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Soar Despite Your Dodo Sales Manager [Hardcover]

Lee B. Salz

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Amazon.com: 5.0 out of 5 stars  18 reviews
3 of 3 people found the following review helpful
5.0 out of 5 stars A Wise Investment 8 July 2007
By CDK - Published on Amazon.com
The "sales" career seems to contain too many variations to allow anyone to construct a comprehensive method of improving sales tactics, and yet Lee Salz has done just that. "Soar Despite Your Dodo Sales Manager" takes the reader on an easy-to-understand journey through the difficulties and benefits of "facilitating a buying process." Salz has created a design, which he calls "Sales Architecture," that gives foundational advice for the reader, allowing you to take the frame of his advice and build on it with your own techniques and within your own niche of the sales market. The book takes the reader from finding the right job all the way to completing the big sale, with a design that allows easy referencing for the future. I highly recommend this book to anyone looking to improve their career in sales, and to anyone who believes they've already reached their peak.
3 of 3 people found the following review helpful
5.0 out of 5 stars A must read! 30 Jun 2007
By D.G. Kirtz - Published on Amazon.com
If you're like me, you've read dozens of books that claimed they would help you become a better salesperson. Some were pretty good but in many cases, it didn't take long for me to wonder if the authors 'lived' the principles they were writing about. In "Soar Despite Your Dodo Sales Manager", Lee Salz doesn't lecture from a corner office or a podium; instead, he offers real life anecdotes that any salesperson will relate to and learn from.

Though my numbers indicated I was successful, following the principles outlined in "Dodo" raised the bar to heights I never expected. My clients became partners and wanted to buy more from me...their trusted consultant. Even better, clients began offering to be my reference! I am no longer selling to prospects...partners are buying from me. That's a HUGE difference.

I determine whether a book is beneficial based on the number of times I reread parts or all of it. Even after the first, the second, and third read, "Dodo" is worth returning to again and again for a refresher in everything from how to create differentiators to avoiding the commodity trap...or if you're just looking for "the right place to hang your hat".

In a word, "Dodo" is the most worthwhile investment in yourself that you can make...even if you don't work for a Dodo.
3 of 3 people found the following review helpful
5.0 out of 5 stars Practical, Accessible, Different than Most Sales Books! 28 Jun 2007
By Brian Greenberg - Published on Amazon.com
As a graduate of the Wharton School of Business, I've been asked to read quite a number of how-to-sell books, from Covey's "7 Habits" to "Getting to Yes" and many in between. Most of these books provide useful concepts, but surround them with so much theory and ivory-tower fluff as to make them barely useable in the real world.

"Soar Despite Your Dodo Sales Manager" is distinctly different. The book reads as though your personal sales coach is sitting at your desk next to you, talking you through concrete steps you can take to become a better sales person. It suggests things like "Write a three-minute description of your product" or "make a list of the top 10 attributes of your ideal employer." These are things you can do *RIGHT NOW* to improve your chances for success. The advice is practical, the ideas are well thought out and battle-tested, and the language is simple and accessible. No book will ever replace good old-fashioned experience, but this one stands more of a chance of actually helping people than any I've seen in the genre.

I should also mention that I've known Lee Salz personally for a quarter of a century now. He is everything the book shows him to be - entrepreneurial, hard working, personable, and extremely knowledgeable about the topic on which he speaks. I can personally vouch for his many successes at selling and building world-class sales organizations in several, disparate industries. This is a man who knows what he's talking about, and has proven himself right time after time after time.

I strongly urge you to give this book a try. I promise you won't be disappointed.
2 of 2 people found the following review helpful
5.0 out of 5 stars A Great Book! 25 Aug 2010
By Ann Ewel - Published on Amazon.com
Format:Hardcover|Verified Purchase
As a number of the other reviews indicate, this is an insightful, practical guide to sales. I've read many sales books over the years, from Neil Rackham's Spin Selling to Michael Bosworth's Solution Selling to the Miller Heiman books. While all of them have value, Soar Despite Your Dodo is the most practical. I can't wait to implement Lee's suggestions on territory management and creating a showstopper sound bite.
2 of 2 people found the following review helpful
5.0 out of 5 stars Well written, clear and a great guide 5 Jan 2010
By Reg Nordman - Published on Amazon.com
I previously posted Salz's ideas for sales people looking for work The rest of the book is as brilliant. This is a book which truly architects a salesman' s success, despite their manager or lack of a manager and little help from marketing. Much useful and familiar content such as :

* How do you really differentiate your product/service?
* Look at the buyers process, not a selling process.
* What are you doing for personal growth?

What is your ideal client?

* Size?
* Circumstances (new vs takeaway?)
* Process?
* Budget?
* Buying habits?

Who are the personalities in a client?

* Beneficiaries?
* Saboteurs?
* Mentors?
* Wizards (he who pays)?

His chapters on territory management and responding to RFPs are better than anything I have seen in a long time.

If there is something missing it would be the extensive work of Sharon Drew Morgen on the the early identification of stuff that will get in the way of the sale. Her material is unbeaten at the qualifying stage, to make you more efficient as well as more effective.

See lots of Lees content here [...]

Well written, clear and a great guide, this is a book for every salesperson to have in his library, I would keep in your bag, as the tips and examples are of great immediate use.
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