Archive for June, 2013

Hedge Hogs: The Cowboy Traders Behind Wall Street’s Largest Hedge Fund Disaster

English: Wall Street sign on Wall Street

Hedge Hogs: The Cowboy Traders Behind Wall Street’s Largest Hedge Fund Disaster. Barbara T. Dreyfuss. 2013. ISBN  78-1400068395.

Guest post by Nora McCalluum , Senior Wealth Advisor, Portfolio Manager, ScotiaMcLeod.

Thank you for passing along the book Hedge Hogs  to me. I read it this weekend. What an interesting illustration of the personalities of the people who have caused so much damage and pain to so many people.

Makes me wonder if hedge fund traders need to have some (substantial!)degree of sociopathic tendencies.

Whiteboard Selling. Empowering sales through visuals. Corey Sommers , David Jenkins

English: I made this image myself in microsoft...

Whiteboard Selling. Empowering sales through visuals. Corey Sommers , David Jenkins. 2013. ISBN 9781118379769.  Good line in the book – Why try to improve your PowerPoint? That is putting lipstick on the pig, lets just fry up some bacon!   The two authors make a compelling case for killing  the PowerPoint and getting good at white-boarding your solutions in sales calls.   This rings true for us as we work to help sales teams simplify things for their buyers – when all too often they just add our material to an an already bulging PPoint deck!   The analyses and use cases are terrific and the test is easy to read.  Top performers will grab this book  and make their sales callas even more productive.   Terrific tool and something every b2b salesperson should have.

Video Marketing for the rest of us. How to create amazing video in less than 10 minutes a day. Mike Shreeve.

Image representing YouTube as depicted in Crun...

Video Marketing for the rest of us. How to create amazing video in less than 10 minutes a day. Mike Shreeve. 2013.  Kindle book.  Mike contacted me to read this book and boy am I glad I did!  This is a quick and easy read yet it contains so many time and effort saving tips on how to get great quality videos up on YouTube and then how to make best use of YouTube and other social media sites  to drive quality traffic to your site.    There is  much quality content here for anyone who is really on top of content marketing and is now moving to putting up video.  Every content marketer should have this book.

The Sales Magnet. How to get more customers without cold calling. Kendra Lee

Sales

The Sales Magnet. How to get more customers without cold calling.  Kendra Lee. 2013.  ISBN 9780985782917.  A very good book for the experienced salesperson who want/needs to crank their efforts up  a big notch. This approach toward regular campaigns and lead generation efforts works as we  have been using similar efforts for a dozen years.  I appreciate her realistic view – if there are no leads in the sales funnel and marketing is ineffective – you have to call – but you also have to do this  method if you want your life to improve.   Many sales people have been classed as not that organized and tactics driven, however my experience has been that any sales person will find this approach as patently obvious.   As well,  if you think you are one of the “past it ” generation that has not adopted LinkedIn and other tools into your sales bag, she gives you an easy way to start to adopt it.   One caveat  not every salesperson is adept at writing good content – and if you are one of those you can learn to be better as the author gives useful templates on how to do it.  When you start, I would getting some  hard hitting copy advice from a real writer – if you do that you will reap a great harvest in sales leads. One of my colleagues calls this  ”a paint by numbers” way to be successful  Good resource site http://www.thesalesmagnet.com/

Sidetracked. Why our decisions get derailed and how we can stick with the plan. Francesca Gino

English: Decisions Decisions (Horton, Oxwich P...

Sidetracked. Why our decisions get derailed and how we can stick with the plan. Francesca Gino. 2013.ISBN 139781422142691. The author is a colleague of Dan Ariely, so if you have read his books a few of the experiments are repeated here, but along the lines of  Predictably Irrational there are many more experiments here that are new and fascinating.  The author is very insightful and asks very good questions.   She comes up with nine rules to live by in order to get done what you intend to get done.

Be aware of:

  1. Your surroundings
  2. Your emotions
  3. Zooming out not just focusing in
  4. The other persons point of view
  5. What bonds to question
  6. Checking reference points
  7. Considering the source
  8. Investigating and questioning your frame
  9. how to make your standards shine.

Clearly written and well edited,  this book flows so nicely you may,  like me,  read it in one sitting. Good book for that five hour flight across country. It brings insight into so many of our decisions.