The Business of Business-
to-Busin ess Sales
Interested in attending an upcoming B2B seminar?
and DK The Business of
I’ll be giving a seminar on Outside Sales and Business-to-Business techniques for
booksellers on March 3rd at the upcoming CAMEX Trade Show in Houston—
B2B Grand Central
1 Grosset Drive
Kirkwood, New York 13795
please stop by our 1 p.m. seminar if you are attending the show.
Sales Feb., 2006
Phone: 800-847-5515 x 380
Fax: 607-775-4829 Book Expo 2006 is scheduled for May 19-21 at the Washington Convention Published every 3
Email: firstname.lastname@example.org months, thereabouts
Center in DC. I will be part of the Penguin team manning our booth and would
be delighted to make an appointment to speak with you about our program. Call
INSIDE THIS ISSUE: What will you name your
PENGUIN G ROUP (USA ) me at 800-847-5515 x380 to make arrangements.
AND DK PUBLISHING B2B program?
Your Penguin field or telephone sales reps are a wonderful B2B resource for you It’s All In the Name 1
Dear Bookseller, don’t have the same discounts
More Than The Water 2 or minimums for bulk sales,
to use—please call or e-mail any of us for suggested titles, to receive free sam- You are receiving this newslet-
Become Your Community's Book ter and suggestion box from
product goes out of print and
Get Things Done 2 it is difficult to decide where to
Buying Resource ples, to place orders or to brainstorm with. Your continued success with the pro- Penguin because you have ei- begin your B2B efforts. Intimi-
Flip Your Switch 3 ther: 1) placed orders using dating because you need to
gram is our success too! our B2B program before or 2)
Fix It & Flip It 4 reach out to the customer, and
https://booksellers. have asked to be added to our the customer usually comes
mailing list to receive new through the door to you!!!
penguin.com Upcoming Events 4
ideas and suggestions for the
Contact Us 4 program. Smart move either B2B can also be very rewarding
way—you are taking the time and profitable. The success or
and investing the energy to failure of the program is in
look through our materials your hands and determined by
because you know that there is the amount of time and energy
Capitalize on the newest & biggest real estate a huge marketplace right out- you put into it, your creativity
side the doors of your store and experience, your knowl-
Simple Ways to
craze: B2B with your local real estate agency today! Jump Start Your
waiting to be told about (and
to be sold) the newest and
edge of books and by your
perservence. I am lucky, I see
FIND IT, FIX IT, FLIP IT! the last few weeks: a series within Michael Corbett’s most informative books pub- this program working all
B2B sales: lished. However, knowing that
Is this your tower of power? Finding good
around the country, in stores books like these a perfect home is what
by Michael Corbett * NBC’s Extra! did a piece about show that will be called “Mansions there is a customer just waiting both large and small, rural and the B2B program is all about.
0452286697 $15.00 Michael Corbett and his new book : and Millionaires USA” on the NBC to buy, and reaching out to in cities, stores with a person
go to network which will promote the hot that customer and making a dedicated full-time to B2B or a
Tap into the hottest new real www. real estate in the following 9 cities:
Advertise that your sale are two very different B2B program just shepherded
things. B2B can be frustrating, part-time by a store owner and The Box”, another calls theirs
estate trend with the recently ExtraTV. Atlanta-Chicago –Dallas -Miami – store provides discounts confusing and intimidating. staff’s efforts. So, where to “Corporate Care” - whatever
published paperback book by com: and Philadelphia – Palm Springs for bulk sales in your Frustrating because customers begin? Give your store’s B2B you choose, treasure it and
Michael Corbett. see the San Diego -San Francisco - don’t always buy quickly or buy program a name—and an iden- watch it thrive. Check our
It is a perfect giveaway book Michael Washington DC store’s newsletter, on what you think they should ; tity. One bookseller named next newsletter for our B2B
confusing in that all publishers their B2B program “Books By blog address—more to come.
for your local real estate agen- Corbett's * The local NBC affiliate in the signage placed around
cies: Their clients will truly ap- Find It above cities for this tour will plug
the store, on your e-
preciate receiving this book Fix It Flip the upcoming “Mansions and Mil- DK’S new
from them. There are great tips It - 0n lionaires USA” segment and we will mail signature, on your BABY SAYS PEEKABOO! Cute and practical
in the book on how to enhance Extra - advertise in the real estate sections store’s website, on a
a house prior to selling and Video of the San Diego Union-Tribune, DK has published the per- lift and a mirror surprise—
wonderful advise on how to de- Clip! Philadelphia Inquirer, and the At- flyer that you stuff in fect little book to be shown
to your local hospital, day
along with the crisp, clean,
beautiful photography you
termine a fair price when buy- lanta Journal-Constitution. each customers pur- care center, pediatric doc- would expect in a DK book.
ing. * Book tors offices and well-child Enjoy the sample we have
We have lots of great publicity tour this * The top five flipping cities are, in
chase, and in your programs—a $6.99 board enclosed in our suggestion
book just perfect for tod- box for you—and find a B2B
lined up over the next few spring order: Miami, San Diego, Philadel- store’s radio and print dlers. Designed to help with customer for it in your
weeks for this book—check out coincid- phia, Chicago, Atlanta, according to advertising. baby’s thinking and memory neighborhood soon.
what has happened just over ing with Michael Corbett. development, the book fea-
tures touch-and feel, flaps to
Need a sample of this book to send out with your store’s B2B The perfect giveaway for your local hospital,
letter? E-mail at email@example.com to receive one.
doctor’s office or pre-natal program
F E B . , 2 0 06
GETTING THINGS DONE
BY DAVID ALLEN CLIMBS THE BESTSELLER LISTS! Author Spotlight:
John Miller’s FLIPPING THE SWITCH
The hurrier I go, the behinder I get.-Anonymous
I had the pleasure of interviewing “When will I get I do to make a differ-
"The personal productivity guru" (Fast Company) delivers John Miller about his new book a break?” and
(Putnam, $19.95) “Who dropped ence? ’ and “ How can I
powerful methods that vastly increase your efficiency and crea- the ball?” Ques-
tive results—at work and in life Deb:. What does Flipping The contribute? ” The second
tions like these
Switch refer to? are natural, but I ask these better ques-
In today's world, yesterday's methods just don't work. In Get- dangerous.
John: The new “FTS” book en- tions, I am using my talent
ting Things Done, veteran coach and management consultant ables the reader to take the tool
They take us to
David Allen shares the breakthrough methods for stress-free Blame, Victim and energy to move for-
called QBQ! and flip the switch
performance that he has introduced to tens of thousands of peo- Thinking, and ward and become excel-
bringing the concept of personal
ple across the country. Allen's premise is simple: our productiv- accountability to life and thus
These are prob- lent.
Over 40,000 copies sold during the first
ity is directly proportional to our ability to relax. Only when our weave it into every facet of their We have a choice: We
2 months of this year alone! lems in all or-
minds are clear and our thoughts are organized can we achieve life. Work, home, church, civic –
ganizations— can blame, complain,
wherever they serve. The book
effective productivity and unleash our creative potential. In corporations, whine and play
brings five core ideas to life. We
Getting Things Done Allen shows how to: nonprofits, victim—or we can
call them Advantage Principles: John is the author of B2B bestseller QBQ and his
churches, gov- new work, FLIPPING THE SWITCH. ask, “What can I do to
Learning; Ownership; Creativity;
• Apply the "do it, delegate it, defer it, drop it" rule to get your in-box Service; Trust. When put into
ernment groups, make a difference?’
to empty A New York and families—primarily because
action, these ideas help each of That ’ s
Times Sunday PEOPLE have these problems.
us have the advantage: Better
• Reassess goals and stay focused in changing situations Style piece on performance on the job, en-
So, FTS will sell well because surely
these problems still remain. And
David hanced relationships at home worthwhile.
• Plan projects as well as get them unstuck and at work, deeper satisfaction
we can’t simply will them away.
Allen to run 2/19. Each of us needs a way of elimi-
from serving, more problem- Deb: I love your book because it
• Overcome feelings of confusion, anxiety, and being overwhelmed nating them. The QBQ! and FTS
solving. can be read in one setting or sa-
books give us practical and
• Feel fine about what you're not doing proven methods for doing so. vored slowly, one anecdote at a
Deb:. B2B sales of QBQ were time. Where do these great sto-
phenomenal, and to some Bottom line, these problems—
From core principles to proven tricks, Getting Things Done really they’re cancers within our ries come from? Is there a web-
places I would not have imag- site or e-mail address where we
can transform the way you work, showing you how to pick up ined - prisons, high school guid- organizations—are incredibly
costly. Getting rid of them is im- can learn more about the book
the pace without wearing yourself down. Business travel is ance counselors, church groups and your ideas?
and diet centers as well as perative and this content pro-
back up to pre-9/11 many, many sales to corpora- vides solutions.
John: I know it’s hard to believe,
levels– over 5 tions. What makes the central but all my stories are true! My
Deb: What one idea would you
million workers idea of personal accountability
like your readers to learn from dad was both the Cornell U.
travel for their jobs so universal? wrestling coach and a Christian
The Rough Guide to TRAVEL SURVIVAL pastor and just loved to tell sto-
each day. John: The easiest thing to do is ries. I suppose I’m emulating
The Essential Field Manual ask lousy questions like, “Why John: I can only change me!
him. Truly, the mind never thinks
don’t others do their job right?’ in words, only in pictures. We
The Rough Guide to Travel Survival navigating in the desert to coping with an Sounds so simple, but the reality hear from readers that it is the
(1843534061—$12.99) is the essential ambush or a hostage situation. The book stories they remember. And if
field manual for every traveler. This handy concludes with a set of comprehensive and of our organizational and family
they can recall the stories, then
pocket sized little guide is arranged into indispensable appendices packed with in- life is this: The ball gets they can recall—and apply—the
easy-to-read chapters covering preparation, structions, from first aid to making content. At www.QBQ.com peo-
basic travel, survival strategies, environ- a fire. While the obvious B2B application dropped, mistakes are made,
ple can sign up for our QBQ!
ment-specific situations with is for the business traveler—why not be tension is high, emotions get Quick Notes. These are short
easy-to-follow diagrams throughout. Each creative and show the enclosed sample to stories of personal accountability
of the main chapters has step-by-step, prac- your local disaster relief agency or Red raw, and problems pop up. We
that I personally write and send
tical advice for all situations, in all envi- Cross agency to buy and give to their vol- have a choice: We can blame, out to the market. And, anyone
ronments, from surviving an avalanche or unteers? can email me personally at
Page 2 Send an e-mail to John complain, whine and play vic-
THE BU SINESS OF BU SINESS-TO- Miller at John@Qbq.com or
join his Quick Note email tim—or we can ask, “ What can me—I will respond!
list—you will be glad you did!