July 10th 2017

The Science of Selling. Proven strategies to make your pitch, influence decisions, and close the deal. David Hoffield.

English: Graph showing historical trend of ann...

The Science of Selling.  Proven strategies to make your pitch, influence decisions, and close the deal. David Hoffield. 2016. ISBN 9781101993187. This is a lifetime of sales experience rolled into one terrific volume. The author has done all the hard work over several years to compile the scientific reasons behind successful sales strategies.  In our firm we are very strong believers in knowing the mind and process of the buyer in driving marketing and sales through the building of trust. This author is firmly in this camp and has a plethora of examples of how you can make this work to dramatically improve your selling.  Not just another sales book, this is must read for the sales manager and any sales person striving to be a high performer.

July 3rd 2017

The Sales Development Playbook. Build Repeatable Pipeline and Accelerate Growth With Inside Sales. Trish Bertuzzii

Ipod sales per fiscal quarter

The Sales Development Playbook.  Build Repeatable Pipeline and Accelerate Growth With Inside Sales. Trish Bertuzzia. 2016.   I can not say enough good things about this book.  Yes it does a terrific job in helping a Sales Manager build, train and manage a high performance  sales development team ( ie  inside sales) . But the tactics, techniques and strategies are very useful by all sales people and sales managers.   One you need on your much read shelf.

 

June 26th 2017

Mapping Innovation. A playbook for navigating a disruptive age. Greg Satell ,

disruptive Innovation am Beispiel Wechseldaten...

Mapping Innovation. A playbook for navigating a disruptive age. Greg Satell. 2017.  ISBN 9781259862250.  A delight to read that covers much of the innovative initiatives in recent history.  The final gem is the Innovation Playbook outline.   The writer takes his years of experience in IBM and other enterprises and marries it with current   You can easily marry this material with Lean working, Rockefeller Habits and other “quick ” business plan proponents  ( i.e. Gazelles etc)  and find out where much of these ideas came from.   I recommend it private and public organizations who wish to be better at supporting Innovation.   Its the truth and nothing but the truth.  Buy this when it comes out.

June 19th 2017

One Perfect Pitch. How to sell your idea, your product, your business and yourself. Marie Perruchet.

Silicon Valley

One Perfect Pitch. How to sell your idea, your product, your business and yourself. Marie Perruchet. 2016. ISBN  9780071837590. The author was a french journalist who ended up in Silicon Valley helping entrepreneurs at 500 Startups make better pitches. She knew that the key to success was to create stories that did the job, quickly and clearly. ( Can you see why I like to read books by journalists?) After years of this  she created her company , OnePerfectPitch and wrote this book.  It is a one stop read for how to tell the story you need to tell to an audience that is likely attention deficit.  I found it immediately useful and it continued that utility all through the book.  Good compelling read that is easy to digest and use. If you speak to more than a  few people in your life, you need this book.

June 12th 2017

Power Up Your Sales. Generate leads for high end sales through public speaking. Kathleen Gage

Italiano: Author, life coach, and motivational...

Power Up Your Sales.  Generate leads for high end sales through public speaking. Kathleen Gage. 2017. An interesting little book about how one woman developed her speaking skills ( Thanks Tony Robbins) and built a career from it.  The tactics and tips she speaks about are all valid and proven. If you are self employed or part of a small business, you can do much worse than being able to speak and share with groups.  IN our consultancies early days we were always speaking to different groups through the selling season and we still do.  Quite easy to read and get good value from this book.  Salespeople need to be able to do this at a high quality level.

June 5th 2017

The 5 Rules of Megavalue Selling. How to communicate customer value and differentiate from competitors. Mark Holmes

Warid Telecom customer services and sales point

The 5 Rules of Megavalue Selling. How to communicate customer value and differentiate from competitors. Mark Holmes. 2017.  ISBN 9781619846234.  This is a good book on the topic of value selling. It hits all the relevant points, while keeping it very credible. The allegory style that will tend to hold a readers attention.  This is not a beginning sales persons training book , but it is a book on sales effectiveness. Should be on every sales managers desk.

May 30th 2017

Ask More. The power of questions to open doors, uncover solutions, and spark change. Frank Sesno.

Spark plug

Ask More. The power of questions to open doors, uncover solutions, and spark change. Frank Sesno. 2017. ISBN 9780814436721.  I am a fan of AMACOM books, they always deliver. This book by Frank Sesno is a good one. Unlike previous books on using questions in sales, this one covers questions for your whole life and many different situations.  Its a great starting book and also one that you can carry for your whole career. They key to change and impact is listening and the cornerstone to listening is having great questions.  Buy this, read it and refer back many times.

May 8th 2017

Sapiens. A brief history of mankind. Yuval Noah Harari

Sapiens. A brief history of mankind. Yuval Noah Harari. 2014. ISBN 978077103850.   If you ever wanted to know why humans behave the way they do. this is the book for you.  It does a very good job of drilling back into our early development ( as  lucky survivor – who ended up at the top of a food chain) and how we still end up repeating our destructive and social ways today. We have been responsible for the destruction of entire species all over the world from very early on and have much to learn from our history.  I was taken with the parallel with our early predilection with gossip and how we still are.  The growth of communities to cities and eventually empires is so fascinating.  I tend to agree that perhaps the foraging communities were “better” fed then the eventual civilized peasants trapped in filthy, disease prone villages with a limited diet.  The extension into what we could become makes for very interesting reading as well.

May 1st 2017

How to Bullet Proof Your LinkedIn Profile. 10 security issues to avoid. Patrick X. Gallagher

Nederlands: Linked In icon

How to Bullet Proof Your LinkedIn Profile. 10 security issues to avoid. Patrick X. Gallagher. 2017.  A short but excellent ebook on something I should have been considering.   If you follow his guides, you will have gone a long way toward bumping up your LinkedIn security.  His piece on how to tell that the profile asking to connect is fake is a real gem.  If you use LinkedIn this is  a must read.

April 24th 2017

Nonstop Sales Boom. Powerful strategies to drive consistent sales growth year after year. Colleen Francis

Ipod sales per fiscal quarter

Nonstop Sales Boom. Colleen Francis.  2014,. ISBN 9780814433768. I can not believe I missed this book when it came out.  I am voting it my Sales Book of the Month already.  It is a great resource for B2B sales for product and service companies.  It is based on the pioneer work of Alan Weiss (Million Dollar Consulting) and then some.  It is also useful for the brand  new to very experienced sales person.  Definitely a book to have on your reference shelf to refer to often.