Archive for October, 2003

Clients for Life: Evolving from an Expert-For-Hire to an Extraordinary Adviser. Jagdish Sheth & Andrew Sobel.

Clients for Life: Evolving from an Expert-For-Hire to an Extraordinary Adviser. Jagdish Sheth & Andrew Sobel. 2002. ISBN: 068487030. So why has this remained on the best seller list for so long? Because this is also a great book if you are anyway involved in professional service sales. the seven areas to develop and balance are:
Selfless independence
Being Empathetic
Be a Deep Generalist
The Big Picture-Synthesizer
Have Great Judgment
Have Great Convictions
Practice Integrity at all times.
Website is www.andrewsobel.com for some good interviews, but you still need the book on your bookshelf.

Category: Management

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The Secret to Selling More: It’s Not Where You’ve Been Looking, If It Were, You’d Have Found It Already. Mitchell Gooze.

The Secret to Selling More: It’s Not Where You’ve Been Looking, If It Were, You’d Have Found It Already. Mitchell Gooze. 2001. ISBN 1889772038. The salesmen’s followup to Its not Rocket Science. Gooze covers sales efficiency, effectiveness and then lays his reasons why all the great sales training in the world will never help your sales force ever improve much more. Its not a sales problem, but lies in marketing and implementation. Finally a book which details t what we in the industry have known for many years and shows us how to fix it. You have to have this book if you want to have the breakthrough sales you deserve.Big print, easy read that makes a ton of sense. Website is www.customermanufacturing.com with lots of free stuff.

Category: Lead generation, Marketing, Sales, Strategy, Technology Industry

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The New New Thing. Michael Lewis.

The New New Thing. Michael Lewis. ISBN 0140296468. I could not read this just as all the dotcoms melted. But now there is a lot to learn about Jim Clark ( SGI, Netscape, Healtheon, My CFO) that is still very useful in dealing with engineers and/or visionaries. Plus this book is on sale just about everywhere you go now. Easy, entertaining read. Get it at the library.

Category: Leadership, Management, Strategy, Technology Industry

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