Archive for January, 2020

Better Selling Through Storytelling. The essential roadmap to becoming a revenue rockstar. John Livesay

Better Selling Through Storytelling. The essential roadmap to becoming a revenue rockstar. John Livesay. 2019. ISBN 9781642793734.  Called the Pitch Whisper, the author does lay out a smart method for making pitches and presentations. This fits very neatly into ABM and Value Selling methodologies, by reminding the reader to focus on value (impact) to the audience. Its not we but you.  Good case studies and relevant quotes, plus a very readable text makes this a valuable adding to your sales tool-belt.  A read it in one go – its that concise and good.

The Fish That Ate The Whale. The life and times of America’s banana king. Rich Cohen

The Fish That Ate The Whale. The life and times of America’s banana king.Rich Cohen.2012 ISBN 9781429946292.  The author did exhaustive research on the rise of a poor immigrant Sam “the Banana Man” Zemurray to the largest shareholder of United Fruit.  Along the way  he reshaped Central America and Cuba, launched regime changes, wrote the playbook for CIA operations in banana republics, funded the Zionist movement in Israel, and shipped thousands of Zionist to Israel on his fleet of banana boats.  Good book on hands on leadership,  very hard work a, dogged determination, strong will and the perils of a one man at the top business structure. Gives good background on the mess that is now Central America and insights into US policy (Truman, Eisenhower, Kennedy)