December 5th 2016

Mastering the Complex Sale, Exceptional Selling , The Prime Solution , by Jeff Thull.

 

 

Cover of "Mastering the Complex Sale: How...

 

Mastering the Complex Sale, Exceptional Selling , The Prime Solution , by Jeff Thull.  2010,  2006,  2005.  This set of books which detail the Complex Sale process from the point of view of  delivering value are easily the most completely thought out approach I have read to date on selling value.

 

Thull starts with a a simple idea, that sellers /solutions need to tie their offer into solving valuable real measurable business problems , from the customers point of view to enable real measurable value outcomes .  Like any simple idea, the details of delivery have far reaching impacts on sellers and customers.  He has many phrases which stick with you,  like always going for the no,  spectacular success comes from unspectacular  preparation,  no problem/pain no sale,  no surprises, the salesperson is like a doctor.

 

Thulls four separate steps are

 

  1. Discovery
  2. Diagnosis
  3. Design
  4. Deliver

 

But the devil is  in the details.   Thull provides the details needed tofill in this framework.   This approach has the potential to set any seller far away from the pack of competitors as well as making  customer relationships very competitor proof.   Of any approach, this one truly recognizes the uniqueness of very customer and how to ensure the customer gets that value as well as recognizes it. This is a  transformative process not only for the customer but the sellers organization as well.   A must have for if you are the complex sales marketplace.

 

November 28th 2016

Your Presentation is a Joke. Marshall Chiles

Two boys at the beach. One is buried in the sa...

Your Presentation is a Joke.  Marshall Chiles. 2016. ISBN 9781523409334.  How to improve your B2B presentations.   The author does  a very good job of humour at the right time and place will enhance  and maximize the impact of your presentations.  Yes,  start with humour, and then use it at your transition points.  He gives you his rules on humour ( which is not about comedy)  and how to  find, add and rewrite your works with  humour woven in.  Quite an easy to read book,  short and beneficial if you use language in your job.

November 21st 2016

Drive. Henry Ford, George Selden and the race to invent the auto car. Lawrence Goldstone.

Portrait of Henry Ford (ca. 1919)

Drive. Henry Ford, George Selden and the race to invent the auto car. Lawrence Goldstone. 2017. ISBN 9780553394184.  A well researched,  extensively footnoted and thorough work on what were very tumultuous times.  The author leads you back to how steam engines were first developed and then eventually what lead to “motorized” carriages.  You will see many parallels to other roads to invention in this book , including what Eldon Musk is trying to do with electric cars.  Selden would today be a master patent troll and Ford was not the only builder who ran counter to the “patent war”. The author stays well away from Fords “eccentricities” which might appear similar to Trump today.  The book holds your interest as the story builds.  Of great interest is just how far Europe was and remained ahead of the US in all this.  Once again the desire to have a monopoly was foremost in this industry early one as was the negative reputation of financiers.  Well worth the time ~ 4 hours.

November 14th 2016

Sales Readiness. Paul Fornelli

Total iPod sales

Sales Readiness. Paul Fornelli. 2015. ISBN 9780692579091.  This book has three audiences.  It was written for the sales pros who realize they need to find a new vertical, niche market, company to work for but they may think they do not have the experience to do this.  Then it can be used by sales manages  who see the need to train soft and hard skills to build a flexible, responsive sales force.  Last it can be used by sales strategists to need to analyze new marketplaces.   The book is useful for all three audiences.   I appreciated the thought that the author put into this book.   For me the maximum utility is in the first 9 chapters and the final summary.

November 8th 2016

Naked City. The death and life of authentic urban places. Sharon Zukin

English: Looking southeast at Ikea store in Re...

Naked City. The death and life of authentic urban places. Sharon Zukin. 2010 . ISBN 9780195382853.  A very useful viewpoint of how New York ( and related large cities have dealt ( or not dealt) with progressive change in its neighborhoods.  By looking closer at Brooklyn, Harlem, East Village, Union Square, Red Hook, neighborhood gardens the author illustrates the relentlessness of change and how city approaches can help or hinder that. What is interesting is that when a neighborhood moves from gritty to cool, then gentrification and rising property values will follow, at some time or another.  The author does not forget her history with notes on  the likes of Jane  Jacobs and Robert Moses as well as notable mayors and their impacts.   Good grounding for the urbanest.

November 1st 2016

Nonsense. The Power of Not Knowing. Jamie Holmes

Knowing (film)

Nonsense. The Power of Not Knowing. Jamie Holmes. 2011 ISBN 9780385348379. One of those books full of unexpected treasures in knowledge.   And it does not stop at the notes pp. Like Christensen, the notes are  another intriguing book . Delightful.  The power of holding two or more separate conflicting ideas in your head have been shown before , but Holmes delivers even more good thought on the idea.   Eg Negative capability is not fixating/clutching on one aspect of a shifting complex reality. ( This is a good thing) . Prejudice is driven by a need for order, social order, where individuals can not tolerate ambiguity, having a desire to latch onto what is safe, familiar, simple and apparently definite.  Bigots fail to see all relevant sides to a problem and have a high need  for closure.  A very useful book  An essential part of your own journey toward a more enlightened and calmer self.

October 11th 2016

The Talent Code. Greatness isn’t born it’s grown, Here’s how. Daniel Coyle.

Cover of "The Talent Code: Greatness Isn'...

The Talent Code. Greatness isn’t born it’s grown, Here’s how. Daniel Coyle.  2009. ISBN 9780553906493.  Singularly the best book on performance and development  I have read yet.   The question came up, why do these clusters of high performance sprout up?  Korean LPGA golfers, Russian ladies tennis stars? Curacao’s run of World Little League finals,  Magnet schools that outperform?  Brazilian soccer?  Finnish school children?  The failures of Whole language instruction?    Its all in here folks and the secrets are based on neuroscience, growth and the impact of deep learning ( coupled with the 10 000 hour rule) . Read about the importance of struggle, fire and ignition of vision, and how top coaches are able to do this. What you can do at home, in business to develop a high performance culture.  Recognize the  hard work ( not brains) and encourage struggles, not participation is what I first took away , but there is more , much more.

October 3rd 2016

Start Small Finish Big. Fifteen key lessons to start and run your own successful business. Fred DeLuca.

English: Subway logo and slogan taken from mar...

Start Small Finish Big. Fifteen key lessons to start and run your own successful business. Fred DeLuca.  2000. ISBN 9781627040020. I have had this on my Kindle for a year and finally got to read it.  I enjoyed this book The author founded Subway with $1000 and a dream.  He details that journey and many others through interviews with selected founders.   These successful businesses are not all tech start-ups or flashy product companies. They provide a needed service or product that required the founders to work hard at the process, never give up and eventually break into national or regional powerhouses.   Its uplifting and realistic and I recommend it to anyone who wants to be their own boss.

September 19th 2016

The Micobiome Diet. The scientifically proven way to restore your gut health and achieve permanent weight loss. Ralph Kellman , MD

Fresh vegetables are important components of a...

The Micobiome Diet. The scientifically proven way to restore your gut health and achieve permanent weight loss. Ralph Kellman , MD. 2014. ISBN 9780738217659.   This is a very readable book , full of information , tips and actions that you can take to help create and preserve a healthy gut.  By using patient stories the author creates an interesting flow through all the topics he addresses.  If one follows the  ”healthy living” blogs and foodie news , the healthy microbiome  message is found in many places.  This is not a “fad”  diet, but rather an approach to eating that one can incorporate into a healthy lifestyle.  Its very hard to fault the authors approach, and his suggestions are very achievable.  I enjoyed the book.

September 12th 2016

7 Steps for Success for Sales Manager. A strategic guide to creating a winning sales team through collaboration. Max Cates.

English: Journal of Personal Selling & Sales M... 7 Steps for Success for Sales Manager. A strategic guide to creating a winning sales team through collaboration. Max Cates. 2015. ISBN 9780134212500.  Oh I wish I had this book a long time ago.  Much of my hard won learning would have come so much sooner. This is The Book for sales managers. It wraps up much of the current thought on leading teams while not forgetting these are sales teams.   If you are a sales manager, VP sales, CEO or aspire to be in that roles, this is a must buy book for you and you have to read it.  The style is easy going, realistic and you just know its useful content. What are you waiting for?