June 14th 2021

Triage Sales Coaching. Shianne Sampson.

Triage Sales Coaching. Shianne Sampson.. 2020   A succinct guide to effectively coaching sales people.  The author references several well known sales coaches and puts them in context.  This is a solid book that works for newer sales managers/coaches.  Sales people are interested in books etc. that get the job done and this book will be useful. I liked his regular summaries and checklists,   Buy, read and go back to this book regularly

June 7th 2021

The Bomber Mafia. A dream , a temptation and the longest night of the second world war. Malcolm Gladwell

The Bomber Mafia. A dream, temptation and the longest night of the second world war. Malcolm Gladwell. 2021. ISBN 9780316296939.  A riveting true story, how the US developed and then tried to apply the Norden bombsight, despite its huge limits.  The growth of the Army  Air Force and how it differed from the British model.  And an insight into Curtis Lemay.   Like any Gladwell book, there are life lessons in this.  One is the US love of technology over what actually works in the field.  How true believers will rewrite the story to fit what they believe vs what actually happens.  And for Curts Lemay how his firestorms in Japan hastened them to the table and shortened the war. One could suppose that the US did not have to drop the bomb as Japan was already teetering.   Useful read and an easy one.

May 22nd 2021

The Broken Circle. A memoir of escaping Afghanistan. Enjeela Ahmadi-Miller

The Broken Circle. A memoir of escaping Afghanistan. Enjeela Ahmadi-Miller. 2019. ISBN 139781503903784.  The author was a small child when part of her wealthy family left Kabul for Delhi. She stayed behind with her brothers, two sisters and her father. She lived through the Russian invasion and war. She and her siblings fled Kabul with a guide and travelled ( walked, trekked) for two years to get through to Pakistan (over the Hindu Kush)  where they were reunited with their father.  Passportless they travelled to Bangladesh, Nepal and eventually India running the gauntlet of border patrols and security services. Eventually, they reunited with the whole family in New Delhi.  From there they would travel to America.  The story is told simply through the eyes of a child, but it is a dramatic portrayal of the life of refugees and the grinding poverty of the hill tribes in Afghanistan.  Well worth the read.

 

April 15th 2021

Sell or be Sold. How to get your way in business and in life. Grant Cardone.

Sell or be Sold. How to get your way in business and in life. Grant Cardone. 2012. ISBN 9781608322909.  The author is every bit a salesman, and each page of this book contains a useful bit for sales. More of a Zig Ziglar type than a here’s my process author, Cardone presents an upbeat attitude and strategies that are bound to get a salesperson up and over the various obstacles they may face.  His life stories and approaches are all useful, especially if you are a salesperson who sells with a story. I appreciated that his approach elevates and celebrates the role of salespeople in the world. A book for all salespeople to keep handy on their shelf.

April 4th 2021

The House of the Spirits. Isabel Allende.

The House of the Spirits. Isabel Allende. 1972.  I am a fan of Allende’s work, even her early books.  This is fiction based on fact around the intertwined fates of two families in an unnamed Latin country.  I saw similarities to Argentia, Venezuela, El Salvador history.  One family has beautiful, spiritual but tragic daughters and another has the rags to riches story of a son.  This is all bound up in a showdown between capitalism and socialism, leading to a fascist state. The lives, love and eventual deaths of many protagonists are clearly laid out. Allende has a rich descriptive sensual style reminiscent of DH Lawrence.  Easy to read and skillfully done.

March 23rd 2021

The Edge of Eternity. Ken Follett.

The Edge of Eternity. Ken Follett. 2020.  Following two fictional families, one in East Germany and one in USA ( black) from building the Wall, the Kennedy years, Johnson, Carter, Reagan, Bush, the fall of the Wall, Europe Spring.  The families, their contacts, their enemies are intertwined with these events in history.  If you lived through some or all of this, you may not be able to put the book down.   Leaders are not always shown in a kindly light, with JFK taking quite a hit on his morals ( or lack of).  Worth the read as it is recent enough to ring true.

March 19th 2021

Joe Biden. The life, the run, and what matters now. Evan Osnos.

Joe Biden. The life, the run, and what matters now. Evan Osnos.2020. ISBN 9781982174026.  Published just prior to the inauguration this is a decent reveal about who and what Joe is.  It seems he may be what the US needs right now to “get the job done” while being quietly competent at working the Washington levers of power.  ( I think we appreciate the quiet part now)    I was interested in the projected actions he may take in his first forty weeks of power, he is under no illusions as to how short a honeymoon he may have.  His actions seem to follow these projections and why they seem necessary. It’s a useful book for those of us who watch the US from a distance.

March 5th 2021

Simon Scarrow. Cato and Macro series (1-17)

Simon Scarrow. Cato and Macro series (1-17).  Scarrow is a prolific writer on the Roman expansion era ranging from the invasion of Britannia, in the Med., and the Middle East, and Rome all the way to the wars with Persia.  His two heroes, Cato and Macro are regular Roman fighters who get in and out of many deadly scrapes. The author’s research gives you an on-ground view of the life of a Roman soldier.  His writing is fast-paced, but with enough detail to keep you intrigued. Very enjoyable if you are a historical fiction buff.

February 23rd 2021

Tactical Pipeline Growth. Winning the battle for new business, Mark McInness.

Tactical Pipeline Growth. Winning the battle for new business, Mark McInness. 2020. ISBN 9780646819938.   The author has put together a very practical, pragmatic book on tactical sales methods. He is also very organized and logical making this a good guide to building internal sales processes.   You will still need a good idea of your ideal client, the types of language and content that works for them. As well you need good marketing chops to drive leads and traffic to work with.  That done, this book will make sure you take the best care of the leads you work with.  Worth any sales professional’s time to read this.

February 5th 2021

Marketing with Webinars. Get new clients in 1-hour per month. Tom Poland.

Marketing with Webinars. Get new clients in 1-hour per month. Tom Poland. 2020. ISBN 9780977503261.  Sub subhead. Efficient & effective alternative to seminars, conferences, & tradeshows.  At first, this book ( which is available plus resources at www.marketingwithwebinars.com) struck me as a bit over the top with sales hyperbola. But the author quickly drops into why does but with lots of details to do this.  His detailed marketing system is useful for many efforts needed today.  I quickly found this book to be very enjoyable and useful. In today’s non-contact world this is a good handbook on what to do.   A good read for any tech entrepreneur and market/sales department.