Tubes. A journey to the centre of the internet. Andrew Blum.   2012. ISBN 9780061994937  While reading this book I was  taken back  to Tracy Kidders technical. philosophical and anthropological approach to  The Soul of  a New Machine (1981) , in that you really end up knowing this topic.  A lot of technical information is summarized here, but it is in the context of the people doing the work. The careful reader will come away with a good idea of the hardware and fibre pipes driving the internet. It is a good starting point for anyone who wants to delve into the business and technical model of worldwide broadband.   My nerdy self was a bit frustrated with the “local colour” that dressed up many of the pages – but it will allow this book to have a broader appeal.  The author is an experienced journalist, so his content rolls along smoothly ( with the faint New Yorker “air” still about it).  The book will not change your life – but you should know this material as an educated person.

Bunch of Amateurs. Inside America’s hidden world of inventors, tinkerers and job creators. Jack Hitt.2012. iSBN 9780307393760. The author is a regular contributor on science related material to New York Times magazine and others of that ilk. This is a fairly slow moving non trivial journey through the realms of the people you would never hear about who are doing some very curious and interesting things.  On first contact you might classify them as cranks or eccentrics who have carried a hobby to an obsession. The author takes the time to peel the onion of their life back to show how they just may have something for you to learn here.  As well you will learn a few different psychological applications of anchoring and  crowd sourcing on our belief structures.   Hitt carefully removes much of the mistaken assumptions around several American urban myths.  The book does not race, but it flows nicely and might fit as a useful summer read.

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Decisive. How to make better choices in life and work. Chip Heath and Dan Heath.2013. ISBN 9780307361134. I am a fan of these guys work ( SWITCH & MADE TO STICK) . and this book is another treasure.  First several examples about how bad we really are about making decisions.  Then they provide  lots of clear examples to illustrate using their process WRAP:

• Widen your options
• Reality-test your assumptions
• Attain distance before deciding
• Prepare to be wrong.

Add their clear writing and breezy style and this will make that cross country air trip go rapidly by.  I recommend this to anyone at any time in their life. Like the Mastercard commercial. Priceless.

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Customer Centric Selling Field Guide to Prospecting and Business Development. Gary Walker. 2013. ISBN 9780071808057.  All too often a sales book starts out assuming no help from marketing and/or the sales person has to do everything.  This book is better than most in that it lays out exactly where marketing can best help sales.  The book is realistic through using field guide style for what to do in prospecting and BD. It is interactive, pragmatic and immediately useful to every salesperson. I appreciated that the author has woven in all the latest techniques and tools to help you make your number efficiently and effectively.  I read the authors blog regularly and it too is full of very useful content to rocket launch your sales.  A book for all the high producers, those to aspire to be a high producer and all sales leaders.

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SOAR Selling. How to get through to almost anyone- the proven method for reaching decision makers. David & Marhnelle Hibbard.2013. ISBN 9780071793711. The authors have found what Rocket Builders ( my firm) have as well, today’s salespeople are often poorly equipped to initially get through to prospects and engage them.  This is not limited just to the rookies but pervades the industry.  Part of this is mindset and self limits but another huge part is the lack of clear value statements  (and practice) that works when you have the prospect on the phone.   There is nothing really new in this book – but it is a powerful package that the authors have put together that our firm know works since ewe have approached sales this way for many years.   The caution I have is that despite this being almost a pragmatic cookbook to increasing net new sales, few firms will be able to apply just book learning. The roots of the struggles in sales are partially training, attitude and company culture.   However , I suggest that this is good wake up book for any senior sales manager – and it will help to keep the blade sharp.

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Citizenville. How to take the town square digital and reinvent government. Gavin Newsom. 2013. ISBN 9781101605813.  The author is  Lt. Governor of California and was mayor of San Francisco.  He speaks with authority and experience of the  disconnect between government (designed in the 50s) and its citizens especially digital citizens with all their social media tools.   The author draws from experiences in opening government in California ( the successes, struggles and work still to be done) .  As well he has access to some of the smartest civic/technical thought leaders in the country ( e.g. Stewart Brand, Tim O’Reilly, Eric Ries)  to be able to paint the picture of innovations that are working now at many levels of govt worldwide.

Like myself he thinks that City government has the ability to act faster and go further with this approach than other government. He addresses who the City is trying to serve and how to do it better with vastly increased efficiency, speed and application of present resources.   I recommend this book to anyone in civic government or a citizen who cares about the state of their present government.  This is not a blueprint to change, rather a manifesto of change, a vision to guide the journey.  Combined with The Slow Fix (Carl Honore) this book gives us a place to start and a framework for change.  Very readable,  the book flows well.

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The Slow Fix. Solve problems, work smarter, and live better. Carl Honore. 2013. ISBN 9780307401304.  A serious book for the long term planner and big problem solver.  Replete with numerous big problem examples the author quickly captured my interest and inflamed my enthusiasm for his ideas.  They just seem so reasonable and common sense. Alongside my recent eye opening research into Emotional Intelligence, this book cements home all the basics of core leadership and development.  You will appreciate how he explains why humans are tied to the fast  fix, where it is appropriate as well as how society increasingly pushes us to a quick fix even when it is not the appropriate method.  As I become more involved in community service I see so many places where the Slow Fix has a tremendous chance to do really good work. Not a sales book this is a life changing book and I urge you to read it.  The author  has an easy engrossing writing  style making this is a good candidate for your long flight reading.

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