Books

Selling To VITO (The Very Important Top Officer)

Average customer rating:

Top Executives Are Hard To Reach, This Book Helps
A Different Type of Sales Book
Review from a Sales Training expert for Selling to VITO...
Foundamental selling techniques for any business level sales people
High pressure sales is not something you should aspire to learn

Selling To VITO (The Very Important Top Officer)
Anthony Parinello
Manufacturer: Adams Media Corporation
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books
Similar Items:

Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office
Secrets of VITO: Think and Sell Like a CEO
Getting the Second Appointment: How to CLOSE Any Sale in Two Calls!
Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale
Solution Selling: Creating Buyers in Difficult Selling Markets

ASIN: 1580622240

Book Description

This book contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!

You'll quickly learn how to:
Get into new accounts at the top
Keep out of time-consuming log-jams-and into VITO's office
Promote loyalty at the top with existing customers and capture add-on business
Increase the size of every sale

Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!

Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.

Customer Reviews:

Top Executives Are Hard To Reach, This Book Helps.......2007-05-14

I have read many business books that are the same old same old. This book is different. It focuses on getting into see that Very Important Top Officer in a company. These are the people that we all want to know, but have trouble getting to call us back. The c-level executives today are too busy and cold calling just does not work. To reach them you need to be tenatious and creative.

This book does a great job of showing you the way to stand out from the crowd and get VITOs to return your phone calls. It reads a little bit like a text book, but the end results and advice in the book are well worth the effort.

I found the tips in the book to be helpful and I use them on a daily basis.

A Different Type of Sales Book.......2007-04-28

I've been in sales many years. I've read a LOT of sales book and listened to a lot of tapes. Nowadays, I tend to skim them because most books are just a rehash of old ideas. Parinello has done something here that I have never heard of before. He asks the reader to "trust" that his method will work "as is." I have done just that. I followed his cookbook approach to making contact with VITO. It has worked for me better than 50% of the time. Deviate, skip steps or embellish and you're on your own. I'm not saying that all his ideas are great, but his formula for gaining access to VITO works. What to do when you get the meeting, I wouldn't leave to Parinello. Try Spin Selling & Strategic Selling for the rest of it.
SPIN Selling
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

Review from a Sales Training expert for Selling to VITO..........2007-04-03

Anthony Parinello bridges the gap in the quantity versus quality argument for cold callers. As a sales motivational speaker and author I meet many delegates who argue that quality is more important than quantity when cold calling yet who have no way of upping the quality of their calls!

In a nutshell Parinello suggests a specialised method for "teeing clients up" with a letter before calling them. This is not in the "spray the market and hope" approach of most companies but in a targeted, well-thought through strategy which works.

Whilst by no means appropriate for all cold callers this approach should prove a usefull addition to your current methods of operation for most salespeople. I have tailored this approach with several of my clients and we have achieved significant break-throughs with clients which they were failing to penetrate by any other methodology.

The key thing here is - tailored. Whilst this book in of itself is incredibly powerful it, like all methodologies, will need tailoring for your personal style and industry. Even as a sales author and sales training expert myself I found some of the tactics rather "in your face". I also think that some of the later strategies in the book (voice mail for example) would need some considerable translation to work for most people. In places they come across as somewhat "salesy" (and I don't use that word lightly as I am proud of being a sales author and speaker).

All of that said, I would recommend this book to anyone who picks up the phone and attempts to win meetings with senior decision-makers as the methods contained within will cause you to think about your exisiting practises and will add some more weapons to your arsenal. This book has a home on my shelves and will not be being leant out!

Foundamental selling techniques for any business level sales people.......2006-06-12

Anthony Parinello's book teaches the very basic foundamental concept of selling to any business customers. Before selling anything, any smart, high level sales person should consider what business value their product or solution provides.
As a sales person, we often forget how important it is to be a provider of a business solution rather than a box pusher. Although it would differ by industry, this book maps out the basic guideline needed for any sales person to be successful. I highly recommend this book to anyone just starting a career selling technology or types of sales position.

High pressure sales is not something you should aspire to learn.......2006-05-03

Walking into a VITO with a contract in one hand and pen in the other to pressure them to sign is a good way to close deals??? Maybe if your are selling used cars.

How about presenting a value proposition???

If you are smart, you will look elsewhere like the Sandler Method of sales. Find out what is important to the prospect and explain how you can help them with those important items. Novel idea, huh? Well, the scum that wrote this VITO book didn't think of it.

Top Working Dogs: A Training Manual--Tracking, Obedience, Protection

Average customer rating:

All-inclusive working dog reveiw
Top Working Dogs
For Serious Schutzhund Enthusiasts
Great information IF you can read it!
A great all-rounder

Top Working Dogs: A Training Manual--Tracking, Obedience, Protection
Dietman Schellenberg
Manufacturer: I D I Publications
ProductGroup: Book
Binding: Paperback

General | Animal Care & Pets | Home & Garden | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books

General | Arts & Photography | Subjects | Books

Look Inside Home & Garden Books | Trip | Specialty Stores | Books

Look Inside Science Books | Trip | Specialty Stores | Books
Similar Items:

Schutzhund: Theory and Training Methods (Howell Reference Books)
Advanced Schutzhund (Howell Reference Books)
Tracking Dog: Theory & Methods
Manstopper!: Training a Canine Guardian
Belgian Malinois (Comprehensive Owner's Guide) (Comprehensive Owner's Guide Kennel Club)

ASIN: 0960879803

Book Description

Top Working Dogs : A Training Manual covers procedures, problems, solutions for tracking, obedience and protection. It is the most comprehensive, most useful, most practical, most detailed Schutzhund training guide available. It presents in detail the secret training methods used by experts, and chapters on training psychology, puppy training, selecting the right instructor, etc., benefit novice, experienced and professional trainers alike. The book is easy to understand and virtually guarantees results. (Don't lend it to anyone, they won't return it!)

Customer Reviews:

All-inclusive working dog reveiw.......2006-08-18

This book covers many different possible 'occupations' of a working dog, and is written clearly. Not many pictures, it is full of information. If you are considering raising a working dog, this book outlines the various levels and certifications you (the handler) and the dog will need to complete. If you are interested in learning about a particular aspect more, this book will provide a description of that occupation and what that occupation entails.

Top Working Dogs.......2006-03-09

Found the font size small, not that easy to read. However, the content is superb, if there is an updated version (training methods etc. change)I would be first in line.
It is so good to get a book from a pro, someone who's been there, done that, got the T shirt at the very highest level.

For Serious Schutzhund Enthusiasts.......2005-07-27

After purchasing many dog training manuals and finding them not quite up to snuff, I was very pleased to finally find a book which was comprehensive and authoritative. It breaks each area of the sport down and is easy to follow. The book is intelligently written.

Great information IF you can read it!.......2004-06-24

The 3rd edition (1994) of this book is VERY HARD TO READ. The font set is about 5 or 6 points, single spaced, very tightly packed. You need great eyesight and still must be ready for eyestrain. I can read anything up close, but this is the worst book, PHYSICALLY, I've ever had to read. Still, you can't fault the quantity of information and the first (brief) perusal makes me want to read more. I was dismayed when I opened the book so I'm giving you a heads up. I'm going to buy a magnifying glass.

A great all-rounder.......2000-06-24

I have owned this book since shortly after it was published, except for the short period of time when a local police dog-man "borrowed" it. I ended up repurchasing it! This book is solid and sound in content, and has information that will appeal to beginners and experts alike in the fields of tracking, obedience and man-work. I review it as a resource book whenever I need a fresh training idea for a dog or a group of trainers. I no longer loan it - I recommend you buy your own.

The Art and Practice of Leadership Coaching: 50 Top Executive Coaches Reveal Their Secrets

Average customer rating:

Good overall, but a little tedious in the middle
An Incredible Resource
Great book -- very helpful
Insightful, must-read about Executive Coaching

The Art and Practice of Leadership Coaching: 50 Top Executive Coaches Reveal Their Secrets
Howard Morgan , Phil Harkins , and Marshall Goldsmith
Manufacturer: Wiley
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Consulting | Industries & Professions | Business & Investing | Subjects | Books

Human Resources & Personnel Management | Industries & Professions | Business & Investing | Subjects | Books

Leadership | Management & Leadership | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books

All Amazon Upgrade | Amazon Upgrade | Stores | Books

Business & Investing | Amazon Upgrade | Stores | Books
Similar Items:

Getting Started in Personal and Executive Coaching: How to Create a Thriving Coaching Practice (Getting Started in)
The Psychology of Executive Coaching: Theory and Application
Coaching for Leadership: The Practice of Leadership Coaching from the World's Greatest Coaches
Executive Coaching with Backbone and Heart : A Systems Approach to Engaging Leaders with Their Challenges
Four Steps To Building A Profitable Coaching Practice: A Complete Marketing Resource Guide For Coaches

ASIN: 0471705462

Book Description

Leadership coaching has become vitally important to todays most successful businesses. The Art and Practice of Leadership Coaching is a landmark resource that presents a variety of perspectives and best practices from todays top executive coaches. It provides valuable guidance on exactly what the best coaches are now doing to get the most out of leaders, for now and into the future. Revealing core philosophies, critical capabilities, and the secrets of coaching success, this one-of-a-kind guide includes essays from fifty top coaches, including Ken Blanchard and Frances Hesselbein. Packed with cutting-edge ideas and proven best practices, this is the definitive source of information for anyone dealing with coaching.

Download Description

Leadership coaching has become vitally important to today's most successful businesses. The Art and Practice of Leadership Coaching is a landmark resource that presents a variety of perspectives and best practices from today's top executive coaches. It provides valuable guidance on exactly what the best coaches are now doing to get the most out of leaders, for now and into the future. Revealing core philosophies, critical capabilities, and the secrets of coaching success, this one-of-a-kind guide includes essays from fifty top coaches, including Ken Blanchard and Frances Hesselbein. Packed with cutting-edge ideas and proven best practices, this is the definitive source of information for anyone dealing with coaching.

Customer Reviews:

Good overall, but a little tedious in the middle.......2005-10-17

This book starts strong, but drags a little in the middle. The book covers coaches from all areas and many of the coaches have similar things to say. The research in the beginning and end are useful and the editors contribute some of the best work in the book. I think it's worth reading but I would skip sections that are not applicable to the area of coaching that you are most interested.

An Incredible Resource.......2005-02-19

Editors Howard Morgan, Phil Harkins, and Marshall Goldsmith have done everyone tremendous service by using their considerable stature and reputation in the Coaching/Leadership field to pull together this amazing list of professionals; as well as sharing their expertise on the topic. The format they've used makes this an immensely useful reference. If you have an interest in executive coaching -- are a senior executive in transition, or are thinking of hiring a coach -- this book belongs on your "must read" list. In fact, make it your next read.

Peter Clayton, Senior producer www.landed.fm

Great book -- very helpful.......2005-01-31

A great survey of the "best of the best." Useful and practical and meets a real need. I particularly liked the format of the book -- mixing the advice of some of the world's best coaches with practical step by step advice.

Insightful, must-read about Executive Coaching.......2005-01-29

If you are a line executive or an HR leader - you will find this book useful. It takes you through the process of selecting the right coach and then allows you the opportunity to hear from the best. This is the best coaching book on the market currently.

How To Become a Power Agent in Real Estate : A Top Industry Trainer Explains How to Double Your Income in 12 Months

Average customer rating:

Power Agent in Real Estate Review
Great book for all agents
New agent info
GREAT book- worth it's weight in gold!!
A Must Have

How To Become a Power Agent in Real Estate : A Top Industry Trainer Explains How to Double Your Income in 12 Months
Darryl Davis
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

General | Real Estate | Business & Investing | Subjects | Books

Sales | Real Estate | Business & Investing | Subjects | Books

Motivational | Management & Leadership | Business & Investing | Subjects | Books

Training | Management & Leadership | Business & Investing | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books

All Amazon Upgrade | Amazon Upgrade | Stores | Books

Business & Investing | Amazon Upgrade | Stores | Books
Similar Items:

The Millionaire Real Estate Agent: It's Not About the Money...It's About Being the Best You Can Be!
21 Things I Wish My Broker Had Told Me: Practical Advice for New Real Estate Professionals.
Your First Year in Real Estate: Making the Transition from Total Novice to Successful Professional
Real Estate Rainmaker: Guide to Online Marketing
Make Millions Selling Real Estate: Earning Secrets Of Top Agents

ASIN: 0071385207

Book Description

The realtor's essential guide to harnessing true earning power

How to Become a Power Agent in Real Estate gives real estate agents both the powerful sales techniques and the practical management tips they need to double their income by closing more transactions. Based on the outstanding success of Darryl Davis's seminar "The POWER Program," this motivational guide utilizes POWER Principles to help the new agent as well as the experienced top producer dramatically increase listings and sales.

The book is full of Davis's surefire methods for managing the sales process, including time management for agents, prospecting for listings, handling the seller's and buyer's concerns, maintaining a winning attitude, and generating more sales in less time. He also reveals how clever use of the Web can provide a competitive edge and how the top producers work smarternot harder. Offering field-proven tools and techniques, Davis shows agents how to progress at their own pace to their own personal Next Level and accelerate their entry into Top Agent status.

Customer Reviews:

Power Agent in Real Estate Review.......2007-06-27

I'm working on my 6th year as a real estate agent and out of all the business books that I've read this one really hits the nail on the head! I started reading the book about 3 weeks ago and it already has had an effect on my business. I've been on 4 CMA presentations and came out with 4 Listings on the same day that I met with the prospects. This book gives samples of dialogues with sellers and buyers, time management advice, goal setting, servicing listings, seperating the serious buyers from the not so serious, and at the same time looking out for your clients best interest. You must read this book to succeed!

Great book for all agents.......2007-03-23

For a rookie agent, this book has reinforced many things I have heard from other agents. It has provided insights and techniques that have already been used by myself and other more experienced agents in my workplace.

New agent info.......2007-03-08

this is a good book for a new agent to read. it has the basic fundamentals needed to earn an income in our real estate industry.If you have been an agent for the past year of more and are not doing these things you better read the book.

GREAT book- worth it's weight in gold!!.......2007-02-03

I thought this book was ABSOLUTELY BRILLIANT! I recently attended a seminar with Darryl, and in person he is even better! The man is a genius! If you want to be a Top Producer- read his books, and if possible, go to his seminars- I know I'm on my way! Thanks Darryl- you're the best!! No BUTS about it!! ;)

A Must Have.......2006-05-24

Davis` book is the best I have read and I have read many. The ideas are numerous. I actually carry this book with me at all times to get inspired when I need another approach. I would suggest every serious agent purchase this book.

Clicker Training for Obedience: Shaping Top Performance-Positively

Average customer rating:

The Bible of Clicker Training
European view
Best Book for those serious about Positive training
Best Clicker Book Out There
A great clicker training book!

Clicker Training for Obedience: Shaping Top Performance-Positively
Morgan Spector
Manufacturer: Sunshine Books, Inc.
ProductGroup: Book
Binding: Paperback

General | Animal Care & Pets | Home & Garden | Subjects | Books

General | Veterinary Medicine | Medicine | Subjects | Books

Reference | Miscellaneous | Sports | Subjects | Books

General | Sports | Subjects | Books

Animal Husbandry | Agricultural Sciences | Science | Subjects | Books

Look Inside Home & Garden Books | Trip | Specialty Stores | Books

Look Inside Science Books | Trip | Specialty Stores | Books

Look Inside Sports Books | Trip | Specialty Stores | Books
Similar Items:

Clicking With Your Dog: Step-By-Step in Pictures (Karen Pryor Clicker Books)
Click for Joy! Questions and Answers from Clicker Trainers and Their Dogs (Karen Pryor Clicker Books)
Don't Shoot the Dog!
Getting Started: Clicker Training for Dogs (Getting Started)
Clicker Fun: Dog Tricks and Games Using Positive Reinforcement

ASIN: 0962401781

Book Description

Shaping top performance positively! In this breakthrough book, Morgan Spector shows you how and why to use clicker training, the technology of operant conditioning and positive reinforcement, to train you dog. Whether you're startingoff with a new puppy or headed for the Obedience ring, these step-by-step instructions will work for you.

You'll learn how you can use positive reinforcers, instead of force and punishment, to build reliable performance at every level of training.

If you just want a hassle-free, truly enjoyable companion dog, this book will show you how, even if you've never trained before. And if you have visions of going all the way to top scores and Obedience championships - with a happy, eager, positively trained canine partner - go for it!

Here's your travel guide for a wonderful journey.

Customer Reviews:

The Bible of Clicker Training.......2007-03-30

I felt like I was reading a textbook for a class on clicker training. Wow! The book is so methodical with so much attention to detail. If this were a textbook it would be the teacher's first choice!

You almost feel as if you are one of the dogs this guy is clicker training because, aparantly, from clicker training dogs (and, well, teaching people how to do it too) he learned how to teach and present stuff in a way his pupils will be able to understand.

European view.......2005-09-29

From european point of view the drawback of the book is that it describes the tasks of american rules for obedience trial. As we in europe have different set of tasks in our obedience trial the book did not fill the need for specific instructions on those tasks. I was also looking for more structured and simplified clear instructions in the book things are more of discussed through. Still the book was worth the money paid for it. It has lots of grounds for why to do this way. The basics of the book is fluencies on what the obedience tasks are based on and those same fluencies are still usefull with european rules too.

Best Book for those serious about Positive training.......2005-05-28

This book is for those serious about:
- obedience
- agility
- other sports, including herding
- service dogs
- or just an eager, happily-working and well-behaved pet.

I'd suggest that people first have at least a basic understanding of operant conditioning (clicker training) but I say that only because Mr Spector provides a great deal of detail, explanation, trouble-shooting, and theory for each of the exercises, and his focus is on the serious trainer.

Those are all advantageous aspects of this book, particularly for those of us who want the details and thought processes behind the actions. Working with totally positive principles, he guides us through the most basic of exercises right on through to utility exercises.

Now, for someone not interested in competitive obedience you'd think this book is not the one for you -- not so! Many of the exercises and behaviours he details are transferrable to the agility ring (and elsewhere) and I've discovered some are also transferrable to herding.

The style of writing is simple, straight-forward (not what you'd expect from a lawyer) and very easy to follow. He sometimes provides examples that relate to humans to help understand some of the principles - another plus. Filled with clear photographs, it is possible for any dog guardian to follow and understand his explanations.

I also found that the logic he uses behind training certain exercises at certain stages, unlike many other trainers, made so much sense. One example: he recommends training a dog to heel off-leash before doing it on-leash. His explanation for why and how has worked flawlessly with my own dogs! I'll never go back to my old way again. He does this throughout his book.

The index makes it easy to look up specific exercises, problems, or other related information.

Even if your dog will never enter an obedience competition, and you simply want a reliable, happily-working, obedient dog -- this book will get you that and more.

Best Clicker Book Out There.......2005-05-10

I've read a bunch of dog training and clicker training books, and this is by far my favorite. If you are still a little foggy on how to implement clicker training or if you are completely new to this concept, then I'd recommend this book. It has very clear and concise explanations on how to shape certain obehaviors, and it reads well too.

A great clicker training book!.......2003-03-05

I loved this book. If you have had an introduction to the basics of clicker training, it describes in great detail how to shape even the most basic to more complex behaviours, and the theories behind it.
If you are new to clicker training, then try to attend a clicker clinic or even rent clicker videos first to help you visualize how it all works. Once you and your dog understand the principle and the "rules" , every training session will nothing short of fun! Anyone from the recreational dog owner to the more serious competitor will benefit from this book.

Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office

Average customer rating:

Business Development Excellence
An experienced view of reality.
An essential 21st-century updating of the classic VITO selling system
Parinello Turns the Sales Game into an Art Form

Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office
Anthony Parinello
Manufacturer: Wiley
ProductGroup: Book
Binding: Paperback

General | Job Hunting & Careers | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books

Look Inside Reference Books | Trip | Specialty Stores | Books

All Amazon Upgrade | Amazon Upgrade | Stores | Books

Business & Investing | Amazon Upgrade | Stores | Books
Similar Items:

Selling To VITO (The Very Important Top Officer)
Secrets of VITO: Think and Sell Like a CEO
Getting the Second Appointment: How to CLOSE Any Sale in Two Calls!
Stop Cold Calling Forever
The Power to Get In: A Step-by-Step System to Get in Anyone's Door So You Have the Chance to... Make the Sale... Get the Job... Present Your Ideas

ASIN: 0471675199

Book Description

The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list
Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO's head, get into their budgets, and get on their team as a "trusted advisor."
Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to:
* Find and pre-qualify the real VITO
* Establish real value in VITO's eyes
* Cut to the chase with seven different correspondence modalities
* Disarm every first-call objection a salesperson may encounter
* Deliver the show-stopper "elevator" pitch for every industry
* One-on-one coaching from Parinello's own professional coach!
Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."

Download Description

The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list

Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO's head, get into their budgets, and get on their team as a "trusted advisor."

Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to:
* Find and pre-qualify the real VITO
* Establish real value in VITO's eyes
* Cut to the chase with seven different correspondence modalities
* Disarm every first-call objection a salesperson may encounter
* Deliver the show-stopper "elevator" pitch for every industry
* One-on-one coaching from Parinello's own professional coach!

Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."

Customer Reviews:

Business Development Excellence.......2007-02-11

Tom Peters gave us "In Search of Excellence" many years ago for developing well-run companies. This is my second "VITO" book from Mr. Parinello, and it eclipses the first one which I used very successfully. This is the guidepost for anyone who sells into Fortune 500 and global companies on finding and practicing Business Development Excellence. If you are serious about selling success, this is your "magic bullet!"
E.R.G MBA/TM
Vice President of Business Development
International Software Productivity and Engineering Institute
Kiev, Ukaine

An experienced view of reality........2007-01-11

Parinello speaks with many years of exeperience. The formula he presents actually makes the often daunting task of sales a lot of fun, because it actually places YOU in a position of control through understanding the process much more clearly. This book along with Parinello's other books have become my primary source of sales reference (and success). Andtheonline support and training is sensational.

An essential 21st-century updating of the classic VITO selling system.......2006-06-10

When Parinello's first book came out in the mid-nineties, e-mail was a novelty, the World Wide Web had barely been spun, and line managers had a heck of a lot more independent spending authority than they have today.

The massive changes in communications and business philosophies that have taken place since then have made Parinello's take-it-to-the-top selling approach all the more relevant for contemporary sales forces. This book is required reading for anybody who's ever had to stare a quota straight in the eye. If you have to buy one of Parinello's books, it should be this one.

Parinello Turns the Sales Game into an Art Form.......2005-03-14

Anthony Parinello is at it again. The sales training guru and author of several sales-related books, including the excellently written "Getting the Second Appointment" leads the way once again into the office of Very Important Top Officers (VITO). In his latest book, "Getting to Vito," Parinello elaborates even more on why it is important to reach and sell to VITO.

In this new book, the author stresses the importance of pre-planned calling, prioritization, correspondence, and many other topics that are designed to get salespeople talking with and selling to executive level officers. Not only does the book serve as a must-have reference guide but also as a motivator to all salespeople who go through the rigmarole of sweet talking gatekeepers, leaving tons of voicemail messages, and making sales presentations, and getting no results.

The chapter on how to leave voicemails (The Art of the Voice Mail Message) is a humorous and inspiring treat. Though the method he suggests requires energy, tenacity, and above all, courage, readers should expect to notice a higher number of returned calls in no time after using this technique.

Though the book contains lots of material from some of Parinello's earlier work, it should still be a useful tool for anyone who reads it and wants to sell to executives, especially those who have never read his previous books. This book is a must-have for sales folks who want to get out of the rut of performing below quota and want to make a powerful impact in sales. Parinello turns the sales game into an art form.

Recommended.

Emanuel Carpenter
[...]

Coaching Manager: Developing Top Talent in Business

Average customer rating:

A solid coaching resource.
Too academic for my liking
A Great System
Immediately Useful
A Book on Managerial Coaching That's Worth Buying

Coaching Manager: Developing Top Talent in Business
James M. Hunt , and Joseph R. Weintraub
Manufacturer: Sage Publications, Inc
ProductGroup: Book
Binding: Paperback

General | Organizational Behavior | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Human Resources & Personnel Management | Industries & Professions | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

Entrepreneurship | Small Business & Entrepreneurship | Business & Investing | Subjects | Books

Organizational Behavior | Business Management | Professional & Technical | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books

Qualifying Textbooks - Spring 2007 | Stores | Books
Similar Items:

Career Anchors: Self Assessment
Career Anchors: Participant Workbook (Pfeiffer Essential Resources for Training and HR Professionals)
Analysis for Financial Management + S&P subscription card
The Coaching Organization: A Strategy for Developing Leaders
Adaptive Coaching: The Art and Practice of a Client-Centered Approach to Performance Improvement

ASIN: 0761924191

Book Description

" The Coaching Manager provides real-world strategies for developing people in any organization. Hunt and Weintraub bring together a new model of coaching along with a solid understanding of how business works. A must read for leaders at all levels."

--Roger Enrico, former Chairman and CEO of PepsiCo Inc.

"Managers and entrepreneurs alike will find The Coaching Manager to be of immense value in learning to coach as well as creating a coaching-friendly environment. Hunt and Weintraub give us an approach to coaching that managers can start using immediately. This book belongs on every manager's bookshelf."

--Arthur M. Blank, Co-Founder and Retired Co-Chairman, The Home Depot; Chairman, President, and CEO, Atlanta Falcons

"Hunt and Weintraub impart solid insight and advice for developing leadership talent and inspiring performance through an innovative coaching model. The depth of their research and experience with thousands of managers is relevant to any business leader interested in aligning talent with their organization. I have participated in their leadership coach training program and recommend it to all leaders who value, support, and encourage their most precious assets, the employees . . . "

--Patricia A. Hickey, R.N. M.S. M.B.A, Vice President, Cardiovascular and Critical Care Services, Children's Hospital, Boston, Mass.

"A rich, wonderful resource for all managers wanting to develop the potential of their people. In this one volume, you’ll find all the guidance, tools, and examples needed to become a master coach. In a world where the capacity to coach is no longer nice-to-have but a necessity-to-know, this is the book to buy. "

--Jay A. Conger, Professor, London Business School and author of Building Leaders

The Coaching Manager: Developing Top Talent in Business introduces an easy-to-implement developmental coaching model based on the authors' extensive work with thousands of managers, executives, and MBA students. The goal is for managers to help employees learn and be more productive on a day-to-day basis. This model encourages employees to take greater responsibility for their learning and development while forging a helping relationship between manager and employee. Such an approach to management will lighten the emphasis on evaluation and create learning opportunities for all involved.

The book includes twenty real-world cases, self-assessment tools, and action checklists to deepen skills and understanding. The Coaching Manager will benefit managers, leaders, and entrepreneurs in business and not-for-profit organizations; those in MBA programs; students in leadership, organizational development, and human resource management; as well as participants in executive training programs.

Customer Reviews:

A solid coaching resource........2003-11-08

The Coaching Manager is not only an excellent reference for managers and supervisors, it also provides a clear look at the issues within an organization for the increasing number of personal coaches who are working with these professionals. Personal coaches who have any number of clients within organizations will see a lot of the people they work with in the pages of this book. Most trained coaches know that the key to great coaching is being "client-centered" as opposed to "coach-centered" or "boss-centered." The authors provide a simple model that follows this principle. The model might be a tough paradigm shift for many managers who are used to years of practicing the "tell-them-what-to-do" bossing approach. One important thing the authors mention is to be aware of the fact that managers may not get a lot of support within an organization to practice the client-centered approach. But if managers have the courage to work on it, their staff will be loyal, and bottom-line results will surely come.

Too academic for my liking.......2003-10-15

I am a manager of a team of 8 and I am looking to build my coaching skills. To that end given the fact that my company spends very little on management devlopment, I have to read as much as a can. I have bought several books on coaching and have found them either too academic or too life coach orientated with little emphasis on coaching within a business and management context.

The Coaching Manager is certainly business orientated and has some useful examples to highlight the points emphasised although I did get the flavour of "academia" as opposed to real "business experience" coming through. I found it too lengthy in places and some chapters I will have to read again in order to fully grasp the learning from them.

Having said that it will remain on my shelf (along with the others) and I will probably use it occasionally. I am busy manager and would prefer something a bit shorter and more practical.

A Great System.......2003-07-15

The Coaching Manager: Developing Top Talent in Business is easy to read and has an easy-to-implement coaching method. It teaches managers to help even excellent employees learn and grow, while developing a supportive relationship between manager and employee. Translation from book to practice is easy and immediate. It also shows how to separate observations from hunches. What a great system!

Immediately Useful.......2002-10-25

I read the last half of this book flying from Boston to Phoenix to coach one of my team members in a presentation. I was able to use the framework in this book immediately.

As a result of reading the book, I told my employee that I would be using a new system for coaching and I asked my employee what he wanted to work on and what I should watch for. This gave me a framework for my observations.

I also used the system they recommended to separate what I saw from my inferences.

The resulting discussion was useful for both of us. I was able to say things like "I saw that the audience was leaning forward and nodding. I took that to mean they were attentive. There was one woman who was leaning back and sort of looking around. I took that to mean she was bored." then the employee said that she had seen the presentation before.

I asked for his feedback at the end about my new coaching approach and he was very enthusiastic!

Excellent system!

A Book on Managerial Coaching That's Worth Buying.......2002-06-10

I have read or seen most of the books written on coaching employees over the last 10 years. This book presents a practical and interesting approach to the caoching and development of your top performers, a group that usually gets ignored. Most books in this area focus on coaching the difficult or problem employees while in this book there is a definite focus on developing the best.
The Coaching manager is very readable and uses good examples and short cases to make the key points. The authors seem well-versed in business which I found refreshing after reading too many coaching books from former or current sports coaches who may have had one or two winning seasons before fading into oblivion.
I plan on using this book in our company's executive development programs. This book has great value for any manager.

Fast Track: Training and Nutrition Secrets from America's Top Female Runner

Average customer rating:

Fantastic! Don't miss this one.
Probably useful for more advanced runners, but not me
From a coach for young runners
Perfect Resource for Women Runners
Accessable to all readers, especialy valueable for female athletes

Fast Track: Training and Nutrition Secrets from America's Top Female Runner
Suzy Favor-Hamilton , and Jose Antonio
Manufacturer: Rodale Books
ProductGroup: Book
Binding: Paperback

Running & Jogging | Exercise & Fitness | Health, Mind & Body | Subjects | Books

Running & Jogging | Individual Sports | Sports | Subjects | Books

General | Training | Sports | Subjects | Books

General | Sports | Subjects | Books

Look Inside Health Books | Trip | Specialty Stores | Books

Look Inside Sports Books | Trip | Specialty Stores | Books
Similar Items:

Runner's World Runner's Diet: The Ultimate Eating Plan That Will Make Every Runner (and Walker) Leaner, Faster, and Fitter (Runners World)
Runner's World Performance Nutrition for Runners: How to Fuel Your Body for Stronger Workouts, Faster Recovery, and Your Best Race Times Ever (Runners World)
The Ultimate Guide to Weight Training for Running (The Ultimate Guide to Weight Training for Sports, 21)
Runner's World The Cutting-Edge Runner: How to Use the Latest Science and Technology to Run Longer, Stronger, and Faster (Runners World)
Explosive Running : Using the Science of Kinesiology to Improve Your Performance

Accessories:

Luna Bars, Nutz Over Chocolate, 1.69-Ounce Bars (Pack of 15)
Tanita BC554 Ironman Glass InnerScan Body Composition Monitor Elite Series

ASIN: 1594860130

Book Description

Suzy Favor-Hamilton is the premier female middle-distance runner in the United States, whose many honors include six U.S. National Championships, nine NCAA Titles, and four Big Ten Athlete of the Year Awards (now called the Suzy Favor awards). In this book, she teams up with Jose Antonio, Ph.D., one of the preeminent exercise and sports nutrition scientists in the country, to show young female runners how to improve at their favorite sport. Currently, there are 4.6 million women in the United States who run 100 days or more each year. In Fast Track, they will discover: l How much, how hard, and when to train (and rest) l The pros and cons of strength training, cross-training, stretching, and other non-running exercises l How to avoid the top 10 mistakes runners usually make l Why Suzy's diet program is very different than is generally recommended-and how this program has led to dramatic improvements in her running and her life off the track Suzy's real-world experience competing at the highest level in athletics combined with Dr. Antonio's in-depth knowledge of exercise and nutrition science will make this book a must read for all female runners-both competitive and recreational-who want to go faster, play harder, and minimize the risk of injury.

Customer Reviews:

Fantastic! Don't miss this one........2007-04-18

I randomly picked this book up in a book store and was pleasantly surprised as I thumbed through it. It was exactly what I was looking for - something that could advise me thoroughly on necessary changes to my training, nutrition and much more in order to start getting in real shape for running competitively. I was amazed at the level of detail in this book - and it's the kind of detail you need. In no other book about running would you expect a thorough description of the exact differences in protein powders and what time of day you should take each kind, etc...and then a chart of the brands and their ingredients. It's perfect and practical. Not at all repetitive or boring. A very easy, useful read. I started taking notes as I read and had a comprehensive shopping list for the grocery store the next day. Don't miss this one!

Probably useful for more advanced runners, but not me.......2006-12-27

I found this book to be very repetitive, and not very helpful. A few of the chapters I find interesting, like the one where she explains that for runners, the USDA food guide pyramid should really be flipped upside down. But she used her backup evidence from this chapter over and over again throughout the book. I really only need to hear "Fish is an essential food" once or twice to get it into my head. Also, towards the end, when Suzy gives sample training plans, I was very upset. Pretty much all of them are only suitable for runners who have way too much time on their hands, and are at a college level of training. I was looking for a way to spice up my training, but all I got were endless lists of two-a-days (who has time for that?) and hour long runs (the average high school girl doesn't have that much endurance). She doesn't seem to understand that we all can't be like her and perfect our diets, allowing only 5 treats per week, and running to what, for most of us, would be almost complete exhaustion. Suzy probably isn't the best person to write a book like this for female runners, because ever since she was in high school, she's been a star, and has never really experienced the long, hard transition from nothing at all to strenuous workouts.

I gave it 3 stars, because she had good intentions, but didn't pull them out the best way possible. I did however get some good nutrition tips, and learned some new strength exercises to add to my normal routine.

From a coach for young runners.......2006-11-24

This is fantastic. Suzy Favor has been a woman to be emulated since she first showed up as a world class middle distance runner. She touches some of the very important parts of the physical and psychological needs of an aspiring young female through her own experiences.

In using her own life as a template, many of the young ladies who read this will make better choices when confronted with decisions that could have an adverse impact. As a coach I've seen too many who want to use these young people for their own benefit without regard to their well being or safety.

Nice going Suzy. You were a great runner and are still a great role model.

Perfect Resource for Women Runners.......2006-03-09

I liked this book because of it's context and because it was easy to implement. It is targeted for female runners but I have reccommended the book to a varietay of athletes from young, older, male,female, swimmers,runners, bikers. This has been the best infromation I have recieved on nutrition for athletes.

Accessable to all readers, especialy valueable for female athletes.......2005-10-22

This is not just a great book on Training and Nutrition but also a great source of lessons learned by a athlete for athletes, especially female athletes. From a technical perspective, the books guidance is up to date and in sync with the latest insights and research into sport's nutrition and training. The book is very readable and should be just as enjoyable and accessible to adult as well as teen athletes.

The book especially shines due to the fact that Suzy Favor-Hamilton, a very successful track athlete, chooses to share how her lack of understanding about training and lifestyle (clean eating, planning, recovery days, etc.) negatively effected her health and athletic development. This allows the book to avoid reading like a text book or technical introduction.

Ms. Favor-Hamilton is very open in the book about the lessons she learned and the cost, in terms of injuries and performance, that she paid to learn them. But this is not a autobiography or self-promotion piece. The book may be of special value to coaches and parents of young female athletes as Ms. Favor-Hamilton discusses quite candidly the pressures she felt to be very light.

As a teaser, here are a few of the "lessons learned" discussed in chapter one:
* A proper diet helps prevent injuries
* Fast food doesn't create fast runners
* Cross-training will keep you healthy
* Take time off to erase mistakes

The Essential Guide to Managing Talent: How Top Companies Recruit, Train & Retain the Best Employees

Average customer rating:

Provides companies of all sizes with management strategies

The Essential Guide to Managing Talent: How Top Companies Recruit, Train & Retain the Best Employees
Kaye Thorne , and Andy Pellant
Manufacturer: Kogan Page
ProductGroup: Book
Binding: Paperback

Workplace | Organizational Behavior | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Human Resources & Personnel Management | Industries & Professions | Business & Investing | Subjects | Books

Look Inside Business Books | Trip | Specialty Stores | Books
Similar Items:

The Talent Management Handbook: Creating Organizational Excellence by Identifying, Developing, and Promoting Your Best People
Bench Strength: Developing the Depth And Versatility of Your Organization's Leadership Talent
Beyond HR: The New Science of Human Capital
The War for Talent
Growing Your Company's Leaders: How Great Organizations Use Succession Management to Sustain Competitive Advantage

ASIN: 0749444630

Book Description

Losing top talent can cost businesses big money. This guide provides management strategies for talent-rich companies, identifying ways to create an ?employer brand? to attract and retain the best employees out there. Case studies show how market-leading brands identify and nurture talent, positioning themselves to be employers of choice. Written in an accessible style, this guide is a comprehensive introduction to managing talent with examples from Virgin, Universal Music Group and Peter Honey, an expert on learning and behavior.

Contents: What is talent, HR's strategic role, Becoming an employer of choice, Supporting new leaders, The war for talent, Talent motivators, Creating the right environment for talent to thrive, Creating the talent pool, Developing thought leadership, The future of talent development.

Customer Reviews:

Provides companies of all sizes with management strategies.......2007-03-12

The Essential Guide to Managing Talent: How Top Companies Recruit, Train & Retain the Best Employees provides companies of all sizes with management strategies, showing how to create an 'employer brand' of quality and how to become the employer of choice. From HR's strategic role in the process to learning what motivates talent, tailoring rewards to foster improvements, and creating and utilizing a 'talent pool', business managers will find much here to lend for building a successful company - and business libraries will find it a popular choice.

Diane C. Donovan
California Bookwatch

Soccer Modern Tactics: Italy's Top Coaches Analyze Game Formations Through 180 Situations

Average customer rating:

bravo
Good Tactics, poor graphics...
Professional help from Italian-speaking writers
A DETAILED ANALYSIS OF TACTICS

Soccer Modern Tactics: Italy's Top Coaches Analyze Game Formations Through 180 Situations
Alessandro Zauli
Manufacturer: Reedswain
ProductGroup: Book
Binding: Paperback

General | Training | Sports | Subjects | Books

General | Soccer | Sports | Subjects | Books

General | Sports | Subjects | Books

Look Inside Sports Books | Trip | Specialty Stores | Books
Similar Items:

Soccer Strategies: Defensive and Attacking Tactics
The Coaching Philosophies of Louis van Gaal and the Ajax Coaches
Soccer's 4-4-2 System
Flat Back Four: The Tactical Game
Teambuilding: The Road to Success

ASIN: 1591640253

Book Description

A comprehensive look at modern zone formations through the eyes fo the author and ten high level professional Italian coaches.
Arrigo Sacchi (Milan, Italian National Team), Marcello Lippi (Napoli, Inter, Juventus), Walter Novellino (Venezia, Napoli, Piacenza), Carlo Ancelotti (Parma, Juventus), and Renzo Ulivieri (Parma) are among the impressive list of contributors to this valuable coaching reference.
Customer Reviews:

bravo.......2007-01-05
Excellent read. Perfect book for the developing coach. Concise and to the point and chock full of developmental practice exercises.
Good Tactics, poor graphics..........2006-07-27
Could be better...
Soccer tactics needs good graphics to better explain the formations.
Just in 4-4-2 we have a universe of possibilities that coud be explored in the book.
It's a good book but could be better.
Professional help from Italian-speaking writers.......2005-11-15
If you are a coach, this book is for you. Its concepts are complex and the book assumes an already detailed knowledge of the game. There are several attacking patterns that I guarantee will help your team, as well as concepts and drills to improve individual and group attacking play. For someone who played defense in college and specializes in defense at the collegiate coaching level, the book is helpful if one-sided. The Italians focus on a zonal defense, and in general flat-back defense is detailed. There is some very good stuff in here to help build a defense. Additionally, almost any formation you can imagine is given a quick glance by a professional coach who uses it and notes its advantages and disadvantages. The one criticism I have is the clumsy writing--these guys are definitely not American.
A DETAILED ANALYSIS OF TACTICS.......2005-08-08
Really an excellent book...A little bit "pro"...Actually I bought it to improve my game tactics on WE8/PS2 but it also helped my soccer fundamental knowledge to improve as well... I recommend this book to everyone who wants to improve his football fundamentals, especially on game strategies. As written by Italians,strength is on the defence side, but satisfactory anyway.
Books:

English for Business: A Self-study Course
Good Vibrations Interactive
CIM Certificate - Paper 3: Marketing in Practice: Practice and Revision Kit (2002)
Your Message and the Media: The Complete and Practical Guide to Media Relations
Top Training
Effective Personal Communications (Creative Exercises for Training)
Wordpower: A Test Yourself Guide
Lecturing to Large Groups (British Association for Commercial & Industrial Education Books)
Communicating at Work
Concepts in Biochemistry (International Version)

Books