Conquering the Fear of Rejection. Dr. Scott Sindelar. 2013.  The author approached me to read this as I had reviewed cold calling books.  He promised different approach. I am glad he sent this along as it answered many questions I had on the topic of self help and why so many are sold, yet they make little difference. I appreciated the concise direct writing style as it matches my personal preference for books that get right to the point. You will find many areas in which this book can direct you to actions that will make a difference on beating many common fears. I appreciated his comments on the futility of dwelling on self concept versus looking at activities and the results.  Well worth the download and the time to read it.

LinkedIn Marketing Blueprint. 21 days to building an influential LinkedIn presence. Edmund Lee. 2013. ISBN  Edmund sent me this book to review and I am pleased he did. I have previously  boiled down for my clients a four weeks to LinkedIn mastery checklist. However I intend to have them buy this book from now on. In an easy to read and logical style the author shows you what to do to get a strong LinkedIn presence.  There are enough tips and ideas her to get you to put up  decent pages that will perform well for you.   The role of LinkedIn “expert” is a moving target as more people use the site and learn tips and tricks.   My only quibble is that I get my clients to look at groups sooner , to see if there are relevant conversations that are going on in their space.  I liked that the author looks at setting early metrics

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Changing the Sales Conversation. Connect Collaborate Close. Linda Richardson. 2014. ISBN 9780071823654.  The author wrote Perfect Selling.  which I liked for its easy highly informative style. The author continues to provide a high value product which reflects today’s requirements for a much closer  matching between buyers process and selling process. In conjunction with Nicholas Read’s Target Opportunity Selling,   a sales organization would have a highly effective framework to launch  the sales group into a much more effective sales machine.  Richardson brings a good light on selling on Value, which is needed for teams to not be beat up on Price.   Top sales performers and those who want to be there should have this book on their desk. Her website still has useful resources

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Target Opportunity Selling. Top Sales Performers Reveal What Really Works. Nicholas A.C. Read.  2014. ISBN 9780071773072. o The author wrote a definitive book, Selling to the C-Suite where he laid out what buyers are really looking for after interviewing executive buyers over 10 years.  I really liked that book for its easy style and detailed analysis.   This new book tracks what experts sales people , “stars” do consistently to win in today’s complex selling environment. The easy style and analysis continues. I could not put this book down as I rediscovered insights, found new ones and realized linkages that tied into our experiences on page after page.  This material details what really works. It is written for the complex sales cycle in big firms, but many of the situations he writes about are common to most sales situations. So there is something here for every sales person to learn.  Today’s sales person has to respect the buyer and this book shows you the best way to do this.

Highly Recommended. Harnessing the power of word of mouth and social media to build your brand and your business. Paul M. Rand. 2014. ISBN 9780071816212.  I first read Paul’s work when he came out talking about Word of Mouth marketing and his message was clear and powerful.  This book takes it to another level . He has now worked with so many companies on this that the examples just fill the pages on how to do this well. He covers the field from marketing, selling, customer service and HR  This book will make a believer of the most obdurate Luddite.  Should be part of  the C -Suite reading.

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Cover of The Best Laid Plans

The Best Laid Plans & The High Road. Terry Fallis. 2008. 2010.  These  two books are hilarious ( and satirical).  The author takes on a two volume story of how an eloquent, articulate, inelegant engineering professor finds himself an unlikely MP candidate in a riding that he has no chance of winning.  His co star in this drama is a, jaundiced for his years, political speech  writing Ph.D. in English.  In the style of Jonathan Swift the author carves just north of a ludicrous path through the corridors of almost power in the House of Commons. His insights cut very close to exposing the bone of seedy and parochial displays in the House and how ideals could fall to the pursuit of re-election.   The present CBC comedy series on The Best Laid Plans adheres somewhat to the book , but does sway into a bit more melodrama than that book. In my mind the book is quite good enough without a TV producer “juicing” it up.

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The Art of Social Selling. Finding and Engaging Customers on Twitter, Facebook, LinkedIn, and Other Social Networks.Shannon Belew. 2014. ISBN 9780814433324. A superb book from Amacom. It is really hard to write a book like this that can stay current. The author is good at this and has an easy writing style. I always learn a few now things and methods. She stays pretty true that social selling is another tool to add to a salespersons kit. She has lots of data already that shows that high performers will do even more business using social media and they are already there.  As well she makes a good case for marketing and sales to talk about and agree on t buyer process and buyer persona.   A good resource for sales pros and leaders. Failure to grab this tool set , likely will be part of why your company remains or becomes an also ran.

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Sales Management. Robert J. Calvin.  2004, ISBN 0071435352.  One of  the best thought out sales management books I have read.  You would think that being 10 years old that the topics would be long in the tooth and the chapters on technology and Sales Force Automation  could use an update.  That said the author sticks so close to the basics that work that this book will endure for quite some time. If you are new to sales management, aspire to management , or expect to supervise sales managers this is terrific book for you.    The book is based on two very valuable truths.

1. Structure follows strategy
2. Tactics reflect strategy.

Many sales people and trainers come at this topic without addressing company strategy first.I really agree with the author that a weak sales force reflects a weak company management. If you are thoughtful in reading this book,  you will prevent yourself from falling into weak management decisions.   If you are in senior management this is a reference book for you. ( But it is a very entertaining read as well ).

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