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Jose Ernesto Passos RSS Feed (São Paulo, SP Brazil)
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Little Red Book of Selling: 12.5 Principles of Sales Greatness
Little Red Book of Selling: 12.5 Principles of Sales Greatness
by Jeffrey H. Gitomer
Edition: Hardcover
Price: $11.50
332 used & new from $1.22

2 of 2 people found the following review helpful
5.0 out of 5 stars The Basic Skills a Sales Professional must have..., May 11, 2013
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This book is not only about motivation, but basic skills that a sales professional must pursue.
My experience with people that are successful in sales is that they typically acquired the type of skills presented by Mr. Gitomer.

If someone wants additional techniques it should look elsewhere for information that is more specific to the sales problem that the professional is facing. Several books will complement this book like:

Books centered around research done by Xerox on customer buying behavior:
Customer Centric Selling
Spin Selling
Solution Selling

Books related to the way you present:
Presenting to Win
The Power Presenter
Whiteboard Selling
Lead with a Story

For those involved in Selling Software and similar products:
Great Demo!
Demonstrating to Win!

On motivation:
Selling with a Noble Purpose
The One Thing

I think the little red book is just the beginning of the journey!


Positioning: The Battle for Your Mind, 20th Anniversary Edition
Positioning: The Battle for Your Mind, 20th Anniversary Edition
by Al Ries
Edition: Hardcover
Price: $17.63
123 used & new from $1.41

5.0 out of 5 stars A Major conceptual contribution to Marketing and Advertising., May 1, 2013
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Positioning is part of the evolution in concepts used by Advertising and Marketing. Some authors and practitioners like Claude Hopkins, Rosser Reeves, David Ogilvy have made fundamental contributions to the development of Advertising. I have an impression that Positioning is also the latest great contribution in the history of Advertising.
After this book, marketing authors have rediscovered old concepts with other words again and again... (If someone identifies a new fundamental concept introduced later please post your comment on this review!).

This book is a must read, for the ideas in it and the pleasure to read it.

The importance of "Positioning" had a great example just recently in American Business history.
Steve Jobs was a master of positioning, he did it to Apple and Pixar in a spectacular way. Each new product he unveiled to the public he would position it in a very particular way creating a marketing impact second to none.

What is most strange is that, the Authors of Positioning kept repeating themselves in several books, committing the same sin that they criticized on others, line extension!


Whiteboard Selling: Empowering Sales Through Visuals
Whiteboard Selling: Empowering Sales Through Visuals
by Corey Sommers
Edition: Paperback
Price: $18.34
67 used & new from $11.97

4 of 4 people found the following review helpful
4.0 out of 5 stars The tip of the iceberg....You read the book and..., April 23, 2013
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I have seen some sales professionals using this technique and I had a very good impression of it.
This is a book by professionals that also sell consulting and training on the technique proposed.
I think they deliver most of the important concepts and information regarding how to develop and apply the techniques proposed. The book is very nice to read and you can develop the technique by using it.
I have an observation, it is my opinion, that this type of technique has a pre-requisite: deep knowledge about the product or service that you want to present (if you are going to prepare the whiteboard from scratch).

It is a honest book, it delivers the main concepts, and the major reason for one to go through their training is to speed the process of learning and be proficient in the techniques presented. I think it is possible for one person to learn doing whiteboard presentations by just reading the book, but it will require lots of perspiration to get it right.
My conclusion is: the book is a good preparation for one to go through their training!

Why I gave 4 stars? I believe that they should have made it in 4 colours so that the examples would shine as they should! Otherwise I think it is a five star book.


Karsh: A Biography In Images
Karsh: A Biography In Images
by Yousuf Karsh
Edition: Paperback
Price: $27.08
48 used & new from $14.98

0 of 1 people found the following review helpful
5.0 out of 5 stars Revealing the personalities in portrait..., March 26, 2013
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When I think about photography, most of the time I am looking at the instruments (the cameras and lenses) and not the art in the pictures.
Only recently, I discovered Karsh (looking at his famous picture of Churchill!) I decided to look for some books on him and I bought this one.

It is great! Karsh has the ability of revealing the soul of his subjects! His pictures are works of art, the book is a great sample of the many pictures he took during his life.
I am amazed by the number of incredible people he photographed. He had an incredible life!! He photographed the XX century!

This book is a book to learn and enjoy.


The Retail Revival: Reimagining Business for the New Age of Consumerism
The Retail Revival: Reimagining Business for the New Age of Consumerism
by Doug Stephens
Edition: Hardcover
Price: $18.12
56 used & new from $6.53

4 of 4 people found the following review helpful
5.0 out of 5 stars Doug Stephens, A Retailing Philosopher...with pratical ideas., March 21, 2013
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The Retail Revival is a great book to understand the social, demographic, technological and economic trends that are changing the world in the last 30 or 40 years from the perspective of someone who is in businesses that deal with the general public. It is not a how to book, but a book that presents ideas and concepts that are used (or misused) by marketing and retail professionals and how they have been impacted by the current state of things like, social media, internet, demographics...

One of its key ideas is that what is happening in the current Developed World Economy is not only caused by the recent economic crisis, but is the product of a series of changes:
- some technological, like the brutal explosion in information available to consumers and the new media where consumers can post their opinions and impact marketing actions in unexpected ways.
- others are demographical in nature, like the quantity of households of single people, single parents and so on.
- the new internet retailers with new capacities regarding their ability to understand their customers through their systems (like Amazon here!)
- the destruction of valuable blue collar positions by outsourcing to poor countries and increase the income inequality.
In summary, economic power is changing hands...(from Walmart to Amazon) the big retailers are becoming history. New organizations are being born and becoming successful as the generations of customers are changing. (The baby bomers are retiring...)

It is a book to get new insights and improve your vision on what is changing that impacts your business. Doug Stephens not only analyses the recent past, but also identifies some of the new directions that retail companies should look into to create their new future. These are the most difficult to evaluate, for many ideas will have to be invented or discovered by entrepreneurs around the world, and when we talk about innovation its easier to see and understand them when they become history.

The book is well written, sometimes you will feel like as Doug Stephens is in the room giving a lecture on the subject.


The Great Convergence: Asia, the West, and the Logic of One World
The Great Convergence: Asia, the West, and the Logic of One World
by Kishore Mahbubani
Edition: Hardcover
89 used & new from $0.01

29 of 33 people found the following review helpful
5.0 out of 5 stars A Positive view of Globalization., February 14, 2013
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Kishore Mahbubani is very optimistic about the current trends in the world economy. The way he writes is almost euphoric.
The rhythm of his words communicates the speed of the current economic development of the big Asian countries. It sounds like advertising.

He analyses several facts like the speed of economic growth, the increase in the global middle class, specially in Asia, the reduction in war fatalities, to demonstrate his point of view. His position is to help improve the development of current institutions to keep the current momentum.

He sees a world in which governments and their leaders increasingly are adopting a common set of concepts: acceptance of modern science, logical reasoning, acceptance of free-market economics as the base of policy, transformation of the relationship of the government with its subjects (their own people) and increase in multilateral treaties/organizations to solve international problems. This adoption is causing a major change in direction for all of humanity as we are becoming more and more globalized.

It is worth reading it, not only for the ideas spoused by the author but also for the facts and stories he presents to illustrate his points. Many of the stories are a good summary of what happened in recent history.


FORTUNE The Greatest Business Decisions of All Time: How Apple, Ford, IBM, Zappos, and others made radical choices that changed the course of business.
FORTUNE The Greatest Business Decisions of All Time: How Apple, Ford, IBM, Zappos, and others made radical choices that changed the course of business.
by Verne Harnish
Edition: Hardcover
Price: $14.23
81 used & new from $3.17

7 of 8 people found the following review helpful
2.0 out of 5 stars The title of the book is wrong..., October 27, 2012
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The title of the book is not correct, they did not do their homework to identify the greatest business decision of all time. I don't know if it is possible to identify the greatest business decisions of all time, but I am sure that the book is a partial collection of great decisions. The authors have a preference towards decisions made recently, there are a few examples that were taken more than 100 years ago. For example they don't mention any major decision made by the Rothschilds, and sure they became a powerful group in the XIX century (maybe the most powerful economic group at the time).
My impression is that the book is the product of a conversation at the bar drinking beer. Each one of the authors were in a big round table and each one gave examples of the greatest decisions they remembered. Looks like stories told based on the opinions of the particular author that wrote the chapter. The stories looks like gossip, they are not supported by real facts.
In summary I think it is a shallow book, one can read it to have some stories to tell at the bar.


The Strategist: Be the Leader Your Business Needs
The Strategist: Be the Leader Your Business Needs
by Cynthia A. Montgomery
Edition: Hardcover
Price: $18.54
58 used & new from $3.53

5 of 5 people found the following review helpful
5.0 out of 5 stars A book on strategy and not microeconomics., October 20, 2012
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Cynthia has a writing style that is very interesting, she presents her main concepts using real world stories with enough details for the reader to get involved and understand the point. What she addresses is closer to what a strategist like Bruce Henderson would discuss than Michael Porter. She is distilling the essence of being a strategist. Other authors like Michael Porter is closer to Joel Dean ( a microeconomist) , for he is more like a specialized theoretical microeconomics professor that detailed the ideas/concepts related to the behavior of firms in the economic arena.
Her book will help inspire professionals, business leaders to sharpen his/her ideas to develop his own strategies for their companies. For leaders trying to find their way out of a complex situation, it will bring a lot of value and clarity of thought.


Factory Girls: From Village to City in a Changing China
Factory Girls: From Village to City in a Changing China
Offered by Random House LLC
Price: $11.65

1 of 1 people found the following review helpful
5.0 out of 5 stars Opportunities for all in China, September 7, 2012
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This book presents a very different perspective of China. One from the girls that are participating in the fantastic task of building a New China.
My first thoughts when I started reading this book was: If I would be in their position I would feel imprisoned by a very difficult envinronment.
As I read their stories my view changed, as I perceived a very strong positive view of the future in their way of seeing their lives...
It is worth reading, we get a very different perspective of what China is doing now.
Comment Comment (1) | Permalink | Most recent comment: Oct 7, 2013 1:22 PM PDT


Founders at Work: Stories of Startups' Early Days
Founders at Work: Stories of Startups' Early Days

5.0 out of 5 stars A glimpse into the making of a new business., September 7, 2012
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It is very nice to read this book.
What makes it very interesting are the stories told from the perspective of the entrepreneurs who clearly recognize that they did not know where they would end. Several ideas are presented, the difficulties that each one have come across and lots of new information about the stories of the companies of the IT industry.
I find this book to be inspiring in our day to day lives.
One very good thing is that each founder interview is self contained so we can read the book at our own pace.


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