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Roar! Get Heard in the Sales and Marketing Jungle: A Business Fable Hardcover – April 19, 2010
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From the Inside Flap
Business had changed. For years, as VP of Sales and Marketing at Wolfson Furniture, Ryan Miller easily created steady growth and success. Then the economy tanked. Sales dwindled. Marketing efforts flopped. Wolfson Furniture was suddenly on the ropes. Ryan's future, once golden, seemed dim. But life is mysterious. Just when all seems lost, serendipity lends a hand.
For Ryan, fate takes the persona of Lenny, an old high school friend. Having found happiness in Hasidic Judaism, Lenny now runs a packaging company in Brooklyn. "Business is booming, even in the down economy!" he tells Ryan excitedly. So what's Lenny's secret?
Roar! gives you a seat at the table as these two friends reconnect, and Ryan discovers how to revitalize his sales and marketing approach. Lenny's sales and marketing process is 3,500 years old and is beautifully simple, yet goes ignored by most companies.
As the story unfolds in real-life kosher restaurants all over New York City, you'll discover the step-by-step R-O-A-R system you can use to boost your results. You'll get practical tools and tips, including a template to help you reframe your Value Proposition, detailed discussions of the four types of buyers and strategies for selling to each, plus interview questions you can customize.
Warmhearted and entertaining, Roar! is an inspiring story for anyone looking to add a secret ingredient to their sales mix. Its many tools and resources will enable you to deliver a compelling message and strengthen your business in any economy. Take it from Lenny, it's a sales jungle out there, but it's much less scary when you know how to ROAR!
From the Back Cover
"Kevin Daum's Roar! is a charming new set of insights destined to help you in all your personal interactions whether in sales or otherwise. Everyone should have an old friend like Lenny."
—Ken Fisher, founder and CEO, Fisher Investments, and columnist, Forbes' "Portfolio Strategy"
"This is one of the most entertaining business books I've read, offering up some of the most essential steps you can take right now to better communicate your idea and win."
—Jennifer Openshaw, columnist, Dow Jones' MarketWatch
"Nothing is more important than knowing how to specifically communicate your message to customers. Kevin Daum has cracked open an ancient code that has been under our nose for thousands of years—providing a twenty-first-century application of these timeless principles."
—Verne Harnish, "Growth Guy"founder, Entrepreneurs' Organization (EO)author of Mastering the Rockefeller Habits, CEO, Gazelles
"Daum has nailed the keys to effective selling. Imagine an easy way to learn this, traveling through a fun story and, at the end, walking away with some highly recommended restaurants as a value add. You will truly 'ROAR' once you finish this book!"
—Jack Daly, CEO, Professional Sales Coach, Inc.
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Top Customer Reviews
I really could not put it down and read it cover to cover in a single morning.
The insights are powerful and relevant and easily digested. The identification and classification of the different buyer types is a must read for anyone who needs to sell and let's face it everyone needs to sell.
The number of times I have encountered the "wise" buyer in my work had me completely resonating with the message and the simple identification of these different buying personalities has already helped me close a new 5 figure deal because it helped me figure our how I was selling in a way that best suited only my own buying style.
I have put Roar on my highly recommended list because it's methods and message proved to be very powerful.
So by now your asking why only three stars? Well the reason is twofold one reason for each star.
Firstly the book and the promotion of it are frankly a bit cheesy so Camus it isn't and I would have had to have docked it a star for that.
Secondly if you have read this far and need more success in you life / work / business then buy Roar because you dear reader are very probably a "wise" buyer, as I am, who likes to read the negative reviews first and you are described in the book and it will likely make a difference to you in your selling style as it did for me despite the hype and hype is always going to cost a book a star.
Kevin may never forgive me for three stars and I hope that you and he will see that a good recommendation on a genuine three star review means I believe in this book for the value it contains and having not been swept up in the hype around it recommend it on what it has provided for me which is better sales.
But, it's a fast-read and I'm just delving into the final section of the book which is more like a "Here's how it works" section.
I have learned the meaning of ROAR and am already putting it into play for my own business. I feel confident in my approach now and it took me no time to put a Value Proposition together...something that I would have bellyached about before reading this book.
Similar to the "four sons" discussed in the Haggadah at the Seder Table, Lenny teaches Ryan about four customers, the Wise Buyer, the Cynical Buyer, the Simple Buyer and the Buyer Unwilling to Ask.
The book includes a tour of some of my favorite Kosher restaurants in New York (only The Prime Grill was missing), and in a way it reminded me of Og Mandino's best-selling 1968 classic guide to a philosophy of salesmanship, The Greatest Salesman in the World.
The essence of the book is summarized in the acronym that forms its title: R.O.A.R. -
* Recognize the type,
* Observe from their perspective,
* Acknowledge concerns, and
* Resolve Needs.
While the essence can be stated standing on one foot - the rest you need to study and learn.Read more ›
Most Recent Customer Reviews
Let me start by saying I am NOT employed in Marketing and Sales, but the principles apply to so many things, I wanted to read this book. Read morePublished 20 months ago by LisaOQ
Enjoined reading this business fable book and appreciated its freshness, clarity and overall insight. Read morePublished on April 13, 2013 by Cat_popa
Ordinarily I don't rate anything 5-star because there's always room for improvement. In this case however, I would say that this book is truly 5-star. Read morePublished on April 6, 2013 by Derek
A good read with good conceptual advice. I use the concepts as a structure for my small business. A great starting point.Published on September 21, 2012 by Amazonian Anderson
Kevin Daum's Roar is a brillant concept that has changed my business. We used this to underpin and review what we are selling to who. The results were outstanding. Read morePublished on June 5, 2011 by MikeO
What we have here is another business fable, a very popular sub-genre for business book authors in recent years. Read morePublished on April 29, 2011 by Robert Morris
ROAR was a quick and easy read with a great story. Great examples and advice on how to sell more product and deliver more services by shifting the focus to the customer's needs... Read morePublished on June 13, 2010 by William Corrente
What an entertaining story! ROAR provides a great blue-print for a developing a concise marketing message, and articulates ways in which to identify the type of buyer we're... Read morePublished on June 8, 2010 by Barbara Hendrickson
This book was a fun, easy read (3 - 4 hours). ROAR walks you through the process of why companies need to develop a comprehensive Value Proposition. Read morePublished on May 26, 2010 by David A. Noble