January 3rd 2017

Innovation Tools. The most successful techniques to innovate cheaply and effectively. Evan Shellshear.

English: Open Innovation Model of the book

Innovation Tools. The most successful techniques to innovate cheaply and effectively.  Evan Shellshear.  2016.   Very current and well researched, this is a valuable book on Innovation tools from a thoughtful Aussie. Also there are numerous tools and guides on his website innovationtoolsbook.com.  The author has really wrapped up the bulk of innovation trends and momentum in this recent book. His case studies are bang on and directly applicable.  I suggest this is the book for any organization thinking and working on whole scale innovation.

January 2nd 2017

Strictly Mobile. How the largest man-made platform in history is changing our world. Kevin Talbot ed.

English: New Mobile Cell Phone Technology

Strictly Mobile. How the largest man-made platform in history is changing our world. Kevin Talbot ed.  2016. ISBN 9781619614307. I like this type of anthologies. The author has collected the thoughts on leaders in the use of mobile technology on the future of what will be used.  Many thoughts are presented on AI,  medicine, education, autonomous self driving cars, robots, the moon/space travel, payments,  VR, AI/robotic  interactions enough that you will have your eyes opened on uses to today and in the immediate future.  Something for everybody in these short essays.

 

December 27th 2016

Beyond the Sales Process. 12 Proven Strategies for a Customer- Driven World. Stve Anderson & Dave Stein

English: Porter Generic Strategies

Beyond the Sales Process. 12 Proven Strategies for a Customer- Driven World.  Steve Anderson & Dave Stein.  2016.   ISBn 081443715X.  Another excellent Amacom  sales book. This book continues the current thoughts on selling value for high performance sales. Anyone from the field will recognize that this is just a much better way of doing things.   These authors show you how to spend the time in Discovery, Diagnosis, Design and Deliver they then go on to help you execute and sell the follow on value.  They have 12 Strategies on how to make this work.  I appreciate the practical and achievable steps they point out.  So once you finish Mastering  the Complex Sale – this is the next book to cement and extend your learning.  Essential for all top performers and Sales Managers.

December 19th 2016

30-Second Quantum Theory. The 50 most important thought provoking quantum concepts. Brian Clegg ed.

Classical and quantum fields and particles (sp...

30-Second Quantum Theory. The 50 most  important thought provoking quantum concepts. Brian Clegg ed.2014. ISBN 9781552679050. I was lent this by a friend, Brian,  and  I am so glad he did. It takes the Brits to be able to clearly write about what could be a complex subject(s).   I tried reading it each evening, with some success  but found that it truly hung together if I just sat down one Saturday and read it front to back.  My engineering school  during the late ’60s and early 70s gave me  an “education” on these topics, but I did not really “learn it” .  The strength of this book is to give you just enough glossary to understand a section (There are 7 sections) . to lay out each building block of theory in a section and if there is areal world example – quickly show you.  The final sections really flow as more and more applications come forward.  These reinforce what up to then seemed just theories into real products we use every day.  As an aside The Nazi persecution of Jewish scientists worked to their fleeing to the US , which gave their physics program such a boost.  But, the xenophobia of the MacCarthy era in the US drove much of the talent elsewhere away from the US.   Its a lesson we should learn from.

December 12th 2016

Damned Nations. Greed, guns, armies & aid. Samantha Nutt. MD.

Samantha Nutt reads from her chosen book for C...

Damned Nations. Greed, guns, armies & aid. Samantha Nutt. MD.  2011. ISBN 9780771051470. One of the most concise and clear writing I have read on the sheet lunacy of many aid programs in the world.  The author has worked in most of the war torn places you can think of.  Of course we expected the celebrity programs to be a waste, but the author details the wasteful business of large aid groups, and how much of the funding is not dispersed . She also points out how having the military associated with aid only brings about even more waste, bureaucracy, disconnect with the locals and increase the risk to NGOs. You clearly find out the disconnect between what First world governments say they want to do and what the countries really need.  She holds out hope for those organizations which are there for the long term and work at the grassroots to improve the citizens lot.  This is another voice explaining the benefits of educating girls and the impact on village life. You will be aghast at the rapaciousness of many of African leaders as well as the dangers posed by child soldiers who become detached from reality.  I guarantee you will not want to put this book down.  Canada does not come out that well in this boo, from our govt to our large investment funds ( Teachers and Union funds)  who invest in large arms dealers.

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.