Predictable Prospecting. How to increase your B2B sales pipeline. Marylou Tyler & Jeremy Donovan.
Predictable Prospecting. How to increase your B2B sales pipeline. Marylou Tyler & Jeremy Donovan. 2016. ISBN 9781259835643.
A most fitting adjunct/companion to Aaron Ross ‘s an Marylou Tylers Predictable Revenue book This is easily the most thorough/useful book on lead generation I have read. It’s definitely in the running for sales book of the year. Using broard steps of Target, Engage and Optimize the authors teach you how to get the most out of your SDRs in order to drive bottom line revenue to your company. Everything they talk about is achievable, tested and valuable. Every CEO and Sales manager needs this book on their reading list and desk library.
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Category: Sales, Sales Effectiveness, Sales Efficiency, Six sigma
Mistakes Millionaires Make. Lessons from 30 successful entrepreneurs. Harry Clark.
Mistakes Millionaires Make. Lessons from 30 successful entrepreneurs. Harry Clark. 2016. ISBN9781626343283. The author, a member of EO went out to 30 others members/acquaintances who like him had built up and lost significant sums while running their businesses. He extracts extremely expensive lessons learned, how to recognize and avoid this issues and then inoculate yourself against making those same mistakes. The language is simple, unvarnished and concise. The damage that these mistakes caused to their business, family life , investors and friends was significant. Each story is worth a read and a reread. Every entrepreneur needs this book.
Category: Lifeskills, Management
Pancakes in Paris. Craig Carlson.
Pancakes in Paris. Craig Carlson. 2016. ISBN 9781492632122. So a young American falls in love with all things France and Paris and through many twists and turns eventually finds his way back there to open up a Breakfast in America diner, since that is what he missed the most while living there. His writing is very personal and human and he is totally unvarnished about the byzantine labor laws in France that make running a business a nightmare. You will laugh and cry through this book as the author meets and then then gets through many incredible struggles. There are some good business and life lessons in this book.
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Category: Leadership, Lifeskills, Management
Sell with a Story. How to capture attention, build trust and close the sale. Paul Smith
Sell with a Story. How to capture attention, build trust and close the sale. Paul Smith. 2016. B01GW9XH84 Another great Amacom sales book. He really goes into the detail on how to improve your stories. Any successful salesperson realizes the power of stories and this is the book you need to improve yours. Having the template to build from helps you get the maximum from this book . His examples are spot on. I recognize several issue I have dealt with in this book, including the VP of sales who steps all over your sale. Best advice – talk to your purchasing dept, so few sales guys do so. Salespeople and sales managers need this book in their quiver.
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Category: Sales, Sales Efficiency
Innovation Tools. The most successful techniques to innovate cheaply and effectively. Evan Shellshear.
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.
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Category: Internet of things, Technology Industry
Strictly Mobile. How the largest man-made platform in history is changing our world. Kevin Talbot ed.
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.
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Category: Future, Technology Industry