By Neil Rackham Review by Jennifer Dawson under Melanie’s direction There’s a scene in the critically acclaimed but very nasty 1992 movie Glengarry Glen Ross that sticks in my head. Alec Baldwin, who plays a bad-ass consultant “from downtown” charged with increasing sales in a Chicago-based real estate office, introduces himself to his incredulous sales team with… Continue reading SPIN Selling by Neil Rackham
Tag: Jennifer Dawson
A Different Way of Thinking Outside the Box: A Book Review of The Arbinger Institute’s Leadership and Self-Deception
Written by Jen Dawson under Melanie’s direction This is not a new book. Published in hardcover in 2000, the four pages of glowing reviews found inside the front cover, gathered from corporate heavy-hitters like Fed-Ex and anonymous readers from across North America, give a sense that the book has been around long enough to gain… Continue reading A Different Way of Thinking Outside the Box: A Book Review of The Arbinger Institute’s Leadership and Self-Deception
The Three Signs of a Miserable Job: A fable for managers (and their employees)
By Jen Dawson, in collaboration with Melanie Parish Patrick Lencioni’s book, published in 2007, begins with a fitting quote from Samuel Johnson: “People need to be reminded more often than they need to be instructed.” The three signs of a miserable job, which are engagingly explored in Lencioni’s tried-and-true fable-format, are not complex, academic… Continue reading The Three Signs of a Miserable Job: A fable for managers (and their employees)
The Starfish and The Spider: The Unstoppable Power of Leaderless Organizations
Review by Jennifer Dawson What do Napster, Alcoholics Anonymous, Wikipedia, the Apaches, Skype, the abolitionist movement in Britain, the Animal Liberation Front, and al Qaeda all have in common? According to Ori Brafman and Rod Beckstrom, authors of The Starfish and The Spider, they are all examples of “starfish” organizations: open, decentralized systems that… Continue reading The Starfish and The Spider: The Unstoppable Power of Leaderless Organizations
Coaching Salespeople into Sales Champions
By Keith Rosen Review by Jennifer Dawson Management is dead. Keith Rosen admits it’s a bold statement, but it underlies his innovative approach to creating sales champions and is certainly a thought-provoking sentence to slide into the opening chapter of his book. Since Rosen isn’t advocating for flat organizational structures or axing all sales management… Continue reading Coaching Salespeople into Sales Champions
Fierce Conversations by Susan Scott
This was written by Jennifer Dawson under my direction for Sage Portfolio Group. I like her work so much I wanted to share it on the bookshelf. Yet another of the inspirational books making the rounds at Sage Portfolio Group is Susan Scott’s Fierce Conversations, a quick read that uses concrete examples and evocative phrases… Continue reading Fierce Conversations by Susan Scott