One good thing did come out of last winter's snowstorms. I finally got around to reading Life's a Pitch, Then You Buy, by Don Peppers of one-to-one-marketing fame (Doubleday/Currency, 1995, $22.95). It's a book about selling -- business-to-business selling, in fact -- and it's street smart, authoritative, and entertaining, filled with valuable and practical insights. Peppers actually makes the selling process sound like one of the most engaging, riveting, intellectually stimulating challenges around. I myself have recurring nightmares about the prospect of selling for a living, but if I ever had to, I can assure you that this little volume would be in my briefcase at all times.
Apr 1, 1996