On Campus – which produced original journalism about college admissions and college life. Through a strategic partnership with McGraw Hill, he helped create an original curriculum on college and career readiness taught in high schools throughout America.

Jordan has been an education expert on more than 50 episodes of ABC News, has headlined live events for both The New York Times and The Wall Street Journal, and blogs for The Huffington Post. He is also the author of Students” Guide to Colleges 2004, 2005, 2006, 2007 and 2008, from Penguin Books.

Jordan has been featured in publications including Time, Newsweek, Forbes, Inc, Wired, Entrepreneur, USA Today and The Washington Post, and has been a guest on ABC News, Fox News, CNN, MSNBC, Fox Business Channel and Bloomberg News.

Listen live on Tuesday at 8:00 pm Eastern, 5:00 pm Pacific time.

BlogTalkRadio.com

If you miss this very informative show, it will be available for free download as a podcast for iPod, iTunes, and MP3 players; or play it right on your computer. To download this, or any other of my guest interviews, go to the Blog Business Success host page and click on Archived Segments. Once there, click on the podcast icon at the end of the episode description, to download the show free of charge for your listening enjoyment. You can also subscribe to the show feed.

Add to iTunes

To call in questions for my guest, the number is: (347) 996-5832

Let's talk with Unigo.com founder and CEO Jordan Goldman, as he describes the cost of education and how to reduce your debt load while maximizing the educational experience. Jordan Goldman shares ideas for reducing college expenses, lowering student loan debt, and for managing your money effectively while at university, Jordan addresses myths about university quality, demand for different degrees, and the potential job market. Jordan also provides tips for students choosing to study around the world, and addresses the challenges faced by African American, Hispanic Americans, and other students of color. Learn how to choose your university wisely, avoid student load debt, and graduate with a degree and character that will land you a great career on Blog Business Success Radio.

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Monday, December 26, 2011

 

From Idea To Success by Gregg Fairbrothers - Book review




From Idea to Success

The Dartmouth Entrepreneurial Network Guide for Start-Ups


By: Gregg Fairbrothers, Tessa Winter

Published: July 19, 2011
Format: Hardcover, 416 pages
ISBN-10: 0071760792
ISBN-13: 978-0071760799
Publisher: McGraw-Hill Ryerson, Ltd.











"Here, so it would seem, lies the future of the American economy: in entrepreneurship, in creating companies, in creating value from nothing", writes entrepreneur, adjunct business professor at Dartmouth College's Tuck School of Business, and Dartmouth Entrepreneurial Network (DEN) founder, Gregg Fairbrothers, in his visionary and practical advice packed book From Idea to Success: The Dartmouth Entrepreneurial Network Guide for Start-Ups. The author describes the importance of the entrepreneur to the economy, how to transform an ideas into a start-up business, and provides the tools and techniques for building a successful company from that founding idea.

Gregg Fairbrothers recognizes the critical importance of entrepreneurship to the health and growth of the economy. The author also understands that there are many aspiring entrepreneurs and countless ideas that fail to achieve success in a highly competitive marketplace. As a result, Gregg Fairbrothers proposes both a fresh approach to examining why an idea is important, why the would be entrepreneur wants to pursue that idea, and offers ideas and strategies for turning that idea into a viable company. For the author, the individual must begin to think and behave like an entrepreneur and business owner, and apply sound business practices to the new business venture.



Gregg Fairbrothers (photo left) shares the blueprint for start-up success, including providing caution as to the risk and hard work that are essential to reap the rewards of owning a company. The author covers the entire spectrum of issues and challenges facing would be entrepreneurs, as well as offering encouragement and strategies for achieving start-up success.

Gregg Fairbrothers divides is book into three major sections to develop the enterprise in the proper sequence of events, and to prevent the entrepreneur from succumbing to the temptation to skip any of the critical steps in the process. The three umbrella sections are:

* * The Framework: Asking the essential internal and external questions facing the entrepreneur, examining the idea, thinking about the market and risk factors, and considering the various legal issues

* Building Your Idea: Developing a business plan and a founding team, creating boards, adding employees, considering the competition, obtaining financing, and understanding the pertinent laws

* Managing The Company: Improving sales and negotiations, communications, decision making, accounting and money management, and growing the company including the eventual sale of the business

For me, the power of the book is how Gregg Fairbrothers combines the powerful concepts of entrepreneurship, creativity, vision, and hard work with the practical tools to transform that business idea into a successful start-up venture. The author provides the strategies and information necessary to ensure that the would be business owner considers all aspects of starting, developing, and managing a company. The author also expects the would be entrepreneur to examine and consider their own personal and business goals, as well as the real importance and impact of the base business idea.

One of the real values of this book is how Gregg Fairbrothers expresses his enthusiasm for the entire concept of entrepreneurship as essential for growing the economy and creating jobs. This book is clearly part of the author's vision, and that love of start-up business success is evident throughout the entire book.

I highly recommend the essential and very hands on book From Idea to Success: The Dartmouth Entrepreneurial Network Guide for Start-Ups by Gregg Fairbrothers, to anyone seeking a comprehensive guide to creating, starting, and operating a viable start-up company. This book covers all areas of an entrepreneurial venture, ensuring that business person considers all aspects of the business, including the ones that many books gloss over or omit entirely.

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Sunday, December 25, 2011

 

Research Ethics For Scientists: A Companion For Students by C. Neal Stewart, Jr. - Book review



Research Ethics for Scientists

A Companion for Students


By: C. Neal Stewart, Jr., Ph.D.

Published: December 6, 2011
Format: Paperback, 224 pages
ISBN-10: 0470745649
ISBN-13: 978-0470745649
Publisher: John Wiley & Sons, Inc.












"Research misconduct is a major threat to science. As much as some scientists wish to point fingers at politicians and the public as the principle bad players responsible for the lack of appreciation and funding that science deserves, I think the real enemy is within our own ranks", writes professor of plant sciences and holds the Ivan Racheff Chair of Excellence in plant molecular genetics at the University of Tennessee, C. Neal Stewart, Jr., Ph.D., in his very practical and indispensable guide book Research Ethics for Scientists : A Companion for Students. The author describes the primary issues of scientific research ethics, and provides a series of best practices to ensure that research is conducted and reported in an open an honest manner by students and practicing scientists alike.

C. Neal Stewart, Jr., Ph.D. recognizes that ethical issues exist within the scientific community, and that these unfortunate events must be curtailed and prevented for the benefit of both science and the larger society. For the author, the clear approach to solving this growing problem, is through supporting best ethical practices by all scientists on the one hand; and exposing unethical practices and scientists on the other. To ensure that ethics are understood by all students in the sciences, as well as by the entire scientific community, C. Neal Stewart, Jr., Ph.D. utilizes a systematic approach based on a series of functional themes. The author takes a positive stance of offering strong support for ethical practices in science, and on the practice of ethical scientific research and reporting.



C. Neal Stewart, Jr., Ph.D. (photo left) understands that it's up to the individual scientist to act ethically at all times. Indeed, he points out that the responsibility for ending the problem of ethical breaches rests entirely with scientists themselves. The author demonstrates that such ethical violations as plagiarism, falsifying research lab results and data, conflicts of interest, and claiming the work of others as one's own result in ruined careers. To counter these problems, Neal Stewart offers a process, broken into themes based on functions, to ensure that science students receive a proper grounding in ethics from the very beginning of their educational experience.

For me, the power of the book is how Neal Stewart takes a positive and pro-active approach to teaching ethical scientific behavior to students. This process of instilling strong ethical values and best practices, from the very start of the academic career, offers a preemptive means of reducing and even removing ethical violations from the field of science. The author doesn't address the ethical questions and issued raised by science, but instead addresses the ethical issues and dilemmas that arise from being a scientist. The focus of the book is on the individual learning the appropriate ethical practices.

Neal Stewart enhances his functional theme based approach with questions in each chapter that force the students to evaluate their own ethical positions. The book also contains instructive case studies that highlight the ethical issues faced by scientists. There are even a series of chapter by chapter questions, placed at the end of the book, to review and study more deeply the ethical issues faced by scientists.

I highly recommend the very hands on and essential book Research Ethics for Scientists : A Companion for Students by C. Neal Stewart, Jr., Ph.D., to any students seeking a strong foundation in the ethics of being a scientist, to any faculty and mentors teaching ethics to students and other scientists, and to any practicing scientists searching for a useful handbook for developing a set of best practices for themselves, their labs, or their entire organizations.

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Saturday, December 24, 2011

 

What To Ask The Person In The Mirror by Robert Steven Kaplan - Book review



What to Ask the Person in the Mirror

Critical Questions for Becoming a More Effective Leader and Reaching Your Potential


By: Robert Steven Kaplan

Published: August 3, 2011
Hardcover: 288 pages
ISBN-10: 1422170012
ISBN-13: 978-1422170014
Publisher: Harvard Business Review Press










"In the course of these experiences, I have found that almost without exception, successful leaders go through significant periods of time in which they feel confused, discouraged, and unsure of themselves and their decisions. They feel as if they should be somewhere else, doing something else. They wonder why other executives seem to have an easier time doing their jobs", writes Professor of Management Practice at Harvard Business School and co-chairman of Draper Richards Kaplan Foundation, Robert Steven Kaplan, in his brilliant and insightful book What to Ask the Person in the Mirror: Critical Questions for Becoming a More Effective Leader and Reaching Your Potential. The author describes how leaders are not born to greatness, but that their leadership skills are learned techniques that can be added to any successful executives personal toolbox.

Robert Kaplan understands that while leaders develop their leadership skills and abilities over time, the techniques and knowledge take hard work and determination to master. The author points out that all leaders enter into periods, that are often very lengthy in terms of time, where they doubt their own skills and ability to make the right decisions and take the proper course of action. Robert Kaplan writes that it's not the role of the successful leader to avoid their times of self doubt and loss of confidence. Instead, the author shares the skills and exercises that will guide the leader to take a step back and ask what are described as a series of critical questions. These personal queries provide fresh insights into the real problems, develop solutions and a plan of action that the leader can utilize to propel the organization forward to meet and overcome any challenge.



Robert Steven Kaplan (photo left) understands that all leaders experience times of self doubt and uncertainty. This important observation leads the author to the insight that successful leaders discover how to work through these periods of personal crisis. Robert Kaplan describes the techniques that are learned, practiced, and put into action to establish effective leaders in any field of endeavor. The starting point for this long and often difficult journey toward confident leadership begins with asking oneself the critical questions.

Robert Kaplan provides seven areas of personal questioning that lead to successful and effective leadership. The seven principles are as follows:

* Vision and priorities
* Managing your time
* Giving and getting feedback
* Succession planning and delegation
* Evaluation and alignment
* The leader as role model
* Reaching your potential

For me, the power of the book is how Robert Steven Kaplan combines his theoretical framework for establishing successful leadership skills, with the practical techniques, tools, and exercises necessary to create dynamic personal change and growth. The author supports his recommendations with his decades of personal experience with leaders of all types. Unlike many leadership book authors, Robert Kaplan acknowledges that learning the essential skills of leadership is a long and often difficult process that can't be achieved overnight. Instead, the author presents a realistic overview of the entire personal leadership journey, and how many of the steps present a major challenge to potential leaders.

I highly recommend the practical and idea filled book What to Ask the Person in the Mirror: Critical Questions for Becoming a More Effective Leader and Reaching Your Potential by Robert Steven Kaplan, to anyone seeking a clear and realistic guide to developing personal leadership skills that really work to guide executives in overcoming challenges in any field. This book will transform anyone, who is willing to put in the time and effort, into an effective leader who gets things done to benefit the entire organization and its future.

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Friday, December 23, 2011

 

The Power of Presence by Kristi Hedges - Book review



The Power of Presence

Unlock Your Potential to Influence and Engage Others


By: Kristi Hedges

Published: November 18, 2011
Format: Hardcover, 240 pages
ISBN-10: 0814417736
ISBN-13: 978-0814417737
Publisher: AMACOM













"Executive presence begins in your head. It resides in how you think about yourself, your abilities, your environment, and your potential", writes communications expert, entrepreneur, and certified leadership coach Kristi Hedges in her empowering and career building book The Power of Presence: Unlock Your Potential to Influence and Engage Others. The author describes the critical importance of executive presence for business and career success, and provides an effective blueprint for developing a strong and confident presence for anyone.

Kristi Hedges understands the importance of of leadership presence in today's highly competitive business, career, and employment markets. The author offers compelling evidence that improving one's personal presence, regardless of of their personality or position, greatly increases the opportunities for success. Kristi Hedges provides research based evidence that simply having the required skill level is no longer sufficient. Without a presence that creates respect and attracts others, a very highly qualified and skilled person will be overlooked and not provide their ideas and talents fully to their organization. The author points out that leadership and presence enhancing skills can be learned by anyone, while building on their own individual strengths.



Kristi Hedges (photo left) recognizes that a person's inner mind must be combined with the outer impression given to others to form their authentic presence. The author dispels concerns that executive presence is some sort of act or manipulation. Instead, Kristi Hedges demonstrates that the most effective and confident form of presence is in complete alignment with their own inner beliefs and principles.

To achieve that authentic presence, Kristi Hedges shares her I-Presence™ model for the development of leadership presence. The three principles of the I-Presence™ are as follows:

* Intentional: A person's beliefs must match their internal and external messages, body language, and self confidence.

* Individual: Leaders must have the ability to connect with others at all levels.

* Inspirational: Leaders must learn how to inspire and motivate others as visionaries.

For me, the power of the book is how Kristi Hedges combines the theoretical framework of her I-Presence™ model with the practical tools and techniques to develop one's latent executive presence skills. Unlike many books that recommend adopting the entire system, Kristi Hedges reminds her readers that even developing one area of executive presence will provide a powerful and positive impact on their careers. The book is filled with exercises, and useful chapter takeaways, that can be practiced and applied both immediately, and over the longer term. The author also backs up her concepts with real world research data that underline their effectiveness and value.

I highly recommend the very engaging and hands on book The Power of Presence: Unlock Your Potential to Influence and Engage Others by Kristi Hedges, to anyone seeking to improve their personal leadership and executive presence, to enrich and enhance their business, career, and personal lives. This book will increase your confidence, your ability to inspire others, and help you to rise much higher in your career or profession than you had ever dreamed was possible.

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Thursday, December 22, 2011

 

The Decision To Trust by Robert F. Hurley - Book review



The Decision to Trust

How Leaders Create High-Trust Organizations


By: Robert F. Hurley

Published: October 25, 2011
Hardcover: 256 pages
ISBN-10: 1118072642
ISBN-13: 978-1118072646
Publisher: Jossey-Bass














"Trust is central to human existence. like all social animals, human beings have an instinctive need to cooperate and rely on each other in order to satisfy their most basic emotional, psychological, and material needs. without trust, we are not only less happy as individuals but also less productive in groups", writes professor at Fordham University and president of Hurley Associates, Robert F. Hurley in his comprehensive and thought provoking book The Decision to Trust: How Leaders Create High-Trust Organizations. The author describes despite the overall decline in trust found in today's society, it's critical for companies to develop trust within their organizations and its teams, to achieve peak performance.

Robert Hurley recognizes that the current loss of trust in institutions and business is an important phenomenon in our lives. At the same time, however, the author understands completely that without a high level of trust, organizations cannot achieve a high level of productivity and performance. Robert Hurley points out that without a high trust factor in a company, attracting and retaining top talent is very difficult to attain. If co-workers don't trust their managers or one another, very little will be achieved in the organization either. Robert Hurley considers trust to be at the very foundation of an organization's success. As a result, the author shares his dynamic framework for building and maintaining trust in any company, and achieving top performance.



Robert F. Hurley (photo left) understands the dynamic nature of trust relationships within an organizational culture. This dynamism is based on experience. If the employee is faced with deceit, the individual will lose trust in the deceitful person. Once lost, that trust is very difficult to regain and reestablish. On the other hand, if an employee is rewarded in a trusting relationship with managers and co-workers, the level of trust will be deepened and strengthened. For employees at the team level, or at the level of the entire organization, a culture of trust will achieve superior results over a climate of fear and mistrust.

Rober Hurley proposes the Decision To Trust Model (DTM) to enrich the trust level within organizations. The factors are as follows:

* Security
* Similarity
* Alignment of interests
* Benevolent concern
* Capability
* Predictability and integrity
* Communication

For me, tho power of the book is how Robert Hurley combines the theoretical framework for improving trust levels with the practical tools and techniques to establish more organizational and team trust. The author demonstrates how to pinpoint the areas where trust has broken down, and provides the process for repairing the damage, as well as building new bonds of trust between people. Robert Hurley strengthens his proposed Decision To Trust Model (DTM) with a step by step system for its implementation.

The author also offers two decades of research data, real world case studies, and examples of improved trust resulting in more engaged and productive employees. Robert Hurley demonstrates clearly that trusting organizational cultures operate on a higher degree of performance and are more profitable for the company.

I highly recommend the essential and engaging book The Decision to Trust: How Leaders Create High-Trust Organizations by Robert F. Hurley, to any business leaders, managers, or anyone involved in employee relations who are seeking a proven and effective system for creating, nurturing, and deepening trust levels within organizations. This book, and the processes it contains, will transform a company culture from one of fear and mistrust, to one where engaged employees perform at peak levels, and where profitability is much higher than ever before.

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Wednesday, December 21, 2011

 

Masters of Business Administration admissions questions - Shari Sekel: Brock University Faculty of Business - Interview



Shari Sekel, of the Brock University Faculty of Business was kind enough to take the time to answer a few questions about the Brock University Master of Business Administration (MBA) programs, the faculty admissions process, and about applying for attaining the MBA degree in general.

Shari Sekel described the popularity of the MBA degree, what potential students need to know about the admissions process, and how the school will help students achieve the educational goals that are right for the individual.

Thanks to Shari Sekel for her time, and for her very informative and comprehensive responses. They are greatly appreciated.

Why have Masters of Business Administration (MBA) become so popular in recent years?

Shari Sekel: I think that the MBA has always been a popular degree in certain markets. Where we have seen a lot of growth in the industry, however, is in the expanded reach to different types of students. As an example, we now see several programs (including Brock’s) which do not require work experience. When combined with co-op opportunities, the MBA becomes an attractive opportunity for students fresh from undergraduate studies – those who want to set themselves apart from their job-seeking colleagues by achieving the MBA at the commencement of their careers.

We found this was particularly true in 2008 and 2009 when new bachelors grads were faced with a tight job market – the MBA was a way to wait out the economic downturn while setting themselves up with a qualification that would help them accelerate their career progression in future years.

The other area where we have seen a lot of growth in MBA offerings in Canada is the international student marketplace. The global economy of the 21st century demands leaders who are trained in business theory and practices beyond the borders of individual countries. We see a lot more partnerships between business schools in different parts of the world, greater international exchange opportunities for MBA students and a great value placed on the rich cultural diversity that international students bring to classroom discussion and group projects in an MBA program.

With so many students applying for limited MBA spaces, what crucial challenges do students face in their application process?

Shari Sekel: Applying to graduate school, similar to applying for job opportunities, is all about differentiating yourself from the rest of the applicant pool. Students can stand out through strong GMATs and GPAs but there are also other ways that students can bolster their applications. As an example, leadership experience – both paid and volunteer – should be highlighted in any MBA application.

The personal statement (also known as the statement of interest) is important because it can help admissions personnel assess applicant/program fit. I always encourage applicants to talk about two main things in their statement. First, talk about what the student is hoping to get out of the MBA program – how will the program help the student achieve his or her career objectives? Second, talk about what the program can expect to get out of the applicant – highlight experience, previous activities, unique skill sets that will contribute to the program learning environment.

Many students consider the GMAT test to be their nemesis. Is the GMAT a student;'s enemy or does it offer some real benefits as well?

Shari Sekel: The GMAT is definitely not a student’s enemy. There are a lot of instances where it can be one of the most useful parts of an MBA application. Remember, the admissions process is all about trying to predict which applicants will find academic success in the MBA program. Admissions Committees look at lots of factors when trying to make this prediction. The GPA and GMAT are generally the two main objective measures of an MBA application.

Imagine a case where an applicant graduated from his or her undergraduate program fifteen or twenty years ago. In this instance, the GPA is clearly not going to be as reliable a predictor of current abilities as a GMAT score written within the last year or so. So students whose long-ago undergraduate performance was weak can find a lot of benefit in a GMAT score that more appropriately reflects their current potential.

For another example, consider a case where an applicant studied a non-business undergraduate degree (very common, by the way) but has a keen interest in a business career. We often see that students who are not passionate about their undergraduate subject matter have grades which reflect their lack of engagement. In these cases, the GMAT offers the applicants a chance to demonstrate their capabilities in subject areas more relevant to their proposed graduate business studies. On the admissions side, the GMAT is a tool that helps us compare applicants from diverse educational backgrounds. Such comparisons are not always relevant when done using GPA alone as we typically see lower grades in some disciplines than others.



Shari Sekel, Brock University Faculty of Business (photo left)

Many potential MBA students are intimidated by the process, and are afraid to ask questions of the faculty. How can this fear be overcome?

Shari Sekel: At Brock, as well as many other MBA programs, we strongly encourage students to contact us in advance of their applications. We want to make sure that questions get answered, that the application process itself runs smoothly and timely and that the applicant’s objectives are consistent with the program options that we can deliver. You’ll read below that making connections with your schools of choice before submitting your applications is actually a great approach!

Before contacting a school, students need to have a good understanding of their own objectives and need to have done some research through program websites. Most simple questions about program specializations, start dates, fees, and more can be easily located online. Once students have learned the basics from the program websites, they should be able to create a short list of schools that seem to cover their basic needs/wants. At that point, students should make a connection with each program to talk about fit.

But students should be prepared to answer as many questions as they ask. In fact, when I counsel MBA prospects, I always start the conversation by talking about their career objectives. Doing so helps make sure that I’m providing students with information relevant to their individual circumstances.

Choosing a graduate program is a big decision – students owe it to themselves to make a personal connection with their MBA program choices. At Brock, we’re genuinely interested in finding students who are the right fit for our program – and we’ll be honest if a prospect and his or her objectives is not a good fit for what we have to offer. In fact, we’re happy to point you to another program that might be a more appropriate choice for your needs. These are the kinds of things that aren’t on the website so making that connection is definitely worth it!

How does a student know that they are the right fit for the school and courses they are selecting for their MBA program?

Shari Sekel: There are no guarantees in life. All we can do is try to predict the future. On the MBA program side, we have admissions requirements and processes that help us predict which applicants will be successful in our program. These are the people to whom we will offer admission. At the same time, prospective MBA students undertake an admissions process of their own as they decide which programs are worth their application and most likely to help them achieve their objectives.

As discussed elsewhere in more detail, there are three main recommendations that I have for MBA prospects. First, they need to understand themselves, their strengths, their weaknesses and their objectives. Second, they need to do some basic research online. Third, students need to connect with their prospective schools. Talk to people, visit campus, get advice from the program staff who’ve seen previous students come through the program. Ask if these experts have had other students with a similar background come through the MBA? Was the program a good fit for them?

At the end of the day, students won’t know until they are likely long out of their MBA program whether it was the perfect fit for them. A lot of the theory and professional skills acquired in an MBA only show their value when applied in the post-MBA workplace. The steps described above, however, will certainly help an MBA prospect make the best possible prediction.

Students often think that the admissions process is out to eliminate them. Is this a misconception on the part of some applicants?

Shari Sekel: Absolutely! Most MBA programs are looking for the strengths in their applicants. Prospective MBA students come from a wide variety of backgrounds and each application is unique. As such, it really isn’t productive to apply a cookie-cutter admissions approach. There are certainly minimum academic standards that need to be met – we are talking about a graduate degree, after all – but MBA applicants almost always offer a lot of other important factors including work or volunteer experience, diverse academic and cultural backgrounds, extra-curricular leadership positions and more. All of these things are valuable to an application and can really impress those involved in the MBA admissions process.

Is the MBA option the right one for every student; and what should they consider before applying to a school?

Shari Sekel: The MBA is a broad business degree that helps individuals pursue their career objectives – but it is certainly not the only means by which people can further their education. Students who are interested in pursuing a research-based career or further academic study at the doctoral level, for example, are usually better served by a more research-intensive graduate program – like Brock’s Master of Science in Management – where there is a mandatory thesis requirement. In other cases, a post-graduate diploma at the college-level is a viable and useful option for further education.

Before applying to any school, I strongly advise students to make a connection to an advisor for some pre-admission counseling. MBA application fees are usually at least $100 – students who connect with schools early can really make sure that their applications are targeted. At Brock, we have one individual who serves as the point of contact for all prospective students in our traditional MBA program. She works extensively with students from their first inquiry through to (hopefully) admission to the program. I also encourage students to visit campuses – look for opportunities to connect with current students, alumni and faculty at recruiting events.

At Brock, we have launched a live webinar series that includes monthly informal chats with myself and our team, Q&A sessions with current students, faculty and alumni. We’ve been able to connect with prospects from around the world – and, most importantly, they’ve been able to see, hear and ask questions of the very same people who will help them along their MBA journey from first inquiry through the graduation ceremony and beyond. In short, don’t be afraid to connect with your target schools – that is what we’re here for!

What is the first step a student should take before beginning the MBA application process?

Shari Sekel: People who are thinking about an MBA or any graduate program need to make sure that they have a clear understanding of their objectives. Where do you they see themselves in five years? Ten years? Are they looking to shift careers or industries? Ultimately, students who clearly understand their own goals are the most likely to find the best fit with the MBA or other graduate program that they choose.

Prospective applicants also need to understand their own learning styles. Do they learn best in large, lecture-based environments or small, highly interactive classes? Different MBA programs offer different advantages – only a student who understands his or her own educational needs and expectations will be able to make the best choice about their future.

What is next for the Brock University Faculty of Business?

Shari Sekel: The University is in the advanced planning stages for a new $50-million facility to house the Faculty of Business. Space for graduate programs and research are among the top priorities in the planned facility. We are currently pursuing financial support from the province of Ontario.

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Tuesday, December 20, 2011

 

Kristin Zhivago: Roadmap To Revenue - Blog Business Success Radio

Listen to Wayne Hurlbert on Blog Talk Radio



Revenue coach and author of the eye opening and results oriented book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, Kristin Zhivago, describes how customers have changed and that salespeople have not changed their approach, resulting in a mismatch between what customers expect and what they actually hear. Kristin Zhivago points out that not only do sales representatives not answer the most important questions from buyers, but neither do their company websites. Kristin demonstrates how to avoid the most common mistakes made by salespeople when working with today's empowered customers, She also provides a roadmap that will guide sales reps along the right path to providing what buyers really want and understanding their new buying process, regardless of the buyer's level of interest or scrutiny of the company, products, or services.

Kristin Zhivago is my internet radio show guest on Blog Business Success; hosted live on BlogTalkRadio.

The show airs live on Tuesday, December 20, at 8:00 pm Eastern Time; 5:00 pm Pacific Time.

Revenue coach and author of the eye opening and results oriented book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, Kristin Zhivago, describes how customers have changed and that salespeople have not changed their approach, resulting in a mismatch between what customers expect and what they actually hear. You will learn:

* What customers really care about when buying

* Why customers don't buy from you

* How to utilize an effective, repeatable system to increase sales

* How to incorporate the system into your entire company and its culture



Kristin Zhivago (photo left) is a "revenue coach" whose clients range from thriving young start-ups to those in the Fortune 500, including Dow Jones, IBM, and Johnson & Johnson, and the fastest-growing companies, including Bazaarvoice and Eloqua.

Zhivago has become one of the world’s leading experts on the customer’s buying process. She speaks and teaches frequently for companies and organizations. She is the author of the blog RevenueJournal.com

Kristin Zhivago has perfected a works-every-time research method to uncover the barriers to the sale — and to identify what is working and what is broken. She then uses her findings to guide managers in creating customer-centric companies, websites, products, and services. The methods she has perfected are revealed in her new book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy.

After selling and marketing software and other technology products for 12 years, Zhivago founded Zhivago Management Partners, Inc., in Silicon Valley, in 1979. The company moved to Jamestown, RI in 1996. Zhivago worked exclusively in the high-tech industry until the Web emerged as a platform for commerce in 1994. She then started also applying her revenue growth methods to companies in the travel, health, publishing, food, and consumer goods industries. She spent a number of years as a "rent-a-VP," performing marketing and sales department turnarounds for CEOs, and then settled on her current role as Revenue Coach. She is passionate about helping CEOs, entrepreneurs and managers increase their revenue, using logical and straightforward methods.

My book review of Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy by Kristin Zhivago.

My book review of Rivers of Revenue: What to Do When the Money Stops Flowing by Kristin Zhivago.

Listen live on Tuesday at 8:00 pm Eastern, 5:00 pm Pacific time.

BlogTalkRadio.com

If you miss this very informative show, it will be available for free download as a podcast for iPod, iTunes, and MP3 players; or play it right on your computer. To download this, or any other of my guest interviews, go to the Blog Business Success host page and click on Archived Segments. Once there, click on the podcast icon at the end of the episode description, to download the show free of charge for your listening enjoyment. You can also subscribe to the show feed.

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To call in questions for my guest, the number is: (347) 996-5832

Let's talk with revenue coach and author of the eye opening and results oriented book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, Kristin Zhivago, as she describes how customers have changed and that salespeople have not changed their approach, resulting in a mismatch between what customers expect and what they actually hear. Kristin Zhivago points out that not only do sales representatives not answer the most important questions from buyers, but neither do their company websites. Kristin demonstrates how to avoid the most common mistakes made by salespeople when working with today's empowered customers, She also provides a roadmap that will guide sales reps along the right path to providing what buyers really want and understanding their new buying process, regardless of the buyer's level of interest or scrutiny of the company, products, or services on Blog Business Success Radio.

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Roadmap To Revenue by Kristin Zhivago - Book review





Roadmap to Revenue

How to Sell the Way Your Customers Want to Buy


By: Kristin Zhivago

Published: April 15, 2011
Format: Hardcover, 296 pages
ISBN-10: 0974917923
ISBN-13: 978-0974917924h
Publisher: Bristol & Shipley Press











"The two activities - your selling and their buying - are worlds apart. The misalignment between what you are doing, and what your customer is doing, is costing you. You are losing sales you should be making. You're also wasting money", writes revenue coach Kristin Zhivago in her eye opening and results oriented book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy. The author describes how customers have a buying process that they follow, and it's critical for marketers and sales representatives to understand what the buyer is trying to do during the sale.

Kristin Zhivago understands that marketing people and sales representatives are not always on the same page. Marketers believe that bringing in leads and prospects are their job; but, mistakenly, that closing the sale is not their role. The author makes it clear that today's empowered buyer requires attention from both the marketing staff and the sales people. The buyer, after all, is the person who determines whether or not to purchase a product or service. Kristin Zhivago points out that customers will tell you what they want, if they are asked properly, at the correct time, and in the right manner. The author makes it clear that the wrong time to ask is during the sales process, because buyers rarely tell salespeople what they are thinking while they are in negotiation mode.. Kristin Zhivago also offers advice on the shortcomings of focus groups and surveys, as well as the limitations of social media driven information.



Kristin Zhivago (photo left) recognizes the importance of creating and developing a system, that is logical and easily followed to increase the volume of sales. Through the use of the system recommended by the author, sales and marketing people will know what is preventing the customer from buying, and then by applying the appropriate remedy.

The major emphasis, in the system prescribed by Kristin Zhivago, is on reverse engineering successful sales to determine what went right about that process through a deeper understanding of the customer's viewpoint. With that knowledge in hand, the successful process becomes a repeatable event. The author makes clear that the system is an inclusive one, that can be applied to all sales situations. Once the system is integrated into the sales process:

* Buyers will help with the sale and provide referrals
* Internal political issues between employees and departments will end
* Marketing, sales, product development and product management will be aligned

For me, the power of the book is how Kristin Zhivago presents a comprehensive system that can be incorporated into any organization and will achieve positive sales results. The promise of the book is to build revenue through selling to customers in the way they prefer to buy. The author delivers on that promise by focusing the system on the customer, and away from the sales representative or marketer.

Kristin Zhivago guides the sales person through the entire process, including the complete review of current sales practices, reverse engineering successful sales, and providing a complete system to increase the overall number and value of sales for the sales staff. Another positive feature of the process, and one that is usually not considered in sales related books, is the inclusion of how and why the system will improve the internal culture of the organization itself.

I highly recommend the valuable and sales boosting book Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy by Kristin Zhivago, to any entrepreneurs, top managers, sales managers, marketers, sales representatives, and other business people seeking a proven and effective system for increasing their sales numbers. This book will change the way you think about customers, how they buy, and how to place your products and services in alignment with how the customer chooses to buy them.

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