Book Summaries

Browse the full archive of Soundview Executive Book Summaries®.
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  • Image of The Innovative Sale

    The Innovative Sale

    by Mark Donnolo
    Item #: 3620
    Sales and creativity expert Mark Donnolo details six Innovative Sale principles –– pattern, variety, unity, contrast, movement and harmony –– that can be used to create better value propositions and assess your team’s Creative Quotient for Sales. This guide will help you incorporate creativity into your sales practices and better understand your customers.
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  • Image of Rainmaking Conversations

    Rainmaking Conversations

    by John E. Doerr, Mike Schultz
    Item #: 3324
    Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, practical selling approach that will help you master the art of the sales conversation.
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  • Image of SNAP Selling

    SNAP Selling

    by Jill Konrath
    Item #: 3227
    In SNAP Selling, Jill Konrath alerts us to the fact that we are on the edge of a new age in selling — it’s no longer a numbers game. Today, you actually will be more successful if you make fewer calls, meetings and presentations. Konrath offers four SNAP rules to win more sales, and she teaches us that sales is an outcome not a goal.
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  • Image of A Seat at the Table

    A Seat at the Table

    by Marc Miller
    Item #: 3203
    Bestselling author Marc Miller delivers a new, critical tool for connecting with decision makers to make more and bigger sales. He offers a new sales approach designed to help salespeople earn A Seat at the Table – the place reserved for those select people who set the direction and the budget of an enterprise.
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  • Image of Making the Number

    Making the Number

    by Aaron Bartels, Greg Alexander, Mike Drapeau
    Item #: 3105
    Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. Making the Number will show you and your sales team how to crush the competition. The authors take readers through their five-step methodology, showing how to select metrics; gather, compute, and compare external and internal data; and then actually use the data. Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
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  • Image of What the Customer Wants You to Know

    What the Customer Wants You to Know

    by Ram Charan
    Item #: 31TTFS
    More than ever these days, the sales process tends to be a war about price. But there's a better way to think about sales, says best-selling author Ram Charan. Charan defines this new approach to selling as value creation selling (VCS), which he says is radical but nonetheless practical. VCS differentiates you from the competition, paving the way to better pricing, better margins and higher revenue growth built on win-win relationships that deepen over time.
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  • Image of The Perfect Salesforce

    The Perfect Salesforce

    by Derek Gatehouse
    Item #: 3007
    Despite billions spent every year on personality profiling, sales training, motivation experts, coaches and incentives, there’s never been a proven formula for building a sales force of top performers. Author Derek Gatehouse argues that sales is about people, not a process. The Perfect SalesForce is a return to people –– different types of people who excel naturally in different types of sales jobs.
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  • Image of Flawless Consulting

    Flawless Consulting

    by Peter Block
    Item #: 29BTFS
    Consulting flawlessly requires intense concentration on two processes: being as authentic as you can be at all times with the client; and attending directly, in words and actions, to the business of each stage of the consulting process. This summary describes what authentic consulting behavior looks like. It also describes the business side of each stage of the consulting process.
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  • Image of The Ultimate Sales Machine

    The Ultimate Sales Machine

    by Chet Holmes
    Item #: 2928
    In the cut throat sales world a number of managers leap from one strategic trend to the next, becoming bogged down during the process instead of rising to the top. According to Chet Holmes –– known as “America’s greatest business growth expert” –– that doesn’t have to be the case if you take the time and focus. Holmes provides 12 key strategies to turn any business into what he deems “the ultimate sales machine.”
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