Review by Ragnar 13 -- The Cadence of Excellence
Posted: 05 Oct 2020, 16:56
[Following is a volunteer review of "The Cadence of Excellence" by Matthew McDarby.]
"The Cadence of excellence", talks about how companies should change their approach on selling, by gathering data and customer input.
The author talked about what was called "white space", where the customers with whom it had little or no current presence or foothold. He also talked about diverting the norms from being ELA -focused to being proactive sellers of business value. This for me shows that he was trying to look at their clients as people rather than just numbers in order to know their needs and gain good relationship between a customer and seller, which is a good insight especially for people who engage in front line work regardless if its sales or just customer service.
I do like how the book approached the relationship of leaders and its sellers about exerting power vs. influence, for influencing someone you gain respect as opposed to exerting power where you instill fear, anger and resentment to your people. Also, it provides a formula of/and how you can influence like, "What does the salesperson need to think about differently"?
"What problems or opportunities do I need the rep to reflect on"? Very good examples that something any manager should have in their coaching approach.
The book also provided data to guide them in their sales process and how it became difficult for them to use such approach
when they did not integrate customer input, and only after then, did they got some headway.
The book provides a very good insight on how and when you should divert your energy on a specific project to create revenue and still making it customer friendly, when to learn and to unlearn. It also gives good approaches for leaders towards its people. Providing a very distinct guide in what to do and not do in sales or customer service in general and a very good planning strategy and sustainability. The examples and references from other coaches and leaders, which guided him in his approach in innovating sales based on his experience and information gathered as he goes along. Being well-versed in different sides of the business on training, managing, data simulation, partnership and customer value that they implemented on his book made it a very successful turn out.
Anyone who is a coach, trainer, manager, sales representative and customer service could definitely benefit on the information provided in this book. For me, I do like the information on chapters 2, 7, and 8 giving managers or trainers a way to approach their agents by means of influence instead of power and a great coaching culture, as well as it gives agents a way to see how everything works as a whole in the industry that they are in.
So, for this book I would recommend anyone in this industry to take a read, it will definitely give you a good insight on just how your industry works, might be something uninteresting for those whose work is otherwise, but if you like to be part of such industry would be a good read, just bear with Chapter 3, 5, and 9.
I would rate this book a 4 out of 4.
******
The Cadence of Excellence
View: on Bookshelves | on Amazon
"The Cadence of excellence", talks about how companies should change their approach on selling, by gathering data and customer input.
The author talked about what was called "white space", where the customers with whom it had little or no current presence or foothold. He also talked about diverting the norms from being ELA -focused to being proactive sellers of business value. This for me shows that he was trying to look at their clients as people rather than just numbers in order to know their needs and gain good relationship between a customer and seller, which is a good insight especially for people who engage in front line work regardless if its sales or just customer service.
I do like how the book approached the relationship of leaders and its sellers about exerting power vs. influence, for influencing someone you gain respect as opposed to exerting power where you instill fear, anger and resentment to your people. Also, it provides a formula of/and how you can influence like, "What does the salesperson need to think about differently"?
"What problems or opportunities do I need the rep to reflect on"? Very good examples that something any manager should have in their coaching approach.
The book also provided data to guide them in their sales process and how it became difficult for them to use such approach
when they did not integrate customer input, and only after then, did they got some headway.
The book provides a very good insight on how and when you should divert your energy on a specific project to create revenue and still making it customer friendly, when to learn and to unlearn. It also gives good approaches for leaders towards its people. Providing a very distinct guide in what to do and not do in sales or customer service in general and a very good planning strategy and sustainability. The examples and references from other coaches and leaders, which guided him in his approach in innovating sales based on his experience and information gathered as he goes along. Being well-versed in different sides of the business on training, managing, data simulation, partnership and customer value that they implemented on his book made it a very successful turn out.
Anyone who is a coach, trainer, manager, sales representative and customer service could definitely benefit on the information provided in this book. For me, I do like the information on chapters 2, 7, and 8 giving managers or trainers a way to approach their agents by means of influence instead of power and a great coaching culture, as well as it gives agents a way to see how everything works as a whole in the industry that they are in.
So, for this book I would recommend anyone in this industry to take a read, it will definitely give you a good insight on just how your industry works, might be something uninteresting for those whose work is otherwise, but if you like to be part of such industry would be a good read, just bear with Chapter 3, 5, and 9.
I would rate this book a 4 out of 4.
******
The Cadence of Excellence
View: on Bookshelves | on Amazon