December 2nd 2020

Channel Force. A modern methodology for channel revenue growth. Craig H. Booth

Channel Force. A modern methodology for channel revenue growth. Craig H. Booth. 2020. 9781734891553.

A recent book on the issues surrounding Channel Sales. Written with a technology company in mind, the solutions suggested applying to any channel sales. The organization of the book is very logical and it allows the reader to build up a comprehensive model for their channel sales.  I appreciated the depth of thought put into this book.  This is helpful when you build your program but also you will learn the root of your channel problems and then be able to troubleshoot.  IMHO many, most channel problems are self-created through errors in the original set up and inattention.  It is difficult and painful to fix but needed to improve your revenue picture. This book will help, but the reader has to pay attention and work through the whole process, there are no short cuts. But once you understand the logic,  the work you need to do is easy to  see

November 21st 2020

the age of influence. The power of influencers to elevate your brand. Neal Schaffer.

the age of influence. The power of influencers to elevate your brand. Neal Schaffer. 2020. ISBN  9781400216376.   I have read all of Neal’s books in the past  and enjoyed them.  I heard good things about this one, contacted Neal and he sent me a review copy.   He then followed up and asked how it was going.  Neal practises what he talks about in this book. The book is a clear blueprint for working with influencers, with great examples, guides and room for you to maneuver in applying this to your business.  I took pages of notes and checked into most of the web pages/apps he suggested.  The examples are key to understanding how to use this book,  but his thoroughness in describing strategy and execution will make this a read and reread guide to how to do this.  He even h=gives you a web address where he will keep updating this book, important in such a fast-changing market.  It is an easy read, but that does not mean you can treat it lightly.  I highly recommend this book

November 15th 2020

Standout Virtual Events. How to create an experience an audience will love. David Meerman Scott.

Standout Virtual Events. How to create an experience an audience will love. David Meerman Scott. 2020. A very timely book. What these authors do is give you the psychology behind why to do these events a certain way.   The book is short in length but deep in content. Essentially these are lessons learned this year during the pandemic.   If you desire to be better at your virtual events, read this book.  Don’t just try to do the same old stuff as before – It will not work.

November 11th 2020

Read This Before Our Next Meeting. How we can get more done. Al Pittampalli

Read This Before Our Next Meeting. How we can get more done. Al Pittampalli. 2015.  ISBN 9780698409033.   A very short but impactful book.   The author blows a hole in our propensity to “have a meeting”.  I laughed as he described various tedious meetings, having lived through all that and more.   The actions to remedy this are simple and compelling.   Today, with online meetings being the norma, his mantra that meetings are for decisions is very apt.  I recently tried this out with an organization and the participants came back with a resounding yes to the format.  I recommend this book to all who meet with others.

November 4th 2020

GIRT. The unauthorized history of Australia. David Hunt

GIRT. The unauthorized history of Australia. David Hunt.  2913. ISBN 9781922231086.  Written with true Aussie tongue in cheek, Hunt delivers a Bill Bryson style story of the initial years of Australia.  It is sometimes outrageous, often gritty and also empathetic to those affected by the actions of the often corrupt, inept and bigotted British bureaucrats/colonists.  There are some inside jokes for the Aussie audience but it does not take away from the story nor the humour.   The story moves right along and does not bog down in trivia, quite the read.

October 31st 2020

the cluetrain manifesto. the end of business as usual. rick levine, christopher locke, doc searis, david weinberger.

the cluetrain manifesto. the end of business as usual. rick levine, christopher locke, doc searis, david weinberger. 2000 ISBN 0736202444. This came out over 20 years ago after  Eric Raymond’s  The Cathedral and The Bazaar. What is insightful about re-reading the manifesto is to see so much of what was predicted has slowly come about.  Once again this proves the wisdom of the crowds as this document was put together from many thousands of conversations on the early web.  Yes, some of the references are dated ( As in no longer what they were) but the truth of this work is evident. The 95 theses are here

Read the whole manifesto if you can here.    I took away:

  • That markets were originally conversations and business is a conversation.
  • The pervasive web opens the web of secrecy behind business and govt so people can talk again to people.
  • People want to do a good job if you let them, and many enjoy making clients/customers happy.
  • There is another set of rules beyond the org chart ( those who get things done).
  • The future is the intersection of choice and interruption
  • Real people employ humour to connect
  • Hear the questions of the heart through the web
    • children talking to  children
    • who is this person really like?
    • poor connecting with the poor
    • listen to ideas in context
    • information is tied to what voice?
    • be smart not just Google it
    • which stories are worthy?
  • Bring forth the human story.

If you work in tech it is worthwhile to read this manifesto it is still valid and useful.

September 28th 2020

Master and Commander series. Patrick O’Brian.

Master and Commander series. Patrick O’Brian.   These books ( 21)  were written from 1969 to 2004.  The author focussed on the topics of Royal Navy sailing man of war during the era of the Napoleonic and US independence wars.    The series follows the career of Jack Aubrey – captain and his friend Stephen Maturin – Physician, naturalist and secret agent.   The details of sailing from England around the world, exploring, fighting and surviving are fascinating.  These sailors were intrepid, rugged and aggressive. One has to admire their abilities to overcome so much.  The author did a lot of research to align this series with real events.  Great tales, intrigues, plots and lots of action, with a major focus on men and their attitudes.  The books in the series are:

Master and Commander (1969)
Post Captain (1972)
HMS Surprise (1973)
The Mauritius Command (1977)
Desolation Island (1978)
The Fortune of War (1979)
The Surgeon’s Mate (1980)
The Ionian Mission (1981)
Treason’s Harbour (1983)
The Far Side of the World (1984)
The Reverse of the Medal (1986)
The Letter of Marque (1988)
The Thirteen-Gun Salute (1989)
The Nutmeg of Consolation (1991)
Clarissa Oakes (1992) – (The Truelove in the US)
The Wine-Dark Sea (1993)
The Commodore (1995)
The Yellow Admiral (1996)
The Hundred Days (1998)
Blue at the Mizzen (1999)
The Final Unfinished Voyage of Jack Aubrey (2004).

September 24th 2020

How to Sell In Place, Closing deals in the new normal. Tom Searcy & Carajane Moore

How to Sell In Place, Closing deals in the new normal. Tom Searcy & Carajane Moore. 2020.  These two have a history of selling very big sales without f2F meetings over the years ( Co = Hunt Big Sales).  This short book concisely and clearly lays out how they have done this. For the reader, this is a prescription of how to move forward in today’s new normal.   I appreciate and recognize the logic in this approach as it reflects what we have learned over the years in doing much the same.  The online resources are useful but the reader needs to do the hard work in making it apply to their business.  With the present two books on Virtual Selling ( Jeb Blount, The RAIN group)  this one is a good complement.

September 12th 2020

Virtual Selling. A quick start guide to leveraging video, technology and virtual communication channels to engage remote buyers and close deals fast. Jeb Blount.

Virtual Selling. A quick start guide to leveraging video, technology and virtual communication channels to engage remote buyers and close deals fast. Jeb Blount. 2020  Wiley. This book was getting quite a bit of good press so I asked Jeb for a review copy. It came a few days ago.  I have read several of Jeb’s very useful books and I like the work he does.  This book does not disappoint.  Part of good sales technique is being efficient (do the right things) and being effective ( do them at the right time)  Jeb covers both of these very well. His ideas and guides are very current and much of what we do with present clients is contained here. A bonus is the plethora of online resources available to buyers of the ebook.  This is very good value and the content is presented in an easy to assimilate and use style.   Buy this book, read it once and then read it again. get to work.  Your commissions will soar!.

September 10th 2020

Virtual Selling. How to build relationships, differentiate, and win sales remotely. Mike Schultz, David Shaby, Andy Springer

Virtual Selling. How to build relationships, differentiate, and win sales remotely. Mike Schultz, David Shaby, Andy Springer.  2020. ISBN 97817348839.  In a time of virtual selling along comes this  book from the RAIN group with very timely advice.  They are quite experienced in selling and as a consequence they do a very good job.  Plus there is a ton of related tools/content on their website to help sales managers implement.   I like how current their thinking is wrto sprints etc ( Agile in the sales process)  Quick , easy read but very dense with useful content.