April 22nd 2014

Million Dollar Launch. How to kickstart a successful consulting practice in 90 days.Alan Weiss.

English: Consulting the guidebook - At Sennen ...

Million Dollar Launch. How to kick start a successful consulting practice in 90 days.Alan Weiss. 2014. ISBN 9780071826341,. Years ago Alan wrote Million Dollar Consulting , which along with David Maister‘s books really helped me in launching our consulting practise.   This book is the result of years of consulting and seminars after the success of his first book. I found it delightful as always and chock full of pragmatic immediately useful advice. Even though I had reread Million Dollar Consulting 4th edition in 2009,  this book gave me a few more ideas in going forward.  If you are self- employed – this book is required reading.

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April 17th 2014

The Magic Question. A simple question every leader dreams of answering. David Cottrell.

English: Question answering system architectur...

The Magic Question. A simple question every leader dreams of answering. David Cottrell.2013. ISBN 9780071806169.

Six questions.

  1. What is really important?
  2. How am I doing?
  3. How is our team doing?
  4. Do you care?
  5. What difference do we make?
  6. Are you worth following?

Seems simple enough – but as you read through this book, few are doing this.

The idea of this book seems weak until you realize that only 5% of our population reads a book a month.

Add the challenges that Millennials seem to give to older managers and this book makes more sense.

Is it worth $22? Hard to say – and it  will last about an hours flight. Could be awake up call for some.

 

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April 14th 2014

Money. The unauthorized biography. Felix Martin

English: The largest ethnic group as percent o...

Money. The unauthorized biography. Felix Marti. 2014. ISBN 978030796243. This was a fascinating book that slowly drew me in as the author ( economist, columnist , academic) developed his theme.  Like the book on Debt,  the author has a particular economic POV , yet my own readings after the 2008 collapse seem to support his thoughts .  You will trace money/currency from the earliest times ( the stories are fascinating)  right up to present day and its dependence on credit, trust and credibility. . He does make sense out of why economists missed the collapse of banking/credit etc.  You will learn how the credit support of national government was needed to prop things up , that as it stands the govt is still taking all the risk and none of the upside – leaving the financial industry able to make bets and only have an upside , no downside. He gives  ideas from history that show how we can improve the system in each nation state and internationally, with the goal of a stable prosperous economy with benefits for all.  I suggest that this is an important book for all of us and worth the early trudging to get to the final chapters. I especially appreciated his wrap up chapter where he did a great job in boiling this into some very simple ideas.  The language is easy to read, but you can not hurry through this book.

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April 7th 2014

Absolute Value. What really influences customers in the age of nearly perfect information. Itamar Simonson & Emanuel Rosen.

Sales

Absolute Value. What really influences customers in the age of nearly perfect information. Itamar Simonson & Emanuel Rosen.2014. ISBN 9780062215673.  A very important book for sales and marketing.  What the authors  are finding in the B2C world will find its way certainly to the B2B world.  The idea is a  pure economic decision is  made with all the needed information and logic rules.  In the absence of all the  information, buyers turn to whatever is available  and often emotion rules- including the impact of  marketing. The authors suggest that in the B2C world, decisions are being made with immediate information from online etc ( reviews, reports, and independent analysis sites) and this the impact=t of old school marketing is less and less.  This often overrides the persons starting preferences and dramatically reduces the impact of some marketing.  If you are in marketing and sales you must read this book and take it to heartt.  we are all B2C consumers and this is impacting us today. And it is a good thing for the buyer and hell on the seller.  I could not put the book down – a very readable style.

April 4th 2014

An Astronauts Guide to Life on Earth. Chris Hadfield.

Astronaut Chris A. Hadfield Mission Specialist...

An Astronauts Guide to Life on Earth. Chris Hadfield. 2013. ISBN 9780345812728.   This was a sympathy buy for me. I admired the style of Hatfield that I just had to buy the book.   It is what I call  Boy Scout book – do your best to do good. Lots of simple realistic advice from someone you would like to have as a neighbor, or you meet him at Tim Horton’s every week for coffee.   He is a Canadian hero and buying this book and giving it to a twelve year old would be a good thing to do. Easy read and it would be fun on a four hour plane ride – and its not a waste of time.

March 31st 2014

Conquering the Fear of Rejection. Dr. Scott Sindelar

English: Cold Calling A paneless phone box nea...

Conquering the Fear of Rejection. Dr. Scott Sindelar. 2013.  The author approached me to read this as I had reviewed cold calling books.  He promised different approach. I am glad he sent this along as it answered many questions I had on the topic of self help and why so many are sold, yet they make little difference. I appreciated the concise direct writing style as it matches my personal preference for books that get right to the point. You will find many areas in which this book can direct you to actions that will make a difference on beating many common fears. I appreciated his comments on the futility of dwelling on self concept versus looking at activities and the results.  Well worth the download and the time to read it.

March 28th 2014

LinkedIn Marketing Blueprint. 21 days to building an influential linkedin presence. Edmund Lee.

Nederlands: Linked In icon

LinkedIn Marketing Blueprint. 21 days to building an influential LinkedIn presence. Edmund Lee. 2013. ISBN  Edmund sent me this book to review and I am pleased he did. I have previously  boiled down for my clients a four weeks to LinkedIn mastery checklist. However I intend to have them buy this book from now on. In an easy to read and logical style the author shows you what to do to get a strong LinkedIn presence.  There are enough tips and ideas her to get you to put up  decent pages that will perform well for you.   The role of LinkedIn “expert” is a moving target as more people use the site and learn tips and tricks.   My only quibble is that I get my clients to look at groups sooner , to see if there are relevant conversations that are going on in their space.  I liked that the author looks at setting early metrics

March 24th 2014

Changing the Sales Conversation. Connect Collaborate Close. Linda Richardson.

Old Jaguar E-type sports car: back fender & ex...

Changing the Sales Conversation. Connect Collaborate Close. Linda Richardson. 2014. ISBN 9780071823654.  The author wrote Perfect Selling.  which I liked for its easy highly informative style. The author continues to provide a high value product which reflects today’s requirements for a much closer  matching between buyers process and selling process. In conjunction with Nicholas Read’s Target Opportunity Selling,   a sales organization would have a highly effective framework to launch  the sales group into a much more effective sales machine.  Richardson brings a good light on selling on Value, which is needed for teams to not be beat up on Price.   Top sales performers and those who want to be there should have this book on their desk. Her website still has useful resources

March 21st 2014

Target Opportunity Selling. Top Sales Performers Reveal What Really Works. Nicholas A.C. Read

Selling Fish

Target Opportunity Selling. Top Sales Performers Reveal What Really Works. Nicholas A.C. Read.  2014. ISBN 9780071773072. o The author wrote a definitive book, Selling to the C-Suite where he laid out what buyers are really looking for after interviewing executive buyers over 10 years.  I really liked that book for its easy style and detailed analysis.   This new book tracks what experts sales people , “stars” do consistently to win in today’s complex selling environment. The easy style and analysis continues. I could not put this book down as I rediscovered insights, found new ones and realized linkages that tied into our experiences on page after page.  This material details what really works. It is written for the complex sales cycle in big firms, but many of the situations he writes about are common to most sales situations. So there is something here for every sales person to learn.  Today’s sales person has to respect the buyer and this book shows you the best way to do this.

March 17th 2014

Highly Recommended. Harnessing the power of word of mouth and social media to build your brand and your business. Paul M. Rand

Word of Mouth

Highly Recommended. Harnessing the power of word of mouth and social media to build your brand and your business. Paul M. Rand. 2014. ISBN 9780071816212.  I first read Paul’s work when he came out talking about Word of Mouth marketing and his message was clear and powerful.  This book takes it to another level . He has now worked with so many companies on this that the examples just fill the pages on how to do this well. He covers the field from marketing, selling, customer service and HR  This book will make a believer of the most obdurate Luddite.  Should be part of  the C -Suite reading.