The Advance Man: A Journey into the World of the Circus Review

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The Advance Man: A Journey into the World of the Circus ReviewJamie MacVicar joined the Greatest Show on Earth in 1974, a year before I was hired for the same position. From the perspective of personal experience, the advance man nails it! Jamie MacVicar's depiction of a circus promoter's lifestyle, work ethic, tension, stress and glory are insightful and to the point. Many young and enthusiastic men and women have passed thru the Ringing promoter crucible to lead the live event industry in venue, sports and entertainment management. Accuracies aside, The Advance Man is recommended because the arc of the character is rich and you cannot help but connect with the hero on his journey of rise, fall and redemption. This book is destined to make a great movie as the writing is superb and the subject matter is as good as it gets. In reading it I felt my life pass before me as MacVicar describes a young man's journey into a strange and captivating world.
Bill Powell
VP of Marketing and Sales
Feld EntertainmentThe Advance Man: A Journey into the World of the Circus Overview

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Whale Hunting: How to Land Big Sales and Transform Your Company Review

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Whale Hunting: How to Land Big Sales and Transform Your Company ReviewFirst the cons...
I don't like the title, Whale Hunting. The book has this title because the authors translate the hunting methods of the Inuit people of northwest Alaska into methods and systems for gaining large client sales. What do whale hunting and business growth have in common? A precise and successful methodology, as it turns out. However, as a surfer and general admirer of dolphins and whales, I find all the whale hunting analogies to be overwhelming for my easily disturbed psyche. That said, no whales die in the book.
The Pros...
Well written, clear, concise, exceptional methods, strong actionable advice. This book really walks you through the process of selling to large clients, and there is more to it, than you might initially think.
The Review...
In Whale Hunting: How To Land Big Sales and Transform Your Company, authors Tom Searcy and Barbara Weaver Smith explain the nine phases that the Inuit people of northwest Alaska use to scout, hunt, and harvest their whales. The authors translate the Inuit methodology into processes and apply them to the business practice of landing large clients.
The book offers specific, actionable steps when it comes to making big sales. And it shows how to engage a cross-functional team of subject-matter experts throughout the process of selling and closing the deal. Once a company learns the process, it is easily repeatable from client to client. These are the basic steps:
* Pre-Scouting - Analyze your capabilities, and the field of available clients
* Scouting - How to target your best prospects, research them, and get their attention
* Planning - Plan your contacts, message and questions
* Hunting - Analyze the buyer's team and mitigate their fear
* Capture - Selectively discover information from and disclose a controlled message to your client.
* The Big Show--A step-by-step guide for meeting with the buyer's team
* Servicing - How to service the large client with capacity and velocity
* Understand the process - Refine your internal operations and systems so that they can handle more large accounts.
While these specific steps are presented clearly in easy-to-understand terms, implementing them requires an exceptional amount of work, time and the right people. But, the authors contend, the pay-off in landing a major account (one that is 10 to 20 times the size of an average account) is worth the effort.Whale Hunting: How to Land Big Sales and Transform Your Company Overview

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The Unwritten Rules of the Highly Effective Job Search: The Proven Program Used by the World's Leading Career Services Company Review

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The Unwritten Rules of the Highly Effective Job Search: The Proven Program Used by the World's Leading Career Services Company ReviewYou may be lucky enough, if you have the bad luck to be a downsized executive, that your last employer will see fit to plunk down $10,000 so that the author of this book will coach you to get a new job. If not, your best bet is to plunk down $21.95 and buy this book. You won't get the hand-holding or on-call career consulting, but you'll get just about everything else an insider with the world's biggest executive outplacement firm has learned about the brutal facts of landing the next job. Orville Pierson tells it like it is. He treats the reader like he would a member of his family who comes to him for advice. It's a guide that covers all the basics, sure, but what really sets the book apart is the no-nonsense advice required to score a new job. The Pierson Method, as he terms the collection of his dos and donts, is a proven roadmap for unemployed people. Yes, it can be a lonely and scary journey. What I like the most is that Pierson acknowledges that the biggest obstacles aren't out there in the woods. They are inside us. In our minds. The important thing is not to act like a victim. The case histories he provides give us the confidence to move forward in trying times, and that's all anyone of us can aim for.
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Rites of Passage at $100,000 to $1 Million+: Your Insider's Lifetime Guide to Executive Job-Changing and Faster Career Progress in the 21st Century Review

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Rites of Passage at $100,000 to $1 Million+: Your Insider's Lifetime Guide to Executive Job-Changing and Faster Career Progress in the 21st Century ReviewFirst published in 1988 and then continuously updated since (for obvious reasons), this book really does provide what its subtitle promises: "The insider's lifetime guide to executive job-changing and faster career progress." Lucht organizes his material within 20 chapters which are sequenced in logical order, from "The Person in Charge" which explains how to manage one's career from college to retirement to "Expand Your Career by Expanding Yourself" in which Lucht provides excellent advice on how to establish and then nourish a wide and deep network of contacts. The reader is also provided with three appendices: "Behind the Scenes with the retainer Executive Recruiter", "Outstanding Retainer Executive Recruiters", and . "Sources of Information for a Job Search." The greatest value of the book is derived from Lucht"s advice, not from any sources to which he refers his reader, valuable though they certainly are. The key is to know which information is needed, why, and how to use it most effectively. I wish this book were available after I completed my formal education. I also regret that I was unaware of Lucht's insights and suggestions when making several major career decisions of my own. For those who are contacted by a recruiter or for others who fear that their career is lacking focus and direction, Lucht can be an invaluable advisor.
Many of us play golf, a game which has quite specific rules as well as generally accepted etiquette. Managing a career is really no different but many people do not know -- or least understand -- the rules and etiquette. Most professional golfers have a "swing doctor." I view Lucht as serving essentially the same purpose for business executives. Professional golfers vary in terms of their size, strength, "tournament tested" competition, athleticism, judgment, self-control, and commitment. The same is true of business executives. Therefore, it remains for each reader to complete a rigorous self-audit. Identify strengths and weaknesses. Set bold but realistic career objectives. Then select an appropriate combination of ideas, strategies, and tactics from among the abundance of material which Lucht so generously shares. This is not a "job-hunting manual." Rather, a comprehensive and cohesive guide to nourishing one's career by nourishing, in the process, one's self.Rites of Passage at $100,000 to $1 Million+: Your Insider's Lifetime Guide to Executive Job-Changing and Faster Career Progress in the 21st Century Overview

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Business Relationships That Last: Five Steps To Transform Contacts into High Performing Relationships Review

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Business Relationships That Last: Five Steps To Transform Contacts into High Performing Relationships ReviewOnce again, Ed Wallace turns "Little Extras" into winning business relationships. This latest work is reminiscent of Dale Carnegie's 'How to Make Friends and Influence People' by providing tangible methods for building rapport, establishing objectives for each meeting and developing credibility. These techniques are proving invaluable for progressing business relationships with clients and partners from acquaintance to professional peer and ultimately respected advisor. Max the taxi driver would be proud to have his name associated with this work that is certain to have a powerful influence.Business Relationships That Last: Five Steps To Transform Contacts into High Performing Relationships Overview

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