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Reviews by Michael Pellecchia
As a big fan of Schiffman's early book "Cold Calling Techniques," I've been looking forward to this one. Schiffman is an aggressive and savvy sales trainer with a talent for organizing the tools of prospecting, interviewing, presenting and closing. His engaging, no-nonsense style is like a focused refresher course on the things really important to selling. And in one chapter he tells more about attitudes and traits of success than some entire books can encompass. Any sales rep looking for a book to help them move ahead now shouldn't overlook this one.
This slim volume is unusually eloquent in relating the trends of contemporary popular culture to the structure of authority in working groups. Hirschorn has been studying the subject at many companies and has concluded that traditional models of authority have lost their effectiveness. The cases he presents here support the argument for more vulnerability and openness in the post-modern organization. Hirschorn has learned some of these lessons the hard way. His best examples come not from instances where he went into the organization and saved the day. The most telling lessons arise out of consulting engagements that appear headed for disaster. The value of such encounters can be much higher than the typical glib assessments and formulas applied by many organizational thinkers.
Michael Pellecchia writes about business and finance books each month He can be reached at michael_pellecchia@bookpage.com.
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