The Black Swan

My latest read. I have been engaged by the subject, but the author's tone and arrogance makes it difficult going. The black swan in a non-predictable event that by its nature does not lend itself to falling into a set pattern. Human nature tends to look for patterns, our speech, scientific discoveries, historical analysis, day to day lives revolve around patterns and the process seek out and identify patterns is ingrained in human intelligence.

Nassim derides this human infatuation as missing the bigger picture and practically scoffs at how we delude ourselves with our application of statistical prediction. Black swans according to him contradict patterns... an interesting concept. Yet in his derogatory rant to build his theory and identify black swans, he leverages the best statistical predictors and then looks at the fringes for the improbable but highly impactable events. Instead of "standing on the shoulders of giants" and the, at least what I believe is fairly incredible statistical analysis that has come before him, he derides the very processes that allow him to build his thesis and uncover his subject. I believe he feels this is a necessity if he is to sell us on the concept that his book is in itself a black swan.

I haven't delved too deeply into the book... I'll continue to read, but I'll try to assimilate the message without getting too wrapped up in the author's overbearing style.

The Certifiable Salesperson

This book by Tom Hopkins and Laura Laaman, was an interesting read and was written in anecdotal fashion to keep it from being a lecture. It was a nice approach with fairly prototypical advice... detailing lots of common sense items:

- the importance of references, and providing a detailed strategy on how to request a reference from existing clients
- time management, emphasizing schedules, sufficient morning reviews and a day ending analysis
- body language, open hand gestures, non closed arm position, proper posture
- positive attitude
- emphasis on the value the potential customer will derive as opposed to price
- strategies for dealing with price competition
- acknowledges the hard work required to succeed

Overall a decent read for introducing someone to the sales process or a review to remind an experienced sales rep of things they could work on, which is what book states as its object.